Senior Sales Executive Resumes in US-Illinois-Chicago: Dale

Senior Sales Executive Resume

Contact Candidate

Name:

Dale

Location:

US-Illinois-Chicago

Experience:

Most Recent Job Title:

Senior Sales Executive

Objective:

Senior Level Executive - Business Development/Sales & Marketing

Resume Text:

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rket insight and expertise to strengthen both top- and bottom-lineperformance. Top-tier MBA. Possess broad-based skills and accomplishments in:

Sales Planning & Leadership - Business Development & Planning

Strategic Partnerships - Product Launches

Market Competition Assessment - Division Startups

Operations Oversight - Strategic Planning & Execution

Contract Negotiation - Team Leadership

Sales Programs & Initiatives - Key Accounts

Mergers & Acquisitions - Customer Relationship Management

Process Improvement

PROFESSIONAL EXPERIENCE

LIVEWIRE MOBILE

Chicago, IL

2007 - 2008

Subsidiary of NMS Communications and global provider of managed

personalization services for mobile operators

--Senior Sales Executive

Spearheaded and implemented sales development strategies for new division focusing on mobile entertainment and personalization; targeted

wireless carrier market.

* Business Development: Generated 50% of total North American business within 12 months, a contribution of $8 million in new business.

* Strategic Vision: Expanded revenue position 300% by forging collaborative music segment strategy with Cricket Communications.

* Market Leadership: Created market strategy for Cricket Communications that delivered unprecedented growth and highest penetration rate for ringback tones in North America; deal was worth $3 million in additional revenue.

* Customer Relationship Management: Led sales, marketing, and technical team to win $5 million in managed music service with U.S.

Cellular; business had been pursued for more than four years.

AUDIOCODES

Chicago, IL

2005 - 2007

Provider of voice-over-packet technology and voice network products to

carriers, OEMs, network equipment providers, and system integrators

--Director: Wireless Service Provider Sales

Recruited to establish new revenue stream, a direct sales model to North American wireless carrier segment.

* Sector Development: Built $10 million profit stream from ground up through targeted penetration of wireless carrier industry.

* Government Sales: Accessed government segment for first time ever, generating sales run rate of $2 million annually; developed

relationships with Military Communications Solutions Group within Sprint to create unique VoIP solution for military installations in North America.

* Partnership Creation: Generated $4 million in revenue and positioned company as single source supplier for Sprint's most visible

program by forging partnership with Sprint's technology R&D group focused on delivering new and emerging technologies through proof-of-concept toward WiMax and 4G applications.

SS8 NETWORKS

San Jose, CA

2003 - 2005

Provider of lawful intercept, unified communications, and signaling

solutions for wireline, wireless, cable, and satellite service providers

--Sales Director

Recruited by venture capital firm and interim CEO to penetrate wireless

and wireline accounts, drive revenue growth, and launch new products in

telecommunications market.

* Product Launch Management: Played strategic role in initial sales of next-generation messaging platform worldwide, generating $4

million in revenue; identified high probability target candidates based

on their market position and competitive analysis.

* New Business Development: Contributed $12 million of $50 million in growth; ranked as #1 sales director and President's Club winner.

* Top-Line Performance: Outperformed other sales directors 250% on average, obtaining 400% of quota.

UNISYS ENTERPRISE TRANSFORMATION SERVICES

Lombard, IL

2002 - 2003

Worldwide information technology consulting services and solutions company

--Portfolio Sales Executive

Recruited by new division president to participate on three-member executive sales team challenged with delivering business growth in startup division and penetrating telecommunications carriers within targeted business segment.

* Strategic Planning: Delivered greater than $8 million in annual new business revenue by developing, leading, and executing complex sales strategies that identified and penetrated opportunities within Sprint, Qwest, U.S. Cellular, and Cincinnati Bell.

* Strategic Alliances: Generated $4 million in first-year revenue within trial programs after developing and negotiating alliance partner agreements with Sprint and Cincinnati Bell targeted toward selling with and through their sales and marketing organizations to

secure joint business within vertical segments such as healthcare, transportation, manufacturing, construction, and government.

* New Business Development: Brought in 60% of all new business revenue within division's first 12 months.

COMVERSE NETWORK SYSTEMS

Chicago, IL

1998 - 2002

World's leading provider of software and system-enabling enhanced

services for wireless and wireline communications service providers for

310+ customers in 90+ countries

--Senior Account Manager: Americas Division

Recruited to play key role in transforming and growing underperforming North American Division experiencing high rate of attrition.

