JDSU (Network & Service Enablement segment), Milpitas, California; August 2011 - July 2014
JDSU is a global industry leader in providing test and measurement solutions that enable telecommunications service providers to install, provision, certify, and maintain performance of their fixed and wireless networks.
Industries: Telecom, Communication Equipment, Network Test Equipment.
Job Title: Account Manager - AT&T West
Promoted and sold products to major telecom carrier in California/Nevada territory. Focus upon Service Delivery & Assurance (SDA) and Network Infrastructure and Business Services (NIBS) organizations. Also called upon other workgroups (GNFO, Construction, ATS, Mobility, etc.) within AT&T. Delivered technical training classes to technicians and managers in using test tools to troubleshoot and repair broadband service.
Managed over $3 million in annual quota
Trained technicians to improve their accuracy and efficiency in installing and maintaining broadband services, such as U-Verse (xDSL), VoIP, T1/T3, and Ethernet (Electrical and Fiberoptic).
Common presentation topics included: Digital Volt/Ohm Meter (DVOM), Capacitive Loop Length, Longitudinal Balance, Time Domain Reflectometry (TDR), Resistive Fault Locating (RFL), DSL synch metrics, HPNA, 802.11 WiFi networking, Wide Band Transmission Impairment Measuring Set (TIMS), DS1, DS3, Ethernet, Fiber Inspection and Cleaning Tools (Compliance to IEC-61300-3-35), Optical Time Domain Reflectometry (OTDR), and following IETF RFC2544, RFC6349, and ITU Y.1564 test methodologies
Developed productive relationships across various carrier workgroups and personnel levels
Achieved 144% of quota and awarded JDSU President's Circle in FY13
Achieved 197% of quota in FY12
Traveled regularly to customer locations and industry trade shows (approximately 60% travel)
November 2008 - August 2011
Upon Reduction In Force at Pulse, attended trade shows, including SuperComm, CES, E-House Expo, Telco TV, and ISC West. Maintained contact with customer network. Several short-term work projects.
Completed the following training / certification programs:
Cisco Sales Expert Certification (Exam 646-205)
EMC Velocity Sales Accreditation (Consolidate and Backup & Recovery)
VMware Sales Professional Accreditation (VSP4)
VMware Technical Sales Professional Accreditation (VTSP4)
Pulse Engineering, Inc. (Excelsus® brand), San Diego, California; October 2000 - November 2008
Pulse Engineering, now known as Pulse Electronics Corporation, is a world-leading manufacturer of electronic components and subassembly designs that support broadband access. The Excelsus® brand is high-quality DSL microfilters, splitters, and diplexers for conventional telephone lines.
Industries: Telecom, Communication Equipment, Diversified Electronics, Low-Voltage, and Residential Alarm.
Job Title: Sales Manager - Telecom Division
Promoted and sold products to major telephone companies, alarm service providers, and distributors in the USA and Canada. Represented company at numerous trade shows and customer education events. Served as the key liaison for Excelsus® customers. Developed new engineering and business opportunities for market penetration.
Managed over $10 million in annual revenue quota
Achieved 90% of quota in 2008 through Oct 2008 (on pace to exceed 100% of quota by year-end)
Achieved 94% of quota in 2007 and 115% of quota in 2006
Initiated and nurtured relationships with major telephone companies
Directed Beta-trial of DSL Alarm Filter in USA and Canada prior to product launch
Traveled regularly to customer locations and industry trade shows (approximately 50% travel)
Awarded Supplier-Partner Award of Excellence for 2007 by a major North American telephone company's logistics group
Last Stop Computing, Inc., San Diego, California; January 2000 - August 2000
Last Stop Computing was a San Diego-based provider of custom-built computer systems and off-the-shelf software and peripherals.
Industries: Information Technology Services, Telecom.
Job Title: Corporate Account Executive
Sold products and services to major San Diego businesses and universities.
Sold computer equipment and service solutions to corporate clients
Conducted prospecting, client visits, and solution presentations
Attended training on PC industry and telecomm industry (DS-1 service and voice/data convergence services)
Byte & Floppy Computers, Inc., San Diego, California; August 1995 - January 2000
Byte & Floppy Computers was an independent retailer customizing and delivering top-of-the-line computer solutions to the public, as well as corporate, education, and government agencies.
Industries: Information Technology Services, Telecom.
Job Title: Corporate Sales Manager
Built and maintained a roster of profitable client relationships with corporate and academic institutions. Supervised five account managers.
Managed annual revenue stream of over $1.2 million (individual sales) and team of five salespeople
Designed and implemented training program for sales staff, including use of Act! contact management
Achieved 16% profit margin (exceeded average profit margin for this industry at this time)
Recognized with Top Salesperson Award in Dec 96, Oct 97, Nov 97, Feb 98, and Mar 98
Insight Direct, Inc., Tempe, Arizona; November 1992 - May 1995
Insight Direct is a leading global provider of brand-name information technology (IT) hardware, software, and services to small, medium, and large businesses, as well as to public sector institutions.
Industry: Information Technology Services.
Job Title: Will-Call Supervisor
Supervised will-call area within retail store location. Provided expedited transactions and dedicated customer service for corporate and other non-retail customers.
Increased monthly inventory turnover of non-retail transactions from $200,000 to $1,250,000
Trained and supervised customer service and logistics personnel for order pulling and staging
Managed Phoenix area same-day delivery logistics and relationships with various courier services
Received Employee of the Month Award - Mar 93
Received Most Valuable Personnel (MVP) Award - Jul 94, Nov 94
Tulane University - Freeman School of Business, New Orleans, Louisiana - December 2006 - May 2007
University of Phoenix, San Diego, California - December 1997 - June 2000
Bachelor of Science with dual majors in Business Management and Business Information Systems
Coursework within the Business Management core completed in September 1999 (Program GPA = 3.90)
Coursework within the Business Information Systems core completed in June 2000 (Program GPA = 3.94)
Overall GPA of 3.92 (Scale = 4.00). Graduated with Honors distinction.
Consistently recognized for meeting and exceeding revenue quotas, performance expectations, and objectives
Developed reputation within customer, AT&T, for teaching impactful technician training courses at JDSU.
Generated annual revenue of over $1.5 million in a new market for Pulse within two years of product launch
Led Pulse penetration into the security and low-voltage markets via prospecting and networking
Supplier-Partner Award of Excellence - Embarq Logistics (now KGP Logistics) - 2007
Alarm Filter awarded the False Alarm Reduction - Product Achievement Award at the International Security Conference (ISC) New Product Showcase in New York City, August 2001
President's Circle, JDSU - FY13
Salesperson of the Quarter, Pulse Engineering - Q1 of 2007
Top Sales Person, Byte & Floppy Computers - Dec 96, Oct 97, Nov 97, Feb 98, Mar 98
Most Valuable Personnel (MVP) Award, Insight Direct - Jul 94, Nov 94
Employee of the Month Award, Insight Direct - Mar 93
Graduated in upper 10 percent of High School class - Jun 89
For more detail on these achievements, please visit the accompanying Training / Awards page
Able to provide professional and personal references upon qualified request
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