Patricia A.

Esposito


Career Summary
Two decades of demonstrated sales success cultivating new business, managing and growing existing accounts and working with
partners in the Telecom Industry. Consistently surpassed sales quotas... recognized as a top achiever. Utilize consultative and
solution selling techniques to customize services in complex, multiple-level decision making environments. Talented and personable
professional with a finely tuned service orientation and ability to make integrity and customer service prime differentiators in the
market - natural rapport-builder... keen ability to develop lasting relationships with new and existing customers through careful
listening skills, attention to detail, and service delivery beyond expectation. Identify and call on key decision-makers, create
persuasive account strategies, and build a high degree of credibility and integrity in a competitive marketplace.

Core Competencies and Skills

Business Development, Account Management, Strategic Account Planning, Customer Advocate, Effectively Handle Difficult
Customers, Retention, Go-To-Market Planning, Lead Generation, Branding, Contract Renewals, Problem Solving, Project - Program
Management, Collaborative, Analytical, Pricing, Contract Interpretation - Negotiation, Service Delivery, P&L Management, Funnel
Management, Problem Solver, Excellent Communicator, Effectively Transparent, Listener, Ethical, Energetic, Loyal, Independent,
Team Player, Motivated, Honest, Level Headed and Willing to take Ownership.

Professional Experience

Carpathia Hosting, Inc.
CUSTOMER RELATIONSHIP MANAGER, Dulles, VA 2012 to present

- Manage the comprehensive business relationships of strategic accounts billing in excess of 2.5M per month.
- Build deep account relationships from a service and economic perspective, ensuring high customer satisfaction.
- Responsible for designing and executing strategic comprehensive account plan to develop performance objectives, financial targets, and
critical milestones for a one and three-year period.
- Identify new revenue opportunities in order to meet and exceed targeted growth targets.
Increased sales of existing customers by over 15% each year and earned a 100% retention rate.
Q1 2014 exceeded quota by 155%. Q2 2014 performance on target for 200% performance to plan.
2013 performance: Outperformed quota by 20% year over year.
Developed and implemented the first formal Strategic Account Planning Template and Strategic Account Plans.


Verizon Business.
PROGRAM MANAGER, Washington, DC 2009 2011

- Direct all aspects of $37M project to design, implement, and maintain a VoIP enterprise network for the US Senate.
- Simultaneously managed a $22M complex system integration project for the US Department of Veterans Affairs.
- Manage 3 cross-functional teams and 24 vendors; matrix-manage corporate engineering and sales teams.
- Strengthened consensus decision-making by establishing a client / engineering collaborative forum to determine highly technical
design concepts; standardized customer communication methods and procedures.

Verizon Business
SR. SALES AND MARKETING MANAGER Ashburn, Virginia 2007 2009

- Recruited by Applications Solutions Group VP to create market presence for $80M systems integration unit.
- Identified comprehensive solutions portfolio; substantially enhanced product offerings; developed and implemented go-to-market plans.
- Worked in tandem with sales and capture management teams to market Managed Hosting Solutions and Systems Integration solutions.
Grew account base by 40% in 2009 over 2008.
Instrumental in establishing 22 new accounts; driving an estimated $7.2M in incremental annual revenue.


LinkedIn: http://www.linkedin.com/in/patriciaesposito
McLean, Virginia 22102
703.344.4342 EspositoTricia@gmail.com


PATRICIA A. ESPOSITO PAGE 2


iCore Networks, McLean, Virginia 2005 - 2007
DIRECTOR OF ACCOUNT MANAGEMENT

- Built managed high-performing account management team that developed 450+ accounts; 20% of which were key accounts
averaging 175K in annual sales each.
- Grew annual revenue by $4M (200% above goal) through building a team that occasionally generated more monthly income
than the direct sales force, which was 3 times larger.
- Increased customer satisfaction 100% and reduced call center complaint volume through improving service process.

Cavalier Business Communications, Herndon, Virginia 2002 - 2005
REGIONAL SALES MANAGER

- Utilized hands-on management approach to reconstruct telephone services sales group of 14 into the top-producing sales team in
the Mid-Atlantic region, which they remained over the next 3 years.
- Successful attainment of $40K in new monthly recurring revenues in a short sales cycle, where average deal was $1500.
- Successful attained 20% annual growth rate in key accounts.
Exceeded objectives for new monthly recurring revenue by 150%.
Cumulatively grew number of accounts by more than 130% to a peak of 650+.
Won Presidents Club Award in 2004 for achieving highest sales and named Regional Sales Manager of the Year in 2003.
Reduced sales order error rates 50% and average installation turn-around time by almost half.
Achieved highest team retention rate company-wide, abruptly reversing the trend in rapid employee turnover.

Nortel Networks, Herndon, Virginia 1996 - 2002
SENIOR MANAGER - STRATEGIC SALES & MARKETING

- Recruited to provide technical expertise to strengthen global carrier infrastructure sales groups for the purpose of increasing revenue
and bundling services. Developed marketing strategies / campaigns articulating complex high-end application product value for
domestic / international carriers and large ISP customers such as MCI, AT & T, Sprint, PSI Net, and UUNET.
- Exceeded overlay sales objectives by 145% in carrier sales division while maintaining margin expectations.
Provided direction that helped carrier group sales team to exceed all annual quota objectives and close a multi-million dollar
sale with Cable & Wireless to upgrade their network infrastructure to an MPLS backbone.
Conceived and launched comprehensive sales and marketing plan associated with sale of Nortels IP-VPN solution for Sprint which
resulted in a 40% annual increase in sales in the first year.
Selected to participate in Nortels Executive Leadership Training Program in association with Harvard Business School.

Education
BACHELOR OF SCIENCE - MARKETING and FINANCE. Rutgers University
POST-GRADUATE TELECOMMUNICATIONS COURSES: George Mason University

Certifications
Certified Trainer: Franklin Covey Four Disciplines of Execution.
Certified Professional: Professional Selling Skills.
Member: Program Management Institute. Pre-requisites 100% complete.
Series 7 FINRA

Professional Associations
AMERICAN MARKETING ASSOCIATION: DC Chapter; Executive Management Roundtable Committee
NVTC. Member
THE TELECOM HUB. Associate Board Member. 2006 to 2011

Volunteer Work
Volunteer: Network For Teaching Entrepreneurship (NFTE) - DC Chapter.
Volunteer: Share of McLean: s 501(c)(3) nonprofit corporation providing emergency assistance since 1969 to the less fortunate.
Volunteer: So That Others May Eat. SOME. McLean, VA.