Channel Account Manager

Dustin M. Warner

*** ********** ****** ****, *********, CO 80116 Phone: 720-***-****

E-mail Address: *************@*******.***

PROFILE

Accomplished Sales Executive. Background features more than 18 years of outstanding achievement in sales, sales management, channel development, and marketing working for a single entity, Nortel.

Unique combination of strategic vision, technological expertise and channel sales and marketing. Excellent knowledge of telecommunications technology involving voice, data, contact centers, and unified communications. Proven ability with over 10 successful years of channel management and channel sales. Key strengths include the ability to develop and expand relationships, problem solving, and consultative selling.

“Dustin is an experienced sales professional with a unique ability to take technology and present it in a fashion that is both meaningful to the customer and memorable. He has strong focus on the needs of the customer, ensuring that post sales requirements are addressed equally to the original sale. Dustin develops trusted and lasting relationships built on a foundation of ethics.” Julia Piggott, Director, North American Distribution , Nortel Networks; managed Dustin at Nortel

“I have had the pleasure to work with Dustin for many years and in several different roles at Nortel. Dustin maintains a great relationship with his channel by being proactive with his partner and responsive to their needs. As a colleague at Nortel, working with Dustin is a pleasure because he does what he says he will do, always has great ideas, quickly grasps new technical concepts and gets along well with everyone. I would not hesitate to recommend Dustin for any position requiring a technically savvy sales professional.” Glenn Blanc, Sr. Consulting Engineer , Nortel; worked directly with Dustin at Nortel

“Dustin is an exceptional professional with superior capabilities in the creation, development, and execution of high technology sales programs. With a dedicated hands-on approach, Dustin has repeatedly added value to every business activity I have collaborated on with him. Dustin has performed consistently in this capacity and has excelled regardless of the internal and external challenges that have regularly presented themselves.” Chris Fender, Director of Service Sales , Westcon Group NA; was with another company when working with Dustin at Nortel

WORK EXPERIENCE

NORTEL

HQ Sales Manager – Westcon September 2006 – Present

• Accountable for the overall relationship with the Westcon west region team and executives and, in concert with the east region HQ Sales Manager, responsible to drive $150M revenue across all Nortel Enterprise products and services.

• Achieved Nortel’s Circle of Excellence Sales Recognition Program in 2007.

• Provided a regional single point of contact and accountability to achieve high Reseller mindshare and increase Reseller recruitment for Westcon.

• Designed, developed, and implemented Westcon Account Plans to drive revenue growth, Reseller enablement, and increased sales penetration specifically focused on Small and Medium Business (SMB).

• Supported the recruitment and enablement of over 100 new resellers with Westcon Group generating over $5M of new revenue to Nortel/Westcon.

• Responsible for Westcon readiness, product and process, and sales and service development throughout the region.

NORTEL

HQ Sales Manager - Qwest September 2002 – September 2006

• Accountable for overall relationship with Qwest across the entire US to drive over $20M in revenue across all Nortel Enterprise products and services.

• Developed and managed a joint business plan with Qwest that drove incremental revenue for Nortel – from 2002 to 2006 revenue increase from $15M to $23M.

• Achieved Nortel’s Circle of Excellence Sales Recognition Program in 2003 and 2006.

• Conceived, planned, organized and implemented SMB program with Qwest that drove Nortel’s SMB revenue from $2.0M to $4.5M (2002 – 2006).

• Educated Qwest Product Management and Sales/SE teams on the value of Nortel solutions and products through presentations to various groups at Qwest.

• Responsible for instituting the New Product Introduction (NPI) process which includes: managing field trials, introducing new marketing programs, and new technical information via informal and formal delivery. Utilized information vehicles such as non-disclosure presentations, technical briefings, distributor readiness packages and casual information sessions.

NORTEL

District Sales Manager - Qwest August 1999 – September 2002

• Sales account responsibility for Qwest in WA, OR, MT, ID and UT.

• Identify market opportunities to position and sell Nortel’s product portfolio through Qwest in assigned territory.

• Educate Qwest Sales/SE teams regarding Nortel’s product and solutions in assigned territory.

NORTEL

Senior Financial Analyst - Qwest January 1995 – August 1999

• Provided various financial planning and analysis to support regional achievement of $400M+ order and revenue targets along with $7.5M spending budget.

• Reviewed sales quotations for compliance with contractual terms.

• Published annual report analyzing the previous year’s sales activity showing total sales and margin by product type.

• Responsibilities included formation of creative financial solutions to customer’s financing requests that maximized Nortel’s position as well as meeting the customer’s requirements.

CERTIFICATIONS

Nortel Certified Design Specialist – Business Communications Manager 50

Nortel Certified Design Specialist – Business Communications Manager 400

Nortel Certified Design Specialist – Communications Server 1000

Nortel Certified Technology Specialist – Converged IP Telephony Solutions

Nortel Certified Technology Specialist – Unified Communications Solutions

EDUCATION & PROFESSIONAL DEVELOPMENT

REGIS UNIVERSITY, Denver, Colorado, MBA, Finance and Accounting Major

METROPOLITAN STATE COLLEGE OF DENVER, Denver, Colorado, BS, Accounting

NORTEL SALES TRAINING:

Presentation skills

Active listening

Account Planning

OTHER INTERESTS

Basketball

Golf

Horseback riding with my kids

Camping and fishing

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