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Click here or scroll down to respond to this candidate Candidate's Name
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EXPERIENCED AND AGGRESSIVE SALES AND MARKETING DIRECTOR
Dynamic, proactive, very hard-working Business Development, Sales and Marketing Director, with many years of
experience in IT industry, marketing and selling complex IT solutions/services and working with large Business,
Wholesale and Government clients, seeking sales, BD or marketing leadership position in IT/tech services space.
CORE COMPETENCIES
Large Account Sales Product Management Innovative, Creative
Team Leader, Builder Executive Interface Finance/Compensation,
Costing Experience
Creating and Retaining Global Experience in
Strong Relationships Sales and Marketing Energetic, Engaging
PROFESSIONAL EXPERIENCE
AT&T National Access Management (NAM), Washington, DC 2014-2018
Finance - Lead Carrier Relations Manager
Recruited for a rounding out assignment to gain exposure to the buy side of sales process. Partnered
with Sales teams across all strata and US access vendors, managed processing dozens of RFPs, negotiated
high-speed Ethernet deals, switched/ded. Negotiated/executed pricing/contracting with all AT&T access
vendors, including Verizon, Frontier, Cox, CL, Comcast, Charter, TW, Zayo, etc. Owned third party
transport (3PT) process - 50+ contract novations and 3PT-carrier deals. Significant executive interface.
Key Highlights:
In 2014-2016 worked as Lead Carrier Relations Manager for AT&T managing the relationship with
Verizon vendor -- $1B+ cost responsibility. Three-person team managed that relationship. Managed
other carriers worth added $100M+ spend. Oversaw service buys for 10GB+ Dedicated (VzON) and
Switched (TLS) Ethernet, Wave, Data Center services, VZ Business services, PL, etc. Proactively met
carrier Sales teams to negotiate pricing/terms, investigate practices and create new solutions.
Personally devised, researched, almost single-handedly pursued, project-managed complex billing
investigation achieving millions of dollars in annual credits/pricing reductions with VZ and FRPT.
Negotiated, drafted and approved contracts. Created/led carrier monthly performance reviews leading
to clear service delivery improvements. Lead for investigating/resolving carrier billing disputes.
Proactively worked with sales to leverage buy/sell opportunities during negotiations. Enforced
regulatory frameworks including state/Federal tariff and interconnection agreements.
Oversaw negotiation/contracting for the three-year Wholesale Advantage agreement renegotiation,
with forecasted savings more than $10M. Collaborated with Sales, Product, Billing, and Ops.
Pushed vendor to develop creative dedicated Ethernet offer saving $1M/year for multiple years.
Trained and managed remote team members to proactively research, execute new savings deals.
AT&T 2012-2014
Sales Business Development and Systems Engineering Manager
Wholesale Strategy and Business Development
Led NE Sales region for Mobility customer, sold and managed solution design, pricing, contracts, project
management, client and Product coordination, heavily engaged in MTSO tie-in Mobility infrastructure.
Key Highlights:
Organized and executed pre-sale and post-sale activity for all new mobility facilities within ten state
region, dealing with access providers throughout New England, Washington, DC and the Virginias.
Business Development: Generated business cases and managed them start to finish, including needs
assessment, solution development, cost/pricing analysis and business case presentation and approvals.
Created solutions with AT&T Product/Offer Development teams tech design and team coordination.
Proactively produced/presented weekly reports and executive briefings regarding all regional
projects.
Ran high-visibility project with AT&T CEO direct visibility building out series of cellular towers and
WIFI-capable buildings across a newly developed 10,000-acre BSA jamboree facility in WV.
Products sold: PL (up to OC192), EPLS WAN (10GB), OEW, LNS, MIS (up to 500MB), mobility.
AT&T Wholesale, Washington, DC 2010-2011
SAM4/Technical Sales, Split Module: Systems Integrators, Business Development
Managed and grew split module with $150M combined Wholesale accounts of Accenture, CSC and GXS.
Key Highlights:
Total TCV of years incremental sales exceeded $20M. Averaged 10+ large sales per month.
Significant technical design work. With dual-reporting responsibilities carried diverse roles locating,
initiating, developing, proposing and closing highest number of sales in the 25-member sales org.
Sales included AT&T VPN, Unified Comms products and equipment including Telepresence, Private
Line, AT&T Security and Consulting, services, AT&T UVN Ultra-Available/Optical ring solutions, a
very large hosting/co-lo program for Data Centers in the US and abroad (influencing the client to
actually initiate a multi-million dollar RFP opportunity that AT&T then won), E-commerce solutions,
Digital Media, Content Management/CDN capability, various access methodologies, voice, mobility,
etc. Strong client relationships at all levels. Project-managed large, complex implementations.
Managed significant Project Management and service implementation oversight and tracking. Client
coordination for technical sales, ordering and implementation personnel, as well as Product, Service,
Engineering and Provisioning teams. Results tracking and exec reporting - both internal and external.
AT&T Wholesale, Washington, DC 2009-2010
CSE (SAM-4), International/Sales Manager, Washington, DC (Oakton, VA) -
Key Highlights:
Managed IBM account, reporting direct to Sales VP. Oversaw the Global IBM sales teams, tracked
metrics, initiated corrective projects in contracting, A/R and funnel management. Led reporting calls
with AT&T Executives and Sales teams which documented a 40% improvement in less than one year.
Team lead responsible for team of globally diverse Sales managers based in Asia, Europe and Latin
America. Team closed $100M+ sales in one-year timeframe. Interface with IBM and AT&T exec.
