THOMAS H. MURRAY 154 Colony Crossing Edgewater, MD, 21037 Residence: 410.798.6721 Fax: 415.634.3008 Email: email@example.com DIRECTOR OF SALES / EXECUTIVE MANAGER Sales, Technical, and Operations for Federal and Commercial Clients EXECUTIVE PROFILE Progressive management career providing P&L and operating leadership for multi site sales operations generating millions in sales annually; Delivered strong and sustainable market and profit contributions through staff motivation and training, effective growth management, and results oriented work ethic. Operating and General Management Strengths • Multi-Site Sales and Technical Office Management • Contract Negotiations • Field Sales and Technical Training • Expense Measurement / Control • Sales and Technical Certification Management • Team Recruitment / Retention • Compensation Package Design / Implementation • Project Management PROFESSIONAL EXPERIENCE WAYPOINT NETWORKS –Edgewater, MD 01/2003 to Present (Professional services company specializing in SMB (Small Medium Business) BUSINESS/PROJECT MANAGER Develop, deploy, and support small business networks. Specialize in offering technical services that enable small businesses while also saving deployment and operational costs. Responsible for developing opportunity, designing custom solutions, educating clients, installation and configuration, support and follow-up client training. Responsible for managing each project to fit the client business requirements to complete all projects based on the approved scope of work. • Developed new business using cold call and campaign strategies and referral client base specifically targeted towards Anne Arundel County Small to Medium Business. • Developed and integrated Voice Over IP (VOIP) solutions designed specifically for the SMB market. The solutions are designed to take advantage of existing PBX and Digital Key Systems, providing an average of 40 to 60 percent annual telephony savings. • Developed and deployed turn-key network solutions with a strong emphasis on security, disaster recovery, and remote access. • Managed all projects from concept to completion on-time and within budget. STRATEGIC PARTNERS Cisco, Linksys, Microsoft, Dell, Symantec, APC, SMC, Fortress, Comcast, Vonage, ATT MANAGED SOLUTIONS PLANNING XPERTS, INC – Arlington, VA 01/2002 to 01/2003 (Start-up provider of integrated information technology solutions to the Federal and Commercial markets) DIRECTOR OF SALES Total sales management accountability with over $16 million in annual revenues and eleven employees. Direct day-to-day sales operations and marketing activities for 7 field offices in the eastern U.S. and 1 international location covering the European Union; report directly to the President. Responsibilities include sales and market planning, vendor business plans, sales training, and customer service. Maintained C Level relationships in key accounts. • Opened 5 new domestic field offices in 9 months. • Developed an entire sales team from zero. • Developed and deployed best practice policies and procedures. • Leveraged technology in the field – standardized on wireless networking, VOIP, VTC, and web collaboration. STRATEGIC PARTNERS Enterasys, Compaq, HP, Polycom, Siemens, Symantec, Sprint, Lucent AVNET INC – Columbia, MD 7/2001 to 10/2001 ($1.4 billion provider of integrated hardware, software and services for the Fortune 1000 market) BRANCH MANAGER Kent Datacomm merged with Avnet, Inc. in July 2001 forming a $1 billion plus division of a $12 billion dollar global company encompassing all aspects of consulting services, hardware, hardware maintenance, technical services, bandwidth services, and media distribution services (cabling). Responsible for Operations, Sales Management, hiring engineers (CCIE, CCNP), Account Execs, Support, manage P&L, increase channel relationships, and increase services. Reported directly to the Regional VP of Sales. • Consolidated multiple offices for the merger • Increased services by over 400 percent • Developed cost saving field office business model • Broad working knowledge of IP, VOIP, storage, wireless, intel STRATEGIC PARTNERS Cisco, 3Com, Enterasys, Compaq, HP, Dell, ATT, Sprint, Lucent KENT DATACOMM – Columbia, MD 10/2000 to 7/2001 ($800 million provider of integrated hardware, software and services for the Fortune 1000 market) BRANCH MANAGER Responsible for all daily business operations directly associated with the Mid-Atlantic Territory for one of the nations largest end-to- end solutions and services providers. Duties include managing the P&L utilizing strategies and proven methods developed in TPG (True Profit Group), Sales Management, Operations, Recruitment, Emerging Market/Technology Deployment, and Channel Partner relationship management. • Focused on strategic activities, business planning, and synergistic selling to improve sales performance and account penetration • Increased branch sales over 300 percent from previous year in a slowing economy • Developed and deployed a Regional Services / Consulting Group • Negotiated local technical staffing requirements; contract based STRATEGIC PARTNERS Cisco, 3Com, Enterasys, Compaq, HP, Dell, ATT, Sprint, Lucent KENT DATACOMM – Schaumburg, IL 6/1998 to 10/2000 MAJOR ACCOUNT EXECUTIVE Responsible for developing and targeting large ISP/ASP companies located in the Chicago area. Go to market plan incorporated high-level partnerships with Cisco, Lucent, and ATT. Major/Global Acct Exec. Managed the nations largest airline on a global Open Systems deployment. Role included developing high-level client relationships, developing and deploying a service strategy, hardware, maintenance, tech services, consulting services, cabling. • Global Account manager; Big Five, Financial, Airlines • Responsible for $1.85 million in annual Gross Margin • Recruited, trained and motivated sales, administrative and technical personnel • Defined budgets, sales targets and developed/executed sales plans STRATEGIC PARTNERS Cisco, 3Com, Enterasys, Compaq, HP, Dell, ATT, Sprint, Lucent Promoted to Baltimore Branch Manager-Corporate Relocation to Maryland. CABLETRON SYSTEMS (ENTERASYS NETWORKS) – Rochester, NH 2/1997 to 6/1998 ACCOUNT ASSOCIATE Developed the financial sector in the Chicago Loop as part of a target task force. Team responsibilities included account penetration deploying an end-to-end Cabletron solution, developing and maintaining C-level contacts, quoting and supporting the field. Averaged 125% of quota each consecutive quarter. Technical Experience Specializing in: Microsoft Windows XP Pro Service Pack 1 and 2; 2000 Pro Service Pack 4 Microsoft Server 2003 Enterprise; Small Business Server 2003 Microsoft Server 2000 Enterprise; Small Business Server 2000 Exchange Server 2003; 2000 SQL Server 2000; ISA 2000; IIS 5.0, 6.0 Terminal Server/ Remote Desktop/ Remote Web Workplace Server 2000/2003 Active Directory Microsoft DNS/DHCP/VPN Microsoft Routing and Remote Access Microsoft/ Veritas Backup Microsoft Office Suite 2000 and 2003, Outlook 2000, 2002, 2003, Outlook Web Access Symantec Antivirus Enterprise, Corporate, Small Business Symantec Web Security Symantec Client Security Websense Client Filtering VOIP – Voice Over IP Service Providers – Vonage, ATT CallVantage Samsung iDCS 100 500 Digital PBX, OfficeServ Dell Servers, Desktops, Laptops, Storage Solutions, Backup Solutions Cisco/ Linksys Routers, VPN, Wireless, DMZ, WebServ AFFILIATIONS TPG (True Profit Group) 10/2000 to Present References Available upon request.