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Sales Project Manager

Raleigh, North Carolina, 27613, United States
March 10, 2011

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Donald Reaves

**** ******** ***** 919-***-**** (c)

Raleigh, NC 27613


Pre & Post Sales IP Applications Engineering & Professional Services RFI Technical Responder

IP Solutions Marketing Competitive Analysis Bid & Project Manager

Loyal, Self Driven Senior Sales Engineering Professional with Sales, Account Development and Marketing experience in both direct and channel partner spaces supporting end user and network hosted IP applications plus professional services. Recipient of Nortel Sales Circle of Excellence Award in 2006, 2007 exceeding sales quota by >25+%. Exceeded 2009 sales quota during corporate Chapter 11/7 phase and en route to exceed 2010 quota during transition/acquisition phase. Instrumental in defining, managing, market positioning, selling and engineering a $1B 1990s next generation signaling business.



Nortel Networks, a global telecommunications supplier of next generation IP voice and data end user applications, professional services, high capacity optical and wireless access solutions, deployed by carriers, enterprises and value added resellers.

Senior Voice and Data IP Applications and Professional Services Sales Engineer (April 2000 – May 2010)

• VoIP network, IP hosted applications and Professional Services SE, engaging 30+ Tier 3 LEC/CLECs spanning Virginia to Maine and selected nationwide major accounts (2002-2010) & Data SE to channel partners (I.E. Equant, Nortel‘s largest value added reseller) and major accounts (2000-2004).

- Keen requirements collection, configuration design, proposal creation, strong presentation skills to CEOs, CTOs, consultants, and client sales/ marketing/ engineering/ planning and operations staffs.

- Cross matrix manage, engage and serve as escalation point for project teams consisting of engineers, network consultants, architects, PLM/BLM, professional services and others.

- Proof of Concept demos, BOM and SOW creation, project & trial mgt, competitive analysis

- Fulfilled challenges by senior sales executives to expand the breathe of traditional SE role into broader and deeper customer facing engagements including customer relationship building and managing, sales planning, hunting, qualifying, end to end sales operational process.


Thorough knowledge of : SIP and MGCP based VoIP soft switch & H.248 media gateways architectures, SS7/STP protocols and architectures, LAN IT/ data center and WAN architectures, DNS and DHCP, OSI model, Ethernet, IP addressing & routing protocols BGP/OSPF/RIP, TCP & UDP, IP based network and end point hosted applications not limited to converge unified communications and customer web portals, legacy Class 4/5 residential and business applications.

Working knowledge of : Cloud computing and SaaS , firewall architectures, internet and computer security, VPN & IPSEC, Border Control Points, SONET, Optical DWDM/DWM, ATM, MPLS, H.323 VoIP, DSL architectures, IPTV, Wireless 802.11, HP, IBM and Cisco portfolios.


Account Manager & Technical Marketing, Commercial Based Signaling Transfer Points (1996 – 2000)

• Year after year exceeded annual $15M+ sales quota, winning >70% of new opportunities.

• Charter member of Nortel’s first entrepreneurial “out of box thinking” small culture pioneering business unit delivering “first of its kind “commercial Signaling Transfer Point (STP) based solution.

• North American pre and post sales account manager, sales engineer and solution marketing specialist.

• Research, creation and presentation of 5 year/$120M annual business case/account forecast approved by senior executive leadership resulting in annual $20M R&D approval .

• Prospecting, hunting, cold calling new Tier 2 and 3 North American LEC and CLEC accounts.

• Primary technical RFI responder and industry recognized SS7 and Signaling Transfer Point spokesperson and expert.

• Expanded roles: trade show management including but not limited to SuperComm, business case creation, white papers, competitive analysis, marketing communications, and operations forecasting.

Product & Business Line Mgt - SS7 Signaling, Applications and Signaling Transfer Points (1990 – 1996)

• Managed an annual global $15M-$20M R&D SS7 and STP signaling product portfolio delivering revenues exceeding > $200M annually and >$1B during term.

• Team lead displacing incumbent STP supplier in two major Bell Operating Accounts.

- $35M and $40M sale to Ameritech and Southwestern Bell.

- Countless $1M Tier 2 and Tier 3 North America account wins, disrupting competitive momentum

• Team lead for newly captured STP opportunities in $200M + China market and $20M U.S. DoD global military networks.

• Traveled 50% of time domestically and internationally. Presentations to audiences > 200 persons.

• Thorough knowledge of hardware, software development and product life cycles.

• Prime author of domestic and international commercial and technical specifications for major and minor product and feature releases to Bell Northern Research, Nortel’s R&D agency.

• Expanded roles: contract negotiation and project manage annual Bellcore Telcordia software quality audits,

competitive analysis, white papers and more.

Multiple Roles Enabling Growth and Development (Pre 1990)

• Materials Management, Proposals Management, Remote Access Task Force, Technical Marketing


Bachelor of Science, Business Administration/Management Marketing, East Carolina University


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