Docstoc

Sales Presentation Corporate Security

Document Sample
Sales Presentation Corporate Security Powered By Docstoc
					                                                                             Appendix J


DIRECTOR, CORPORATE SECURITY
Position Summary:
       The primary function of the position of Director Corporate Security is to establish,
initiate, direct, manage, plan, and control security policies and procedures for Sprint and to
establish, initiate, direct, manage, plan, control, and implement cost effective security
support services, program, and products designed to protect assets and minimize the risk of
financial loss to Sprint and its customers thereby contributing to the growth and profitability
of each. Responsibilities of this position span both domestic and international locations.
Major Services Provided:
       Services provided span both domestic and international locations. Significant direct
contact occurs with domestic and international government law enforcement agencies in the
routine performance of these services.
       Direct, manage, plan, implement, and control voice and data security support programs,
and services for internal and external customers.
                Responsible for the following Sprint products and services:XProtect Sprint assets by
                    directing, managing, and controlling comprehensive investigations of alleged
                    misconduct of employees, contractors, vendors, etc. or individuals who have
                    committed acts against or affecting the company.
       •        Direct and manage Sprint’s Information Security Support Program
                – Protect Sprint and customer information assets by establishing, directing,
                    managing, planning, implementing, and controlling a comprehensive information
                    security program which includes efforts focused on awareness, acceptance, and
                    compliance regarding information as an asset of the corporation.




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-1
                                                                     Revised November 30, 1998
       This includes the initiation, development, and implementation of comprehensive policy
                and practices span all types of security and all types of information environments
                including but not limited to X
                Department of Defense Facility Clearance Compliance and Administration
                – Direct and manage efforts, which ensure compliance with the Industrial Security
                    Guidelines mandated by the U.S. Department of Defense relating to proper
                    safeguarding of classified documents and assuring personnel and facility
                    clearances are in compliance with those government guidelines.
       •X Other Investigative Support Services:X
       Call – Trace – Sprint Communications Company LP: Direct, manage, and control efforts
                regarding call-trace inquiries of the Sprint network in response to legal due process,
                local exchange carriers, and customer support programs.
       •        Summons and subpoena compliance program: Establish, initiate, plan, manage, and
                control a program which assures integrity of customer records by safeguarding
                against the unauthorized release of customer records through strict adherence to due
                process.
       •        Pre-employment background investigations: Direct, manage, and control efforts
                which assure quality of final candidates for company employment through contact
                with prior employers, verification of academics, financial history, personal
                reference, etc.
       •        Due Diligence Investigations: Protect company investments by conducting
                extensive and comprehensive investigations o X
                Toll Fraud Field Investigations: Direct, manage, and control Toll Fraud Field
                investigations involving hacker analysis, suspect contact, search warrants, court
                testimony (civil and criminal), and restitution recovery.
       •        Sexual Harassment Investigations: Protect company from charges/lawsuits, by
                immediately providing investigative services involving instances of sexual
                harassment against company employees.




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-2
                                                                     Revised November 30, 1998
       •        Physical Security Standards evaluations, review, approval
       •        Information Systems Security evaluations, review, recommendations
       •        Threat Information Dissemination (Information, Systems, Personnel, Facility)
       •        X
       •        7 Days a week/24 hours a day on call security support.
       •        General Liaison Services:
       •        Law Enforcement Liaison
       •        Government Liaison – National Security Network Security (NSTAC/NSIE)
       •        Government Liaison – Regulatory (i.e., FCC, Congressional Subcommittees, etc.)
       •        Sprint Telco Security Liaison
       •        Liaison with Domestic and International LEC, IXC, International and Domestic
                Data providers.
       •        Overall Security Department Administration
                X
       •        FTS2000 Support
–             Significant experience is required across a wide range of technical platforms,
              environments and applications. As threats are constantly changing so is the required
              level of expertise for any given technology. At a minimum a general understanding
              is needed of most technologies. However, a far greater understanding and hands on
              experience are usually needed n order to understand, plan, and implement effective
              countermeasures, and to process and present data in support of the various programs
              within Corporate Security and the Law Department.
–             X
PROGRAM MANAGER
Position Summary:
       Manage assigned Federal accounts to ensure division revenue and profitability goals are
met or exceeded. Ensure customer satisfaction through the interpretation and translation of




