SUMMARY                               
16 years experience in telecom, media, and Internet networking technologies, and a Bachelor of Electrical Engineering degree from GA Tech.   Experience in multiple disciplines, including:

Technical business proposal/RFP response development and management.
Product management, life cycle management, cost containment and reduction.
Direct sales, sales support, business development, contract negotiation.
Marketing, communications, media strategies, advertising.
Market research, market planning, competitive analysis and market positioning, customer acquisition and retention strategy planning.
Technical writing, documentation, contract writing, sales presentation development.
Financial business planning, ROI analysis, ARPU analysis, and strategic pricing.
Business startup, people management, strategic partnerships.

EDUCATION
Georgia Institute of Technology – Bachelor of Electrical Engineering - 1991

PROFESSIONAL WORK HISTORY

HOMETOWN TIMES, INC
July 2003 - October 2007
Founder
www.hometowntimes.com (HTT) is a ground breaking internet media solution delivering high quality interactive communications and advertising at the local level. HTT produces fully featured content rich online local news and media portals for small communities.  Each portal is a standalone business that delivers professionally edited news, local information, and cost efficient advertising to the local community.  Content is added both locally and globally in an operations architecture similar to traditional media networks.  The technical solution includes system integration of customized internet applications, such as directory databases, search engines, audio and video sharing technologies, and news content management systems based on PHP, MYSQL, and PERL technologies. 

Responsible for operations, P&L and executive management.
Developed market requirements through direct customer interaction, industry research, and instinct.
Prepared detailed system requirements and functional specifications for solutions
Performed build vs buy analysis including detailed review of technical specs of available solutions.
Managed system alpha and beta testing environments, using findings to further refine requirements
Developed and documented operational model for final go to market solution.
Developed training and communication strategies and tools for implementation of repetitive business model
Developed efficient sales and operational methodologies for run-time environment
Developed detailed financial models to drive go to market decision and strategic capital management planning.

DATALINX
August 2004 – May 2006
Datalinx provides cost effective IT staffing and support services for the Telecom industry and beyond, with a particular strength in planning, building, and running infrastructure and processes to support new services in complex telecom business environments. Datalinx delivered specialized OSS/BSS planning support plus process gap analysis and pre-planning support for launch of Bellsouth’s Large Business data products.

Director of Sales and Business Development
Tasked with the development of a southeastern presence for an established New York based IT consulting firm.  Established a presence in Bellsouth from ground zero to 1M in sales within one year.
Determined customer requirements and developed proposals for staffing projects within Bellsouth.

CIENA COMMUNICATIONS
August 2001 to May 2003
CIENA is a global supplier of Fiber Optic, ATM, and IP equipment for the telecom carrier marketplace. 

Senior Manager, Global Applications Marketing and Business Development
Identified requirements and obstacles to market penetration of CIENA’s next generation high capacity optical networking products. Communicate these requirements and obstacles internally, and implement a plan to resolve.
Key resource for major proposal, RFP, and RFI responses for CIENAs premium clients,  Proposal values from 1-3M
Drove strategic business initiatives, such as technology partnerships, and custom development initiatives. Motivate internal resources to meet milestones required for achieving these goals.
Project ownership of complete customer solutions from concept to deployment with CIENA products.
Architect and owner of CIENA’s current comprehensive OSS execution strategy
Architect and owner of CIENA’s current “Rainmaker” OSS partnership program.
Development of competitive positioning of CIENA’s complete portfolio and applications to customers and the industry
Development and ownership of live customer proof of concept showcases, and tradeshow deployments.

Senior Manager, Product Marketing, Training and Documentation
Developed CIENA’s Network Management System (NMS) software product portfolio and strategic pricing guidelines
Strategic pricing final decision point for all NMS proposals outside of guidelines
Developed positioning collateral such as white papers, datasheets, PowerPoint presentations for customer proposals.
Managed CIENA’s NMS Training and Documentation group – six employees.

MANTRA COMMUNICATIONS
July 2000 to August 2001
Mantra Communications was a Technology Startup with specialized  operational software that supported bandwidth on demand applications. Mantra has since been acquired by Reliance Infocomm in India.

Director, Global Business Development & Strategic Marketing
Responsible for strategic development of applications for Mantra’s Intelligent Resource Exchange (IRX) software in the optical market.
Responsible for development and management of strategic proposals to potential clients.
Established a presence for Mantra through development and management of strategic relationships with major optical equipment vendors such as Nortel, Cisco, Lucent, Marconi, Tellium, Ciena, HP, Innovance, Movaz, Hitachi, BrightLink, and others.
Spearheaded forward-looking market applications both internally and externally that created and/or intensified demand for Mantra’s IRX.  Applications such as bandwidth trading, flexible wavelength services, ASTN, GMPLS, bandwidth on demand, video on demand, SAN, supply chain automation, and multi-carrier service delivery.

