Harold Fritts

www.linkedin.com/in/hfritts

Solid reputation for excellence in customer service, alliance and partner support, delivering a quality end result, and creative,
innovative solutions that result in meeting revenues goals and long term service. Instrumental in driving product development and
direction while focused on an emerging enterprise market. Proficient in designing creative, cost-effective, national and international
solutions that meet critical business needs. Working to bring Service Providers and Enterprise together through a trusted partnership.
Experienced in the Challenger Model and delivering modernization and monetization solutions to customers and partners.

Technology focus:

Solution design
Enterprise/Carrier/Telco Networks
Optical Networking
Layer 0-7
Leadership

Data Center infrastructure
Virtualization
Alliance/Partner Development
Cloud Computing
SDN

Ciena Communications June 2011 - Present

Ciena Corporation, the network specialist, offers leading network infrastructure solutions, intelligent software and a comprehensive
services practice with a portfolio of software-centric optical and Ethernet platforms.

Global Technical Sales Director Alliance Focus
Business Development to drive Network Practice through Briefing Centers
Develop and execute VAR program to deliver long haul virtualization network services
Provide technical and high level training to EMC and associated VAR community
Provide sales support to EMC technical and sales teams
Provide internal sales support for team working with EMC teams
Business development that includes working with Brocade and VMware
Provide global technical sales support with a focus on North America and Asia Pacific
Supported Product Management on Cloud development initiatives
Technical Field Support Manager Customer Focus
Develop programs and collateral focused on creating new and emerging markets
Work closely with product marketing on direction and messaging of new products
Support trade show and marketing events
Work with other marketing entities to create appropriate messaging for sales teams with a focus on Enterprise business
Work with sales to develop new service offerings that can be delivered on Ciena platforms
Engage in all levels of product launches and campaigns

EMC Corp May 2010 May 2011

EMC helps enterprises of all sizes manage their growing volumes of informationfrom creation to disposalaccording to its
changing value to the business through information lifecycle management (ILM) strategies.

Principal Network Technology Consultant Executive Briefing Center
Business Development to drive Network Practice through Briefing Centers
Primary interface to Brocade to drive Ethernet/IP product education to the EMC Field
Work with EMC Consulting to develop messaging around Ethernet and IP networking products
Develop RSA Briefing message and demonstrate the benefits of focusing on Load Balancing architecture


Brocade Communications, Englewood, Colorado January 2008 May 2010

Brocade is the leader in data center networking solutions that help enterprises connect and manage their information.

Senior Systems Engineering Manager North America Channels
Responsible for channel partner training and support for North America
Responsible for channel SEs across the US
Develop training materials and supporting documentation for Brocade networking hardware
Assist Channel Sales Managers and Territory Sales Representatives in partner development and training
Assist product management and product marketing on product messaging and positioning
Support all OEMs in delivering network solutions utilizing Brocade network hardware

Senior Systems Engineer Data Center - EMC OEM
Influenced partner participation in network design utilizing Brocade switches and directors.
Interfaced daily with partners and customers throughout the western region.
Provided training and direction to partners and customers on product and design.
Turned lackluster partner response in the western region into an active participant in Brocade success.

Ciena Communications, Englewood, Colorado May 2005 - January 2008

Ciena specializes in transitioning networks from a technology platform cost center to a customer platform that creates maximum
business value, operational value and end-user value. That means enabling the delivery of more services faster, transforming the cost
of service delivery, and improving the end-user's experience.

Regional Partner Sales Director November 2006 January 2008
Influenced product development based on vendor and end-user requirements.
Developed western region channel initiative.
Focused on Enterprise, Tier 2 and 3 service providers using alliance and business partners.
Built meaningful relationships with senior management (both end users and business partners).
Drove demand for Ciena product line.
Worked closely with executive management, product marketing, product management and sales operations.
Cultivated partnerships with key business alliances to grow revenue.
Conducted business development initiatives and programs.

Senior Sales Engineer and Regional Alliance Director West May 2005 November 2006
Proven expertise in providing pre-and post-sales engineering support to partners and customers focusing on LAN and Storage
extension applications.
Designed and delivered partner training utilizing WebEX as well as on-site hands-on training.
Supported all marketing activities for the western region.
Developed network design and hardware configurations to support all channel and partner sales in the western region.
Provided sales and engineering leadership to create revenue growth through partner programs in the enterprise space.
Seasoned project management skills and proven channel sales results.

United Airlines, Denver, Colorado February 2004 January 2005

United Airlines operates more than 3700 flights a day to more than 210 US domestic and international destinations. United is one of
the largest international carriers based in the United States.

