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Date Created: 12/22/15
Edward J. Kelly... TECHNOLOGIST TURNED SALES AND BUSINESS DEVELOPMENT EXPERT Dallas/Fort Worth • email@example.com linkedin.com/in/edwardjkelly Sales, Business Development and Marketing Strategy Leader with deep experience delivering technical products, services and solutions to the Enterprise, Government, and Consumer markets. Executive MBA, Duke University; BSEE, University of Texas. Drove more than $800M in new revenues and record profitability for major brands in telecom products, services and infrastructure, enterprise software and networking, and security and systems integration industries. Adept at leading companies and teams in revitalizing sales, growing new and existing markets, product marketing, market diversification, and rallying talent around objectives. C-level advisor with an established “book of business” in building the partnerships and rapport that drives outstanding revenue growth. Built alliances and a loyal customer franchise in companies that include Totus Solutions, EF Johnson, Allconnect, BellSouth and Bird Technology Group (BTG). Capabilities and Skills Global Go-to-Market Strategy Design and Business Development/Alliances/Partnering Execution/Channel Development Sales Process and Performance Management Enterprise Software, Products and Services C-level consultative selling and account B2B, Federal/DoD/State Government Markets management Sales and Marketing leadership P&L Control/Global Team Leadership of 60+ Capture of $100M+ Contracts Emerging Technologies – Smart Phone, Wireless New Market/Segment Penetration Apps/Next Gen Telecom/Smart Grid/SaaS/Cloud Career Leading High Tech Sales, Business Development, and Marketing Organizations to “Record Breaking” Revenue Growth Totus Solutions, Carrollton, TX – Security industry start-up and first provider of LED streetlight-based security platforms that integrate wireless communications, video surveillance, and sensor monitoring for public safety, DoD/DHS, and commercial markets. VICE PRESIDENT, SALES (2013 – Present) Established the indirect sales strategy and executed reseller agreements with the industry’s top systems integrators. Led and established territory sales and account plans, budgets, and performance metrics positioned to deliver $13M in Year 1. SENIOR VICE PRESIDENT, MARKETING AND BUSINESS DEVELOPMENT (2011 – 2013) Hired to develop Totus Solutions’ start-up strategy, evangelize sales, and lead the company’s business development and marketing efforts to position itself as a market leader targeting $100M in yearly sales by 2016. Set the strategy and managed the product line that culminated in receiving the Security industry’s most coveted awards for new product innovation. Created and Implemented the marketing communications plan that included sales collateral, advertising, PR, web site presence, event management, case studies, presentations, ROI analysis, and sales guides. Evangelized and executed the largest OEM and Technology partner contracts in the company’s history with recurring revenues valued at $10M/year. EF Johnson, Dallas, TX – Third largest provider of private radio products and solutions for military, first responder, public safety and DHS, EF Johnson is a public company that went private in 2005, $100M in annual revenues. VICE PRESIDENT, MARKETING AND BUSINESS DEVELOPMENT (2005 – 2011) Hired to change EF Johnson from a technology-driven legacy to a market-driven organization. Built and launched a go-to-market strategy that delivered EFJ from near bankruptcy to the 3 rd largest in its industry. This record of success is now used as a case study at Harvard Business School. Led federal government and DoD channel partner sales and alliances, marketing, strategic planning, product management, as well as all aspects of business development needed to drive the profitable growth of EF Johnson. Edward J. Kelly Page 2 Brought in $200M in new business, including capturing the two largest orders in company history valued at $136M. Wrote and implemented first strategic marketing plan. Revitalized product lines and market stature while leading execution. Out-positioned the competition across the product portfolio by creating the processes, establishing/hiring the new teams, driving sales channel development, partnering and creating go-to-market initiatives. Created system strategies and proposals, and led sales efforts for every major customer opportunity resulting in a CAGR of 54% for the past four years. Instrumental in capturing US Military DoD contract valued at $85M ($70M initial and $15M add-on). Architected and developed road map for product used for military entrance into Iraq. Stole contract from Motorola and established EF Johnson as a solid competitor in land mobile radio. Pioneered IP radio networking for public safety applications using a “switchless” Internet infrastructure, jumpstarting transformation of entire industry to less expensive switch free environment. Allconnect, Atlanta, GA – Leading aggregator and marketplace for residential and small business utility and telecom services SENIOR VICE PRESIDENT, SALES AND GENERAL MANAGER (2003 – 2005) Hired to lead the sales organization turnaround of this VC start-up group from an extreme entrepreneur culture to a more disciplined approach growing the partner/customer base. Allconnect offered innovative “one stop” comprehensive call service to manage major utility and telecoms “best customer experience“ during customer relocation. Awarded “one of the fastest growing companies in the Southeast” by Atlanta Business Journal (2005). Redesigned and executed Allconnect’s go-to-market strategies. Segmented into vertical markets to increase visibility, drive discipline, and align internal support with existing customer references. Signed sales agreements with brand name providers including Verizon, SBC, Qwest, Sprint, Covista, Comcast, Charter Communications, Cox, Time Warner Cable, Adelphia, Brighthouse and DIRECTV. Increased subscriber service revenues by 23% and grew electric company sourcing partnerships by 53% to include 29 of top investor-owned electric utility companies in the US. Drove a 65% growth in revenue and a 12% lift in contribution margin. Restructured services and product portfolio, vendor/partner relationships and implemented “best practices” across multiple functions that enhanced profitability (91% improvement in EBITA). Established Allconnect as the biggest reseller of BellSouth services by applying insider knowledge of BellSouth