Docstoc

Tom Davis

Document Sample
Tom Davis Powered By Docstoc
					                                      TOM E. DAVIS
                              615-390-1999 / davis37029@gmail.com

CAREER SUMMARY
   Channel Sales Management Director with expertise in Partner Development and Direct Sales. Excelled
   in high performance Sales, Sales Management, Channel Management, Sales Operations, Marketing
   and Product Management roles with AVAYA (incl. NORTEL), Lucent Technologies, AT&T,
   MITEL and associated Channel Partners.
   Excelled as Sales Director, Business Development Director, Territory Manager, Sales Operations and
   Marketing Director, Product Manager, National Account Manager and Account Executive.
   Successfully drove a $2M+ manufacturer revenue stream via leadership of direct branch office sales
   team.
   Successfully managed a $50M manufacturer revenue stream, while serving as manufacturer's liaison and
   product manager.
   Consistently met and/or exceeded an $8M+ multi-channel revenue quota.
   Supported a $140M enterprise sales branch. Managed a $16M training product revenue stream.
   Consistently exceeded $1M-$10M assigned revenue quotas as individual sales contributor, attaining
   “Achiever’s Club” status (13) of (16) years on plan.

BUSINESS EXPERIENCE
SAGEMCOM – XMEDIUS FAX, Nashville, TN                                  Nov., 2011 to Present
REGIONAL CHANNEL SALES MANAGER – S. CENTRAL US
    Responsible for driving $1M annual XMEDIUS T.38 Fax Server Software revenue via Channel
    Partners (primarily CISCO) in S. Central U.S. Region – TN/AL/LA/MS/AR. Heavy focus on
    Healthcare industry accounts.
    Grew YOY territory revenue by 60% - 2012 vs. 2011.
    Attained 163% of quota for 1H2012.
    Closed (2) LARGEST 1Q2012 deals in the company, significantly impacting SAGEMCOM’s overall
    Q1 2012 performance.
    Added (4) NEW Channel Partners within the territory, worth an anticipated $2-$300K revenue impact.
    Maintained 5X quote-to-quota funnel ratio for FY2012.
    Developed channel-wide partner marketing materials, including NEW “Partner One-Pager”.

BLACK BOX – NETWORK SERVICES, Nashville, TN                            Jan., 2010 to October, 2011
DIRECTOR, BUSINESS DEVELOPMENT
    Responsible for driving and growing the $50M annual AVAYA product revenue stream within Black
    Box, AVAYA’s 6th largest Platinum Channel Partner.
    Grew AVAYA “red” revenue by over $4.1M in FY11, and over 20% for AVAYA “blue” (former
    NORTEL) revenue.
    Achieved the following AVAYA certifications – APDS-UC/CC/DATA, APSS-UC/CC/SMEC.
    Drove attainment of over (330) total AVAYA Connect certifications and/or PA’s – incl.: APSS,
    APDS, ACIS and ACSS. Delivered and/or facilitated (2) ea. AVAYA certification boot camps for
    ADPS-UC and APSS UC/CC.
    Managed BBNS’s AVAYA New Product Introduction efforts, leading to BBNS being the FIRST
    AVAYA partner to complete both Quality Framework installs for CS1K7.5/SESSION MGR./SIP.
    Delivered and/or facilitated any/all AVAYA sales training activities, marketing events and localized
    AVAYA/BBNS relationship development and management.
    Acted as BBNS’ AVAYA “product expert”, for sales, technical and process questions and/or issues.
    Focused on Business Applications – incl. SIP, VOIP, Unified Communications, Contact Center,
    IVR/Self-Service and Mobility.
EMPIRE TECHNOLOGIES, Nashville, TN                                         Feb., 2008 to January, 2010
REGIONAL SALES MANAGER
As an RSM with Empire, a $30M+ AVAYA Platinum Channel Partner, I served as both a direct territory
sales rep., as well as "overlay" technical sales resource for Empire’s AE's in the SE area
(TN/GA/CAROLINAS). Areas of focus were AVAYA AURA/SIP and Contact Center.

