Sales Management

ANTHONY BRINKMAN

*** ******* ****, **** *******, IL 60185, PHONE: 630-***-****, EMAIL: ************@*****.***

OBJECTIVE

Currently seeking a Senior Sales or Technical Sales Management position which will effectively utilize all acquired skills and abilities, bringing 15+ years of accomplishments and related professional experience.

PROFILE SUMMARY

Senior Sales Executive with 15 years of highly accomplished Sales Management and leadership.

Highly accomplished Sales & Management Professional, demonstrating solid analytical and team building skills.

Adept at leading large geographically dispersed pre-sales teams, assessing client needs, developing and implementing product solutions to ensure high levels of revenue and client satisfaction.

Received a patent for: Apparatus and Method for Generating Call Duration Billing Records utilizing ISUP Messages in the CCS7/SS7 Telecommunications Network.

EDUCATION

Northern Illinois University - Computer Science/Math

KEY STRENGTHS & OTHER RELEVANT SKILLS

Solution Selling Sales Management/Planning Business/Revenue Growth

Client Relations/Retention Team Building/Leadership Strategic/Tactical Planning

Product Messaging Solution Delivery Process Improvement

Project Management Channel Management Pre/Post-Sales Support

CORE COMPETENCIES

Management

Directing, training, motivating, and developing pre-sales teams to improve productivity.

Collaborating with staff/organizations to strengthen product messages and go-to-market strategies.

Management of solution delivery and implementation.

Developing account sales/support plans to ensure high levels of client satisfaction.

Leading sales meetings to discuss and design strategies to meet targeted revenue objectives.

Reviewing P&L, setting goals, and forecasting sales performance.

Sales

Assessing client needs and architecting solutions in direct support of client objectives.

Cultivating and nurturing relationships with customers to facilitate sales and retain existing accounts.

OEM and channel sales management.

Designing, modifying, and implementing sales processes to increase sales volume.

Facilitating high levels of revenue through client acquisition, increasing sales volume, and by driving sales through effective prospecting techniques.

Informing clients on product/service specifications, including features, advantages, and profitability.

PROFESSIONAL WORK EXPERIENCE

Independent Consulting Executive 2009 to Present

• Providing technical, marketing and sales consulting services for partners.

• Working with emerging Test and Measurement vendors by providing technical sales support and development of technical sales presentations that resulted in $4.5M in contacts.

• Working with System Integrators in architecting service management solutions and in the development of technical sales presentations that resulted in $2.5M in contracts.

• Working with System Integrators and Operational Support System vendors in the development of proposal responses and development of presentations and sales strategies.

IBM 2007 - 2009

Tivoli Pre-Sales Manager - OEM

Responsible for the growth and development of Tivoli product and services sales within the Equipment Manufacturers space. In addition to leading the World Wide Technical Sales team, this role required a technical understanding of the numerous Tivoli products, architecting solutions and the ability to articulate and sell solution value to Equipment Manufacturers.

• Meet or exceeded team revenue goals for 8 consecutive quarters.

• Coached OEM Pre Sales team of four world wide resources.

• Architected, managed sales and delivery of IP management solutions that resulted in $2.5 M in revenue from Motorola.

• Architected, sold and project managed delivery of IP and wireless management solutions that resulted in $10M in sales to ALU.

• Architected and sold VoIP service and network management solutions that resulted in $12M in sales with Cisco.

• Managed technical sales resources that provide pre and post sales support for Network Management products that resulted in $95M in revenue to Equipment Manufacturers.

• Collaborated with Product managers and development organizations to strengthen product message and go to market strategy for Performance Management Products.

• Collaborated with CTO organization to champion the consolidation of Tivoli’s numerous Performance Management products.

TTI Telecom 2005 - 2007

AVP – Solution Engineering Americas/Consultant

Responsible for architecting and selling wireless network solutions and services to end customers and channel partners within North and South America. Additional responsibilities included building and managing teams, improving customer satisfaction and to help transform TTI from a Project company into a Product company.

• Coached Technical Sales team that consisted of four presales resources and three project managers that covered account within North America and the Caribbean.

• Implemented process improvements to allow TTI to more quickly respond to customer needs with repeatable processes

• Transformed pre-sales organization into technical sales managers by developing and implementing sales processes.

• Developed, implemented and executed Customer retention plan that resulted in retaining $4 Million in sales from existing wireless service provider accounts.

• Managed technical sales resources that provide pre and post sales support for Network Management products that resulted in $2.5M in revenue to wireless service providers.

• Collaborated and sold solutions and service offerings that resulted in $2 million in sales to wireline service providers.

• Worked extensively with Delivery organizations to implement processes to improve quality and delivery times.

• Collaborated with internal marketing organization to strengthen product messaging and go to market strategy for Triple Play and IMS services.

Agilent Technologies 1997 - 2005

Director America Sales Support

Managed Sales and Technical Sales resources that were responsible for selling solutions and services to wireline and wireless service providers in the North and South America.

• Technical sales manager with responsibilities for architecting and selling Service Level Agreement, VoIP and Service Management/Mediation solutions sales within the Americas.

• Improved customer satisfaction and customer retention with the implementation of requirements gathering and documentation processes.

• Meet or exceeded team revenue goals for seven consecutive years.

• Rebuilt sales team and implemented account planning processes that increased revenue from $12 Million to over $78 Million.

• Built Technical Sales team from four team member to thirty-two team members that provided pre and post sales support for the direct and channel sales teams for North and South America.

• Developed technical account sales and sales support plans which involved customer needs assessments and implementation.

• Worked directly with customers to architect and sell new CDMA, GSM, FTTP, Voice, Data and Video network and services management solutions.

• Project managed delivery and acceptance of solutions sold.

• Architected solutions and managed technical sales channels with Channel Partners.

• Collaborated with product marketing groups to develop product functionality and market strategies

Compaq Computers 1995 - 1997

Manager North America Telecommunications Marketing

• Program Manager for the Service Control Point program.

• Responsible for generating sales for Number Portability product.

• Achieved 161% of sales quota.

• Developed Sales, Marketing and Go to Market plans for Wireline and Wireless Number Portability, Service Control Point, Service Creation and AIN Mediation products.

Contact this candidate