Director, Business Development
Resume:
Paul A. Stern
Damascus, MD ****2
********@*****.***
________________________________________
Objective
Technical management or business development position with creative company poised for growth
Summary
High achieving Technology Executive with unique blend of business, technical and legal experience in the telecommunications industry. Expertise negotiating business agreements with corporate executives. Cisco and Nortel certified Engineer. Extensive experience designing data and VoIP networks for medium and large-size businesses, including CDMA and WiMAX networks. In-depth knowledge of Quality of Service and Converged Services. Excellent public speaker with ability to give clear, concise presentations covering pricing, customer benefits, and technical issues. Demonstrated track record leading and mentoring sales teams to improve their negotiation and technical skills. Led cross-functional teams to develop and market new services. Professional manager and entrepreneur capable of bringing creative and responsive solutions to pre- and post- sales account management.
________________________________________
Solutions Engineer 2001 - 2009
Sprint, Timonium, MD
• Designed wireline and wireless networks for medium to large-sized customers.
o Network designs included MPLS, Dedicated Internet Access, Private IP, VoIP, Class of Service, and CDMA wireless networks.
• Mentored and trained 8-16 account managers to sell a variety of wireline and wireless services, including MPLS, secure Internet access, virtual private networks, Ethernet networks, wireless WAN networks, and WiMAX (4G) networks.
• Prepared and delivered customer presentations on a variety of telecommunications products, services, and proposals.
• Conducted internal training presentations for Sprint.
• Provided Tier III wireline and wireless trouble ticket resolution.
• Provided oversight for all technical aspects of sales in the General Business Mid-Atlantic Branch covering Maryland, Washington, DC, and Virginia. This Branch ended 2008 at 107% of quota with all account managers over 98% of quota and 3 account managers over 100% of quota.
• Customers included Westat, Lockheed Martin, Old Mutual Financial Services, Safenet, Intelsat, Aetea, Cordish, Discovery Communications, Montgomery College, Co-Star, Cystic Fibrosis Foundation, and many other businesses.
• Received several promotions to top level Solutions Engineer IV position.
National Account Manager 2000 - 2001
Cidera, Laurel, MD
• Sold Internet backbone services, including media streaming, caching, and Usenet news to Tier 1 ISPs, including Sprint, BellSouth, Global One, and Comcast.
Senior Manager, Government and Commercial Services 1995 - 2000
COMSAT Mobile Services Division, Bethesda, MD
• Led cross-functional teams that designed implemented and marketed:
o Mobile voice, data, fax, and video services to government and commercial markets.
o Prepaid calling card program for COMSAT A, B, M, and min-M mobile satellite services.
• Responsibilities included product definition, channel placement, promotion, and pricing. These services accounted for over $100 million of annual revenue.
• Served on Board of Directors of Maritime Cellular Tele-Network Inc., increasing the value of Comsat Mobile Communication’s investment by approximately $1 million.
Manager, Business Development 1990 - 1995
COMSAT World Systems Division, Washington, DC
• Led Cross-functional teams that designed, implemented, and marketed:
o Digital audio service, providing international transmission of compact-disc quality radio via satellite. This service generated over $3 million annually for World Systems.
o Wide band mobile service, providing full-time wide band voice and data service to ships via the INTELSAT network. This service generated over $15 million, including a long-term contract from the Armed Forces Radio and Television Network.
• Established marketing alliances; negotiated licensing, operating, and other agreements with a variety of service providers and equipment manufacturers.
Manager, INTELSAT Representation 1985 - 1990
COMSAT World Systems Division, Clarksburg, MD & Washington, DC
• Supervised staff of five people responsible for developing corporate positions and strategies for managing COMSAT World Systems’ over $350 million investment in INTELSAT.
• Chaired and served on several international telecommunications committees.
Analyst 1982 - 1985
COMSAT World Systems Division, Washington, DC
• Provided principal staff support for US Representatives to the INTELSAT Board of Governors.
Director, The Telephone Project 1981 - 1982
National Citizens Committee for Broadcasting, Washington, DC
• Supervised legislative liaison staff responsible for telecommunications issues.
• Co-authored, published, and marketed Telecommunications and the Future: A Consumer’s Manual on the AT&T Divestiture and other articles on a variety of telecommunications issues.
________________________________________
CERTIFICATIONS & EDUCATION
CISCO Certified Design Associate (CCDA)
CISCO IP Telephony Design Specialist (CIPTD)
NORTEL Certified Technology Specialist – Converged IP Solutions (NCTS)
NORTEL Certified Design Specialist (NCDS)
Blackberry Certified Technical Associate (BCTA40)
Member: Virginia Bar Association
Proficient in Visio, Netformx, Microsoft Project, and Microsoft Office Suite
J.D. George Mason University School of Law
B.A. George Washington University
________________________________________
References Available Upon Request
Contact this candidate