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Click here or scroll down to respond to this candidateCandidate's Name
1 Hancock Road PHONE NUMBER AVAILABLEFranklin, MA Street Address EMAIL AVAILABLELINKEDIN LINK AVAILABLESENIOR CONSULTATIVE SALES EXECUTIVEAccount & Team Management - Technical Sales - Professional Services - Proven Revenue Producer Consistently Exceed Individual & Team Quotas up to $Street Address M Increasing Revenue & Improving MarginsConsultative & Relationship Selling with deepAccount PenetrationHighly motivated, Results-driven ProfessionalSales Presentation & Contract NegotiationsNational / International Account SalesNew Business Acquisition & DevelopmentValue-Added Sales & Professional ServicesNew Product & Service ImplementationNetwork Design & Process EngineeringSales & Engineer Team Coaching & ReportingProblem Solving & Customer SatisfactionProposal writing, RFIs and RFPsTotal Quality Management, ContinuousImprovement StewardshipSenior-Level Sales Professional with a consistent, top- ranking record of achievement for both personal and team-based sales performance. Received numerous Sales and Quality Achievement Awards from AT&T, 2015Verizon Presidents Club, and 2018 BT Presidents Club. 2022 Kyndryl Sales Attainment 219%20+ Years of Experience in Technical, SystemsIntegration Solutions Sales maintaining quotas and budgets as large as $30M with P&L responsibilities. Experienced in telecommunications, network and systems integration in the Financial, Insurance, Manufacturing, and Technology Sectors.Expert Relationship Manager with Fortune 100 CXOexperience advancing up and through positions in new business development, global/national accountmanagement, sales and general management, consulting, project management and operations.PROFESSIONAL EXPERIENCELumen Technologies June 2023 to presentSenior Account DirectorLumen Technologies, (6/2023 to present) Sr. Account Director within the Cloud and Technology Group. Focused on three of the largest technology companies IBM, Kyndryl and SAP. Consultative Relationship Sales Leadership winning Optical WAVE, VoIP, Managed Equipment and Internet Solutions requiring complex contract negotiations.Selected New Business Successes & Sales Results Managed Optical WAN and Routing Award $1.2 Million (1yr) October 2023, US Defense Contractor Optical Wave Award $0.5 Million (3yr) Feb 2024, Multinational Chemical Company. Internet WAN Network Award $.7 Million (2yr) March 2023, IBM VoIP Migration $1 million (2yr) Feb 2024, State of Oregon. Certifications and Accreditations Dare to LeadKyndryl, divested from IBM Jan 2022 to April 2023DIRECTORKyndryl, (1/2022 to present) Director within the Secure Networking, Edge Computing & Private 5G Practice. Focus on Large Multi-National Accounts to generate New Business in Travel, Financial, Manufacturing & Energy vertical markets. Lead multi-discipline team, integrating Digital Transformation Solutions by migrating customer workloads to AWS/Azure/VMware Cloud and deploying Cloud Adjacent Data Centers in a progressive & scalable network, inclusive of SASE Framework (SD-WAN, Zero Trust, Secure Web Gateway, & Firewall-as-a-Service). Solutioned SIAM to adhere to critical SLAs, Experience Level Agreements XLAs, all within an asset light Pay-As-You-Go consumption model. My success with these large Fortune 100 accounts, resulted in exceeding my Individual Sales Quota by 219%. Candidate's Name Page 2 of 3PROFESSIONAL EXPERIENCE ContinuedSelected New Business Successes & Sales Results Managed LAN Data Center Cisco Refresh Award $3 Million (4yr) May 2022, US Defense Contractor Cloud Adjacent Data Center Deployment $4.5 Million (4yr) May 2022, E-Commerce Insurance Co. Security Service Edge SSE FWaaS Award $1.7 Million (3yr) Nov 2022, Global Car Rental Co. New Logo: Nokia Private Cellular Outdoor Coverage Award $4.1 million (3yr) Nov 2022, Global Energy Co. Akamai Edge Delivery Services Award $2.9 Million (3yr) Dec 2022, Global Car Rental Co. Certifications and Accreditations Fortinet Network Security Expert NSE1 & NSE2 & NSE3 Google Cloud Digital Leader 1) Digital Transformation 2) Innovation with Data 3) Infrastructure and Application Modernization 4) Understanding Google Cloud Security and Operations Nokia NDAC Sales Associate Private Cellular 4G/5G Kyndryl Sales Academy Kyndryl SD-WAN / SASE Practitioner (Fortinet / VeloCloud / Zscaler) Cloudflare Accredited Sales Professional Level 1 BT Group 2016 to 2022CLIENT PARTNERBT Group, (2016 to 2022) Client Partner - Managing Dell Technologies / EMC / VMware $30+ million account(s). Managed a global matrixed team EMEA, US, APAC with demonstrated hands-on issue management, accurate opportunity funnels, pushed to closure multiple large sales including MSA and various IT services, all resulting in significant Total Contact Values. I successfully negotiated and closed $55+ million in new IT Services contracts. I was the leader from Sales/Client Facing Organization tasked with creating BTs