Telecommunications Sales Professional

Eric L. Rogers

***** ****** ******* *****

Wildwood, MO 63040

Mobile: 314-***-****

Career Summary

My depth of experience in a variety of business areas and understanding of technical and business applications has enabled me to develop complex WAN solutions matching customer needs. Twenty years of experience in marketing / sales and technical sales including increasingly responsible positions involving enterprise technical consulting, design and integration of local and wide area networks. Successful at leading network design teams in a deadline-driven environment to respond to customer Requests for Proposals (RFP) and presenting to decision makers of various knowledge levels. Previous experience in systems auditing and risk management has prepared me to assure compliance to company policies and ethical standards. My background qualifies me for a variety of roles within the telecommunications industry or managing an enterprise’s IT and telecom department.

Professional Experience

Verizon Business

Weldon Spring, MO (St. Louis metro)

Senior Acquisition Account Executive (part of a pilot program - cut during recession)

December 2007 to July 2009

• Hunter sales role to win new clients (Fortune 1000) with no existing Verizon Business contract. Potential clients were selected by Sales leadership. Extensive research to understand clients’ operations and goals and create compelling solutions to improve financial and operational efficiencies. Commission structure based on new revenue attainment.

• Results: Three new contracts attained and progress with other prospects toward significant revenue opportunities in strategic private IP (MPLS) WAN, VoIP via IP Trunking and IP contact center consulting and services. Economic pressures severely impacted momentum beginning with 4th quarter 2008.

• Attained knowledge of strategic product sets including managed mobility and IT Services such as Computing as a Service (CaaS), IP applications hosting and remote IP applications management, data center services, virtualization, Automated Server Monitoring and Remediation Service (SaaS delivery model providing administrative tools).

• IT Security: With the acquisition of Cybertrust, a global leader in security management programs (SMP), greater emphasis was placed on learning strategic services around governance / risk / compliance (GRC), and professional services such as ID / access management.

AT&T

Des Peres, MO (St. Louis)

Senior Account Manager – Select Markets

January 2007 to November 2007

• Responsible for managing existing account base in St. Louis and growing revenue. Account Team leadership with Outside Sales responsibility. Prepared thorough account planning for key accounts, demonstrating knowledge of key business drivers.

• Partner with Inside Sales Account Manager in strategic and tactical sales planning, and relationship building after gaining understanding of customers’ industries and targeting with appropriate solution sets including MPLS networks, VoIP, hosting services, managed services and BC/DR planning. General understanding of traditional ILEC services.

• Responsible for engaging internal resources to advance the sale efficiently.

Qwest Communications

Chesterfield, MO (St. Louis)

Global Account Manager – Government and Education Services

2004 to 2007

• Managed and retained key existing account base in Missouri and Kansas and grew revenue by adding new business such as collaboration services (audio and web conferencing) through strategic planning and relationship building

• Responsible for leading the RFP response team including, technical, pricing and legal groups and proposal management depending on complexity of bid. The public sector requires formal bid process based on contract value.

• Thorough working knowledge of Qwest IP network and services including VoIP, voice network, call center, and enhanced services and security services such as managed firewall, IDS/IPS, Anti-Virus/Anti-Spam and BC/DR.

• Highlights: New CPE contract with large state university resulting in significant initial and recurring sales of Juniper security devices such as campus firewalls and IDS/IPS. Coordinated Juniper and Qwest technical resources for solutions and aggressive pricing while assuring profitable margins.

• Won a state contract for IT security professional services. Coordinated multiple resources for a complex bid that included partner security firm along with Qwest managed firewall service (CheckPoint and Cisco PIX).

MCI (now Verizon Business)

Weldon Spring, MO (St. Louis metro)

Technical Consultant – Government Markets

2001 to 2004

• Supported Government Account Managers in nine states within the State Government & Education market by providing technical review and feasibility assessment of complex RFP and recommend proposed network solutions including Frame Relay, ATM, public and private IP and voice networks and satellite access technology. This includes providing network design and technical writing in response to RFPs and presenting to key decision makers.

• Consistently met or exceeded sales objectives – 100% of quota in 2001, 130% in 2002 and 100% in 2003

• Coordinated the technical resources including subject matter expert (SME) engineers, network planning group, access management group, and product managers and oversee the technical completeness of proposed solutions in compliance with RFP for large projects. Work with Proposal Managers and Account Managers to review, edit and finalize proposals.

• Thorough working knowledge of IP backbone infrastructure and Internet services as offered by MCI-owned UUNET and private IP network known as the vBNS (www.vbns.net), formerly the NSFnet designed and managed by MCI.

• Excellent working knowledge of Local Exchange Carrier (LEC) and Competitive LEC (CLEC) infrastructure

• Excellent public speaking ability: confidently discuss various topics to groups of people including levels such as state CIO and selection committee for statewide network proposals.