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-3
                                                                     Revised November 30, 1998
customer expectations and contractual commitments into US Sprint goals. Manage program
goal achievement with all division functional organizations. Conduct and support internal
and external program reviews and initiate corrective actions, when necessary, to maintain
customer satisfaction, program continuity and account profitability.
Department Function:
       The Program Management department is responsible for ensuring that all technical
standards, contractual obligations and revenue/profitability goals are met or exceeded for
assigned Federal accounts. The department works closely with all US Sprint business and
functional organizations, as well as directly with the customers, as the account team leader to
plan, initiate and manage the program business cycle from pre-award planning through on-
going operational support. Program Management participates during the proposal phase of a
major opportunity as an active member of the “capture team” comprised of sales, proposal
manager, and federal program manager. The department provides management solutions for
proposals, project control, independent evaluation of performance and coordination of X for
all assigned Federal programs.
       The department manages service agreements with subcontractors and other service
providers/ vendors to enhance complex systems sales efforts and ensures compliance of
technical and administrative standards. It initiates and coordinates complex information
management, network and product development projects necessary to satisfy customer
program requirements and contractual commitments.
Opportunity Management (Pre-Award)
       •        Support sales with the definition of customer requirements to exploit new
                opportunities. Review RFPs and assist with sales strategies and the development of
                technical solutions to include potential teaming agreements and make/buy decisions.
                Participate in the sales presentation to the Bid Board and support Red Team reviews.
       •        Assist with proposal preparation as a member of the proposal team and support the
                proposal manager in the gathering of data. Pursue potential outside business




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-4
                                                                     Revised November 30, 1998
                relationships and contribute to pricing strategy. Assist with responses to proposal
                inquiries.
       •        Manage the development of internal plans by establishing a group of functional
                organization subject matter experts to ensure program proposals are executable. X
Program Management (Post-Award)
       •        Define and initiate implementation tasks to ensure all contract deliverables meet
                specifications and are completed on schedule and within budget. Initiate regular
                internal program reviews with all key program disciplines. Publish review agenda,
                format and detailed minutes.
       •        Initiate and monitor the development of internal information management network
                and product development special contract requirements. Manage subcontractor
                agreements and deliverable performance. Develop and coordinate acceptance test
                procedures with appropriate US Sprint X organizations and subcontractors.
       •        Monitor, analyze and report on service quality to ensure contract compliance and
                customer satisfaction. Conduct regular customer program reviews covering key
                status areas, deliverables and issues. Publish program review minutes and
                coordinate responses to customer inquiries regarding service/quality issues. Initiate
                internal tasks to resolve service/ quality issues.
•             Assist sales in defining potential account growth opportunities and developing
strategies to pursue add-on business. Ultimately responsible for the development, approval
and implementation of contract modifications that enhance overall customer services and
increase account revenues and profits.
X


DIRECTOR, VIRGINIA BILLING SERVICES
Position Summary:




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-5
                                                                     Revised November 30, 1998
       This position is responsible for the integrity of the revenue stream for all FTS2000
products and services, special government service/billing arrangements and Sprint data
products and services. The revenue stream comprises traffic processing, rating, invoice
generation, verification and distribution. This position is also accountable to Sprint’s
Government Systems Division for full revenue systems and processes support including
receivable management.
Tactically, and in support of the development of strategic initiatives related to the federal,
state, and local Government markets and the Sprint Data Services market, this position
identifies, develops and directly and/or indirectly implements cost effective and industry
competitive billing solutions to meet major customer requirements as specified in
government and data services customer statements of work/requests for proposals
(SOWs/RFPs), and product marketing initiatives.
X
Major Accountabilities:
       •        Directing the integrity and maximization of the revenue stream for the FTS2000
                program by ensuring that internal operating policies and procedures relating to
                traffic/record processing, billing validation and customer distribution exist and are
                properly maintained consistent with Sprint practices and customer contractual
                requirements. Responsibilities also include partnering with GSD organizations to
                identify, develop, implement and maintain new products and services under the
                FTS2000 contract in a cost effective and efficient manner thus maximizing customer
                satisfaction and Sprint’s/GSD’s operating margin.X
       •        Providing cost effective and timely billing solutions in respond to Federal, State and
                Local Government SOWs and RFPs in support of GSD; cost effective and timely
                billing solutions in response to BSG in support of Data Services SOWs and RFPs.
                Directly providing or supporting the implementation of bid billing solutions X
                Responsibility is achieved by partnering with the X up front of the proposal




