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Title: |
Sales Engineer
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Location: |
US-Illinois-Chicago Northwest
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Work History: |
Senior Sales Engineer, METASWITCH, Lake Zurich, IL 2008 – 2009
Technical lead in new Enterprise vertical initiative as well as for IOCs in central US
Developed 8 complex RFP responses of up to $1.5M; designed solutions, created pricing and strategy, coordinated responses and provided technical follow up with the customer
Expertise in next-gen telecom networking and switching technologies with MetaSwitch Class 4/5 softswitch and MetaSphere IP Application Servers including VoIP, TDM, SIP, IMS and Unified Communications
VP Business Development, REDSKY TECHNOLOGIES, Chicago, IL 2006 – 2008
Responsible for developing a work plan to address Service Providers needs and for the conception, development and delivery of a Location Information Server (LIS)
Expertise in TDM E-911 (ALI), Next Gen E-911 (VPC, ESGW), Location Tracking and Location Based Services (LBS)
Charged with the Company’s revenue generation with Service Providers (accounts included AT&T, Clearwire, Sprint and Verizon)
Spearheaded integration work with leading VoIP vendors including Acme Packet, BroadSoft, Covergence, Edgewater, Intrado, Motorola, Scientific Atlanta, Slyantro, TCS and True Position
Senior Sales Engineer, PERSONETA, Naperville, IL 2003 – 2005
Integral member of a US-based executive team that guided the company to rapidly ramp up both sales and strategic business development activities worldwide
Established strategies & built relationships with US carriers (Comcast, SBC, Sprint, Verizon, …)
Technical lead in attracting SBC & Verizon to successfully install/test TappS in their labs
Established presence with global and local system integrators, major network equipment and next-generation equipment vendors to provide end-to-end solutions (Accenture, IBM, SUN, …)
Responsibilities included developing pricing, competitive analysis, product positioning and proposal responses for the Java enabled TappS Network Service Controller which required expertise in VoIP, IMS, VoiceXML, SIP, SS7, Intelligent Network and Service Capability Interaction Management (SCIM)
Account Development Director, COMVERSE, Wakefield, MA 1999 – 2002
Integral member of the Emerging Markets Sales Team that increased revenues by 600% from $8M in 1997 to $48M in 2001
Developed and implemented customized strategies for new sales. Built relationships, presented solutions across engineering, marketing and operations to companies like Ameritech, Motorola, Nextel, and Telus that resulted in the addition of three new accounts
Managed 15 complex RFP’s of up to $40M; designed solutions, developed pricing and strategy, coordinated responses leading to decision, award and implementation
Expert in enhanced services including Voice Mail, Short Message Service, Multi-Media Services, Voice Portal, Prepaid, Unified Messaging, Mobile Data and Instant Messaging services
Sales Manager, ERICSSON, Richardson, TX 1998 - 1999
Managed customer relationship and installation of a Service Data Point (SDP) into the Ameritech network reducing eight separate SCP databases to one SDP increasing efficiency by over 85%
Managed RFPs: 800 service (approximately $5M) and DWDM (approximately $2.5M)
Account Development Director, COMVERSE, Wakefield, MA 1996 – 1998
Responsible for complex systems engineering for major telecom customers
Coordinated support services including legal, production, project management, R&D, product management, customer service and finance
Managed the modification and testing of a platform that executed a One Number Service with Find Me/Follow Me capabilities that gained final acceptance by Ameritech
Received Comverse “Giving Credit Where Credit Is Due” award
Service Creation Team Leader, AMERITECH, Hoffman Estates, IL 1991 – 1996
Applied Advanced Intelligent Network (AIN) and operations expertise to develop a Service Creation process; supervised the design, testing, provisioning, and maintenance of services
Analyzed over 1000 AIN requirements, compared them to the capabilities of the Lucent 5E SSP, the Nortel DMS-100 SSP and the Siemens EWSD SSP, then purchased over $80M in SSP SW
Analyzed Service Control Point (SCP) capabilities and selected a Lucent SCP and later purchased an Ericsson SCP for $20M
Led the team that built the first services on both the Lucent (Calling Name Delivery) and Ericsson (Single Number/Pizza Hut Service) SCP’s
Authored and created the Calling Name Delivery service that executed flawlessly and generated over $300M in revenue in 1994
Received US Patent # 6,252,953B1 for the Work-At-Home Telecommunication Service
Received the Ameritech Product Management Presidential Outstanding Achievement Award
Illinois Bell Management Training Program 1987 - 1991
Successfully executed various marketing, planning and engineering, and field supervisory assignments that led to a promotion into Ameritech management
Engineer Programmer, NORTHROP, Rolling Meadows, IL 1982 – 1987
Developed and demonstrated an R&D prototype for the F-15 AN/ALQ-135 project that won a $100M contract for 60 systems, 1,750 total systems have been sold for $1.8B
Developed and demonstrated a prototype for a B-52 ALQ-155 project that won a $50M contract
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Skills: |
Extensive start-up experience in various positions with responsibilities encompassing:
* Business Development
* Competitive Analysis
* Company and Product Evangelist
* Leadership/Mentoring
* Location Based Services (LBS)
* Location Determination
* Product Management and Marketing
* Project Management
* Proposal Management
* Sales/Systems Engineering
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Education: |
* MBA in Marketing from DePaul University, Chicago, IL.
* BS in Computer Science from DePaul University, Chicago, IL.
* Attended extensive professional training in telecom including Network Fundamentals, Data Communications (Protocols, SS7, ISDN, LAN), UNIX , AIN, VoIP, IMS, Switching, Service Creation, Application Servers, E-911 and Element Management/OSS.
* Attended professional sales training including Seibel Target Account Selling, Holden Power Base Selling and NetSuite CRM sales training.
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