MICHAEL J.

TAYLOR
Indianapolis, IN 46229
taylor_michael_j@yahoo.com
(317) 691-4024

Securi t y Cl earance

Active Top Secret SSBI Security Clearance issued by the Department of Defense (DoD)

SALES EXECUTI VE
Operat i ons / Proj ect Manager/ Terri t ory Manager

Energetic, results-driven and highly resourceful Manager with more than 30 years of progressive
responsibility within the telecommunications industry and the Federal Government. Conduct research and
stay abreast of latest trends and advancements in the field to deliver telecommunications solutions and
training customized to meet client needs and system configuration. Consistently achieve substantial
revenue growth through delivery of effective strategies for account development, budget administration,
client relations, training, and expense control. Exceptional forward-thinking leader, mentor and motivator.
Hire, train, mentor and lead cohesive teams of geographically dispersed sales representatives and channel
partners. Substantial experience in staff recruiting, training, personnel management and customer relations.
Demonstrated flexibility to adapt and adjust work schedule to meet client needs. Computer proficiency in a
variety of software programs including CRM and SAP. Maintain exceptional interpersonal
communications, customer service and follow up.

SELECTED ACHI EVEMENTS

Successfully introduced and sold Copper Mountain Networks next generation product into six (6)
key accounts (MCS, Mpower, Century Tel and Valor Telecom) within a six (6) month period and re-
engineered the sales organization that resulted in a cost savings of $200,000.
Introduced and sold Turin Networks products into the US Department of Defense through Prime
Contractors, MBE Contract holders and direct. Some of the areas were into the UAV program,
Homeland Defense First Responder, NOAA, US Navy and US Air Force. Coordinated JTCS
certifications on a variety of products using embedded software management.
Recognized for work efforts that led to SONET mux sales into six (6) new strategic accounts in
2006. Accounts included Buckeye Tele-System, Centennial Wireless, PowerNet Global, Telnet
WorldWide and Great Lakes ComNet.
Increased sales of Ethernet Transport and Digital Cross Connect Systems nearly 300% in 16
months.
Significantly increased sales in the independent Telco market from $50,000 to over $4 M within a
nine (9) month period.
Exceeded quota by 2% in 1
st
year and finished FY97 94% and received Kentrox Region of the
Year Award.
Consistently recognized for achievements and awarded Infotron Systems Chairmans Club, 1984 &
1985; ADC Century Club in 1989, 1990, 1991, 1992, 1998, 1999 & 2000; Kentrox Quota Club in
1994, 1995 & 1996 and the ADC Telecommunications Presidents Advisory Council in 1990, 1995,
1998, 1999 & 2000.
Achieved FY 2000 quota of $76.5M at ADC Telecommunications and led 10 Account Managers
who achieved 113% of a $46.5M quota primarily into AEP, Ameritech, Bell Atlantic Federal,
Cincinnati Bell, Detroit Edison, Public Service Indiana, Qwest Federal, SNET, Teligent, United
Telephone, Verizon, Winstar and Wisconsin Public Service.




PROFESSI ONAL EXPERI ENCE
Ameritraining, Inc. 2011 - present
Technical I nstructor
Train at&t Premises/Wire Technicians on safety, the Installation, basic testing and Repair of U-Verse wire
and other network elements.
Delivered Service Promise and Five Star Program Training to existing Premises Technicians.
Work with the at&t Core Instructors in the implementation of new product and service offering updates.
Emphasize safety to include motor vehicle, tool, working aloft, PPE and work area protection.

US Army Reserve (USAR)-350
th
Civil Affairs Command 2009 - 2011
Command Sergeant Major (Retired Dec 2011)
Senior Enlisted leader of a General Officer command responsible for carrying out policies and standard of the
performance, training, safety, utilization, job satisfaction, appearance and conduct of all enlisted soldiers in a
Brigade, seven (7) Battalions and the Head Quarters (HQ) company.
Work closely with the Chief of Staff/Deputy Commanding Officer in the formulation and implementation of
all policies concerning the morale, welfare, readiness, and deployability of enlisted personnel and their
families. Includes Service in the Horn of Africa in 2011.
Retired with 41 years of combined Army Reserve, Indiana National Guard and Active Duty service. Was a
Technical Instructor of Basic Electronics, Data and Equipment Repair; Pole Climbing; Basic Telephony and
Basic Wiring for Communications Systems.