Senior Network Design Engineer
Authored detailed design documents for network infrastructure (switch templates, equipment procurement detail,
implementation schedule) supporting airports in the Mountain Region.
Interfaced with Cisco Systems to procure appropriate hardware and software services.
Provided installation and implementation support of design specifics.
Worked closely with UAL field representatives to ensure full understanding of projects.
Collaborated with UAL computer technicians to ensure successful project implementation.
Maintained expertise in current networking technologies.

Cendant Corporation, Denver, Colorado January 2003 December 2004

Cendant is one of the foremost providers of travel and real estate services in the world.

Network Services Engineering Manager
Managed seven network engineers located in Denver and Chicago.
Provided network design and support for 28 business units, suppliers and subscribers worldwide. Protocols include IP, SNA,
and X.25.
Interfaced closely with support groups within Cendant Telecom including: Capacity Planning, Performance and Engineering,
Implementation and Support; as well as external Telco vendors and hardware vendors.

Juniper Networks, Denver, Colorado November 2000 April 2002

Juniper Networks leads the industry in enabled secure, assured communications over a single IP network.

Technical Product Marketing Manager
Developed product messaging and led corporate product launch for 3G initiative.
Ensured streamlined communication by being the corporate spokesperson for the press and analyst community.
Presented and trained field support on product line.
Provided full support for successful J20 GGSN launch for Juniper/Ericsson Mobile Solutions
Led successful demonstration at SuperComm 2000 of Juniper/Nortel Optical Solutions.
Consistently involved with OSS partners associated with IOA program.
Partnered with account teams to provide OSS solutions to customer base.
Worked closely with product management as key member of product team.
Directed marketing engineers and technical writers.

Cisco Systems, Incorporated, Englewood, Colorado October 1997 November 2000

Cisco Systems is the leading supplier of networking equipment and network management for the Internet.

Technical Marketing Manager, Multi-Service Switching Business Unit
Created successful Field Awareness Program for MSSBU.
Communicated MSSBU product updates to Cisco Account teams.
Supported North America Field Resources to ensure Business Unit success.
Conducted training and seminars to Account teams.
Secured $10M hardware and services contract.
Supported ISP/NSP services for the Rocky Mountain region.
Prospected and developed territory accounts for Colorado, Wyoming and Utah.
Provided pre-sales technical support to service provider customers and technical support for major account customers.
Supported pre-and post- sales support for US Channel Partners in the Rocky Mountain region.
Serviced Cisco Systems IOS configuration.
Implemented network designs to meet end user requirements.
Devised focused seminar content for group and individual customer and partner training.
Technically supported Channel Account Manager in the Rocky Mountain Region.

CAP Gemini America, Denver, Colorado January 1997 October 1997

CAP Gemini America provides IT services and business consultancy including Packaged Based Solutions systems integration,
Information Systems Management, Strategic Planning, Architecture Planning, Advanced Technology, and euro conversion support.

Principal Consultant
Secured network design and audit contract resulting in $3M revenue.
Created network design and architecture.
Built new service offerings based on client demand, such as Remote Network Monitoring solutions and Auditing Services.
Provided pre- and post- sales support for network, systems and Windows installations.

Computer Network Solutions, Hamilton, Bermuda January 1996 January 1997

Reseller of cabling and networking services providing an end-to-end solution for the financial and enterprise market focused in the
Caribbean.

Technical Director
Provided direction for developing business strategy resulting in 500% increase in revenue in a single year.
Developed advertising and marketing approach for new service offerings.
Directed daily operation of network services, integration, sales and marketing.
Provided services for Network Management and Monitoring, Network Security and Hardware Support (Cisco Systems,
3Com, Cabletron, Cray Communications).

Network Masters, Incorporated, Morrison, Colorado January 1993 January 1996

Hardware reseller and provider of network consulting services for the carrier and enterprise markets.

Technical Director and President
Developed business plan to provide network consulting services and technology services to small businesses.
Provided marketing support services such as training seminars and technology fairs.
Interfaced with clients and vendors to provide pre- and post- sales support.
Evaluated, recommended and approved new technology for Network Masters and customer base.
Technical responsibilities included: Network and systems integration, UNIX support, Network design, Network management,
monitoring and troubleshooting.
Installed and configured Internet firewalls using router access lists and commercial packages.

Education Certification

Journalism, University of South Carolina BCNE Brocade Certified Network Engineer
Technical Communications, Metro State College CE-A - Carrier Ethernet Associate