A competitive sales and marketing executive that brings to bear a unique blend of sales, business development, marketing and general management experience. A sales background in the MSO market with a proven track record of success in attaining revenue and market share goals. Knowledge of the channel, System Integrators, MSO, Carrier and distribution. Strong technical knowledge of the hardware, software, and telecommunications components of Ethernet & optical infrastructures. Ability to drive new business models and to leverage a strong industry / customer network.
MRV Communications 1/06 – Present
Director Sales MSO Cable
Build / Manage MRV’s top performing sales team, 150% of Goal for 2010 (accounts for 14% of global sales)
Hands on focus of the Top 25 MSO accounts (Cablevision, TWC, Comcast, Cox, Mediacom and Brighthouse)
Specific focus on Business Class Services (Leverage extensive Enterprise experience with MSO product marketing)
Define the MSO go-to-market strategy including messaging, advertising, social media and ad placement
Negotiated TWC Master Sales Agreement
Represent MRV at CableLabs DPoE Phase II working group, and Business Services over DOCSIS initiative
Luminous Networks 4/05 – 12/05 (dissolved in 12/05)
Sales Manager Eastern Region
Create a $6M pipeline from the ground up, $2.5M quota
Focus on the Incumbent LECs, Emerging Carriers and MSO Market (Cablevision, RCN and Scientic Atlanta)
Hunt for triple play, Ethernet services and backhaul transport projects along the East Coast (Florida to Maine)
Coordinate opportunities with video head end, IP set top box and BLC vendors
Develop and establish reseller partnerships
3Com Corporation 3/03 – 3/05
Segment Sales Director
Responsible for growing healthcare sales, 50% from $20M to $30M, 120% of goal. $25M quota.
Spearheaded cross-departmental efforts to reposition 3Com from SMB to large enterprise market focus on top four vertical markets
Recruit and develop strategic relationships with key vertical manufacturers and application vendors
Plan and implement marketing strategies in the Americas & Europe, including lead generation
Sell & position Ethernet L2/L3, Security, Wireless, IP Telephony platforms
Cisco Systems 12/99 – 2/03
7/02 –2/03 (Acquired by Cisco)
Sales Director, Riverhead Networks,
Create a sales pipeline of $10M from the ground up, $2.5M quota
Hunt for MSO, carrier and Federal prospects as the first US based employee
Drive the definition of security based managed security services for carriers to sell to enterprise customers
Established trials at tier-1 carriers including Sprint, MCI, C&W, and MFN
Product planning with Israel based product managers
6/00 – 6/02
Regional Manager
Responsible for growing sales 80% from $25M to $45M.
Build and manage a team of 19 Account Managers and Systems Engineers to focus on Northeast carriers
Assist customers in the acquisition of working capital, operating leased and institutional investors
Create new programs to source enterprise customers for service provider accounts
Achieved a customer satisfaction rating of 5.0 (perfect score)
Recipient of Top MAM award for Energy & Utility Operation
12//99 – 6/00 (Acquired by Cisco)
Vice President - North American Sales & System Engineering, Pentacom
Achieve 100% of goal. $2.5M quota in sales to MSO and tier-1 service providers (Road Runner, Sprint, & AOL)
Established key sales & and account development processes
Manage account relationships with key tier-1 ISPs, product acceptance criteria and key test metrics
Product planning with Israel based product managers
3Com Corporation 3/95 – 12/99
3/98 – 12/99
Regional Sales Manager - US Channel Sales (Enterprise & Service Provider)
Managed National System Integration sales group, responsible for $250M in annual sales for Carrier and Enterprise markets
Plan and manage technical pre-sales training curriculum for Partners and Field
Augment eBusiness and Marketing Response Mgmt. teams
Coach account teams on developing strategic sales plans
Set technical direction for and manage a national team of seven sales professionals
Established a pre-sales high touch configuration hot-line branded the “Connection Center"
3/95 – 6/98
ATM Specialist - Global Systems Design Center (Global Enterprise Sales Specialist)
Initiated the Virtual Team model at 3Com as a Team Leader of ATM Specialist throughout North America.
Senior ATM Specialist with Global Named Account responsibility for systems assurance and design verification
Coach account teams and channel partners in strategic account sales
Product planning with Israel based manufacturing divisions
Initiated and maintained several strategic vendor partnerships for 3Com: K-Net, RADcom
Represented 3Com to industry analysts and trade groups; Tolly, Strategic Network Consulting (Bradner)
Bankers Trust 9/94 – 3/95
Assistant Vice President – Client Server Engineering
Donaldson, Lufkin & Jenrette 11/91 – 9/94
Manager Network Architecture - Fixed Income Division
cITIBANK, N.A. 9/89 - 11/91
Network Service Manager - Residential Real Estate
Thomson McKinnon Securities, Inc. 8/86 - 9/89
Senior LAN Analyst - PC Support Group
EDUCATION & EXTRACURRICULAR
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BARUCH COLLEGE New York, NY |
June 1987 |
Bachelor of Business Administration Major: Management Information Systems and Analysis Minor: Managerial Finance |
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IronMan Finisher Lake Placid, NY |
July 2010 July 2009 |
Goal oriented accomplished Triathlete |
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Silent Auction Committee SkiTam / CTAM |
2009 - Present
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Cable Industry initiative to raise funds for the US Paralympic Ski Team |