Director of Sales Resumes in : John

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Director of Sales Resume

Contact Candidate

Name:

John

Location:

Experience:

10+ yrs

Willing to Relocate:

Yes

Willing to Travel:

Yes

Most Recent Job Title:

Director of Sales

Personal Website:

Objective:

Dear Hiring Manager,

I am seeking a position as a member of your Sales or Business Development Organization. Attached as a word doc, is my detailed Resume.

In my most recent position, I worked for a self-funded startup in Columbus, selling Operational Support Services for HIPAA, GLBA and SOX compliance through Strategic Alliances into the Financial and Mid Size Markets. Prior to that I worked for a venture funded Software Development house located in the SF Bay area; selling Intelligent Network (IN) enhanced features platform and a opt in/opt out privacy manager system (SUN) to the major wireless carriers and RBOCs.

I live in the Columbus, Ohio metro area. I am committed to this area in that I have son that is entering his first year of college. And I might add that he is the sunshine of my life, just a great kid. So I can travel approximately 60% of the time.

I have spent the last 20 years successfully selling communications hardware subsystems or network nodes to the RBOC's, major carriers, and defense contractors. I maintain a full and fresh Rolodex with Sprint PCS, Verizon Wireless, and Cingular and network planners at the RBOCs, CLECs and Independent telcos.

I have sold technologies such as GPS, SS7, OSS Mediation, Billing Systems, x.25, IP, MPLS, PON, ISO 27001 compliance, Speech Recognition, VoIP, and ebcdic to ascii protocol conversion.

I also maintain contacts with major telecommunications equipment manufacturers, Alcatel/Lucent, Nortel, SUN Microsystems, Telcordia, Schlumberger, and Tekelec,. Major OEMs, Tellabs, True Positions and numerous mid cap and startup companies within our industry.

Columbus is centered geographically between telecommunication companies in NJ and Chicago and is also centered between Boston, Denver and Dallas. Port Columbus (CMH) is a regional hub for Southwest and US Air and is a 1 hr. hop from Port Columbus to these metro areas.

I thrive on the inherent challenges and rewards of working in the telecom industry, and I have a unique talent to develop specific account sales strategies, find, track and close projects. In some projects I have also secured funding for development of the required technology on projects.

I am open to compensation plan that is structured with a salary and an incentive commission schedule. In regards to commission(s), I am amenable to deferring commission $'s into a plan that converts into some form of equity. I have considerable experience and success in developing and executing specific account, market and territory sales strategies. In all humbleness, I am an impact player.

I maintain a virtual office out of my home with multiple phone lines and a broadband connection to the Internet. Have laptop and passport…..will travel. I am very comfortable doing ppt presentations or a “hands on” demo or assisting in the initial installation/turn up of the product/service.

So if you are a company that wants to take their product/ technology directly to the market or through channels, I am that guy.

Best regards,
John Kestella
614.430.0296 (gmt-5)
jkastell@insight.rr.com

Resume Text:

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l Agencies

2000 - 2002 OTelNet Berkeley, California
Director of Eastern Sales

I worked for OTelNet through a virtual office environment calling on major wireless providers, such as Qwest, Verizon, Cingular and the wire based RBOCs for Intelligent Networks such as SS7. OTelNet had a location based wireless technology deployed that was positioned as a privacy manager for mobile e-commerce markets.

1997- 2000 Consulting Engagements Columbus, Ohio
Contractor

Various consulting engagements that include a national carrier's carrier (Extant) which was acquired by Dynegy, a voice activated technology development house (Liberty Communication) and a GPS location based technology for mobile workforce solutions.

1995- 1997 MegaLinx Communications Dublin, Ohio
Director of Sales

MegaLinx was a start up Internet Access Provider that also developed a VoIP technology. I secured $250k “angel money” to develop VoIP proof of concept prototypes. I called on UUNET, Unisource, Cisco, WorldCom, Motorola, Nortel and AT&T.

1984 -1995 Applied Innovation Columbus, Ohio
Regional Sales Manager

First Employee, badge number 2. This was my second start up company in the data communications industry. Applied Innovation is a developer and manufacturer of a data switch. In early 1986 I worked with a group of Network Planners at Ameritech to develop special interface cards. Those special interfaces positioned the AISwitch to become a mediation device to meet the Bell Operating requirements to transport Operational Support data to/from the remote Central Office to regional Network Operation Centers. The Ameritech project was completed in late 1989 by deploying an AISwitch in all of Ohio Bell''s Central Offices.

