National Account Manager/Director

NATIONAL ACCOUNT MANAGER / DIRECTOR

AREA OF FOCUS: TELECOMMUNICATIONS / INTERNET INDUSTRY

Top performing, solutions-driven and technically skilled professional, offering extensive experience and accomplishments in the Telecommunications / Internet industry, specifically in the areas of prospecting, selling and closing contracts.

- Keen ability to delineate and implement sales strategies as well as to communicate clearly and concisely through professional presentations.

- Thrives in building and maintaining relationships with key corporate decision makers, as well as in establishing large-volume and high profit accounts with extreme levels of retention and loyalty.

Areas of Expertise:

BUSINESS APPLICATION SOLUTION SALES KEY ACCOUNT MANAGEMENT VOICE, DATA & VIDEO CONVERGENCE

SALES AND MARKETING LEADERSHIP NEW BUSINESS DEVELOPMENT NEGOTIATIONS

PROFESSIONAL EXPERIENCE

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SWITCH AND DATA – TAMPA, FL | PAIX.NET – PALO ALTO, CA

NATIONAL ACCOUNT MANAGER 2001-2008

- Managed and sold collocation and public peering product line and services to ISPs, ASPs, Telecommunications companies and Enterprise prospects/ customer base.

- Managed $8 million of total annual revenue throughout the final year of tenure. Directed projects and traveled throughout North American territories to establish organizations in specific Data Centers in 23 major metropolitan areas with 34 locations.

- Interacted with most critical accounts such as Microsoft, Yahoo, Limelight Networks, SBC, Level3, WilTel, Broadwing Communications, MegaPath, Telecom New Zealand and many others on a daily basis.

- Worked with every organization from contract negotiation to closure.

- Had peripheral contact with many other organizations throughout United States and Canada.

- Performed prospecting and addressed client needs in timely and efficient manner.

Accomplishments:

- Drove new revenue for one particular customer from $300,000 annually to $5,400,000 annually over the course of 2006-2008.

- Recognized for generating the highest aggregate new revenue as National Account Manager out of all account managers during tenure.

- Earned Switch and Data Inner Circle recognitions for exceeding annual quota in 2007 at 144%; 112% in 2006; 102% in 2005; 116% in 2004 and 168% in 2003.

NORSTAN COMMUNICATIONS INC. (NOW BLACK BOX) –TUCSON, AZ

ENTERPRISE ACCOUNT MANAGER 1989-2001

- Served as Account Team Leader responsible for managing new sales and presentations of ROLM/ Siemen’s communication servers, including voice processing systems, video conferencing product lines and network applications to commercial market.

- Communicated with Norstan’s largest accounts in Southern Arizona to negotiate millions of dollars worth of contracts for the company with IBM, Pima County, The University of Arizona, Tucson Electric Power, KGUN TV, Comcast Cable and many others.

- Carried out prospecting, proposal preparation and customer contact responsibilities in timely and efficient manner.

Accomplishments:

- Earned Norstan President’s Club recognitions for exceeding annual quota in 2000 at 106%; 213% in 1999; 143% in 1995; 164% in 1993; 244% in 1992 and 109% in 1990.

EDUCATION

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Bachelor of Arts in Business Administration, Blackburn College – Carlinville, IL

Attended The United States Air Force Academy – Colorado Springs, CO

AFFILIATIONS

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Former President, Tucson Business Information Club

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