Sales Account Executive

CARLTON E. LOCKARD, MBA

Marietta, Georgia ***** 678-***-**** *******.*******@*****.***

VP – BUSINESS DEVELOPMENT / SENIOR ACCOUNT EXECUTIVE / ENTERPRISE ACCOUNT EXECUTIVE

CAREER PROFILE

Effective Senior Level Sales and Business Development Executive with veteran experience in telecommunications, digital media, information technology and corporate security, with firms ranging from start up to Fortune 1000. Proven strengths in business development include targeting, contract negotiation, personnel recruitment and development, team building, leadership, promotion planning, prospecting and closing new accounts; formulating business objectives; business strategy design and execution; capitalizing on growth opportunities; conceptual sales; and cultivating client relationships. Problem-solver.

PROFESSIONAL ACCOMPLISHMENTS

Successful sales of voice, IP, Ethernet, data, and WAN services for enterprise customers, utilizing world-class optical network, exceeding plan 214% within first 120 days.

Consistent top 20% performer, earning distinction of team MVP award.

Developed and managed accounts spending $20K - $600K annually.

Excelled at resource management and account team leadership, surpassing quarterly billed revenue plan by 172%.

Promoted from Account Executive to Strategic Account Manager within 24 months.

Leveraged established relationships and applied effective networking skills to double referral network to 60.

Counseled clients in viewer awareness and retention marketing, exceeding “Ultimate World Trip” target by 47%.

Consistently achieved at or above 125% of plan, twice earning Sales Supervisor of The Quarter.

Led direct cable TV field sales operation to annual gross of greater than $500K.

EDUCATION AND PROFFESIONAL DEVELOPMENT

INDIANA UNIVERSITY, Bloomington, IN

Master of Business Administration in Marketing.

HOWARD UNIVERSITY, Washington, DC

Bachelor of Arts in Broadcast journalism

WALTER KAITZ FOUNDATION, Oakland, CA

Management Fellow

PROFESSIONAL EXPERIENCE

POP-A-LOCK ATLANTA, Atlanta, GA 2010

Vice President – Business Development

Expanded base of SMB, corporate and municipal client relationships.

Developed strategic partnerships in security and locksmith industry.

Formulated outreach strategies to help locksmiths strengthen customer relationships and lift revenue.

COMCAST, Atlanta, GA 2006 – 2010

Senior Business Account Executive

Packaged and sold triple play communications solutions in private and public sectors.

Consistent top 20% performer, earning team MVP award 2Q09.

Aligned partners to develop security, entertainment and office applications using Comcast portfolio.

Sold and supported multi-site, multi-state network solutions.

CARLTON E. LOCKARD PAGE 2

LEVEL 3 COMMUNICATIONS, Atlanta, GA 2005 - 2006

Enterprise Account Executive

Developed and managed accounts spending $20K - $600K annually.

Coordinated account teams composed of sales engineers, product managers, project managers and analysts to develop customized WAN solutions for enterprise and public sector customers nationwide.

Leveraged WilTel/Vyvx's leading technologies for competitive advantage: IPTV, MPLS, E-WAN, storage extension.

Winner, Mid-market Tournament of Champions for achieving strategic product positioning (EWAN).

Named to education sector sales team within first 90 days.

XSPEDIUS COMMUNICATIONS, Atlanta, GA 2003 - 2004

Senior Account Executive

Excelled at uncovering new business opportunities with small and midsized commercial customers.

Conducted needs assessments and designed communications solutions that bundled local phone service, long distance, high speed internet access and colocation. Aided customers in vendor selection and management.

Leveraged corporate and field resources to shorten sales cycles and install intervals.

BROADWING, Atlanta, GA 2002

Major Account Manager

Successful sales of voice, internet, data and WAN telecommunications services for enterprise customers utilizing top-rated optical network, exceeding plan 214% within first 120 days.

Responsible for local sales and marketing strategy, new business development, forecasting, and presentation creation.

Expanded referral network by 33% within 60 days to achieve sales objectives under slow market conditions.

Sales Representative of The Month – May 2002

GLOBAL CROSSING, Atlanta, GA 1999 - 2001

Strategic Account Manager

Developed carrier-grade transport solutions for enterprise customers utilizing next-generation fiber network, resulting in consecutive quarters exceeding plan 25% or more.

Consulted clients on voice and data services, connectivity between multiple sites, and bill consolidation, enabling efficiency gains of more than 20% over incumbent configurations.

Excelled at resource management and leading account teams, surpassing Q42000 billed revenue plan by 172%.

Doubled referral network to 60 and forged wider, deeper account penetration with effective networking skills.

ADDITIONAL PROFESSIONAL EXPERIENCE

DISCOVERY NETWORKS, Atlanta, GA 1992 - 1998

Affiliate Sales Account Executive. Member, Coaches Selection Team.

TIME WARNER CABLE OF NEW YORK CITY, Queens, NY 1989 - 1992

Direct Sales Supervisor

MRC CONSULTING, Atlanta, GA 2002 - 2003

Manager of Strategic Accounts

US LEC of GEORGIA, Atlanta, GA 1998 - 1999

Account Executive

AFFILIATIONS

NATIONAL ASSOCIATION OF MULTI-ETHNICITY IN COMMUNICATIONS (NAMIC)

Past president – Atlanta Chapter; past Vice President – Southern California Chapter.

CABLE & TELECOMMUNICATIONS ASSOCIATION FOR MARKETING (CTAM)

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