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Career Profile

Accomplished sales professional known for surpassing revenue targets of large telecom, enterprise and government accounts. Brings 20 years of solid technology sales experience to any position. Exceptional skills include relationship building, presenting, writing and virtual team leadership. Strong account management skills, practiced in transforming vendor/customer relations to that of a trusted advisor. Additional areas of expertise include:

• Business Development • Customer Acquisition Strategies • Market & Competitive Analysis

• Account & Territory Management • Consultative/Solution Selling • Contract Negotiations

• National Accounts • Pricing & Proposals • Partner Management

Professional Experience

Regional Sales Director Sept 2008 – Sept 2010

Ventraq, Vancouver BC (HQ – Mt. Laurel, NJ)

Led Service and Software sales activities for Canada and Northwest US Markets this developer of Business Intelligence/Analytics and Data Virtualization solution for the telecom market. Secured market entry opportunities for highly complex solution.

• Developed prospecting plans for a) acquiring new Canadian customers and b) securing new opportunities with existing customers. Successfully executed those plans across target customer’s organization – IT, Marketing, Ops at the Executive, managerial and key user levels.

• Created and presented solutions to senior IT and business unit executives and their management teams. Adept at showing tangible ROI while ensuring technical clarity.

• Became conversant across a diverse set of applications – Customer Experience Management, Customer Behaviour Analytics, Revenue Assurance, Cost Analytics, Handset/Device Analytics, Profitability.

• Demonstrated how Ventraq’s solution could accomplish client’s challenges in a number of areas:

o BI Strategy – ensured that our solution was tightly aligned with customer’s BI objectives and addressed the IT challenges associated with high volumes of complex data streams.

o BI Performance Mgmt (BI-PM) – showed how the solution could clearly identify actionable business problems for staff to remediate.

o Advanced Analytics (AAO) – Use the advanced functions of the solution to illuminate intermittent problems or produce answers that the complexity or volume of the data would not make obvious.

o Enterprise Info Mgmt (EIM) - showed the value of creating one version of the truth through combining disparate data streams into one presentation UI or through a partner.

• Led all sales initiatives with the support of remote colleagues and delivery teams. Ensured full support of hardware and System Integration partners.

Key Achievements

• Closed Ventraq’s first new customer in 12 months – Rogers

• Closed largest Professional Services engagement of 2010 – Rogers - $ 1M

• Drove Ventraq’s solution into new market space – Billing Conversion analytics

Customers – Rogers, TELUS, T-Mobile, Bell Canada, NorthwesTel

Partners – Netezza, Teradata, Deloitte, PriceWaterhouseCoopers, Microstrategy

 

Various Sales Director positions Oct 1998 – May, 2008

Alcatel-Lucent Canada, Vancouver, BC

Sales Director, Services and Operational Software (OSS), 2005 - 2008

Led Service and Software Sales activities for Western Canada. Positioned varied multi-vendor services engagements ranging from Professional Services (Security, OSS Software and Integration, Business Analysis, Wireless Engineering) to Managed Services (Security, Outsourcing) to Multi-Year Maintenance contracts.

• Achieved 113% of 2007 Quota ($19M USD)

• Closed 2 difficult maintenance negotiations

• Deployed a new software product

• Brought forward $2M in year-end budget spend

• Expanded services revenue base with new service categories (Operational Consulting, Wireless Engineering)

• Created new relationships with formerly un-contacted customer divisions (IT, Network Planning, Marketing).

Customers – TELUS, TELUS Mobility, SaskTel

Sales Director, Operational Software (Western Canada, US NorthWest), 2002 - 2005

Led Canadian and Northwest US sales effort for Lucent’s Operational Support Solutions (OSS) portfolio – Provisioning, Service Assurance and Service Activation.

• Created business cases to accompany each offer. Assisted customer with internal sale to secure budget and cross-departmental executive support for the project.

• Guided internal portfolio investments and identified new applications for existing assets.

Customers – TELUS, TELUS Mobility, SaskTel, Rogers, T-Mobile, Western Wireless, 360Networks / Group Telecom

Senior Account Executive, TDM and Data 1998 - 2002

Responsible for expanded Lucent’s existing network infrastructure through new opportunities.

• Secured new business in areas such as Remote Access and Customer calling features (Talking Call Waiting).

• Key leadership role in securing Lucent as TELUS’ key strategic partner for it’s Eastern Canadian wireline network build.

• Worked with various start-up carriers (CLECs) to expand their data services. Led vendor financing discussions.

Customers – TELUS, various Vancouver-based CLECs

Other key achievements

Positioned ALU solutions for customers that achieved their business, operational and network objectives.

• Led creation team for several major proposals (RFPs). Seen by peers as having superior writing skills, often asked to contribute or edit other major proposals.

• Diverse Solution experience:

• Convergence – IMS, VOIP (Business and Consumer), Service Development Platform (SDP), Policy Management, Media Gateways, Softswitches, Class 5 Replacement, Presence, IPTV (Microsoft and iMagic Media Manager)

• Wireless Infrastructure – CDMA, EVDO, UMTS, W-CDMA

• Data – ATM, IP, DSLAMs, Remote Access Servers, Security (Firewall, Policies), Deep Packet Inspection (DPI)

• Software – Entire OSS spectrum - Service Assurance (Network Management), Element Management Systems (EMS), Provisioning, Mediation, Service Quality Management (SQM), Billing, Balance Management, eTOM model

• Wireline Infrastructure – TDM (Class 5, Class 4)

 

Strategic Account Manager 1994-1998

TLD COMPUTERS, Richmond, BC

Developed new relationships with Large Enterprise, Government and Education customers. Secured new opportunities through relationship building with respective CIO and staff to provide innovative and complete responses to RFPs. Worked with hardware or software manufacturers to ensure each identified TLD as a recommended channel.

Key accounts – BCIT, City of Vancouver, Township of Langley, Delta Hospital, Bull, Housser and Tupper

Education and Professional Development

• Bachelor of Arts (History), University of British Columbia, 2003

• Completed Executive Level Selling, Target Account Selling, Strategic Negotiation and Negotiating to Yes courses

• Completed Getting Results Without Authority workshop at Canadian Management Association

• Completed Guidelines for New Manager workshop at UBC Centre for Management Development

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