Sales & Customer Development Executive

Dennis Aguilar

P.O. Box *****, Sacramento, CA ***19

916-***-**** **************@*****.***

Experienced software and hardware salesperson and sales engineer who can prospect quickly and incrementally close high value sales opportunities to CxOs and VPs. Successful at building strategic relationships and managing key alliances, channel partners, application developers, OEMs, and service providers.

• Closed $12M in orders for software, support and professional services in a 4 year period in North and South America

• Closed $1.9M order for Sprint Communications in 2010

• Closed $2M service activation (OSS) order for IPTV and DSL provisioning with Telefonica in 2009

• Acquired first trial customer resulting in a $6.6M softswitch dial off-load order

• Sold softswitch, media gateways, applications, LBS and mobility roaming SDKs, voice and video codecs into wireless and wireline service providers, OEM telecom equipment market, and enterprise segments

Experience Summary

New Customer Development Alpha & Beta Trials Channel Management

Territory Management Account Management Contract Negotiations

Cold Calling Requirements Definition Technical Demos

Tradeshows

Professional Experience

SoftTech Supply, Sacramento, CA 2004 to Present

Principal

• Contracted as an Independent Sales Representative with start-up and early market technology companies when not a full time employee elsewhere.

• Areas of focus include wireline and wireless service management, service planning, videoconferencing, cloud-based eCommerce customer engagement software, embedded voice and video codecs, audio codecs, voice and video quality of service.

OSSera, Inc., Davis, CA 9/2011 to April 2012

Member of the Customer Development Team (contract)

OSSera, Inc. is a global provider of Operational Support System (OSS) solutions primarily for communication service providers. OSSera's products include Service Management, Fault Management, Performance Management, Data Mediation, and Configuration Management.

• Contracted to define, develop and execute a business model for the North American market.

Objective Systems Integrators, Inc. (OSI), Folsom, CA 2007 to 01/21/2011

Western Region & LATAM Sr. Account Director

OSI is a privately-held provider of Operational Support Systems (fault management, service assurance) sold to telecommunication service providers.

• Responsible for sales in the Western U.S. and Latin America to Tier 1 & 2 wireline and wireless service providers through direct cold-calling and indirectly through partners in LATAM.

• Successfully sold software, support and professional services to new and existing customers including Sprint, T-Mobile, Telmex, and Telefonica among others.

• Territory quota of $4M with a solution price of $100K to $1M and an average sales cycle of 90-160 days. $12M in closed orders since 2007.

• Met cash collection and order generation targets for products, support and services

• Secured PoC (Proof-of-Concept) reference site in Latin America for new products

Longview Software (contract), El Dorado Hills, CA 2007

Independent Sales Representative (contract expired upon transfer to OSI)

Longview Software provides network management and service activation software. Their products and services are also sold as 3rd party add-ons to NETeXPERT.

• Hired to close a sale to T-Mobile, who was identified as a very difficult customer

• Closed deal in three phone calls.

Telchemy, Inc, Duluth, GA 2006

Western Region Sales Director (contract)

Telchemy develops and sells software that monitors the quality of voice over IP calls and video over IP streams. Their software is sold to OEMs and service providers deploying multimedia services like IPTV.

Convergent Networks, Inc., Lowell, MA 2004 to 2006

North American VP of Sales & Business Development

Convergent Networks sells media and signaling gateways for packet tandem and PRI/dial-offload applications.

• Responsible for sales results through direct prospecting of RBOC, ILEC, IOC, CLEC and VoIP service providers deploying converged voice networks.

• Responsible for the re-establishment of existing customer contacts and the development of trust and respect relationships with top officers and executives.

• Secured contract maintenance renewals with 50% of prior customer base and received commitments for future business totaling $500,000.

• Developed business partnerships with wireless equipment and CPE manufacturers, application developers and system integrators to add value to existing offerings and increase revenues.

NetCentrex, Inc., Paris, France (acquired by Comverse in 2006) 2003 to 2004

North American Director of Sales

NetCentrex sold next-generation networking products and network-based applications for VoIP, Video-over-IP, PSTN & mobile networks, generating $20M in 2003 revenue.

• Responsible for sales results across the US and Canada through direct prospecting of wireless, wireline, utilities and VoIP service providers deploying converged voice and video networks.

• Quota of $3M, solution price of 300,000 to $1M and an average sales cycle of 120-240 days.

• Responsible for the delivery of the first Canadian residential triple-play service provider customer, Spider Telecom, worth a three year estimated value of $1.75M.

• Identified over 10 IP Centrex or residential ASP sales opportunities worth over $750,000 during 2003-2004; and, a 1M port CLASS 4 opportunity.

• Generated over $6M of proposals in 10 months for the sale of softswitch or media server networking products for IP Centrex, triple-play residential telephony, IVR, ACD, and multi-media contact center applications.

