Sales Manager

AL HARPER

972-***-**** (mobile)

*********@*****.***

www.linkedin.com/in/alharpermba

SALES AND MARKETING EXECUTIVE

Experience includes two Fortune 500 companies and three successful start-up companies. Managed from $1M to $130M organizations. Expert at direct and channel sales and marketing. Knowledge and experience includes; IT management, computing, application software, LAN/WAN networking, WiFi, WiMesh, WiMax, professional services and solution sales. Customers include Fortune 2000 enterprises, telecom carriers, state and local governments. Strengths include:

• Building organizations

• Executing C-level contact strategies

• Implementing organizational change to drive increased performance and productivity

• Developing strategies for new products/markets and existing products/markets

• Development of Professional Services practices and organizations

• Developing compensation plans that increase performance

• Executing customer programs that generate incremental revenue

PROFESSIONAL EXPERIENCE

Vice President

Micro Foundry, Inc – Allen Texas (start up) 9/2008 – Present

(Micro Foundry is a start up company in the field of micro fluidics)

Responsible for strategic business planning, interfacing with investors, sales and marketing strategy and interface with some large strategic accounts.

Vice President

Butler International – Dallas, Texas 5/2007 - 8/2008

(Butler was a $300Mil staffing and professional services/solutions company. They filed Chapter 7 bankruptcy in 2009)

Responsible for services and solutions sales to all the carriers and manufacturers in the communications industry. Also selling in to Enterprise 1000 companies. Services and solutions include both voice and data.

Vice President of Sales and Marketing

Airimba Wireless, Inc. – Dallas, Texas (start-up) 12/2004 - 5/2007

Responsible for sales and marketing of WiFi services to multifamily communities, business and retail developments. Tasked with creating a “big company” image with a small budget and staff. The company had not closed a deal in the 4 months prior to my joining. I restarted the sales operation and marketing programs and signed 17 properties with 3500 potential subscribers in 2005. For 2006, through October, my team signed over 50 properties with 8000 potential subscribers. Airimba was acquired in Q3 of 2006 by a Raleigh based company.

Regional Vice President

Enterasys Networks - Andover, Massachusetts 2001 – 2004

(A $600M organization providing switching, routing, wireless LAN and security products to carriers, enterprise, mid-tier and government customers)

Responsible for P&L for the Eastern region covering 29 states. Reported to the EVP of worldwide sales. Managed 130 people with 7 direct reports. Organization consisted of sales, sales engineering, inside sales, post-sales service and professional services.

-Achieved 120% of quotas ranging from $24M, $82M to $111M

-Reduced total costs by $20M

-Improved margins from 47% to 58% in 12 months

-Improved OPEX from 23% to 16% in 12 months

-Realigned sales to shift from tertiary to primary markets and reduced cost of sales by $12M annually

-Improved channel utilization from 60% to 95% while driving a 11% improvement in gross margin.

Vice President of Sales

Indus River Networks - Acton, Massachusetts (start-up) 1999 - 2001

(A $20M venture capital funded company delivering VPN products to enterprise and mid-tier companies)

(Indus River was acquired by Enterasys Networks in 2001 where I became a Regional VP)

Responsible for worldwide sales of the Indus River VPN products. Reported to the CEO. Worked with early adopters to create a strong customer base and reputation for Indus River products. Participated in sale of Indus River to Enterasys Networks.

-Rebuilt sales force for the U.S. and channel sales organization in Europe

-Worked directly with the CTO of the company to re-engineer product line

-Developed a compensation plan for sales organization to improve performance

-Changed the pricing methodology for the products to align with market requirements

-Took sales from $3M to just under $20M in 15 months

Vice President, America’s, Richardson, Texas

Olicom Inc - Copenhagen, Denmark 1997 - 1999

(A $300M company providing Token Ring products to enterprise and government markets)

(Olicom was sold to Madge Networks, Motorola and Intel in 1999)

Responsible for sales in the U.S. and Canada. Reported to the CEO. Organization of 100 people included Distributor Reps, VAR Reps, Pre-Sales Engineers and Marketing staff. Generated $130M annual revenue for the company.

-Reorganized sales force and territories to optimize channel sales

-Launched new Ethernet product line in the U.S.

-Retained by Olicom to participate in the sale of the company to Madge Networks, Motorola and Intel

Vice President, Network Integration, North America, Ft Lauderdale, Florida

Racal Datacom – London, UK 1995 - 1997

(A $350M company providing network integration products and professional services to mid-tier and enterprise customers)

(Racal Datacom was sold to Platinum Equity Holdings)

Responsible for the P&L of the $130 million dollar America’s region. Reported to the CEO. The organization sold multi-vendor data networking products and provided network integration and professional services to Fortune 2000 clients in the U. S., Canada and Latin America. The organization numbered 88 people and included: direct sales, network engineers, project managers and consultants. I was hired as part of the team to prepare the company for sale.

-Successfully stopped 50%+ attrition in the sales organization via reorganization and revision of compensation plan

-Increased sales by 10% per quarter

-Turned organization profitable in the 5th month

Director, Vertical Markets, Atlanta, Georgia

Equant International – Brussels, Belgium 1993 - 1995

(A $460M spin off of SITA, the largest private data network in the world; the data network for airlines world wide)

Reported to the EVP of marketing and to the CEO. Directed a global industry sales and marketing team. Sales reps were located in Paris, London, Singapore, Hong Kong, Sidney, Chicago, Miami and Atlanta. Also responsible for global network capacity forecasting and planning. Position included 80% international travel.

-Established first IT cooperative for maritime shippers worldwide

-Increased market share in maritime shipping-220%, hospitality-110% and banking & finance-46%

Director, Atlanta, Georgia

BellSouth Corporation, Atlanta, Georgia (start-up) 1987 - 1993

P&L responsibility for a BellSouth non-regulated business unit that provided network integration services and advanced network applications to BellSouth national and large accounts. Reported to VP, BellSouth Information Systems.

-Developed business plan for BellSouth’s entry into advanced network applications

-Obtained top management approval of plan and started business operations

-Established a channel sales force totaling 600 sales representatives in nine southern states and 200 reps outside of the southern states

-Directed joint marketing and development relationships for advanced network applications with Nortel and AT&T

Director, Software Technology Transfer

Georgia Institute of Technology, Atlanta, Georgia 1985 - 1987

Responsible for licensing software developed at Georgia Tech University to the private sector and establishing software research and development projects from private industry. Reported to the VP for Research at Georgia Tech Research Corporation (GTRC). GTRC was a 501c3 corporation.

-Licensed technology to Exxon, Texaco, Phillips, Nisho Iwa, Bechtel and the Government of China

-Established world wide distribution for GTSTRUDL (structural design software)

IBM Corporation 1969 – 1983

Sales, Sales Manager, Branch Manager, Market Requirements Manager, Product Launch Manager: Achieved 8 100% Clubs. Received “IBM Excellence Award” for managing the successful launch of a major IBM product. Earned my MBA while working at IBM.

Education

MBA, Georgia State University, Atlanta, Georgia

BS, Troy University, Troy, Alabama

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