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-6
                                                                     Revised November 30, 1998
                preparation process, applying knowledge of the various Sprint revenue systems, and
                identifying the proper tactical and strategic solution. Expected end results include
                billing as a positive discriminator in the customer evaluation of the proposal, cost
                effectiveness in terms of systems modifications and labor, flexibility and the ability
                to scale the solution to support the evaluated and expected business case objectives
                of the respective X
       X
       •        Directing the integrity and maximization of the revenue stream for all Sprint Data
                Services products and features by ensuring that internal operating procedures
                relating to traffic/ record processing, rating, table management, billing validation
                and customer distribution exist and are properly maintained consistent with Sprint
                practices and customer contractual requirements. X Expected results include timely,
                accurate and complete monthly invoicing and market-competitive cycle times to
                implement new Data Services products and features.
       X
      •        Directing the continued improvement in departmental capacity, efficiently, including
               the reduction in unit costs, and quality through process improvement, employee and
               organization development. This includes enhancing the pool of subject matter
               expertise in billing through cross training, BPI training, and technical training.
               Responsibilities include assuring that the work environment encourages innovation
               and customer focus aids Billing Services senior management in the implementation
               of innovative solutions to enhance external focus and the overall effectiveness of
               Billing Services.
X
DIRECTOR, SERVICE ORDER ADMINISTRATION
Position Purpose:
       To manage and direct the FTS2000 Order Administration Department to ensure timely
and accurate provisioning of services, from initial order entry through the installation of




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-7
                                                                     Revised November 30, 1998
service on the due date. Develop department requirements for staffing, facilities, expense
budget, data processing, methods and procedures, etc. Recruit and hire staff. Coordinate the
changing focus of the department as FTS2000 evolves. X.
Department Function:
       The Service Order Administration Department is responsible for all aspects of service
provisioning from initial order entry through the installation of service on the due date.
Order Entry deals with verifying the validity of the order package, entering information X
and confirming order acceptance and scheduled due date to the customer. Activation
activities include tracking all orders in X to assure their installation on the due date.
Activation coordinators interface with customers, local exchange carriers, account
consultants, engineering and other groups to resolve problems which jeopardize timely
service delivery and to answer questions on order status. Activation coordinators work with
account consultants to confirm customer acceptance of services. In addition, system analyst
activities assure that support systems are properly designed to meet processing and
informational requirements.
       X
       –        Verify, enter and confirm all FTS2000 orders, through data entry into customer
                     order X and coordination with user agencies and account consultants, to assure
                     timely installation of required services.
       •        Track all orders from order entry to service installation and customer acceptance and
                resolve any problems in provisioning, through direct contract with customers, local
                exchange carriers, engineering and account consultants, to ensure installation of
                services on the committed due dates.
       •        Act as the single point of contact for all questions from customers and other Sprint
                departments concerning order status and information on critical dates, through
                department reports X to support the installation process and improve customer
                satisfaction.




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-8
                                                                     Revised November 30, 1998
       •        Develop and produce standard and ad-hoc reports on order status X to enable
                management to analyze successes and opportunities for improvement in order
                administration.


       X


DIRECTOR, NETWORK MANAGEMENT
Position Summary:
       Direct the operation and service delivery of Sprint’s X networks.
Major Accountabilities:
       •        X Direct customer interface in the resolution of Sprint data customer troubles.
                These functions are performed to maintain the highest reliability of Sprint’s data
                product lines.
       X
       •        Plan and implement on time delivery X customer service orders.
       •        Technical and administrative project management X customer service orders.
       •        Exceed the service delivery expectations of our Sprint X customers.


MANAGER, PROGRAM MANAGEMENT DEPARTMENT
Position Summary:
       The primary purpose of this position is to manage the successful program,
implementation and services management of Sprint products/services for Federal, State and
Major Local Government sales situations.
Major Accountabilities:
       •        Support proposal and pre-sale activities relative to program, implementation and
                ongoing support. Develop and deliver proposal material and presentations (to




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-9
                                                                     Revised November 30, 1998
                increasingly knowledgeable and sophisticated Federal State and Major local
                government customers) X
       •        Participate in contract negotiations. Protect Sprint from unreasonable
                implementation demands. Understand the capability of Sprint organizations to meet
                customer requirements, seek management approval for exceptions. Manage internal
                resources to ensure contract compliance.
       X Develop success oriented program plans, organize appropriate resources and then
                manage the agreed upon program scope, schedule and specifications. Strong
                leadership role in driving resolution of program roadblock/ jeopardize. Ability to
                function outside of standard operating procedures (particularly when dealing with
                implementation support for new products.)
       X
       •        Provide technical expertise/support to account team and customers in developing
                migration plans for complex telecommunications service applications. The
                objective is to present and execute plans that prevent and avoid service interruptions
                to the customer.
       •        Serve as single point of escalation (as necessary) for all program management,
                service implementation and service management issues for assigned programs.
                Ensure timely resolution of identified problems and meeting customers expectations
                with particular focus on attaining customer want dates and timely resolution of
                maintenance issues.X
MANAGER, SECURITY
Position Summary:
       The primary function of the position of Manager Security is to ensure the protection of
Company assets, including its reputation, financial resources, property and employees from
unlawful use, loss or damage by managing, implementing, and interpreting Sprint Corporate
Security policies and procedures within a Sprint Region; implementing cost effective
security support services, programs and products designed to protect assets and minimize the




