An outstanding Sales management executive with a demonstrated success record of

driving business growth within Enterprise, SMB and Start-Up market segments rang
ing in size from pre-revenue to $1Billion in annual sales. An in depth backgroun
d and experience with multi-level distribution channels, federal government and
enterprise within the telecommunications and unified communications industry de
livering results in business-to-business, tier-1 and 2 distribution, domestic an
d international sales. A strategic thinking and communicative leader who positiv
ely impacts sales, profitability and customer satisfaction, and motivates others
to achieve peak performance. Areas of expertise include:
Business-to-Business Selling
Major Account Strategic Planning
Channel Distribution
Federal Government and International Sales
Leadership Qualities
Strong Customer Relationships
Team Development
Professional Experience
Polycom Incorporated, Boulder, Colorado,
2007 to Present
Director of North American Voice Sales
Managed all N.A. reseller and tier-2 distribution sales channels comprising of o
ver 750 resellers, 20 Tier 1 and 6 main distributors. Led Enterprise/Retail Sale
s with a revenue target of $100M including a team of 6 Voice Specialist supporti
ng Tier 1 accounts like Verizon, AVAYA/Nortel, Siemens, ATT, Microsoft, HP, and,
Tier 2 partners like Interactive Intelligence, Shortel, Mitel. In addition to a
retail vertical team of 4 major Account Managers, supported the top 50 strategi
c retail accounts like Home Depot, Lowes, Macys, with revenues over $25M.
Promoted twice in 2008 and 2009 to lead and manage Voice Sales for a major busi
ness unit (one accounted for 50% of Enterprise N.A. revenue), federal government
and retail vertical segments
Grew revenues on an average by 27% over the quarters of 2008 and 2009 in the US
markets from $50M to $58M by developing executive level relationships, implemen
ting strategic marketing programs, package pricing, sales incentives and competi
tive displacement program
Engaged in product management and marketing functions of Polycom Business Units
to develop Corporate unified communications presentations, marketing promotions
and planning meetings on product roadmap and Corp Direction with go to market s
trategies of new products.
Utilized Sales Force tracking pipeline, forecasting and weekly/monthly account
management activity and measurements, Business Reviews (QBR)..playbook, account
development of top 10 major account on a Qtr basis, MBO initiatives for Qtr acti
vities and events i.e., trade shows, training sessions, technology seminars.
Recorded key accomplishments as under:
o Promoted to Director of US Voice Sales in 2008 to manage the Voice Specialist
team.
o Grew revenues on average of 27% Qtr over Qtr in 2008 and 2009
o Promoted to Director of NA Voice Sales in September of 2009.Heading the Voice
Specialist team, Federal Government and Retail Vertical for the US
o Finished 2008 @ 103% of annual quota of $58M
o Finished 2009 @ 108% of annual quota with revenues of $81M
o 2010 grew Q1 over Q2 16%....Annual Quota $100M
Vertical Communication, Boston, Massachusetts
2003 - 2007
Director of US Distribution Sales
Managed and handled Enterprise Accounts and Distributor Supply Partners. Directe
d a team of 5 sales professionals and 2 sales engineers with dotted line, on Ins
ide sales for enterprise accounts and key distribution partners throughout the U
S.
Developed Go to Market business plans and strategies to DRIVE distributor reve
nue through marketing campaigns, product launch road shows and developing key re
lationships..
Developed IP readiness programs to impact IP skill sets for sales team and deal
er network
Tracked Monthly sales forecast, activity plans and key initiatives to impact re
venue growth every Quarter
Created Sales/Incentive plans to impact field sales along with dealer and distr
ibutor sales representatives. Achieved 123% of first year Distribution target an
d over 107% as of YTD for 2007
Remotability, Inc., Edison, New Jersey.
2002- 2003
Director of US Business Development
Developed a new US Dealer channel to service and support Conference Bridge Equip
ment and Software applications.
Developed and implemented a Business Plan to recruit Mitel Dealers as solution
provider for the Remotability product as an enhancement to the prevailing Mitel
portfolio.
Worked on developing training modules and product seminars to recruit NEW Deale
rs
Partnered with dealers on major account presentations and demonstrations of the
Remotability application. Added 10 new Dealers in 2002.
Created training modules for the Dealer sales personnel to implement, present a
nd demonstrate products to the end-users
Mitel Networks, Inc, Ottawa, Canada.
1989 2002
Director of Sales, Eastern Region
Hired, coached and developed a team of 25 Account Executives, Regional Sales Man
agers, Sales Engineers and Administrative support. Managed P&L of Distribution C
hannel with 176 dealers, generating $60M in annual revenue and $30M in operating
income
Grew revenues in FY01 FY02 by 22% and increased Channel Distribution by 42% th
rough effective marketing strategies and team development
Awarded Membership to Presidents Club 10 times over 13 years of qualification
Developed business plans which grew annual revenues 48% in FY02 from $4M to $6.
2M in Govt. and National Accounts
Recruited and negotiated a National Account agreement with a dealer organizatio
n covering a footprint with revenues of over $20M
Achieved top honors in FY 98, 99 and 2000 for the highest increase in revenues
and for developing relationships with clients/consultants
Created the Eastern Symposium Event for the region. Over 200 Dealer organizatio
ns attended to learn about Mitels directions and product roadmap.

Training/Professional Activities
American Management Association
Xerox Training
Burton Training
Karrass Effective Negotiating