LUCENT TECHNOLOGIES (Division acquired as Nexabit Networks)                      
May 1999 to July 2000
Lucent Technologies is a global supplier of Fiber Optic, ATM, and IP equipment for the telecom carrier marketplace.  Nexabit Networks was a technology startup that specialized in terabit speed IP routers for the telecom carrier marketplace.

Senior Manager, Global Marketing, IP Products Optical Networking
Implement global marketing and sales strategies designed to build market presence for Multiservice Terabit Router startup Nexabit Networks.
Managed Nexabit’s RFP response cross-functional team, including implementation of “RFP machine” an automated tool for first run responses to complex technical questions.
Communicate Nexabit’s IP, MPLS, ATM, Frame Relay, and Optical Networking capabilities to sales and customers. 
Provide Optical Networking Market requirements and applications to Nexabit’s product development organization.
Manage Nexabit’s tradeshow activities, and RFP responses.
Manage Optical Cross Connect, OC-192 and DWDM vendor interoperability relationships.
Provide competitive analysis for IP, SONET and optical products.
 

HITACHI TELECOM (USA) INC.
June 1997 to May 1999
Hitachi telecom USA  is a global supplier of Fiber Optic, ATM, and IP equipment for the telecom carrier marketplace.

Director, US Technical and Strategic Marketing
Develop nationwide marketing and sales strategies designed to rapidly and continuously build Hitachi Telecom’s market presence and sales performance in the US. Communicate these strategies internally via internal market strategy documents, and corporate mission statements.
Communicate and implement these strategies by directing all US technical marketing, business development, proposals, and strategic vendor relationships to ensure consistent and proper focus is maintained to achieve success.
Provide guidance to and influence to all other departments within Hitachi Telecom USA to ensure all activities are in direct support of the companies corporate mission statement.
Manage a staff of Technical marketing managers, business development managers, and strategic planning managers required to achieve this objective.

Senior Manager, Strategic Business Development – 3 Employees
Sales and business development support for Hitachi’s high capacity optical networking products..
Ownership of technology partnerships, OEM agreements, and custom development initiatives.
Identified strategic strengths and weaknesses of Hitachi’s available products, as well as strengths and weaknesses of competitors.  Communicated findings internally, in marketing materials, and and in sales training sessions.
Developed economic business cases for new product initiatives, communicate internally, obtain customer sponsorship, and motivate the development process.
Developed economic case studies intended it increase industry acceptance of Hitachi’s solution set.  Communicate these studies at industry conference events, such as NFOEC, AMTC and IIR.
   

NORTEL NETWORKS (NORTHERN TELECOM)
June 1991 to June 1997
Nortel Networks  is a global supplier of Fiber Optic, ATM, and IP equipment for the telecom carrier marketplace.

Manager, Market Planning
Created business models to define the North American SONET Transport business over five years.
Utilized models to drive strategic plans for multiple disciplines in the company.
Analyzed market trends based on customer feedback, competitor’s actions, and market research.

Manager, IOC Account Marketing/Sales Support
Built the growth of Transport Networks business by understanding customer requirements, and responding with winning market strategies.
Managed all aspects of Independent Operating Company (IOC) accounts from bidding /contract negotiation to customer service.
Provided detailed assistance to sales in all areas of the sales cycle.
Developed a successful nationwide market launch of three new product lines into the IOCs.
Developed nationwide marketing programs for IOC customers.
Prioritized market requirements in the IOCs and communicate to Brand Management.                                
Outlined and present future market opportunities in the IOCs to senior management.

Manager, Strategic Pricing, SONET Networks
Developed price structure for new products, respecting profitability and competitive pricing constraints.
Communicated winning price structure to marketing and sales organizations, and provide implementation assistance across all accounts.
Analyzed competitive information and communicate areas of potential strategic advantage to marketing.
Supported marketing organization on all major bid activity for transmission products.
Managed a divisional effort to communicate the value of enhanced software features to Nortel's existing customers, for the purpose of enhancing sales into the installed base.
   
Sr. Proposal Engineer, Transmission Division
Managed each aspect of the proposal preparation including requirement clarifications, system configurations, and initiation of marketing, engineering, and financial review.   
Provided network analysis and proposed logical solutions to telecommunications customers based individual transmission needs.
Bridged marketing and engineering influences to provide accurate, yet competitive proposals to the customer.