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markets, including budgets, negotiations, building and utility agreements, network deployment and design, and reports to the board of directors.
Raised capital to secure $65 million in 2nd round funding for start-up company. Reduced capital expenditures by 20% per project.
Generated annual sales in 6 different tier 1 markets from zero to more than $2.5M per year in less than 12 months. Pre-sold more than $240K in monthly business by establishing indirect channel segments.
Launched customer-driven marketing and promotional programs to expand market penetration and increase key account base by introducing new products and controls.
Developed and successfully negotiated more than 500 building agreements for 300M square feet of commercial office property to secure access to central business districts in top U.S. cities.
COGENT COMMUNICATIONS, California
Competitive Local Exchange Carrier LEC, providing voice and data services to customers in the Western U.S.
Director of Sales & Real Estate (30-person organization) Re-positioned a chaotic start-up into a revenue-generation model for new markets by creating a “facilities-based carrier” for U.S. niche market. Successfully shifted decision making to incorporate solid, fact-based opportunities that led to substantial ROI within a short time frame.
Built annual sales from zero to more than $25M in less than 24 months. Exceeded Wall Street expectations. Received executive buy-in for 5-year financial business- case model.
Refocused sales strategy to add 3 new markets and expand existing markets, adding
more than $5M in yearly recurring revenue.
Established agent and reseller agreements with VARs
, integrators, storage
companies, ISPs, and indirect channel segments for high-demand services: VOIP, collocation, VPN, and IP services.
Built and trained a motivated sales team to establish new business through market research, networking leads, cold calls, promotional mailings, and direct presentations to local and remote decision makers.
Executed a strategic alliance with the largest building owner (40M square feet of office space) in San Francisco, enabling company to provide services to a desirable high-end customer base.
SBC COMMUNICATIONS, California
Area Marketing Manager (P&L for $20M budget) 1997–1998 Directed kiosk program operations, managing 8 retail account managers responsible for 300 sales representatives.
Determined profitability of
distribution/expans of service areas.
Launched business and marketing plans to restructure hectic environment while reducing kiosk setup costs and setup time by 25%.
Developed a POS system that completely changed operational functions; captured real-time sales information for impulse buy analysis, reduced purchase cycle time by more than 80%, eliminated time sheets, and increased inventory scanning control; reduced monthly expenses by more than 35%.
Contract Manager (managed 12-member team) 1995–1997 P&L and management responsibility for lease arrangements with all major telecommunication suppliers.
High profit negotiator and decision-maker
Restructed vendor qualifications in Service Level Agreements (SLAs) to clearly
define responsibilities and expectations; a substantial aid in high-dollar negotiations.
for annual $200M in telecom contracts.
D r o v e c o m p l e t backbone network. $23M annually. i o n
o f c r i t Negotiated i c a l i n t e r i m s o l contracts for u t i
d u r i n g
e n t e r p r i s e - w
id e u p g r a d e project, saving o f
MBA, Concentration in International Business, University of California, Berkeley CA Bachelor of Science in Marketing, California State University, San Francisco, CA