Summer Internship Sales Director

NEIL FENDER

Redondo Beach, CA • 310-***-**** • ***********@*****.*** • www.linkedin.com/in/neil-fender

DIRECTOR OF SALES

Extensive record of success delivering business development and sales objectives Influential, client-focused sales executive with more than 20 years of experience driving revenue growth through aggressive strategies, account penetration, and territory development. Trusted advisor who expands and retains existing partners by optimizing product mix and services. A proven track record capitalizing on new opportunities regarding client acquisition and market share growth with demonstrated success leading teams selling, deploying, and supporting Cloud-based infrastructure, Software (SaaS), complex networking and video solutions globally. o Reframes complex concepts in simple terms for diverse audiences to achieve consensus in dynamic team environments. o Partners with C-level executives and decision-makers in across international and domestic market sectors. o Provides business development expertise in short and long-term strategies, plan development, and execution. Core Competencies

PREFESSIONAL EXPERIENCE

INTERTRUST TECHNOLOGIES – San Mateo, CA 2021-2022

Privately held company specializing in Edge-to-cloud trusted data orchestration, device identity management and content protection solutions SALES DIRECTOR

Recruited to revitalize sales across Americas and drive commercialization of cloud-based monetization and content security solutions for content owners and distributors of live and VOD services. Lead major sales engagements advising customers through the technical and business evaluation process. Developed complex technical system solutions and presented proposals for product licenses and professional services.

• Forged new strategic partnerships with 2 of top 3 CSP’s; successfully onboarded ExpressPlay as first multi-DRM platform AWS ISV certified.

• Partnered with cross-functional teams to promote industry first cloud-based, hybrid content security and Conditional Access solution for premium broadcast and high-value OTT entertainment.

• Secured major opportunity wins with leading Regional Sports Network and top System Integrator, adding $.25M in pipeline revenue ATEME - Denver, CO 2020 – 2021

(Euronext) A Global leader of video compression and delivery solutions enabling Tier-1 content providers, service providers and streaming platforms to boost their viewership and subscription engagement. 1000+ customers, $85M annual revenue. DIRECTOR OF SALES - North America

Delivered on market expansion and revenue growth objectives by delivering video transcoding solutions for broadcast contribution/distribution, multi-screen live streaming, OTT/IPTV and VOD applications. Managed an account base of 50+ content owners, broadcasters, service providers and system integrators. Developed creative project proposals to accommodate unique customer requirements and negotiated complex sales deals involving large global accounts.

• Grew revenues 350% YoY by penetrating new business across multiple FOX Entertainment divisions (FOX Sports, FOX News & FOX TV).

• Won 9 new logos within first 12 months of tenure.

• Boosted sales revenue by $1.4M establishing strategic partnerships with satellite operators, broadcasters, system integrators and MSP’s. GTT COMMUNICATIONS, INC., Costa Mesa, CA 2018-2020

(NSDQ: GTT) Global Tier-I IP network operator and leading provider of Cloud Networking, IP, Video, Network Security and Managed Services ACCOUNT DIRECTOR / BROADCAST SERVICES SPECIALIST

Recruited to revitalize sales across North America and execute on strategic business plans to drive revenue growth, customer acquisition and margin profitability. Lead commercialization of broadcast services (Dedicated, Occasional Use & Live Events) and cloud networking solutions (WAN/SD-WAN, Internet, Ethernet/MPLS and Managed Services) to support needs of M&E companies and global Enterprises.

• Implemented GTM strategy for Broadcast Services business, while effectively growing Enterprise customer base by 45% YoY.

• Attained 100% customer retention while preserving $5.5M in contracted revenue for Broadcast Services group.

• Grew company’s video network by 60%, expanding footprint to 300+ Points of Presence by forging alliances at key media hubs globally.