Achieved combined individual and area sales quota of $2.2M annually.

Re-certified under the following AVAYA Sales and Technical Certifications within first 90 days employment:
AVAYA Certified Sales Consultant, AVAYA Certified (Tech. /Design) Associate, and AVAYA Certified
(Tech. /Design) Specialist.

Built, and/or assisted in building very strong and solid pipeline/funnel of AVAYA of over $2M within first
90 days of assignment.

MITEL/INTERTEL TECHNOLOGIES, Nashville, TN                                 June, 2007 to Feb., 2008
REGIONAL SALES MANAGER – MIDDLE TN BRANCH
      Responsible for the $2.5M annual branch product revenue stream.
      Hired, trained and managed a (3) person sales team consisting of both equipment sales rep.s and
      network services sales rep.
      Doubled annual sales production via growing branch sales team and driving existing rep. production.
      Focused on Business Applications – incl. VOIP, Unified Communications, Contact Center,
      IVR/Self-Service and Mobility.

BLACK BOX – NETWORK SERVICES, Nashville, TN                                Aug. 2005 to May 2007
AND INDEPENDENT (GLG) SR. CONSULTANT
DIRECTOR, BUSINESS DEVELOPMENT / SR. TELECOM CONSULTANT
      Responsible for the $30M annual AVAYA product revenue stream within Black Box
      Responsible for any/all AVAYA sales training activities, marketing events and localized
      AVAYA/BBNS relationship development and management.
      Served as BBNS’ AVAYA “product expert”, for sales, technical and process questions and/or issues.
      Focused on Business Applications – incl. VOIP, Unified Communications, Contact Center,
      IVR/Self-Service and Mobility.
      Developed / delivered BBNS Business Case resulting in both the first AVAYA National Product
      Authorization, including unprecedented AVAYA contract terms and conditions.
      Worked as a GLG Council, Independent telecom consultant for national clients and business partners.

AVAYA INC. – DIRECT / CHANNEL SALES, Franklin, TN                          Nov 2000 to Aug 2005
CHANNEL SALES / TERRITORY MANAGER
   Drove an $8M average sales revenue quota primarily via Middle TN AVAYA Business Partners
   (Channel Partners)
   Successfully teamed with Business Partners via daily customer sales calls, marketing events and other
   customer facing activities.
   Focused on Business Applications – incl. VOIP, Unified Communications, Contact Center,
   IVR/Self-Service, Messaging and Mobility.
   Supported Business Partners via marketing events (customer seminars, user’s groups, customer
   appreciation events, etc.) and monthly AVAYA product and sales training programs
   Assisted Business Partners with AVAYA product availability and process and procedure issues
   Designed and executed account assignments to individual Business Partners, managing those
   assignments to maximize AVAYA revenue
   Resolved any and all Business Partner channel conflicts
   Attained 112% annual average quota plan for AVAYA fiscal years ’01-’05.
LUCENT TECHNOLOGIES                                                              June 1986 to Nov 2000
SALES OPERATIONS DIR. AND MARKETING MGR. / SALES & SERVICE DIV., Denver, CO (12/98-
11/00)
         Promoted from headquarters staff assignment to Denver Branch Sales Operations and Marketing Mgt
         position
         Responsible for overall Sales Operations and Marketing activities for $140M Mountain States
         (CO/UT/WY) Enterprise Sales Team, including daily support of Area Sales Vice President, carrying
         standing Director level Delegation of Authority
         Provided exceptional sales support to 4 Sales Directors and 30+ Account Executives. Coached high
         performance team of 6 Sales Support and Marketing associates, providing outstanding support to
         branch sales associates
         Played instrumental role in driving 20%+ revenue growth for FY2000, and over 15% revenue growth
         for FY1999, compared to single digit national averages. These results being achieved while leading the
         nation in profitability, expense management and accounts receivable collections performance.