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-10
                                                                     Revised November 30, 1998
risk of financial loss to Sprint and its customers. This is achieved by scheduling and
presenting Security Awareness Programs to Company employees and customers. The
Security function is performed to identify areas of loss exposure, recover loss of stolen
assets/revenues and maximize the profitability of Sprint. Responsibilities of this position
span both domestic and international locations.
Major Services Provided:
       •        Performance in providing services requires a significant amount of direct customer
                contact with upper management of major current or prospective customers. Services
                provided span both domestic and international locations.
       •        Manage, implement and control CPE security support programs, and services for
                internal and external customers.
       X
       •        Provide CPE security presentations to potential and current Sprint customers as a
                customer service to prevent loss of customers during CPE related fraud problems.
       •        Internal and External Investigations
       •        Protect Sprint assets by managing and controlling comprehensive investigations of
                alleged misconduct of employees, contractors, vendors, etc. or individuals who have
                committed acts against or affecting the Company invoicing sexual harassment,
                conflict of interest, falsification of company records, embezzlements, protection of
                proprietary information, etc.
       •        Implement Sprint’s Information Security Support Program
       •        Protect Sprint and customer information assets by managing, implementing and
                controlling a comprehensive information security program, which includes efforts,
                focused on awareness, acceptance and compliance regarding information as an asset
                of the corporation.
       •        Security Awareness Programs
       •        Protection of Proprietary Information
       •        Intellectual Properties




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-11
                                                                     Revised November 30, 1998
       •        CPE Security Support Program
       •        Substance Abuse
       •        Department of Defense Facility Clearance Compliance and Administration
       •        Manage efforts, which ensure compliance with the Industrial Security Guidelines
                mandated by the U.S. Department of Defense relating to proper safeguarding of
                classified documents and assuring that personnel and facility clearances are in
                compliance with those government guidelines.
       •        Other Investigative Support Services
       •        Due diligence investigations: Protect company investments by conducting extensive
                and comprehensive investigations of X
       Toll Fraud Field Investigations: Manage and control toll fraud field investigations
                involving hacker analysis, suspect control, preparation of search warrants, evidence
                collection and court testimony (civil and criminal), and restriction recovery.
       •        Sexual Harassment Investigations: Protect company from charges/lawsuits, by
                immediately providing investigative services involving instances of sexual
                harassment against company employees.
       •        7 Days a week/24 hours a day on call security support
       •        Law Enforcement Liaison
       •        Compliance with court ordered records
       •        Providing expert testimony
       •        Provide technical expertise to customers
       •        Government Liaison – Regulatory (i.e., FCC, Congressional Subcommittees, etc.)
       •        Liaison with Domestic and International LEC, IXC, International and Domestic
                Data providers.
Major Accountabilities:
       •        CPE Customer Support Program – analyze, evaluate and recommend preventative
                measures for Sprint voice and data customers whose CPE (Customer Premise




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-12
                                                                     Revised November 30, 1998
                Equipment) has been accessed for the purpose of conducting fraudulent long
                distance calling schemes.
       •        Review calls detail records to identify the origination of the abuse.
       •        Provide immediate customer support and documentation necessary to the customer
                to facilitate prosecution of those individuals identified with abusing customer
                equipment via the Sprint network.
       •        Provide technical assistance/recommendations regarding preventative measures to
                assist customers in protecting their CPE equipment, eliminating further compromise
                and minimizing the financial loss to the Company.
       •        Assist the Marketing Department in developing responses to customers RFQs, RFIs,
                etc., and provide information necessary to accurately present Sprint’s capabilities
                and fulfillment in matters relating to customer equipment fraud.
       •        Conduct, supervise, plan and coordinate investigations relating to unlawful acts
                committed against the Company, its employees, or its customers including
                allegations against Company employees or contractors. These investigations
                include, but are not limited to, conflict of interest, toll fraud, thefts, burglary, and
                embezzlement. Develop and recommend safeguards designed to provide preventive
                measures, which deter further losses and protect customer services.
       X
       •        Conduct on-site investigations relating to plant and fiber cable damage claims.
       X
       •        Establish, develop and maintain professional working relationships with federal,
                state and local law enforcement agencies/prosecutors within the Company’s
                operating territories.
       X
       •        Administer and ensure compliance to the Company Protection of Proprietary
                Information Policy.
       X