IntelliNet Technologies, Melbourne, FL (contract) 2002 to 2003

North American Sales Director

IntelliNet is a private company that provides wireless and intelligent network (IN) application development software (ADS) for 2.5G, 3G and IN services.

• Responsible for the sale of wireless and wireline ADS signaling software, APIs and protocols for ITU & ANSI networks in the U.S.

• Quota of $3M with a software and services contract price of $35,000 to $125,000 and an average sales cycle of 120 days.

• Sold software and 3rd party SS7 hardware to application developers (OEMs) building 3G networks for WLAN, Wi-Fi EAP, prepaid wireless, location based, E911, and enhanced messaging services based on GSM, ANSI-41, CAMEL, WIN, AIN and INAP technologies.

• Target market and cold call an average of 30 ideal prospects a day to set 6 technical meetings and conference calls generating a pipeline of $1.4M in 4 months.

VegaStream, Inc., Bracknell, UK 2001 to 2002

North American Regional Sales Manager

VegaStream, formerly a division of Pace Micro Technology, develops Voice over Internet Protocol (VoIP) gateways with estimated revenues of $11M.

• Directly responsible for the business development and sale of VoIP gateways directly and through a channel territory covering the western US, Canada and Latin America.

• Quota of $2.66M with a retail price of $3000 to $9000 and an average sales cycle of 180 days.

• Developed trusted relationships with partners in emerging VoIP services (e.g., Nortel, Microsoft) and providers (SBC, WorldCom, GoBeam).

• Ultimately responsible for resolution, and feedback of customer issues in the design, install and maintenance of successful customer deployments.

ipVerse, Inc., San Jose, CA 1999-2001

Regional Account Manager

Newly formed as Veraz Networks, ipVerse is a private company providing softswitch based converged services over packet wireline and wireless networks.

• Devised and tactically delivered on a sales strategy identifying profiles of ideal customers covering the western US CLECs, DLCECs, ISPs, BLECs, ASPs, MSCs, and MSOs.

• Responsible for a $4M sales quota with a 180+ day sales cycle.

• Acquired the 1st beta trial customer resulting in $6.6M purchase order

• Developed strategic partner (Tellabs SALIX, Cisco, Illuminet) relationships to deliver softswitch applications for internet off-load, PRI off-load, toll/tandem bypass, and broadband local services.

• Installed on-site, administered, configured, tested, debugged, resolved and supported a softswitch and signaling gateway trial.

System Management ARTS, Inc., White Plains, NY 1998-1999

Principal Consulting Engineer

SMARTS is a privately held company selling service assurance solutions offering root cause, integration, correlation and impact analysis.

• Dedicated to the sales, support and repeat purchase of SMARTS’ event correlation products in a start-up environment for the western US.

• Supported account managers and partners by identifying and qualifying prospects, developing customer requirements, and managing customer expectations to achieve success with the consulting, deployment, training and support of SMARTS products.

• Assisted marketing and engineering by coordinating beta deployments, providing customer statement of works (SOW), market needs analyses and requirements; and assisting in trade shows and seminars.

Objective Systems Integrators (OSI), Folsom, CA 1994-1998

Sr. Sales Engineer

OSI offers operational support systems (OSS) for managing networks, services, and workflows across emerging wireline, wireless and IP/data technologies.

• 4+ years customer account experience which has resulted in over $18M in start-up sales throughout the US and 100+ satisfied customers.

• Contributed to winning result action plans resulting in customer revenue of $10.2M

• Developed sales strategies and tactics with direct account managers

• Solicited, evaluated and documented buying influence requirements to OSI core competencies

• Additional experience in facilitating partnerships with systems integrators including Oracle (Iridium), Logica (Intermedia) AMS (ARCOR) and IBM, Anderson Consulting, and AT&T (Frontier) to leverage OSI solutions into new wireline, wireless, ISP and cable accounts.

Earlier Relevant Industry Experience 1983 through 1994

During this time I held senior systems analyst and system engineering contract positions with increasing responsibility focusing in the area of large telecommunication projects (Network Solutions & CALNET $20M). Many of these projects involved working with multiple teams across complex areas where techniques developed as a Total Quality Management trainer for Hewlett-Packard were used as facilitation tools to successfully monitor and achieve our objectives.

Education and Training

Santa Clara University, BS in Economics

• Interconnecting Cisco Network Devices (CCNA) Training, Skillsoft e-Learning

• High Probability Selling, High Probability Selling, Media, PA

• Strategic Selling, Miller-Heiman Inc., Reno, NV

• Effective Communications and Interpersonal Skills, Dale Carnegie Training, Sacramento, CA

• 7 Management & Planning Tools, Goal/QPC

• Satisfying Our Customers, Total Quality Management, Kepner-Tregoe Interpersonal Skills Development, Hewlett-Packard, Palo Alto, CA

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