* Division Growth: Played major part in growing $50 million business unit to $250 million in down-trending market, contributing

$100 million in revenue.

* Key Account/Customer Relationship Management: Grew new business $35 million and salvaged $80 million in annual revenue by

repairing severed client relationships with Aerial, Cincinnati Bell, Nextel,

and Motorola; developed and nurtured senior-level relationships.

* Strategic Alliances: Added $50 million in revenue through strategic alliance with Motorola for worldwide messaging systems.

Delivered additional $75 million by launching first commercial application of unified communications with Cincinnati Bell; used client as worldwide spokesperson and business case success story.

* New Business Development: Propelled revenue $35 million by championing business development strategies through solid business

case development and competitive assessment.

MCI

Chicago, IL

1994 - 1998

Second largest telecommunications provider in U.S. before its acquisition by WorldCom in 1998

--Global Account Manager (1996 - 1998)

Handpicked and promoted to drive revenue growth in largest Midwest Fortune 500 accounts including IBM, Advantis, Sears, Motorola, GM,

Ford, Chrysler, Volkswagen, Kellogg, and Whirlpool.

* Deal Execution: Secured $15 million sale, the largest sale within division.

* Account Management: Boosted global account business $25 million in revenue and $15 million in annual profit.

* Strategic Planning: Generated $20 million in recurring annual revenue for IBM by initiating and launching customized strategies that maximized internal resources including design and launch. Managed a comprehensive sales and marketing campaign across 31 national markets.

* Public Relations & Media Affairs: Selected by division president for 10-member team trained to serve as MCI spokespersons

nationwide.

--Regional Sales Manager/National Account Manager (1994 - 1996)

Recruited to play critical role in penetration of key corporate accounts across all business units with MCI's new Metro Local Service.

* Organization Building: Built 50-member sales organization that expanded business with existing clients and developed new

business; created and implemented sales infrastructure and business plan and hired, trained, and mentored team.

* Account Management: Increased key account revenue $75 million in two years while concurrently managing MCI's largest account;

collaborated with account executives across multiple segments on initiative to introduce local service into key accounts.

* Sales Management: Drove team to generate $25 million in revenue and $15 million in profit from small to mid-market accounts within 12 months.

* Process Improvement: Streamlined sales process and grew lead generation by championing development of Web-based sales

tracking and lead generation tools.

* Strategic Alliance Development: Generated additional $4 million in revenue and deepened penetration into congested markets by negotiating joint venture with Winstar Communications.

GE REAL ESTATE

Chicago, IL

1991 - 1994

Business unit of GE Capital and leading source of innovative real estate capital solutions

--Asset Manager, Commercial Real Estate

Recruited and challenged with orchestrating workout and repositioning of largest commercial real estate assets within GE Midwest portfolio.

* Cash Flow: Increased portfolio cash flow from $10 million deficit to $40 million profit annually while initiating innovative portfolio

risk management strategies.

* Asset Management: Converted $500 million non-earning portfolio to fully earning status through execution of financial restructurings, leasing strategies, property management improvement, and strategic asset conversion.

* Cost Containment: Decreased operations costs more than $10 million annually by forming strategic alliances with vendors resulting in reduced property maintenance costs and improved property management practices.

PRIOR EXPERIENCE with KPMG includes strengths in strategic planning and M&A transactions from cradle to closing within multiple industries. Experience included valuations, financial due diligence, deal structuring,

and executive and board-level presentations and negotiations.

MILITARY EXPERIENCE

U.S. Army Military Police Corps./Special Forces 1977 – 1980

* Law Enforcement and Chemical Surety, Aberdeen Proving Grounds, Edgewood Arsenal

* Special Forces Nuclear Surety Assessment team, Fischbach, Germany

* Top Secret Clearance and Personnel Reliability Program

PROFESSIONAL AFFILIATIONS

STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION

TELEMESSAGING INDUSTRY ASSOCIATION

SALES AND MARKETING ASSOCIATION

IMS FORUM

WIRELESS INTERNET INDUSTRY EXECUTIVES

EDUCATION

MASTER OF BUSINESS ADMINISTRATION 1987

Concentration: Finance and Marketing

University of Chicago, Chicago, IL

BACHELOR OF SCIENCE IN ACCOUNTING 1985

DePaul University, Chicago, IL

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