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-13
                                                                     Revised November 30, 1998
       •        The compliance to Protection of Proprietary Information is essential in preventing
                the deliberate or inadvertent release of business/technical proprietary information
                which could have a significant adverse effect on the Company’s ability to gain or
                maintain market share, financial condition, or image.
       •        Develop, implement and conduct Security Awareness programs.
       X
       •        Identify appropriate Sprint network tracing capabilities and applicable locations and
                initiate CDR (Call Detail Record) inquiries to identify the specific originating
                number.
       •        Facilitate resolution of harassment calls, or life threatening calls, while ensuring that
                a permanent record of evidence is available if prosecution is sought.
       •        Develop and maintain professional relationships with other LECs, IXCs, and
                professional industrial security organizations.
       X
       –        Assist in administering the U.S. Department of Defense program.
                •           Conduct necessary interviews and/or investigative requirements.
       •        Ensure that Sprint is in compliance with Department of Defense Industrial Security
                requirements.
       •        Represent Sprint or its customers in criminal (Federal and State Court) or civil
                matters relating to results of Security Department investigations, interpretations of
                Company and customer records in response to court orders, subpoenas, search
                warrants, etc., entered as evidence at these proceedings.
       •        Prepare and present testimony.
X          Develop and recommend preventative measures, which are consistent with professional
           security philosophies and established security standards. Plan and implement cost
           effective security procedures within the region that meet these requirements.
X
Position Summary:




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-14
                                                                     Revised November 30, 1998
       To supervise all activities associated with the administration of all Federal, State and
Local Government Contracts held by Sprint. This includes the oversight and, if necessary,
direct involvement in the negotiation of change orders, issuance of new business proposals to
assure contract and regulatory compliance with all requirements associated with Government
contracting. The incumbent is responsible for ensuring compliance while assuring Sprint
derives maximum revenue with the minimal amount of financial and legal exposure to
Sprint.
Major Accountabilities:
       •        Manage the negotiation and administration of existing Sprint Government contracts
                as well as managing support of new business ventures/proposals, changes
                orders/claims, to include risk assessment, pricing schedules and terms and
                conditions.
       •        Manage the analysis and resolution of customer billing, collection and contractual
                problems that will arise.
       •        Supervise the Contract Administration Group requiring best utilization of personnel
                and motivation for top performance of this personnel.
       •        Provide analysis and suggestions to Director of Government Contracts
                Administration on improving the policy and functions of Contract Administration.
       •        Ensure contract files, log, etc., are maintained to serve as official file documents for
                purposes of audit trail and legal data.
       •        Ensure Contract Administration is actively involved with program management,
                subcontracts, engineering, legal and finance to accomplish contract compliance,
                compliance with all Federal procurement laws to ensure best price and/or highest
                revenue yield, quality service with minimal financial and legal exposure to Sprint.
       •        Prepares reports for upper management on revenue-related contractual problems and
                assessment of viable alternatives under current and projected contractual
                commitment.
       Knowledge/Skills:




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-15
                                                                     Revised November 30, 1998
       X


MANAGER, QUALITY / TRAINING – GSD
Position Summary:
       Through strategic integration of Sprint quality, training on sprint products and employee
development increase revenue by 10% and decrease end unit costs by 10%.
Major Accountabilities:
       •        Responsible for GSD’s organizational plan which includes:
       •        Hiring plan
       •        Job rotation plan
       •        Career pathing
       •        Job pathing
       •        Responsible for Leadership curriculum
       •        FTS point-of-contact for division (key personnel)
       •        Design and delivery product and administrative systems training
                programs/curriculum for internal and external customers
       •        Develop people who obtain results while enacting GSD values
       •        Responsible for employee survey implementation
       •        Facilitate continuous improvement through process value analysis, quality
                improvement teams, functional teams, employee involvement and customer
                satisfaction
       •        Using Sprint quality tools and methods, validate that organizational strategies,
                design, rewards, and results are mutually supporting.
       •        Design and evaluate an environment that promotes organizational agility, stability
                and accountability.




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-16
                                                                     Revised November 30, 1998
       •        Facilitate continuous improvement through process value analysis, quality
                improvement teams, functional teams, employee involvement, and customer
                satisfaction.
Knowledge/Skills:
       X




Use or disclosure of data contained on this sheet is subject to the restriction on the title page of this proposal.   2-AppJ-17
                                                                     Revised November 30, 1998

				
DOCUMENT INFO
Shared By:
Categories:
Tags:
Stats:
views:39
posted:7/27/2011
language:English
pages:17
Description: Sales Presentation Corporate Security document sample