Sales/ Marketing/ Business Development Summary

• Architect/ mentor/coach of skillfully trained, aligned and matrix managed direct, inside, outside and channel sales teams.
• Developer of highly effective go-to market and revenue capture strategies, collateral marketing materials, lead generation and pipeline management programs
• Year over year top-end quota performance from major accounts, national accounts, B2B, C-suite, and Government sales initiatives.
• Strategic business navigator able to identify needs and communicate solutions.
• Persuasive vertical and horizontal interfacing and communication at all levels of an organization.
• An unwavering commitment to customer satisfaction and a winning attitude to support company growth goals.

Confidential 09/2008- 12/2011
Director, Sales and Business Development
Licensed and SaaS e-learning/training software for compliance, certification, and talent management applications. Company offers an in house developed Learning Management Systems (LMS) and proprietary content authoring tool.

• Oversight of global software direct sales, channels/alliances, and professional services.
• Repositioned company for Web 2.0, e-commerce, Cloud, CRM, verticals and enterprise selling opportunities.
• Revamped company pricing strategies and programs for improved market differentiation.
• Created sales and marketing collateral materials to rationalize Ziiva as vendor of preference.
• Expanded sales channels for domestic and international representation.
• Identified and trained domestic and international resellers, referral partners and consultants for sell through to their corporate clients.
• Secured enterprise-scale contracts from the United States Department of State for International Embassy training and FedEx Ground for hazardous materials (hazmat) training.

Confidential 02/2001-09/2008
Regional Sales Director
Regional sales of LAN, WAN, VPN, Frame Relay/ MPLS, VOIP, and managed voice and data network services to SMB and Enterprise end users. BTI operated as a CLEC in the Southeast.

• P & L budget oversight for three regional sales offices. Supervised headcount included 3 Sales Managers, 24 Account Executives, and support/operations staff.
• Recognized for consistent month-over-month new business revenue and retention. Yearly revenue increases averaged 122% year-over-year.
• Doubled customer revenue base within 26 months.
• Voice and data network products and services contracts from colleges and universities, government, local and regional SMB, and major and national account targets.

Confidential. 1997-2001
Director of Sales
Mentored and motivated SMB and Enterprise sales team selling PBX, Key, VOIP Telecom hardware/software and Unified Communications products; voice mail, video telepresence, IVR, ACD and Call Center applications in the Mid Atlantic region.

• Responsible for pricing, P & L budgets and product evaluations.
• Directed sales team to the streets, offices, and decision communities. Consistent month-over-month quota attainment.
• Designed and executed corporate funding/sponsorship arrangements with Fortune 1000 corporations. Voice and data technology products were introduced into twenty-seven school districts through this corporate sponsorship grant initiative.
• Sales revenue growth averaged 115% year over year.

Confidential 1991-1997
Executive Vice President/COO
Manufacturer of sheepskin and synthetic products for the professional painting contractor.
Secondary sheepskin line designed for golf enthusiast included club head covers, shoe bags,
toiletry kit bags, bag straps etc. Sold through manufacturer\'s reps globally.

• Initiated OEM/VAR private label packaging program with paint/coatings manufacturers for their captive retail outlets. Sheepskin and synthetic applicator products i.e., paint rollers and staining pads, placed in 4,500 retail locations including Lowes, Home Depot, Sherwin Williams, Devoe, Glidden, Porter Paint stores nationally.
• Provided sales and operations leadership, training and support to manufacturer's reps/ channel field distributors covering North America, South America, The Far East and Western Europe.
• Built brand awareness and advocacy with retail sales personnel and their consumers.

Confidential. 1987-1991
Vice President/ Sales & Business Development
The market introduction of the intelligent office building funded by IBM, Aetna and ComSat.
Shared revenue voice, data, video, and long distance network partnerships were contracted with class A real estate developments in major metro markets nationwide.

• P & L budget and control oversight provided to sales/operations and administration staff in major metro markets for sell through of in-building telephone, desk top data, long distance networks and facilities management services.
• Negotiated shared revenue partnerships with commercial real estate developers for the provision of intelligent building shared revenue service offerings which included fiber risers and lateral cabling, voice, data, networks and facilities management.
• Structured vendor and equipment sourcing agreements..
• Over 5 million square feet of tenant commercial office space was contracted to use our offerings.

Confidential. 1981-1987
Vice President, Corporate & Regional Development
National PBX, Key Telephone and Peripherals vendor.

• UCS became the second largest provider of interconnect telephone systems in the United States.
• Member of the IPO management team listing company on the American Stock Exchange.
• Directed regional sales/operations managers and major /national account executives.
• Sold multi-million dollar PBX telephone installations to the University of Tennessee, University of Oklahoma, University of Iowa, James Madison University, Bucknell University and others.
• Major account sales and installations customer list included Delta Airlines, Burlington Northern Railroad, Ryder Trucks, Private and Veterans Administration Hospitals, and national lodging and hospitality chains including Holiday Inns, Ramada, Sheraton, and Hyatt Hotels..

Education
B. A. Political Science and English