Global Sales Leader | Space Solutions
Innovative Coach and Mentor for Growth Oriented Companies
Accomplished professional of complex sales for space applications. Grows revenues by serving as trusted advisor to customers and leading diverse, global sales teams. Possessing international business acumen, developing and spearheading entry strategies in multiple countries and markets.
Practices effective communications by translating complex technical concepts into easy to understand business solutions. Persistent, self-directed and disciplined, engaging with customers and prospects across organizational hierarchy, clarifying timelines and requirements, expediting sales. Demonstrates agility by operating at strategic and tactical levels. Motivates by gathering input and coaching, empowering team members.
Sales Strategy | Direct Sales | Channel Sales | Pipeline Building | Key Account Planning | Market Development | Organization Transformation | Sales Automation
L3Harris Technologies, Inc. (formerly harris Corporation) 2014 - Present
Mission Critical Push to Talk (MCPTT) wireless networks, radios and applications for voice, data and video. Products include network infrastructure, terminals and position location, SCADA, and secure mobile applications.
Senior Manager, Sales Engineering & Operations 2018 - Present
Lead worldwide sales engineering, sales development, industrial relations and market analysis. Oversight of $6.5M department budget. Took on additional role as Interim Director of Sales Operations.
Exceeded 100% of sales goals, producing 7 quarters of year over year orders growth and gaining market share by transforming sales engineering team.
Reduced quote delivery time by 38%, order processing time by 75% and lead qualification time by 88% by restructuring work processes and automating tasks.
Achieved 100% uptime and global access to customer demo systems by transitioning to AWS cloud implementation.
Delivered 50% cost savings through rigorous cost management of industrial relations program.
Manager, Marketing Intelligence 2017 - 2018
Spearheaded team for sales development, industry relations and market intelligence. Oversaw strategy development and implementation, including market analysis, lead generation and business process re-engineering. Controlled $1M department budget.
Reduced sales onboarding time 25% by leading design and deployment of sales enablement tool, creating over 200 pages of original web content.
Provided 30% savings through diligent cost management of marketing program.
Led assessment of sales team processes based on Miller Heiman Strategic Selling, including gap identification and new process development.
Manager, Federal Sales 2016 - 2017
Selected to lead team for wireless network sales to US Federal Civilian Agencies. Coached and mentored team members, planned and managed large opportunity captures, forecasted orders and set quotas.
Won over $19M in sales through proactive mentoring and coaching with Miller Heiman Strategic Selling methodology.
Awarded $3.1B in IDIQ contracts using disciplined capture and proposal management strategies.
Senior Business Development Manager 2015 - 2016
Promoted for superior performance. Led global pursuits of advanced wireless communications products, including radio and satellite systems, network management software, LTE, interference cancellation, Position, Navigation and Timing (PNT) and data encryption.
Grew opportunity pipeline to $468M through systematic and disciplined opportunity identification, outreach to key contacts and rigorous qualification.
Exceeded 100% of goals, finding new opportunities and advancing pursuits in Europe, Asia, Canada and USA.
Created market development strategies for PNT and satellite businesses, drawing on previous industry experience, client interactions and detailed market research.
Business Development Manager 2014 - 2014
Recruited by former colleague to win new business sales for advanced communications products.
Won $10M sale to US Army for GPS anti-jam navigation program, by overcoming objections, diligent follow up and helping customer understand procurement process.
Built pipeline of $324M in opportunities through diligent opportunity identification and qualification.
Exceeded annual goals by winning orders, identifying new opportunities and advancing multiple pursuits in Europe, Asia, Canada and USA, earning “Excels” rating in year-end performance review.
JB Management, Inc. 2012 - 2013
Senior Executive, C4ISR Programs
Led pursuits for enterprise software development, data center design & management, virtualization, information assurance, system test & integration.
Achieved 100% of goals by building $31M opportunity pipeline via disciplined outreach to customers and re-establishing partner relationships.