BTI Systems, Inc. 2009 - 2009
Senior Account Manager
Managed sales activities and operations providing C/DWDM and packet transport solutions to Tier II/III
service provider, power companies, and Government accounts in a new territory in six (6) states. Accounts
included; AEP, Buckeye TeleSystem, Cincinnati Bell, Consolidated Communications, CTS Telecom, First
Communications, Great Lakes ComNet, MERIT, OneCommunity and TDS.
Closed business with four (4) new accounts with bookings in excess of $250K in one (1) quarter
Established, trained, and mentored channel (reseller) partnerships that penetrated specific vertical markets
and achieved established goals.

Turin Networks, Inc. 2005 2009
Account Director
Handled all Sales activities for Digital Cross Connect, Ethernet and SONET transport solutions to the U.S.
Federal Government both direct, and through Channel Partners based on the contract vehicle.
Promoted and marketed and trained the latest technologies and business applications such as T1/T3 circuits,
Frame Relay, Ethernet, Digital Subscriber Line, Asynchronous Transfer Mode, and SONET transport.
Established, trained, and mentored reseller partnerships that penetrated specific governmental agencies.
Responsible for Planning and Installation of SONET equipment in Central Office or Outside Plant Cabinets.

Redback Networks, Inc. 2004 - 2005
Account Manager
Managed sales activities and operations providing broadband solutions to large system integrators, value-
added resellers and Tier II/III service provider accounts and power companies throughout six (6) states and
Eastern Canada.
Promoted and marketed latest technologies and business applications such as T1/T3 circuits, frame relay,
xDSL, ATM, Broadband Remote Access Server and edge routers.
Provided technology and technical product training on the Redback products.

Copper Mountain Networks, Inc. 2002 2003
Vice President, Regional Accounts and Channel Sales
Hired, managed and directed staff of six (6) senior sales managers and three System Engineers that targeted
CLEC, IOC, IXC, Utilities, Federal, State and Local Government, along with enterprise accounts in direct
and distribution environments throughout North America.
Enhanced operations through development of communications channels between System Engineers and sales
professionals.
Established channel partnerships and trained/mentored cohesive sales teams that penetrated specific vertical
markets and achieved established quotas in assigned markets for three (3) consecutive quarters.
Butler Telecom, Inc. 2001 2002
Vice President of Sales



Provided outsidae plnt and drop work for Charter Cable, Comcast, Verizon, SBC and Bell South.
Hired, managed, trained, directed and mentored six (6) Sales Executives . Developed and
introduced objective performance evaluations, compensation plans and programs that enhanced
morale and improved overall productivity.
Successfully negotiated a major contract with White Rock Networks for installation of a next
generation SONET multiplexer and wrote multiple sales contracts with AEP, Agilent, AT&T,
BellSouth, Cingular, Qwest, WorldCom, US Air Force, NASA, and Verizon.

ADC Telecommunications, Inc. 1986 - 2001
Regional Vice President (1998-2001)
Managed and directed staff of 13 Senior Account Managers and operations for the broadband
access and transport group within Illinois, Wisconsin to Virginia and Maine, as well as Federal
Government and Canada and landed major contracts with TRW, Teligent, Qwest Federal, and
Winstar. Maintained Ameritech and Bell Atlantic Federal data business. Accounts generated over
$73M annually.
Created sales training program and delivered Holden sales methodology training to all Account
Managers.
Selected to participate on the ADC Presidents Advisory Council in 1998 and 1999.

ADC Kentrox Division, Regional Manager (1996-1998)
Managed and directed staff of six (6) Territory Managers, three (3) Systems Engineers and all
operations for the Midwest, Mid-Atlantic and Federal Government Regions that generated $32M+
in annual revenues.
Created and implemented business plans, coached Territory Managers in exploitation of major
opportunities with Fortune 1000 accounts that included Ameritech, Bell Atlantic Federal,
Chrysler, AEP, Detroit Edison, Indianapolis Power and Light, Public Service-Indiana, and EDS.
Provided Fractional T-1 and T-1; Frame Relay; ISDN; ATM and HDSL training to Account
Managers and Systems Engineers at Ameritech and Bell Atlantic Network Integration.

