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Business development and operations management
professional for business-focused networking services, with wins in developing strategic
alliances, managing complex technical development projects, launching new products, and
growing revenue. Experience covers both professional services and
telecommunications.
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- EXPERIENCE
Branch Sales Manager & Partner Executive,
Strategic Alliances - Sprint Nextel
 | Lead team of client relationship executives to drive sales
in partnership with leading systems integrators and technology providers. |
| Develop marketing and sales communications, joint value
proposition descriptions, RFP and SOW responses, and joint contracts. |
| Responsible for revenue and unit sales goals, identifying
business development opportunities, and executing deals. |
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- Senior Program Manager, Strategic Alliances
- Nextel Communications
| Generated $1.4M
of incremental Nextel revenue to date with joint solutions development, marketing
programs, alliance relations, and pipeline management. |
| Closed largest
deal in Nextel Alliances team history, growing presence at Transportation Security
Administration over 800%. Negotiated subcontract to define distribution model for
Nextel then drove marketing, demand generation, and implementation. |
| Created
messaging for press releases, marketing collateral, sales presentations, and internal
briefings to sales force and senior management. |
| Viewed as go-to
team member and awarded “Alliance Program Manager Top Performer” (3Q04),
“Overall Top Performer” (1Q05), “People, Service, Value Contributor”
(2Q05), and Sprint 2005 "Inner Circle" (top corporate award for salaried
employees) |
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- NTT-Verio,
Springfield, Virginia, 2000 - 2001
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Director, Product Management - Advanced
Hosting/Enterprise Hosting
| Led product management team for dedicated server platforms
and services at the industry leader in this market segment. Directed activities of product
managers for market analysis, product planning, and complex project management. |
| Launched three waves of product refreshes and increased
sales month-over-month. Guided overlay of new security and data backup services, growing
managed services to 17 percent of new Advanced Hosting revenue within two quarters.
Launched Enterprise Hosting for larger customized solutions, taking product from zero
revenue to monthly bookings in six-figure range. |
| Supported sales opportunities and re-launched products
through reseller channel. |
| Overhauled marketing message and initiated series of
promotions via discounted offers, print advertising, banner ad placement, direct mail, and
telemarketing. |
| Redesigned business processes for product line from acquired
start-up (digitalNATION). Applied cross-functional development processes and introduced
first profitability models. Communicated strategies and status to senior Verio leadership
and NTT Communications parent company. |
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Director, Product Management - Enterprise Application
Services
| Led product management team for high-end hosting services. Upgraded
portfolio of managed servers, data center co-location, application infrastructure
services, and private-label distribution of hosting services. . Revenue more than doubled
compared to same period from 1999. |
| Active in customer acquisition, client relations, and partnerships.
Secured contract renewal with high-profile accounts such as Corio (Concentric's first
Application Service Provider customer). |
| Spoke as featured panelist at trade shows and related industry
events. |
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- Product Manager, NT Hosting Services
| Managed product development of Windows-based web hosting platforms.
Defined requirements and drove delivery of software development and systems integration. |
| Coordinated licensing and product initiatives with Microsoft, and
assembled hosted application partnerships for Concentric customer portal. |
| Launched "ConcentricAIP" services (Network Magazine's 2000
Web Hosting/ASP "Product of the Year") for value-added data center services for
Application Service Providers. Was first to market as an Application Infrastructure
Provider (AIP). |
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- Sprint, San
Mateo, California and Kansas City, Missouri, 1995 - 1999
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Business Development Manager - Sprint Business, San
Mateo, California
| Managed partner reviews, contract negotiations, and project
implementation. Completed multi-year contract with Western Union for enhanced facsimile
services. |
| Added value to partner development process through financial model
building and knowledge of IT systems. |
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- Staff Associate, Kansas City, Missouri
- (Rotational executive-development program for selected MBA graduates)
- -- Field Systems Support Manager - Sprint PCS --
| Executed $4 million business case for nationwide Sales Force
Automation system. Deployed sales tools for 500 account executives and re-launched
telemarketing lead-management system. Owned vendor relations to enforce contract
commitments. |
| Staffed and managed team of software analysts and guided technical
trouble resolution. |
- -- Consultant - Local Telephone Division --
| Created business development process for non-regulated lines of
business. Led inside wiring industry analysis and M&A review of potential acquisition. |
- -- Product Manager - Sprint Multimedia --
| Managed development team for database integration service to
link enterprise databases with interactive voice response and middleware systems.
Developed marketing plans for interactive voice services, including pricing, branding, and
strategic planning. |
| Initiated department's Internet product development for call
center customers. |
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- Cooper & Secrest Associates, Alexandria,
Virginia, 1992 - 1993
- Senior Director
| Managed operations and staff of national political-polling and
commercial market research firm during period of fastest growth in company history. |
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- EDUCATION
University
of Virginia (Darden School of Business) - MBA, Charlottesville, VA, 1995
Georgetown University
- BA (Government Honors), Washington, D.C., 1990 |
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