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- Ref# 444452522
- Area Sales Director in Texas
Experience Summary:
Area Sales Director
Industry leader in test and measurement solutions for Performance Analysis and Service Assurance Network Testing associated with all prominent Communications Technologies: IMS, Video, VoIP, Data Convergence, Security, SAN, Wireless, Optical, Cable, and DSL Access Networks.
- Sales of Test Systems to the Network Equipment Manufacturers providing infrastructure products to the Wireless Carrier / Service Providers, and selling to the Service providers, as well as to their Enterprise Customers.
- Sales Management (8 State Territory) of all Performance Analysis Telecommunication Test Equipment, Applications and Services sold in Southwest and Central U.S.
- Managed, Supervised and Staffed a 12 man sales and service team, consisting of 5 Sales and 7 System Engineers, Calling-on and Servicing all Network Equipment Manufacturers, Service Providers, Cable Operators, Software Developers, OEM Manufacturers, and Large Enterprise accounts, Both Government and Commercial.
- B2B Sales model management, Network performance test solutions
- Set MBO's consisting of Strategic Sales Objectives, Revenue Goals and Area Budget
- Planned staff training and individual skills enhancement progress
- Reviewed individual performance against strategic plan execution
- Motivated the area staff by coaching and mentoring their progress in working customer relationships
- Manage sales process and pipeline, Assist in closing strategic accounts.
- Forecasted sales funnels using Siebel CRM
- Compensation Administration
- Interface with Senior Management for Sales Funnel Forecast, Large Account Management Plans, Area Business Plan Reviews, Competition Landscape Review
- Achieved Area Revenue growth from $11 to $16.9 Million.
- Managed Area Budget against Revenue delivery.
- Achieved 125% of Area Quota Assignment 2004
- Managed the Large Account Planning Team for SBC/ATT, Reported quarterly business account summaries, Updated divisional sales groups and product management on opportunities, feature requirements, competitive issues, Tracked and reported market share analysis.
- Lead VoIP test systems sales launch, and achieved Area leadership in product sales volume for the Abacus product line.
- Supported the launch of enterprise B2B market sales campaign, and achieved Area leadership in product and service sales volume to the enterprise.
- Helped reduce the Test System development cycles at Nortel's Wireless lab in Plano TX. Company test systems evaluated the performance of their CDMA PDSN and UMTS GGSN packet gateways which were deployed into Sprint, as well as several international providers, including China Mobile
- Wireless Product test systems were Smartbits, Adtech, Taskit, and Landslide Mobility.
- Major mobility accounts included Sprint, SSE, Verizon Wireless NOC Lab., MCI, Cisco, Nortel, UtStarcom, Motorola, Alltel, Century Tel, T-Mobile
