Sales Manager

Joseph W. Parrilli

** ********** **** • Acworth, GA 30101 • ***********@***.*** • 770-***-****

Professional Profile

Sales Management / Business Development / Strategic Positioning

Proven leader with 15+ years of sales management and business development experience in the telecommunications industry. Adept at opportunity identification and development/execution of new account penetration strategies. Innate approach to creating and cultivating strategic partnerships individually tailored to produce optimal results. Global collaborative experience creating lifelong business relationships. Established relationships with leaders and organizations throughout North America, Europe, Asia and the Middle East.

Core Competencies

Leadership • Executive Management • Sales Management • Business Development • Marketing • OEM Partnerships • Revenue Generation • Relationship Management • Motivation • Collaboration • Networking • Team Building • Opportunity Identification • Product Monetization • Innovation • Broadband Access • Carrier Ethernet • GPON • xDSL • FTTx • Triple Play • NGDLC • MSAP • Mobile Backhaul • Circuit Emulation • Pseudowire • Subsystems • Synchronization • NGDLC • Class 5 Switching • Service Providers • RBOCs • PTTs • ILECs • CLECs • MSOs

Leadership Experience

Energy Transitions, LLC

Director Business Development March 2010 – Present

Leadership role in identifying, qualifying and capturing large scale deployment opportunities. We offer alternative energy solutions for material handling, motive power, and telecommunications markets as well as government agencies, airlines, railroads, utility companies and other discerning enterprises. Responsible for developing a channel partner ecosystem, negotiating & managing business relationships and securing new opportunities for Energy Transitions and our clients to achieve optimal capitalization and long term revenue growth.

Telco Systems Inc. (Owned by BATM)

Director Major Accounts March 2008 – February 2010

Leader in Sales & Business Development of major OEM accounts (Alcatel-Lucent, Arris International, Force10, Hitachi Telecom, Motorola, NEC America, Sun/Oracle, Tellabs, etc.) generating over $10M in revenue. Formulated and refined key components to Telco Systems mobile backhaul strategy. Launched circuit emulation, pseudowire and PWE3 product development & sales in North America.

Key Accomplishments:

1) Developed and managed OEM revenue in excess of $4M in 2008 & 2009.

2) Generated $1.5M in new product line revenue in 2009 calendar year.

3) Launched new mobile backhaul circuit emulation product strategies.

Resolute Networks, Inc. (Acquired by Telco Systems/BATM)

Director of Sales North America May 2006 – February 2008

Driving pseudowire and circuit emulation subsystems sales to the GPON, DOCSIS & Carrier Ethernet vendor community throughout North America. Developed and managed the largest Tier 1 accounts in North America. Penetrated several Tier 2 and Tier 3 accounts to solidify our market position.

Key Accomplishments:

1) Secured largest single purchase order in company history in 2006.

2) Captured 65% of total company revenue in 2006 and 2007 calendar years.

3) Opened new U.S. based sales operation in 2006.

Alcatel USA (Alcatel-Lucent)

Sr.Account Director Sales July 2003 – April 2006

Creation & implementation of $65M+ revenue generating programs within Qwest's 14-state region. Directed FTTx, DSLAM, NGDLC and MSAP sales strategies. Built & cultivated Qwest corporate and field executive level relationships. Exceeded quota of $27M in 2004 and $38M in 2005.

Key Accomplishments:

1) Generated over $65M in revenue.

2) Established incumbent DSLAM & NGDLC position.

3) Unseated Motorola NGDLC & Lucent DSLAM positions.

Mitsubishi Electric & Electronics USA, Inc. - Paceon Division

Director of Sales - West December 2001 - June 2003

Directed sales team delivering Broadband Passive Optical Networking technology to Service Providers (ILECs, CLECs, MSOs and Utilities) in North America.

Quantum Bridge Communications

Regional Sales Director July 2000 - November 2001

Direct sales of Passive Optical Networking technology to ILECs, CLECs and MSOs in a 9 state Central Region. Consistently exceeded quota and met all business objectives.

Alcatel USA (Alcatel-Lucent)

Area Vice President Sales September 1998 - July 2000

Managed team of Sales Directors and Sales Engineers. Guided Midwest Regional Sales team to capture over 200% of quota two years in a row. Secured revenue in excess of $60M in 1999. Promoted from Sales Director to AVP in September 1999. Generated over $70M in bookings in 2000.

Telecom Solutions (Symmetricom)

Regional Sales Manager November 1995 - August 1998

Drove Synchronization sales in Ameritech and Bell Atlantic territories including all LECs CLECs, CAPs, PCS, Cellular, Wireless, IXCs and Utilities. Developed a client list exceeding 135 individual corporations within an 18 state region. Generated annual revenue exceeding $20M.

Northern Telecom, Incorporated (Nortel)

Sr. Staff Manager May 1989 - October 1995

Access Market Key account development of emerging market segments. Developed new sales/marketing strategies for DMS, AccessNode & TransportNode product lines.

Education

St. Norbert College - DePere, Wisconsin

Bachelors of Arts Degree: Communications & Business Administration

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