Experience

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  Alcatel-lucent

  May 1998 - Sept 2014

  Promoted to oversee Account Management and lead New Business Development initiatives for converged voice/data technologies, maintenance, and professional services to customers throughout New England / New York.• Fostered relationships with multiple levels of cross-functional teams (operations, architecture, engineering, and marketing) to develop and identify new sales initiatives and profitable growth opportunities.• Served as an on-site trusted advisor, proactively positioning and consulting on solutions that aligned with both business and technical needs of One Communications and other customers’ processes.• Led and managed cross-functional teams on RFP responses, contract negotiations, feature alignment, product roadmaps, and planning discussions.• Performed strategic account planning and managed $25M+ budget with focus on supporting multiple New England/New York based customers.• Partnered with various customers to develop comprehensive business models and go-to-market strategies for new revenue generating solutions. Demonstrated proven expertise in managing end-to-end sales process involving complex, multi-product portfolio, multi-million-dollar proposals.KEY ACCOMPLISHMENTS:• Netted $20M+ in new contracts against a $5M quota by creating compelling new business incentive proposals, and solidifying Company as the region’s vendor of choice.• Awarded entry into the President’s Club in 2011 for sales excellence which recognized Top 1% of Sales Performers (sold 400% of quota) as well as and Achiever’s Club (Top 10%), 2007 – 2014.• Successfully positioned innovative contract arrangement of existing and new technologies solutions resulting in new trials and market launches with various customers. Secured contracts with: Vermont Telephone ($22M); FairPoint Communications ($3M+); One Communications ($4M+); Wireless Partners ($3M); Northeast Wireless Networks ($2M). Show less Promoted to Major Accounts team with direct sales responsibility and ownership for One Communications and Citizen’s Communications accounts.• Delivered revenue for contracted and non-contracted products and services in a competitive environment, and always sought out opportunities to up-scope products or services. Built and retained account relationships with VP of Network Planning, Engineering, Operations, IT, Marketing and Purchasing.• Led Program Management and System Engineering teams for various network build-out projects.KEY ACCOMPLISHMENTS:• Awarded entry into the Achiever’s Club for sales excellence 8 years in a row, which recognized the Top 10% of Sales Performers.• Invited to the “One N.A. Region Advisory Council Committee” in 2005 and 2006 as part of Lucent’s future leadership program, which provided senior-level development and mentorship to high-potential employees.• Exceeded annual objectives of $10M+ with several breakout years of over 150%+ attainment. • Landed exclusive and/or first-time wins with multiple new clients. Contracts included: Frontier Communications ($25M); ChoiceOne Communications ($50M); Lightower Fiber ($4M).• Selected to attend the North American “Top Gun Inaugural Sales Training Program” in 2006. Was one of only 16 people from a Sales team of 3,000 to be invited. Show less Hired to lead Sales for the New England territory as part of the operational software sales team focused on short, mid, and long-term strategic planning, quota attainment, sales presentations, and sales forecast/opportunity management. Positioned software technologies and services to regional planners, engineers, procurement, and marketing, EVPs, and CTOs.• Supported North East software product assets for the Emerging Service Provider and supported customer care, billing, mediation, performance management, provisioning and testing across various technologies. • Met revenue commitments at optimum return while maximizing customer satisfaction.• Supported pre-certification sales opportunities by pre-positioning Lucent solutions with primary customers including leading Pre-GA integrated project plans and trials for customers.KEY ACCOMPLISHMENTS:• Exceeded annual $75M+ corporate objectives with breakout year of 155% of objective. • Other major contract wins included: Kenan Systems ($10M) and ChoiceOne Communications ($5M). Show less

  • Senior Account Director

    Jan 2007 - Sept 2014

  • Senior Named Account Manager

    Jul 2001 - Jan 2007

  • Account Manager Software Products

    May 1998 - Jun 2001
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  American tower

  Sept 2014 - Nov 2018

  Recruited from Alcatel-Lucent and charged with developing all aspects of new accounts, existing relationships, creating pricing strategies, and increasing customer satisfaction. • Prepared budgets by development, operationalization, and commercialization of new offerings that grew market share and segment revenues. • Partnered with the VP of Broadcast to develop an annual broadcast segment plan resulting in net-new sales of $960K in 12 months.• Collaborated with Innovation team to develop a Next Gen TV business plan which further established ATC as a Nationwide leader in Single Frequency Networks (SFN) development and operations.• Managed Inside Sales team’s support of new business from initial inquiry through application and lease execution. Ensured customers received accurate information and had a positive experience.KEY ACCOMPLISHMENTS:• Achieved 100% of sales quota all 4 years resulting in $1M net new sales annually.• Developed several complex solutions by quickly developing key relationships resulting in multiple net-new, multi-million-dollar contracts with companies like: iHeart Media ($250K); Educational Media Foundation ($1M+); Beasley Media ($200K); HC2\DTV America ($500K); University of Texas ($180K); Entercom ($500K). Show less

  • Director, Business Development - Broadcast

    Oct 2015 - Nov 2018

  • Director, Business Development - Strategic Accounts

    Sept 2014 - Oct 2015
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  Insite wireless group, llc

  Aug 2019 - Jan 2021

  Broadcast sales executive

  Oversaw the Broadcast tower portfolio for this 120-person private, start-up company, which was purchased by American Tower in December 2020. I was responsible for managing and preparing budgets up to $400K, developing new customer relationships, and coordinating with network development and customer service teams. • Consistently partner with Senior Leadership and regularly communicate key broadcast market strategies and initiatives to internal stakeholders.• Partner VPs to develop an annual broadcast segment plan; Accountable for all revenue achievement, pricing strategies, and customer satisfaction. • Consistently achieve sales goals through development and commercialization of new offerings that increase market share and segment revenue. • Analyze market insights to create selling strategies that advance products, solutions, and relationships. KEY ACCOMPLISHMENTS:• Exceeded 100% of 2020 sales targets and increased new customer additions by 20% (net) through a series of market analysis and cold calling campaigns.• Broker relationships to help drive Company’s tower acquisition goals, which (to date) has resulted in 14 new tower sites throughout New England. Show less

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  Nokia

  Jun 2021 - now

  Sales director, regional accounts