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Date Created: 12/22/15
JAMES A. CARSON Lisle, Illinois 60532 (M) 630.258.1110 firstname.lastname@example.org High-powered telecommunications sales executive with experience and a history of increasing revenues, improving U.S. and International market penetration, developing new business and devising innovative customer solutions. Demonstrated expertise in strategic / tactical planning, sales management, sales negotiations, and international business. Combining management / technical skill with knowledge of Carrier | Government procedures / procurement processes to access decision makers and close deals. Specialties: Strategic Sales Planning • New Business Development • Channel Partnership Development • Sales Closing • Sales (Direct and Channel) • New Client Acquisition • Team Leadership & Development • Government Sales & Business Development • Product Development • Marketing • VoIP • Unified Communications • SIP Trunking • LTE / Diameter • Cloud Services (IaaS, SaaS, PaaS, Etc.) • Wireless Networks • Government Procurement • Customer Relations • Competitive Analysis • Lobbying • Pricing / Forecasting / Budgeting / Profit • Account Management • Vendor Relations • Network Design • Telecommunications PROFESSIONAL EXPERIENCE TELECOM SALES SERVICES, INC., South Carolina • 2007 to Present Founder | Consultant | President | VP Sales Telecommunications Unified Communications Privately owned Sales Consulting | Contracting Company: Providing - Strategic Sales Consulting, Business Development , Strategic Sales Planning, New Account Acquisition, Account Management, Application Solution Selling services for vendors to the Telecommunication Providers | Unified Communication Providers | Government markets, Client: PT, Inc. Contracted to develop government (DOD) business. Consulted with the US Navy to develop a customized network-based SIP ‘Cloud’ application to address the need to reduce the Navy’s annual long distance telecommunication bill. Collaborated with SPAWAR – Charleston to design a cost saving application for the Navy. Representative Accomplishments Utilizing key personal relationships secured initial ‘proof of concept’ pilot funding Successfully competed test ‘pilot’ showing a 30+% decrease in chargeable LD traffic As an outside contractor, invited to conduct result briefing to Pentagon Command Assisted Navy Commands to elevate the solution up to Naval Operations (OPNAV) Command at the Pentagon for approval to deploy the solution TEKELEC, Morrisville, North Carolina 1999 to 2007 Global telecommunications network products company with $400M+ in annual sales. Vice President, Government Sales (2005 to 2007) Controlled all sales operations selling network signaling & monitoring equipment to Federal, State, and Local government accounts. Including: Department of Defense / DISA, Justice Department, Homeland Security, and Veterans Affairs. Conferred with legislators (and key staff members), high-ranking government officials and leveraged lobbyists, resulting in the developing of important relationships with key government decision makers to maximize sales. Representative Accomplishments Generated $10M in revenues by securing contract to provide STPs for DISA’s entire global DSN network (U.S., Europe, and the Pacific) Cultivated strong relationships and channel partnerships with 3dparty system integrators (including General Dynamics and Lockheed Martst) Closed $2M agreement for the 1 sale of the company’s SS-7 network monitoring system for deployment into DISA’s DSN U.S. and Europe network . Resume JAMES A. CARSON Page 2 email@example.com TEKELEC (continued) Vice President, Regional Sales | Director of Sales | Regional Sales Manager (1999 to 2005) Controlled sales operations (at multiple organizational levels) and teams of 5-8 sales managers and sales engineers to generate new business and maximize sales to telecom enterprises including RBOCs, ILEC / CLECs, IXCs, and Wireless Providers. Created and implemented a strategy to form an enhanced and more accountable sales team organizational structure while accommodating the absorption of sales staff from corporate acquisitions. Representative Accomplishments Increased revenues $10M+ by introducing the 1 integrated next generation product by establishing a new TDM and VoIP switching solution. Met or exceeded regional quota 4 consecutive years. Sold 140% and 145% of territorial quotas in consecutive years. Created and launched a new, unified sales compensation plan. Earned Presidents Club membership in 2 different years and the Rookie of the Year Award. PULSE POINT / UNISYS, Carpinteria, California 1990 to 1999 Global network-based messaging products company with $35M-$45M in annual sales. VP Sales ~ North America | Managing Director ~ EMEA, Pacific Rim | National Account Manager | Regional Sales Manager Built and Managed sales operations selling Unified Communications solutions to Telecom companies, Major Enterprise accounts and International Telecom clients, included; making key presentations to top executives, negotiating & closing deals, supervising sales staff (3-6) people, building & managing a Channel Partner network with channels such as (Unisys, Siemens, GPT, Bull) Representative Accomplishments Grew Telco and CPE market segment sales 19% YOY, to $10M. Increased international sales from 4% to 28% of total revenues, surpassing target by 135%. Utilizing key relationship within Motorola grew account from 11 to 40 systems and accomplished Six Sigma compliance. Established stobal channel partnerships with Siemens, GPT, Unisys, and Bull. Negotiated 1 network-based voice mail services contract in Indonesia. Earned Presidents Club membership in 5 different years. EDUCATION Associate of Electronic Engineering Ohio Technical College, Columbus, Ohio ADDITIONAL EDUCATIONAL DEVELOPMENT USC Advanced Executive Management Bellcore Network Engineering Strategic Selling Strategic Negotiations References available upon request Resume
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