Led the AT&T Cloud Computing sales strategy and execution program facing IBM. Ran large RFP
responses, personally oversaw several million dollars in synaptic hosting and cloud sales.
AT&T Wholesale - Washington, DC, Oakton, VA 2006-2009
Group Sales Director, XO Communications, Talk/Cavalier, Global Crossing and Sage Accounts
In 2006 took over the XO Communications account transitioning it to post-SBC/AT&T merger model for
AT&T Wholesale. Ran account management and support integration following the AT&T/SBC merger.
Key Highlights:
In 2007 module and team doubled to $400M+ and ten managers, adding the Talk/Cavalier account.
In Jan. 2008 added responsibility for two additional accounts Global Crossing and Sage. Module
direct personal responsibility grew to over $500M/year . Responsible for revenue growth, account
planning, support, forecasts and positioning of four large accounts. Created over 25% cost reductions.
Over $40M/year in incremental sales to module, and as maintenance/growth of base revenue streams.
2006 account responsibility entailed over $150M in annual revenue responsibility in Local (UNE),
Access, Long-Haul, UC Services, Mobility, CPE, Digital Media Service, Voice, etc. Team sold $50M
in new total contract value sales and 2006 module actually showed 10% growth in a declining market.
Sold first-ever Wholesale AVOICS (VOIP) product including development, sales, rollout. Negotiated
inside/externally app functions, pricing, contract terms. Laid groundwork for subsequent accounts.
AT&T Wholesale - Washington, DC (Oakton) 2003-2005
Group Sales Director, Equant/Orange, Time Warner, Global Accounts
Key Highlights:
Equant account billed $50M in 2002, largely Private Line data services, grew to over $90M in 2005.
Team of four received top Branch Account recognition for 2004-2005 with over 50% growth rate.
Significant sales in the Mobility, Unified Communications and Data/Managed Services spaces.
In July 2004 added Time Warner account (Time Inc., AOL, HBO, Warner Bros., Turner/CNN, and
CourtTV divisions) added to module (incremental $20M). Subordinate team grew from four to five.
AT&T Solutions - Washington, DC 2001--2003
Federal Government Business Development
Capture Manager, Business Development, Product Management (Director), Public Sector Solutions
Team leader for pursuit of large Outsourcing deals within AT&T Solutions org, selecting and then coord-
inating with large partner vendors such as EDS/HP, IBM, Unisys, Accenture, etc. Led large RFP read-
outs, coordinated resource acquisition/application to responses, built Price/Business Case models, NDAs
and partnering deals with sub-vendors, coordinated lobbying, project managed very complex responses.
Key Highlights:
Packaged outsourcing Product solutions, worked up pricing strategies and presented them to potential
clients. Created support materials for customer consumption promoting these complex products.
Deals valued at $100M to over $1B in total revenue. Sold services as diverse as outsourcing, WAN/
LAN management, equipment sales/support, security, Network Reporting, transport, emergency
services and their management, and wireless services to clients in Michigan, Virginia and New York.
Coordinated/led very large deals including the $500M+ State of MI bid and numerous mid-size deals.
Sold and supported efforts to coordinate joint-bids with other Outsourcing firms in numerous states in
support of Lottery IT business, valued at almost $100M. Closed multiple deals in various markets.
AT&T-Concert (Global Business Sales) 1998-2001
Client Business Manager, Director, Xerox Corporation account, Rochester, NY
Sales Director of the $60M Xerox Global Account for all AT&T and Global IT needs, supporting its HQ (Rochester,
NY), regional US sites, Asia-Pac and Europe Divisions, subsidiaries and Developing Markets.
Key Highlights:
Received top 10% Sales Achievement award as part of Gold Club recognition event in Tucson, AZ.
Led contract negotiations expanding AT&T-Xerox contract by two years and increasing MARC $5M.
Total billing grew from $42M/year to over $62M/year, including IP, Data, Inbound/Outbound Voice,
Managed Services and CPE sales. Sales team expanded to nine to cover Europe and Asia-Pac regions.
Closed 3 year pan-Europe Inbound (Dublin Call Center) and Outbound Voice sale worth $5M+/year.
ADDITIONAL EXPERIENCE
AT&T World Source VNS Services, Bridgewater, NJ - International Product Manager
Product work for numerous Voice and Data services. Patents held. Global travel and carrier experience.
Over six additional years of Product Marketing/Development work, for Voice, Data and Mobility products.
ATT Business Markets, Basking Ridge, NJ
Business Development Manager, Compensation, Distribution Strategy - Alternate sales channel creation.
AT&T Commercial Markets (BMD), Charlotte, NC
Sales: Account Executive and Assistant Sales Manager (40+ subordinate sales professionals)
US MILITARY
UNITED STATES NAVY, Naval Aviation and Surface Warfare Officer (SWO) designation.
California, Florida, Texas, Rhode Island, South Carolina, Alaska and Caribbean assignments.
EDUCATION
FUQUA SCHOOL OF BUSINESS, DUKE UNIVERSITY, DURHAM, NC
Masters in Business Administration (MBA), with a focus on Marketing and Finance.
DUKE UNIVERSITY, DURHAM, NC
Bachelor of Arts, Political Science/Public Policy. NROTC scholarship. Editor - Student Daily Newspaper.
VOLUNTEERING
CMO for large regional youth soccer league (4,000+ members, multi-$M budget). Active in church, youth
sports coaching. Enjoy golf, scuba, skiing, baseball and basketball. Licensed private pilot. Speak Spanish.
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