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Sales Manager

Frisco, TX, 75034
August 08, 2012

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Michael Hinkler

**** ******** ***** ****: 214-***-****

Frisco, TX 75034

Sales Hunter / Sales Management / Business Development / Account Executive

IP Networking / Software / Internet / Optical Transport / Broadband / Video / DPI

Telco Tier-1/2/3 / CATV & MSOs / Enterprise / Higher Education / ISPs

Summary: • Highly successful in 4 innovation startup companies, building and exceeding corporate revenue goals, strengthening company financials to: obtain additional funding (Overture), improve acquisition value (Cerent/Cisco), stabilizing them for long-term growth (Procera).

• Key Sales Director instrumental in building the NASDAQ IPO offering (AVNX). Increased startup's sales from $8 million to $70 million in 1 year, which was

• Self-Motivated with Technology expertise including Software as a Solution, IP networking, carrier Ethernet, triple-play networking, DWDM, and optical transport.

• Outperforming sales leader - from zero sales to #1; by capturing 2 national accounts that remain the company's largest customers (Overture Networks).

• Business acumen and training from leading businesses like Cisco, Lucent, and NEC to manage the complex negotiation processes & win multi-million dollar deals.

• Delivered first PO of $200K of $M’s in the western US region, by identifying new potential customers and accelerating the approval processes.

• Added 2 NEW large strategic accounts in 1 quarter, while generating an additional $4 million in business with a flagship account (Cerent/Cisco).

• Extensive professional network and rolodex of executive contacts with a deep understanding of market transitions and customer expectations.


5/2009 - VP of Sales & Business Development

Present Jiuzhou JENA Corp. [JV between Jiuzhou Electric Corporation and AuBay Services Corp.]

Dallas/Fort Worth Area Information Technology and Services

Successful Business Development & Sales of Set Top Boxes, Video Equipment, and Consumer Electronics in North America for Over The Top (OTT) & IPTV service providers.

1/2008 - Director of Sales & Business Development

4/2009 Procera Networks Inc. Startup Company; 51-200 employees; PKT; Computer Networking

Sold & promoted advanced Deep Packet Inspection (DPI) Software and Hardware Solutions, developed more than 20 new customers.

Customers included enterprise clients, college & universities (as an example, Harvard), Telco’s, a Tier-1 MSO and other managed channel sales.

2006 – 2007 Regional Account Manager

PacketFront Inc

Orchestrated new sales opportunities of $120 million, learned to develop ecosystem partners.

Michael R. Hinkler – 2

Experience: continued

2005 – 2006 Regional Sales Manager / Account Executive

ECI Telecom Inc. (Optical & Broadband Access)

Privately Held; 1001-5000 employees; Telecommunications industry

Business developed new Western US region, gaining 4 new key accounts; changing internal processes & procedures to quicken new product introduction and new account wins.

2003 – 2005 Regional Sales Manager

Overture Networks

Startup; Privately Held; 201-500 employees; Telecommunications & IT industries

Secured top 2 clients (MCI/Verizon and WilTel/Level 3 Comm.) for significant financial stabilization of company needed for continued startup funding and overall growth.

1999 – 2002 Senior Sales Director, North America

Avanex Corp. IPO [NASDAQ: AVNX]

Start up ; Public Company; 501-1000 employees; Telecommunications industry

Built new multimillion-dollar revenue streams with service providers & manufacturers to enable a successful IPO . [AVNX]

Increased this startup's sales from $8 million to $70 million in 1 year.

As top Regional Sales Director, was promoted to manage all of North America sales team.

1998 – 1999 Strategic Account Manager, South Central US

Cisco Systems / Cerent (purchased by Cisco)

Public Company; 10,001+ employees; CSCO; Computer Networking industry

Achieved 145% of quota; added an additional $2 million in new business in one quarter.

Developed 6 new tier 2/3 customers for multiservice transport gear.

Maintained a loyal multimillion-dollar MSO customer base (Charter Communications) during a period of huge market transition.

1997 – 1998 Regional Account Manager, South Central US

Lucent Technologies

Public Company; 10,001+ employees; ALU; Telecommunications industry

Captured $2 million in a new sales pipeline during one quarter, exceeding quota.

1996 – 1997 Account Manager, South Central US

Pirelli Cables and Systems

Delivered $140 million in sales during a technology transition to a DWDM architecture.

Awarded the company's Presidential Award for best sales in Optical Transport Division.

1991 – 1995 Sales & Marketing Executive

DSC Communications

Key member of Verizon/MCI team, delivered record-breaking $200 million (2 years sales).

Introduced new technologies and new purchases to strategic customers – broadband carrier access, point to multi-point wireless, and optical transport solutions.

Set pricing packages to increase revenue by 15% and overall net margins by 25% on DCS’s.

Education: BBA degree in Business Management, LeTourneau University, Longview, TX

Associate’s Communications & Technology, CCAF // FCC General License, Master Instructor

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