MICHAEL J. DALTON
9476 N. 129th Place
Scottsdale, AZ 85259
Office:  [Send email to request phone number] 82.8651 
 
Cell: 602.740.0080

CAREER SUMMARY

A sales professional with over 15 years of experience in the wireless industry,
focused on customer relationships and managing regionally based salespeople. An
excellent go-to-market strategist with proven experience in several channel and
direct sales approaches to revenue achievement. Technically savvy approach that
aligns with both engineering and executive customer contacts. Experienced in all
aspects of the sales process: lead generation, account visits/presentations,
forecasting, proposal activity and response, closing, and ongoing customer care.
A very effective team builder with a background in motivating small sales
forces.

PROFESSIONAL EXPERIENCE

EXALT COMMUNICATIONS, INC., Scottsdale, AZ 2008 - current

Director, NA Enterprise Channel Sales
Heading up a team of Regional Sales Managers and S.E.  's responsible for
generating Enterprise revenue through a two-tier distribution model in the Pt-Pt
wireless market. 
 * Managing budget, quota and personnel for Exalt  's NA market
 * Responsible for revenue growth and partner development
 * Approach includes VAR recruitment and sales training while maintaining end
customer touch
 * Strategy committee on competitive approaches via promos, new product
strategies and new markets
 * Building a solid accountable sales team for a two year old privately held
manufacturer

HUTTON COMMUNICATIONS, INC., Scottsdale,AZ 
2007 - 2008

Vice President, Carrier Sales
Formed a new team at Hutton focused on the Wireless Carrier market. Responsible
for growing the Carrier segment with respect to backhaul solutions in the varied
distribution portfolio of products. Managed three regionally located Business
Development Managers calling on Cellular, Telco and WiMax accounts in the U.S.
 * Tailored logistical and supply chain solutions for multiple Carrier accounts
 * Designed sales programs with OEM partners to ensure mutual success with
customer base
 * Differentiated Hutton  's value-add distribution proposition

MOTOROLA, INC., Canopy Broadband Wireless
Scottsdale, AZ 2002  *  2007

Director, U.S. Channel Sales 2003  *  2007
Managed Regional Sales Managers throughout the U.S., with an overall quota of
$80M. Involved in ongoing strategic planning for future sales and marketing
directions of the Canopy group, including headcount development, product
development recommendations, and competitive pressures.
 * Exceeded sales quotas 2002-2007
 * Structured and deployed the independent channel layout for the broadband
group, including the design of a two-tier distribution/value-added reseller
network, jump-starting sales of the new Canopy product line to ISP  's and
Enterprise customers. Grew revenue from zero in 2002 to over $80M in revenue in
2006.
 * Developed and supported current VAR roster of 250+ resellers in the U.S. and
Canada.

Regional Sales Manager, Western U.S./Canada 2002  *  2003
Joined the startup Canopy group at its inception as the second sales
professional and zero dollars in annual revenue. Using industry contacts,
evangelized the Canopy product line to the industry, targeting WISP  's and
distributor markets focused on fixed wireless broadband.

WESTERN MULTIPLEX (Proxim)
Scottsdale, AZ 2000  *  2002

SW Region Sales Manager
Returned to the new Western Multiplex team as S.W. Regional Sales Manager for
Enterprise and Service Provider markets. Involved in both direct and channel
sales models. 
 * Achieved 112% of sales quota for broadband wireless products ($7.85M total in
2001).
 * Provided sales and technical training for large base of over 70+ VARs in the
Southwest Region, while managing and assisting those partners  ' sales efforts
 * Landed several high-visibility large orders in the Education and Enterprise
markets

WinNet MCS, INC.
Scottsdale, AZ 1998  *  2000
Director of Sales

Responsible for the development of revenue through direct sales channels for
point-to-point IP millimeter microwave radio products for this startup radio
manufacturer. Primary markets addressed include: NSP  's, ISP  's, CLEC  's,
Enterprise, Government and Utilities.
 * Enlisted 15+ value added resellers in the first six months, resulting in
$750K in orders for the company  's first generation products. 
 * Captured the first customers to be used as valuable user references in early
1999. 
 * Closed the company  's first large order with a wireless Internet Service
Provider, and established relationships with larger Carrier accounts, growing
WinNet  's sales revenue to $3.5M.
 * Designed comprehensive training program for VARs and allocated trade show
leads to the VAR network in the pursuit of ongoing orders.
 * Implemented a two-tier Enterprise Distribution sales channel that allowed for
the direct sales team to concentrate on Network Service Providers (CLEC  's, NSP 
's, ISP  's, IXC  's).

GLENAYRE WESTERN MULTIPLEX
Scottsdale, AZ 1994  *  1998

Director, U.S./Canada Sales 1998
Led the sales efforts of five domestic regional sales managers.
 * Achieved $33M domestic sales quota.

Regional Sales Manager 1994  *  1998
Sold point-to-point microwave radio products to primary markets of Cellular,
PCS, Common Carrier, Government and Power Utility companies.
 * Achieved top sales status, surpassing 100% of quota four consecutive years. 
 * Established the first formal Distribution channels for the company  's spread
spectrum products.

Additional career and executive consultant experience available upon request

EDUCATION

B.A., Economics, University of California, Los Angeles

RELATED TRAINING

Understanding Networking Fundamentals, Global Knowledge/ARG
Max Sachs Sales Training
Effective Negotiating, C. Karass
Motorola White Badge Six Sigma certified