BUSINESS DEVELOPMENT – MANAGED SERVICES & UNIFIED COMMUNICATIONS
Business Development / Management / Technical Sales Consulting / Unified
Communications 
INTELLIGENT PRODUCER combining broad technical sales experience and extensive
formal communications training with intuitive insight to successfully launch
technical managed services sales campaigns. 20+ year career as a resourceful,
customer focused leader who is extremely proficient driving complex
communications, system integration, and managed network solutions. Strong
understanding in voice and data network services, network management, local and
wide area networks, web hosting and data customer premise equipment as well as
the business drivers related to next-generation managed network services such as
MPLS and Gigabit Ethernet services. Exemplary sales acumen along with strong
technical expertise and a demonstrated ability to inspire confidence with the
customer by translating business requirements into technology based solutions. 



 PROFESSIONAL EXPERIENCE 

Telecom Sales / Director, Sales & Marketing / Sole Proprietor 
Murphy Telecom/MCG Logistics, Mission Viejo, CA 2006-present
Master Reseller Telecom Solutions (virtual pbx, mobile dictation, unified
communications). Pioneered the first wine franchise of its kind in the USA. Sold
in June 2008. As senior referral partner and Dir. Of Sales for MCG, lead sales
and marketing to C-Level of company's seeking to reduce their global
transportation costs.

Director, Professional Services & Sr. Technical Pre-Sales Consultant
EQUANT Global Telecommunications, Irvine, CA 1998 - 2006
This position was key in driving global sales, development, and management of
managed global telecommunications solutions and services to Global 1000 and
Fortune 500 companies with wins ranging from $1MM to over $35MM. Core solutions
and services included Managed Services including Unified Communications (i.e.
MPLS IP/VPN), ATM WAN, Frame Relay, IPSec VPN, Remote Access, Security, Managed
Services, Professional Services, and value-added including managed hosting,
managed security and other service offerings utilizing the worlds largest Cisco
and NORTEL powered network.
Accomplishments:
? Exceeded $7 Million Professional Services team sales quota (i.e. 105% of
quota) during tenure as Director, ProServe. 
? Spearheaded the launch of Equant’s Global Unified Communications solution
using the world’s largest MPLS IP/VPN Cisco-powered infrastructure (convergence
of voice, video, data, fax).
? Generated over $50 million of new Managed Services revenue in one year as Sr.
Technical Sales Consultant.
? Lead in closing the largest Managed Unified Communications (MPLS) deal in NAM
generating $34 million in revenue.
? Secured three new logos in one year generating nearly $10 million in Managed
Services revenue.
? Awarded $15 million Managed MPLS IP/VPN win securing NAM Payload Specialist
Award.
? Earned three Exceptional Achievement Awards including Presidents Club Award.
? Selected as one of ten Equant employees out of 1000 in North America to attend
the Council of Leaders.
Responsibilities:
? Regional Pre-Sales Team Leader for the West Coast from Jan-99 thru Dec-01.
? Interim Director of Professional Service’s (15 direct reports) from Dec-01
thru Mar-03.
? Responsible for $7 million P&L reporting to Vice President of Sales and
Professional Services.
? Effectively presented solutions to all levels of Fortune 500/Global 1000
companies (i.e. CxO, Director and Technical).
? Generated new and organic growth sales and development of complex convergent
managed unified communication solutions to multi-national company’s.
? Presented value-added solutions focusing on Return on Investment (ROI) and
Total Cost of Ownership (TCO).
? Responsible for proposal responses (solicited and unsolicited bids) and
presentations to prospects and customers.
? Developed Service Level Agreements (SLA’s) and participated in contract
negotiations with new and existing customers.
? Provided technical & professional services pricing to internal commercial
teams during bid development cycle.
Sr. Network Consultant (Sales & Delivery)
COMDISCO, Huntington Beach, CA 1996 – 1998
Provided technical sales consulting to Fortune 500 companies in the Western
United States. Core offerings included Managed Network Services (Cisco-powered),
Distributed Systems Services, Enterprise Help Desk, Asset Management, and
Disaster Recovery. Opportunities ranged from $3 million to over $50 million. This
position also provided disaster recovery planning to customers, which included
the development of network recovery strategies and plans.

? Presented to organizational levels including “C” Level, as well as business
unit management and technical management.
? Performed business and technical assessments in the sale and development of
overall network design solutions.
? Crafted resilient communications solutions utilizing technology
specifications, topology design, and addressing schemes.
? Delivered fee-based IP communications assessments and designs that include
network infrastructure and applications.
? Created and presented technical proposals including full design alternatives
and recommendations.
? Conducted post-sales technical kickoff meetings with customers and project
installation teams 
? Developed network recovery strategies and network recovery plans for one of
the nations leading banks and a primary healthcare organization in the western
U.S. utilizing multiple communication technologies.
? Generated $15MM in add-on business continuity services at a leading healthcare
company. 


Sr. Planning & Design Sales Consultant/Team Lead
SHARED MEDICAL SYSTEMS (SMS), Seal Beach, CA 1990 – 1996
Generated new and add-on sales for managed services, conducted network
assessments and provided network planning, design, and implementation services to
hospitals and healthcare institutions in the western United States that supported
applications running on mainframe, midrange, and distributed systems. Projects
ranged from 100K to over $5 million.

? Responsible for driving the activities and providing direction to the
post-sale engineers.
? Sale and Design of a 50-site national psychiatric hospital network running IBM
and AS400 systems.
? Sales support including design and management of Washington State Community
Healthcare Information Network.
? Architect healthcare network infrastructure design at several southern
California area hospitals.
? Nurtured “C” level relationships, selling new add-on services to customers in
18-state Western Area.
? Provided support to post-sale installation support teams to ensure projects
were on time and within budget.
? Performed network feasibility and compatibility studies for system interface
connectivity.
? Provided technical system interface consulting to clients and internal company
support groups.
? Conducted planning meetings and facility walkthroughs with customers on new
system installations and system upgrades.
? Identified requirements; cable plant, computer room layouts, technology
specifications, and communication requirements.
? Managed network installation activities including circuit provisioning, hiring
and managing outside contractors and vendors.
? Coordinated all implementation efforts and provided direction and instruction
to post-sale teams including field engineers.
? Provided key role in sale of a twenty million dollar IBM and DEC system
outsourcing and network conversion/upgrade.


Additional Information:

Education: Bachelor of Science in Business Administration (BSBA)

Military: Honorable Discharge, United States Navy (Top Secret Clearance)