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CV: Director, Global Network Solutions

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Candidate Profile

Date Submitted:	02-07-2009
Last Modified:	03-07-2009 (11:46)

Job information

Current job:	Director, Global Network Solutions
Employment Term:	Permanent
Relocation:	Anywhere
Date available:	immediately
Industry:	Satellite Manufacturers and Subcontractors, Satellite Operators, , , Launch Systems, Business Services
Keywords	sales marketing business development

QUALIFICATIONS SUMMARY

· 20 years sales & marketing experience in technology products & services including networking, datacom, telephony, satellite, video transmission systems and software.

· 24 years of business experience in sales, marketing, system engineering and manufacturing.

· First and second tier management experience in sales, product marketing, marketing communications and systems engineering.

· Sales experience in multiple markets including enterprise, common carriers, ISPs, cable and broadcast TV, radio, US and foreign government agencies.

· Global business experience with market entry experience in multiple countries.

· Direct sales and channel management experience.

· Experience with a variety of technologies including satellite products (DVB-S, VSAT, DAMA, earth stations) and services, Content Management, Rights Management, Subscriber Management, Content Distribution Networks (CDN), Conditional Access and Encryption, IP networking, video compression (MPEG 1, 2, 4 & WM9), telephony switching, network management systems (NMS), ERP/MRP, database systems, and test and measurement systems.

PROFESSIONAL EXPERIENCE

4/05-Present Intelsat General Corporation, Bethesda, Maryland, USA

Director, Global Network Solutions

Develops customer accounts and manages sales of satellite communications services for US Department of Defense and civilian agencies, NATO militaries and major government systems integrators.

· Leads adhoc teams of engineering, program management, legal, contracts, inside sales and customer service to identify, capture and retain business.

· Developed new business at multiple NATO member countries.

· Extensive experience with US Department of Defense.

7/04-4/05 Global Technology Sales and Marketing, Fairfax, Virginia, USA

Owner and Consultant

Provided sales and marketing consulting for the broadcast technology industry, including:

· Recommendations for integrated sales and marketing strategies to maximize ROI.

· Assistance with comprehensive customer relationship development within the media and entertainment industry.

· Developing of global sales and channel strategies to expand sales revenues.

· Enhancing sales automation tools.

· Development of strategic partner programs.

1/02-7/04 Associated Press Broadcast Technology, Washington, District of Columbia, USA

Director of Sales and Marketing (Worldwide)

Managed global sales through direct and channel sales. Managed global product marketing and marketing communications programs. Member of division revenue committee.

· Sales accomplishments:

o Increased revenues by over 60%.

o Established product entry in 13 countries.

o Established US Government Services Administration (GSA) schedule and sold systems to federal agencies.

o Reduced cost of sales by 60% and increased revenues by establishing multi-tier sales channel program.

o Improved global sales coverage and increased revenues by restructuring sales territories and compensation plans.

o Reduced sales cycle time and improved corporate legal protection through revised software license agreements.

· Marketing accomplishments:

o Improved revenue forecasting to over 98% accuracy by revising revenue forecasting process.

o Increased sales lead production over 650% through reorganized trade show program.

o Launched competitive intelligence programs to measure market size and identify industry price structures.

o Expanded product literature portfolio to better define products.

o Implemented Sales Force Automation (SFA) system for revenue forecasting, competitive intelligence collection, customer visit reporting and quote tracking.

o Directed new product launch.

10/99–11/01 Wegener Communications, Inc., Duluth, Georgia, USA

Director of Sales, United States and Canada

Directed sales force and channels offering MPEG-2/DVB products for TV, radio and IP datacasting applications. Markets included: television and radio networks, cable TV system operators, satellite service providers, enterprise customers and US and Canadian government agencies.

· Increased revenues by 35%.

7/95–10/99 Scientific-Atlanta, Norcross, Georgia, USA

Regional Sales Manager, Video Networks Sales

Implemented sales direct and channel strategies for MPEG-2/DVB systems and satellite earth stations. Target markets included: TV networks, cable system operators, service providers, ISPs, enterprise networks and US Government agencies.

· Over $26M in sales bookings from new clients.

· Circle of Excellence Award winner for outstanding sales performance, exceeding sales quota by 140%.

7/94-6/95 Scientific-Atlanta, Norcross, Georgia, USA

Senior Account Manager, Asia-Pacific Data and Telephony Networks Sales

Planned and implemented market development strategies for data VSAT and DAMA telephony networks in the People’s Republic of China. Customers included government ministries, state-owned industries and private companies.

· Over $35M in sales bookings, including largest the VSAT network sale in China. This represented a 3500% increase in bookings.

· Established sales office in Beijing, China.

12/90-6/94 Cincom Systems, Norcross, Georgia, USA

Account Executive

8/89-11/90 Allied Data Communications Group, Norcross, Georgia, USA

Regional Account Manager

11/88-8/89 David Brown Associates, Stone Mountain, Georgia, USA

Sales Representative

10/86-11/88 Hewlett Packard Company, Andover, Massachusetts, USA

Systems Engineer

6/84-7/86 Data General Corporation, Portsmouth, New Hampshire, USA

Test Engineer

EDUCATION:

Georgia Institute of Technology, Atlanta, Georgia, Masters of Business Administration.

Purdue University, West Lafayette, Indiana, Bachelors of Science of Electrical Engineering.

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CV: Director, Global Network Solutions