Comtech Mobile Datacom Corporation 2011 - 2011
Senior Vice President, Global Sales and Programs
Promoted to head sales for telematics network infrastructure and managed services. Responsibilities included business development, marketing, product management and program management. Directed management of company's largest account, product and marketing strategy and $2M budget.
Generated $57M in revenue, delivering global Automatic Vehicle Location (AVL) service for 200K vehicles.
Grew orders by 20% year over year for new M2M asset tracking products and services.
Improved opportunity funnel visibility by implementing Salesforce CRM.
Vice President, Business Development
Led pursuits of telematics network infrastructure and managed services for vehicle management, asset tracking and maritime communications.
Led business development and capture efforts for multiple government IDIQ contracts, creating 3 new sales channels.
Devised market and product strategies for product lines, conducting exhaustive market surveys, detailed requirements analysis and establishing product rollout schedules.
Expanded proposal output 25% by implementing companywide capture and proposal processes.
Rated "Exceeds Expectations" by company President.
Intelsat General Corporation 2005 – 2011
Director, Global Network Solutions
Sold satellite and terrestrial telecom services to US Government agencies, NATO and its member countries, commercial telecoms and satellite service providers.
Generated $160M in revenues during tenure, growing annual sales 264% by working closely with major customer accounts and diligently prospecting new accounts.
Led market entry in 4 NATO member countries (Canada, Belgium, Denmark and Bulgaria).
Rated "Consistently Exceeds Expectations" throughout tenure for growing sales.
Associated Press 2002 – 2004
Director of Sales and Marketing (Global)
Led global sales team for content management Software as a Service (SaaS) to broadcast news industry. Oversaw direct and indirect sales, product marketing, sales engineering and $2.8M budget.
Grew revenue and new customers 50% during tenure through aggressive international market expansion, coaching, sales territory realignments and compensation plan enhancement.
Developed and led market entry strategy in 18 countries in Asia, Latin America, Middle East and Europe.
Reduced indirect channel cost of sales 67% by establishing two new indirect channels: agents and integrators.
Wegener Communications, Inc. 1999-2001
Director of Sales, United States and Canada
Recruited by Scientific Atlanta colleague to lead sales team for MPEG-2/DVB video encoding, conditional access and encryption (CAE), ad insertion and Content Distribution Network (CDN) solutions. Markets included broadcast and cable TV, radio, enterprise and satellite service providers.
Increased sales 35% in first year by restructuring team and focusing on enterprise networks accounts.
Generated over $40M in sales bookings during tenure.
SCIENTIFIC ATLANTA, INC. 1994-1999
Regional Sales Manager, Video Networks Sales
Led sales pursuits for MPEG-2/DVB video encoding systems, subscriber management software, conditional access and encryption (CAE), IP datacasting, satellite video receivers and satellite earth stations. Markets served: enterprise, telecom service providers, cable/broadcast TV networks and US government.
Booked over $26M of order in enterprise network market with 75% win-rate.
Exceeded quota by 140% in 1997 and received Circle of Excellence award for outstanding performance.
Senior Account Manager, Asia-Pacific Sales
Market entry in People’s Republic of China (PRC) for VSAT (TDM/TDMA) data and mesh digital telephony satellite networks, network management software and earth stations.
Sold over $40M by winning new customers, including sale of largest VSAT network in China (1700 sites).
Master of Business Administration (MBA), Georgia Institute of Technology, Atlanta, Georgia, USA
Bachelor of Science, Electrical Engineering (BSEE), Purdue University, West Lafayette, Indiana, USA
Miller Heiman Strategic Selling | Miller Heiman Conceptual Selling | Miller Heiman Coaching | Miller Heiman Buyer-Focused Prospecting | SPIN Selling | The Challenger Sale | Imparta Creating Customer Value (CCV) | Target Account Selling (TAS) | Dale Carnegie Course | Karrass Effective Negotiating | Lohfeld Capture and Proposal Process | FastStart Proposal Process
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