LUCENT TECHNOLOGIES                                  (CONTINUED)                 June 1986 to Nov 2000

Sales Operations Director responsibilities included daily support of, and counsel to, ASVP regarding overall
branch sales performance, financial reporting, hiring / staffing and monthly operations reviews. Represented
ASVP on regional and national conference calls, assisted with budget management, compensation
decisions/administration, customer satisfaction initiatives and associate recognition programs.
Major Marketing Manager Responsibilities included:
Sales Territory Design and Review           Indirect Channel Design and Launch          Sales Promotions
Customer and Consultant Seminars            Sales Training Coordination                 Community Relations
Customer Touch (Channels, E-Mail)           Consultant Liaison Management               Win/Loss Analysis
User’s Group Involvement/Support            Local and Regional Advertising              Lead Gen. and Routing

Recognized in September, 1999 by Area Sales Vice President and Western Region Vice President for
Outstanding Sales Support Coaching via Lucent “Shining Stars” Award. Also chosen as 1 of 2 Area Sales
Support associates to attend “Achiever’s Club 2000” international sales recognition event Nassau, Bahamas.

PRODUCT MANAGER – LARGE TELEPHONY CUSTOMER TRAINING / EDUCATION AND
TRAINING
Denver, CO (6/97-12/98)
         Promoted from National Account Management position and relocated to Denver based Lucent
         Headquarters Staff position.
         Responsible for marketing and development of customer training offers in support of Lucent’s Large
         Telephony (DEFINITY) products.
         Interfaced with all levels of Lucent product management, field sales and provisioning associates,
         indirect sales and installation associates, and end-user customers to drive high quality, high value
         customer training offers.
         Contributed over $16M in annual customer training revenue to Lucent BCS, driving over 25% year-
         over-year revenue growth
         Led Lucent Training Solutions Team in formulating and implementing major enhancements to
         Lucent’s customer training policies and pricing strategies, leading to above results
         Recognized in both 1999 and 1998 via Baldridge based – “BCS President’s Award” for Excellence in
         Customer Training Marketing and Development. Also recognized for Outstanding Achievement in
         Customer Training via Lucent “GROWS” Award – “Obsessed with Customers” category

LUCENT TECHNOLOGIES & AT&T, Memphis, TN (June 1986 to June 1997)
NATIONAL ACCOUNT MANAGER, (1991-1997)
SENIOR ACCOUNT EXECUTIVE / ACCOUNT EXECUTIVE (1986-1991)
         National Account Management responsibility for $4M International Paper account. Responsible for
         sales and relationship management activities through constant personal interface with client executives
         (CIO, IT Director) and middle level managers (Telecom Manager and Analysts)
    Grew total national account revenue by over 45%, and consistently exceeded assigned revenue and unit
    objectives, while maintaining a high level of customer satisfaction and relationship management with
    the customer.
    Focused on Business Applications – incl. Contact Center, IVR/Self-Service, Messaging and
    Mobility.
    Developed and maintained detailed sales account plans and strategies for presentation to Lucent and
    AT&T senior management.
    Directed remote sales and provisioning resources for (300+) International Paper locations in the
    design, proposal, sale and provisioning phases of Lucent /AT&T voice system projects.
    Additional territory sales and account management responsibilities for clients primarily in the
    manufacturing and distribution industries, including sales responsibility for AT&T Network Services
    products. Promoted to National Account Manager in 1991
    Recognized for Sales Excellence via numerous awards, including:
               Achiever’s / Super Achiever’s Clubs, 1987-1991, 1993-mid 1997
               South Central Region “Picture of Excellence Award”, 1996
               Southern Region “Summit Award”, 1993


SIGNIFICANT SALES/INDUSTRY TRAINING & MEMBERSHIPS
AVAYA APDS Certified – UC, CC, DATA
AVAYA APSS Certified – UC, CC, SME
CISCO CCNA Trained
TELECOMMUNICATIONS INDUSTRY ASSOC. – Convergence Technology Professional
“GLG Educator” (Consultant) - Gerson Lehrman Group Telecommunications Council

				
DOCUMENT INFO
Shared By:
Categories:
Tags:
Stats:
views:0
posted:5/9/2013
language:Latin
pages:4