SPRINT COMMUNICATIONS, Reston, VA (1986-1995)
I. Senior Proposal Manager/Sprint Business Services
Group, (1992-1995)
More that $750 Million in revenue generated annually by directing the development
of several large data systems/services proposals for commercial customers.
- Achieved 84% proposal win rate by managing proposal activities for sales, engineering, marketing, contracts, pricing, and production personnel to create and publish professional, compliant and winning documents.
- Facilitated formal management reviews of senior level executives for proposal drafts on content accuracy, competitive pricing and ability to deliver services on time and within cost.
- Led 20-person team in 2-month effort to deliver exceptional Sprint proposal for worldwide telecommunications network to Apple Computer. Awarded contract in excess of $40 Million.
- Led 15-person team over 6 weeks in effort to deliver outstanding proposal for a state-of-the-art ATM telecommunications network for Hughes Aircraft. Awarded contract in excess of $20 Million.
II. Manager Data Integration Group/Sprint Communications, (1990-1992)
- Achieved 90% increase in sales effectiveness by developing and delivering extensive curriculum to Sprint’s National Account Division and Business Marketing Group personnel enhancing overall knowledge and understanding of Sprint’s data products and services.
- Achieved 50% plus increase in conversion of National Accounts to Global Accounts by developing and delivering customized sales training for international business.
- Devised training strategies for executive-level implementation teams - 75 senior level executives successfully fortified their knowledge of new data products and services.
III. International Sales Support Manager/Sprint International, (1986-1990)
- Provided international sales support on wide range of data products and services for sales force of over 450 account executives, successfully exceeding 1987, 1988 and 1989 International Sales quotas of $27 Million, $42 Million and $60 Million, respectively.
- Analyzed international customer criteria and provided technical expertise on special applications of data services resulting in development of sales strategies to achieve overseas revenue commitments.
- Designed and delivered comprehensive International Capabilities Presentation that served as international sales resource document used by US sales force to convert 20% of domestic accounts into global accounts.
GTE TELENET, Reston, VA (1984-1986)
I. Technical Training Manager, (2000-2002)
- Managed comprehensive and effective training programs for domestic and international employees and customers on sophisticated Network Control Center Network Management System.
- Created effective post-sales customer relationship, which enabled account teams to widen sales scope in 75% of international sales opportunities.
- Designed and developed documentation and job aids for customer use in systems implementation and functioned as follow-up liaison to ensure smooth integration of Telenet-provided systems.
MBA — Organizational Behavior, Iona College, New Rochelle, NY
BA — Psychology, College of New Rochelle, New Rochelle, NY -- Dean’s List, Minor in Education and Business
Company Sponsored Training
| IBM Project Management Certification | Financial Selling Skills | Franklin Covey’s Writing Winning Proposals & Proposal Management |
| Sarbanes Oxley Compliance | Team Building Skills | Shipley’s Writing Proposals |
| Value Driver Selling | SalesForce.com | Strategic Selling Skills |