first Integrate SASE solution, crafting Service Description, SLAs, financials, and necessary executable contractual language. Successfully managing the RFP team to WIN the first SASE award within BT stated below.Selected New Business Successes & Sales Results New Logo: Integrated Global SASE Solution (SD-WAN VeloCloud, Zero Trust Zscaler) Award $7 million (3yr) June 2020 Boston Consulting Group Cloud Contact next generation CCng Award $11 Million (3yr) Oct 2019, Dell Technologies BT Conferencing / Webex Award $23 Million (2yr) Oct 2017, Dell Technologies New Logo: Integrated Managed WAN, Cloud Connectivity, Inbound, Outbound Award $6 Million(5yr) Dec 2017, New Balance, American Multinational sports footwear / apparel retailer. Certifications Corporate Visions Create Value Skills Corporate Visions Capture Value SkillsVerizon Business Corporation 2005 to 2016Sr. STRATEGIC ACCOUNT MANAGER IT ENTERPRISE SERVICES Verizon Business, (2005 to 2016) Managed $16+ million revenue stream of IT services, equipment sales quota and client relationship for Global Financial accounts Fidelity Investments, State Street Bank, Marsh & McLennan Cos, at multiple levels; ranging from technology engineers to Chief Technology and Chief Security Officers.Selected New Business Successes & Sales Results IP Contact Center / SIP Award $7 Million 2016 large Boston based Financial company awarded Contact Center Services and SIP Transport. New Global Converged Voice / Data / IP Network Contract $5 Million Closed 4 year solution for 200 Global site advanced technology MPLS network positioning client for voice and data convergence. New Master Services Agreement $9 million Lead the negotiations to win Managed IT Services, Enhanced Call Center Services, and Ethernet Services. Candidate's Name page 3 of 3 PROFESSIONAL EXPERIENCE Continued New Fully Outsourced Managed Converged Voice / Data / IP Network Contract $11 Million Partnering with external partner, Cisco Systems closed 4-year solution for 127 site advanced technology MPLS network positioning client for voice and data convergence. AT&T Corporation 1986 to 2004DISTRICT SERVICES MANAGER TECHNOLOGY & PROFESSIONAL SERVICES AT&T, (1986 to 2004) District Manager, Accountable for $20+ million in annual new business quota to uncover, negotiate, close and deliver complex technology solutions by positioning with client CXO levels at JP Morgan Chase and winning the first ever deployment of www.EFTPS.com. Coached a team of network engineers; direct and indirect reporting. Responsibilities also include design, development, and project implementation as well as on-going service delivery. Collaborated with 3rd party vendors to design and package total systems for custom turnkey applications. Provide strategic consultation and advice to clients regarding emerging technologies. Define processes such as change management, disaster recovery, business continuity and operational methods & procedures.Selected New Business Successes & Sales Results Business Process Outsourcing Professional Services Contract www.EFTPS.com Awarded $30 Million- Negotiated outsourcing contract for Call Center Agents, Network Operations Center, Engineering, Equipment Leasing and Project Management.o Network Integration and Process compliance to FIPS 140 Governmental Security SBU (Sensitive But Unclassified) requirements. Contract Extension www.EFTPS.com Awarded $6 Million - Secured contract extension on outsource client. Improved margins by a factor of three over legacy AT&T services. Self-Service Web and 1-800 Portal Awarded $6 Million Uncovered, negotiated, project managed development and implementation of Ford Financial Services Inter-Active Web and Voice Response Payment Solution. Legacy network transformations to Emerging Technologies. Headquarters and Data Center Moves, including equipment bubbling and lease financing. Defined, Developed and Executed Disaster Recovery, Disaster Avoidance, and Business Continuity Plans. Crafted Application, System and User Acceptance Testing. EDUCATION & EXPERIENCEMBA Marketing, DePaul University, Kellstadt Graduate School of Business, Chicago, IL. BA Economics, DePauw University, Indiana.Technology Experience Core training in Private 5G, Data Center, Hyperscale, SASE / SSE Firewall, Zero Trust, SD-WAN, VoIP, LAN, Wi-Fi, Internet, Fixed Wireless, E-commerce, IVR, Call Center, Call Routing, Equipment OEM sales, Professional Services: (Systems Integration, Business Process Outsourcing, Operational Support Systems, and Network Integration), User Acceptance Testing, and Managed Services. REFERENCES AVAILABLEMike Wolkowicz, President of BT AmericasJohn Zinman, Global Head, Service Provider Channel Sales at Zoom Video Communications Karey Lamancusa, Vice President US Travel & Transportation Market at Kyndryl, Inc. Jennifer Bell, Client Partner Executive at Kyndryl Randy Clark, Director, Sales Manager Network & Edge Practice at Kyndryl. Scott Smith, Director, Sales Manager Network & Edge Practice at Kyndryl. |