• Responsible for aiding the transition of an acquired company’s (Intermedia) Government Sales Engineering managers and staff. This included travel to meet and discuss MCI available technical and sales resources and act as ongoing 2nd level support for staff and managers until familiar with company processes and procedures.

• Participated in e-Solutions group conference calls to put together a State Government and Education order process and sales forms for Internet access products after the segment was reorganized

• Maintained regular schedule of training to stay up to date on new products and technologies. Includes lab work and study of VoIP technology and converged network product based on SIP technology and using IP phones and QoS CPE

Cable & Wireless

St. Louis, MO

Technical Sales Engineer

1999 to 2001

• Supported all of Cable & Wireless’ products and services including dedicated Internet access, IP/VPN with managed firewall (Check Point on Nokia router platform), managed IP/VPN using Nortel Contivity switch, frame relay and ATM and an understanding of web hosting technologies. (Note: C&W is a UK company that pulled out of U.S. market beginning in 2001. C&W acquired IP network from MCI prior to MCI merger with WorldCom in 1998.)

• Supported sales reps in St. Louis and Kansas City for small/medium market and Fortune 500 clients by providing technical review and recommendation of proposed solutions and presenting the technical aspects to help close sales.

• Used Cisco Conf Tool for appropriate router HW/SW to fit application

• Advised clients/prospects of necessary BGP configuration for multi-homing to the Internet and for achieving load sharing for NxT1. Also advised how to accomplish NxT1 load balancing using MLPPP technology.

• Demonstrated skillful communication and negotiation skills and provided technical responses to RFPs.

• Approved orders for technical completeness and was an integral part of project management for implementation.

• Understanding of LEC/CLEC involvement in provisioning the local loop as well as fiber long haul providers.

• Instructed and trained sales reps in Cable & Wireless’ IP and data products and how to sell in the marketplace.

• Responsible for maintaining and progressing in technical expertise by regularly taking networking classes

JANCON Distributors, Inc.

Shelbyville, KY

Network Administrator / Software Trainer

1998 to 1999

SHPS Human Resource Solutions

Louisville, KY

1993 to 1998

Team Leader, Client Services

Internal Control Analyst (internal auditor)

Marketing Coordinator / Technical Writer

Education

Currently studying for CCDA (2009)

Return on Investment (ROI) workshop – Verizon Business 2009

AT&T Select Market – Completed all required product and process training

February 2007

AT&T Center for Learning (CFL), Irving, TX

• Total Account Management (TAM) course provided by Holden International May 2007

• Solution Selling Fall Workshop October 2007

Miller – Heiman Strategic Selling

September 2006

Qwest

Qwest Online courses: Achieved Qwest Certified OneFlex® VoIP Specialist

Achieved Qwest Certified iQ Networking® Specialist (Internet product suite) April 2005

Business Ethics Certification

October 2003

New York University

Comprehensive online classes covering a wide range of business-related ethical topics

MCI Learning Center classes

2001-2003

Product classes including Frame Relay, ATM, Internet products, IP VPN, “MCI Advantage” convergence product (VoIP), web hosting, Metro Private Line/Ethernet/SONET, DWDM, CPE, etc. and classes on IP backbone and data networks architecture.

General to expert knowledge on the following:

WAN, IP, LAN, routing, bridging, ISDN, xDSL, remote access, VPN, disaster recovery, ATM, frame relay, SMDS, non-standard solutions, toll free services, managed services, outsourcing services, project management, installation procedures, escalation procedures, web hosting, Internet services, broadband networks (OC-3+), SONET, narrowband (T1, DS0), customer premises equipment (CPE), interfaces (V.35, HSSI, FDDI, Ethernet), collocation and local services.

Cisco Certified Network Associate (CCNA)

Self-study with Virtual Lab (did not take exam)

Cisco Certified Design Associate

December 19-20, 2000 (course but no exam)

Check Point Certified Security Administrator (earned CCSA)

July 31-August 4, 2000

Check Point Training Center

Dallas, TX

Consisted of the CCSA and CCSE (Engineer) classes (4 days) and VPN (1 day).

Introduction to Wide Area Networking

May 22-24, 2000

Global Knowledge

Compare and contrast T1/T3, frame relay, ISDN, xDSL, X.25 and ATM including eight hands-on labs with Cisco 2620 routers.

Protocols covered: RIP, IGRP, EGP, OSPF, EIGRP, BGP and IS-IS

Microsoft Certified Systems Engineer (MCSE) classes (earned MCP)

April to June 1999

Sullivan University

Louisville, KY

Successfully completed two exams before relocating to St. Louis

Major: Business Administration

1988 – 1990

University of Kentucky

Lexington, KY

Associate of Science in Business – Marketing & Sales Management

1988

Sullivan University

Louisville, KY

References

Available upon request

Contact this candidate