business model and deep experience building alliances and partnerships. Member of senior-management team that secured VC funding to continue rapid growth as investments were heavily weighted on future sales planned expansions. BellSouth, Atlanta, GA – Fortune 500 provider of enterprise solutions, networking, infrastructure and broadband/wireless telecom services. VICE PRESIDENT, EMERGING MARKET SALES AND BUSINESS DEVELOPMENT (1999 – 2003) Hired to lead business development efforts and build/manage a series of partnerships to introduce and deliver the first “Software as a Service” (SaaS)/Cloud Computing business model (the “Big Idea”) that targeted delivering solutions to Fortune 500 business problems using BellSouth’s data centers, and wireless and broadband networks. Drove channel partner sales and alliances with enterprise software providers, hardware and professional services companies for the delivery of applications, products, telecom services, infrastructure and eBusiness solutions. Segmented partnering activity into vertical markets, products/technology delivery and resellers. Created value propositions and customer references for each vertical market to accelerate sales and segment penetration. Innovative Strategy Development and Launch First to market with Smart Phones and multiple portable wireless products including the RIM Blackberry with texting, enterprise email and mobile business apps. Formed alliances and led a go-to-market strategy that leveraged the top enterprise software providers (Siebel, PeopleSoft and IBM. etc) to penetrate the Fortune 500 customer base. Developed strategy and led creation of a 3G wireless applications development environment based on Java (J2ME) and XML reference platforms for the design, management and licensing of third party software used on AT&T’s wireless networks – now the basis for the iPhone’s competitive advantage. Pioneered instant messaging (SMS) in North America by marketing and executing an agreement with AOL to deliver the AOL desktop experience to wireless devices. Edward J. Kelly Page 3 Revenue and Market Growth Delivered 100% revenue growth year one and produced $300M sales intake over three years. Grew account base to include more than 200 companies on the Fortune 500. Drove APRU (average revenue per unit) for subscriber to highest in BellSouth’s portfolio. Added $1B to company’s valuation by creating a customer franchise and solutions portfolio and JV between BellSouth and Southwestern Bell that formed Cingular Wireless (now AT&T Wireless). Bird Technologies Grp. (BTG), Solon, OH – Private company specializing in wireless infrastructure, products, components, and network analysis and test systems, $47M in annual revenues, comprised of three separate business entities (Bird Electronics, TX/RX, BC) CORPORATE VICE PRESIDENT - SALES, MARKETING AND TECHNOLOGY (1998 – 1999) BTG was a cash rich, family-owned business focused on expanding marketshare through organic growth and acquisition. They had recently acquired a complimentary business and recruited a new CEO to lead new venture. Led global sales, marketing, alliances and product development with operations in US, UK and Asia. Created roadmap and integrated joint sales and marketing across the three business units. Grew revenue 22% to $48M and doubled profits, while lowering cost of sales 1.5% by revamping Bird Electronics distribution channel. Boosted solution profit margins from <30% to 50% implementing new partner and channel relationships. Improved transition of prospects to orders by 15% and closed the largest contract ($50M) in BTG history for all wireless systems currently used in New York’s subway transit system. Developed valuation models, led negotiations for acquisition of two companies to expand sales reach. Resurrected product deployment initiative (industry’s smallest portable network analyzer) that, in one year, became biggest seller for Bird Electronics. Halted potential supply relationship disaster, while concurrently increasing prices and customer base within the first 120 days of my tenure. Allen Telecom Systems, Inc., Solon, OH – Public company selling voice and data systems, VoIP PBX systems, Wireless Local Loop, and IS 41 Intelligent networks – six separate business entities. VICE PRESIDENT, BUSINESS DEVELOPMENT AND PRODUCT MANAGEMENT (1997 – 1998) Allen Telecom was transitioning from a wireless producer and technology-oriented business to a solution/systems provider through acquisition. Hired to leverage synergies between business groups and create a joint product offering and marketing roadmap in support of product and advanced sales. In this global role, held business unit P&L responsibility that included strategic planning, product line management, business development, sales, engineering, manufacturing operations, program management and remaining G&A functions. Directed global team. Grew systems business revenues from $59M to $70M (25%). Targeted Eastern European solution telecom business. Launched new product line and evangelized sales securing largest customer contract (Russia) in company history from competitor Motorola. Ericsson/General Electric (GE), Lynchburg, VA – Leading supplier of private radio systems, telecom infrastructure and software products DIRECTOR, INTERNATIONAL SALES AND BUSINESS DEVELOPMENT (1995 – 1997) Grew international revenues by $33M in six months. Expanded into new Far East markets, established strategic alliances, and gained dominant share in all new markets. Secured 90% of international market in three years. DIRECTOR, MARKETING AND PRODUCT MANAGEMENT (1993 – 1995) Achieved $200M in sales in three years. Developed new product lines that delivered $85M year one and $120M annually by year three. Earlier experience: Director, Systems and Product Development: E-Systems/Siemens (1985 – 1991), and Director of Engineering and Principle Engineer: Motorola (1980 – 1985) Education and Industry Affiliations Executive MBA, Duke University, Fuqua School of Business, Durham, NC, 1994 As part of GE program, one of 3 employees chose from 2,000 to receive full MBA scholarship. BSEE, University of Texas, 1981 Member of Alpha Chi and Eta Kappa Nu (academic honor societies) Counsel Chairman, TR 8.10, TIA (Telecommunication Industry Association) Leader, RES 6 Industry Standards, ETSI (European Telecommunications Standards Institute) CTIA (International Association for Wireless Telecommunications) – Invited to numerous speaking and industry panelist engagements.
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