Senior Account Manager (1993-1996)
Directed sales of Wide Area Network (WAN) solutions provided to large system integrators,
value-added resellers, Fortune 1000 end users, utilities and service provider accounts within a five
(5) state territory.
Promoted and marketed technologies that included T1/T3 circuits, frame relay, SMDS, ATM and
ISDN/frame relay routers. Utilized training to Ameritech, and services to achieve sales goals.
Exceeded sales quota by 52% in FY 1994 and by 11% in FY 1995.

Account Manager (1988-1993)
Managed sales and account development for Ameritech and their subsidiaries.
Administered all public relations campaigns, introduced products, obtained standardization, trained technical
support and technicians and configured network applications.
Introduced Fiber Optic Loop Converter that enabled Ameritech to deliver four (4) T1s over one (1) pair of
fiber and gained acceptance/standardization launching a million dollar product line. Trained all CO
Transmission and OSP Engineers at Ameritech IN, MI and OH on the technology, installation methods and
troubleshooting of the product line.
Exceeded sales quota by 25% in FY 1989, 44% in FY 1990 and 8% in FY 1992.

Market Manager (1986-1988)
Responsible to manage all Data products life cycle from strategic planning to tactical activities including
sales launch, collateral necessary, channels to market, P & L., and discontinuance.
Working closely with Engineering, Product Management, Manufacturing, Marketing Communication and
Sales to launch one of ADCs most successful data products to date setting the standard for new product
introduction. Trained sales, channel partners and customers alike.
Received Presidents Award for both a New Product Introduction and New Sales Channel.

Infotron Systems, Inc. 1983 1986
Director, Systems Support, AT&T and Regional Bell Operating Companies



Reported to the Senior VP and managed/directed U.S. Systems Engineering Tier 1 and 2 support.
Hired, managed, trained, directed and developed twelve (12) Systems Engineers and three (3) Product
Specialists responsible for all Pre-Sales, Tier 1 and 2 Post-Sales Support including on-site training.
Successfully negotiated a major OEM contract with Lucent Technologies to re-sell Time Division and
Statistical Multiplexers through the Bell System Purchased Products Division (BSPPD).
Indiana Bell Telephone Company, Inc. 1970 - 1983
Manager, Planning and Technical Support (1979-1983)
Managed and directed staff of 3 Senior Engineers, 2 Programmers, 5 Operations Supervisors and 21 Non-
Management employees in the Official Communication Services organization responsible for planning,
implementation and operation of the IBT internal voice and data networks, including mini-computers.
Coordinated with Western Electric and Indiana Bell Staff and Installation forces on Centrally Developed
Systems Implementation including but not limited to AMARC, BISCOM, BANCS, COSMOS, LMOS, MLT
and TIRKS.
Integral member of the Ameritech Divestiture Planning Committee on OCS matters.
Responsible for the first card entry, physical security network in the Midwest Operations.

Safety I nspector (1978-1979)
Responsible for Companywide Safety Program from Indianapolis North and East to the Michigan and Ohio
State lines.
Conducted OSHA/IOSHA and required Bell System Safety Inspections in all Company personnel and
facilities in assigned geographical area.
Working with Supervisors, conducted training and reviews of all IBT personnel with the applicable Bell
System Accident Prevention Plan.
Conducted reviews of all motor vehicle and lost time accidents within my area.

Data-Teletype I nstallation/Repair Technician (1976-1978)
Northwest I ndiana and South Suburban Chicago

I nstallation, Cutover and Repair Technician Positions(1970-1976)
I ndianapolis, I ndiana

EDUCATI ON

A.S. and B.S. in General Studies, Indiana University, Indianapolis, IN
A.A.S. in Management, North Central Texas College, formerly Cooke County College, Gainesville, TX

CERTI FI CATI ONS

Certificate in Electronics Technology, Cleveland Institute of Electronics
Certified Customer Service Specialist, Electronics Technicians Association, International