After success at Ohio Bell, I targeted Bell Atlantic. The Bell Atlantic Requirements were to transport internal data from intelligent transmissions network elements. The Bell Atlantic project was completed in 1995 deploying 1100 AISwitch nodes as Network Mediation units saturating the account.

Beyond the typical tasks of qualifying and scheduling of face-to-face meetings my day to day tasks also included generating responses to RFPs and developing models for depot spare allocations. I was also involved in generating and scheduling General Method of Procedure (GMOP) plans and meetings prior to any on site work by Applied Innovation Field Service personnel. All of these tasks require a great deal of detail as well as a continuing flow of correspondence from proposals through to completion notices.
Consistently doubled quotas years 1986 through 1995

ACCOMPLISHMENTS at APPLIED INNOVATION

Participated in many of the required tasks of diligence for AINN''s IPO. IPO was $1 per share when I left AINN in 1995 that $1 share price was $192 when adjusted for splits.

Brought in Ameritech (COMCOPS) contract #080186 for approval and signatures August 1986 volume to date $20m

Involved in the process of specifying the criteria of AISwitch for NEBS level III compliance for Ameritech on the COMCOPS project

Liaison between Bell Atlantic and Applied Innovation to develop special interface cards

Secured Applied Innovation''s first set of CLEI and CPR #''s from Bellcore for AISwitch and common equipment modules March 1988

Establish resell agreement for AISwitch with Black Box Catalogue House

Brought in OEM resell agreement with Alcatel for sales of AISwitch October 1989

Designed OSS/DPN with Bell Atlantic Network Staff Planners at regional level (April 1990) and followed through with the Bell Atlantic Operating Companies to full deployment throughout Bell Atlantic

Secured Applied Innovation/Bell Atlantic furnish only contract #BA08593 (September 1991)

Added approved addendum to Bell Atlantic contract BA08593 to include Applied Innovation Engineer and Install Services (January 1994)

Involved in the introduction and administration of no less than four new product rollouts from Bell Atlantic requirements through alpha and beta testing to inclusion into contract # BA08593

4/1981 - 5/1984 Software Results Columbus, Ohio
Sr. Sales Manager

1981 through 1984 SOFTWARE RESULTS CORPORATION Columbus, Ohio

I joined the sales staff at Software Results (SRC) when there were six full time employees. This was my first start up company in the data communications industry. I was hired to help kick off a soon to be released product, The COMBOARD. Six months after my hire we were actively selling the COMBOARD to research and development houses, defense contractors and Universities with contracts to aid the defense contractors on Star Wars Initiative (SDI) projects.

The COMBOARD was primarily an interface card for a DEC UNIBUS system that facilitated file transfer between IBM mainframe OS environments. The primary application was large exchange of binary files between interactive systems and IBM batch processing. The typical price point for COMBOARD sale was $15k to $26k. Most of the selling cycle effort was to the DEC administrators and the IBM people.
Consistently doubled quotas years 1981 through 1983

Jet Propulsion Lab Intergraph Phillips Petroleum
Hughes Aircraft Harvard Medical School Corning Glass Works
GE Aerospace Boeing USAF

ACCOMPLISHMENTS at SOFTWARE RESULTS

Administered SRC''s first trade shows in 1981

Established SRC''s first OEM agreement with Intergraph, Huntsville to resell SRC''s COMBOARD (February 1982) approximate volume $3m
Sold first on site installation by SRC (July 1982) personnel which was subsequently used as the model going forward for SRC''s Field Service business unit

Brokered cross development agreement with Harvard Medical School for UNIX product line

Proficient with: Word Perfect & Excel & PowerPoint

CONTINUING EDUCATION
1981 Datapro Data Communications Seminar
1982 Digital Equipment OEM Systems Architecture
1983 Wright State University, Power Speaking in Public
1992 Telestrategies Advanced Data Communications Seminar
1993 Telestrategies Cellular/Wireless Data Communication Seminar
2003 Ron Hopkins Cross Selling Seminar
2005 Counselor Sales/ Wright Learning Systems

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