• Business Development • Digital Transformation • Global Accounts • Account Growth

• Channel Alliances • Relationships Cultivation • Cloud Enablement • Pipeline Generation

• Strategic Partnerships • Quantitative Analysis • Product Development • Strategic Planning

• Competitive Intelligence • Complex Negotiations • Project Management • Solutions Selling VINDICIA (an Amdocs Company), San Mateo, CA 2015-2018 Leading provider of Software-as-a-Service (SaaS) subscription management and payment solutions. Acquired by Amdocs, 2018. DIRECTOR OF SALES

Maximize revenue and expand market share by delivering subscription billing and payment solutions for digital media, OTT entertainment, eCommerce & online services providers.

• Awarded “Top Sales Director” by reaching 260% of annual quota in 2016 using aggressive sales strategies.

• Led company in new logo acquisitions, secured major wins with key customers: NBC Universal, Ancestry, Tribune, NFL, Warner Media.

• Expanded channel partnerships by forging technology alliances with online video service providers, merchant banks, payment processors, and Data / AI platforms.

EQUINIX, Redwood City, CA 2013 – 2015

(NYSE: EQIX) the world’s digital infrastructure company, operating 200+ data centers across the globe and providing interconnections to all key clouds, networks, and IT services. 10,000+ customers, $6.6B revenue. BUSINESS DEVELOPMENT EXECUTIVE - Content & Digital Media Expand business across strategic accounts (Studios, Distributors, Post-Production, Ad-Tech and e-Sports). Lead and drive coordinated sales approach with cross-functional teams and external partners.

• Grew revenue 40% YoY across key accounts and achieved 100% renewal rate of existing account base generating $1.25M in sales.

• Commercialized industry first Digital Media Exchange ecosystem, enabling companies to accelerate content creation, distribution, and monetization by leveraging low latency interconnections to clouds, networks, and digital services. ARQIVA, LTD., Washington D.C 2010 - 2013

British telecommunications company and leading provider of critical data, network, communications, and broadcast transmission services. SALES MANAGER – Satellite, Broadcast & Media

Delivered portfolio of broadcast infrastructure, next generation media processing and end-end connectivity solutions to M&E customers across Americas. Established relationships with global broadcasters, news agencies, sports rights-holders, and production companies.

• Leveraged innovative sales strategies to achieve 110% and 125% of quota in 2011 and 2012.

• Boosted sales 300% YoY by winning divisions largest multi-year contract for OU managed video services with top Brazilian sports rights-holder.

• Formed alliances with key technology vendors to further sales growth; accounting for $3.8 million in revenue. INTELSAT (formerly PANAMSAT SATELLITE SERVICES), Long Beach, CA 2006 – 2009 World’s largest fixed satellite services (FSS) operator and provider of critical communications infrastructure. 1500+ Customers, $525M revenue. SALES DIRECTOR – Media Services

Spearheaded business development and sales management initiatives while driving strategic account penetration. Identified and capitalized on new business opportunities for managed media services (satellite space segment, terrestrial fiber, IP, teleport, colocation).

• Performance Achievement Award winner (2008 & 2009).

• Won divisions largest revenue deal with National Public Radio, Increasing sales $45 million and YoY account revenues 40%.

• Created and deployed complex, e-e video transmission paths (fiber, satellite, IP) for delivery of live global sports, breaking news, and high- profile special events. Major project wins, Academy Awards, American Idol, Live Earth, Champions League Soccer. ADDITIONAL EXPERIENCE

INTELSAT (formerly PACAMTEL SATELLITE SERVICES), Los Angeles, CA – SALES DIRECTOR, Network Services VERESTAR (formerly INTERPACKET NETWORKS), Santa Monica, CA – REGIONAL ACCOUNT MANAGER ANTEC NETWORK TECHNOLOGIES Atlanta, GA – INTERTNATIONAL ACCOUNT MANAGER EDUCATION & TRAINING

Bachelor of Arts, Economics/Business Administration, EAST CAROLINA UNIVERSITY, Greenville, NC International Business & Spanish Studies, Summer Internship/Exchange Program, UNIVERSIDAD de COSTA RICA, San Jose, Costa Rica PROFESSIONAL AFFILIATIONS

Media & Entertainment Services Alliance (MESA) Entertainment Technology Center (ETC) National Association of Broadcasters (NAB) Sports Video Group (SVG)

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