MICHAEL J. WALSH
 2325 Fountain Head Drive, Plano, TX 75023
 [Send email to request phone number] 96.1801 Hm  [Send email to request phone number] 24.2226 Cell 

REGION SALES MANAGER * MAJOR ACCOUNT MANAGER
Experienced Sales Hunter with extensive experience in selling Broadband,
Optical, VoIP, Ethernet, Video and Software Solutions to Fortune 500 companies
across America. Consistent strong record of achievement opening new territories
and developing new major account business and strengthening customer
relationships.

 * VERTICAL MARKET SOLUTIONS: Successfully marketed into various verticals,
selling solutions to Service Providers,
 Universities, Utilities, Enterprise and Departments of Transportation,
through-out North America exceeding quota by 15%.
 * CLIENT RETENTION: Successfully renegotiated contract with Entergy, a major
Coastcom utility customer, retaining this IT
 hardware and maintenance contract valued $5.5M, over two years representing 25%
of company revenues.
 * CHANNEL MANAGEMENT: Established strategic partnerships with new system
integrators and VARs for Coastcom, Luminous
 and Performance Technologies, effectively increasing revenues by 30%...
 * SOLUTION SALES: Experienced sales and technical consulting driving customer
loyalty and bottom line growth. Proven ability to architect hardware and software
solutions and execute high-volume proposal. Closed individual deals in excess of
$3.5 million.

Key Competencies
 *
 * Ethernet Network Solution Sales 
 * Proven Performance 
 * Major Account Management 
 * Proposal Management
 * Value Proposition Creation & ROI

 * Consultative Sales 
 * Direct Sales and Channel Management
 * Start Up Background 
 * Team Leadership
 * New Product Introduction

PROFESSIONAL EXPERIENCE

STRATEGIC TELECOM SOLUTIONS, Plano, TX
Solution Consultant, March 2009 to Present
 Contract IT Sales Professional working with various manufactures selling
hardware and software solutions.
 * Selling Ethernet Switching equipment for Broadband access to Services
Providers.
 * Selling Hardware and Software focused on Hosting, Storage and Password
Management (SSO) to Service Providers, Utilities, Education and large Enterprise
customers.
 * Sold direct and partnered with Channel Partners in proposing solutions across
the South.

VERIZON BUSINESS, Richardson, TX
Sales Consultant, Jan 2007 to March 2009
Charged with selling network solutions to National Account customers throughout
the South. Responsible for VoIP Telephony, Hosted and Managed Services, customer
premise equipment and Microsoft Unified Communications sales to new and existing
corporate customers through presentations and seminars.
 * Successfully drove VoIP solution's acceptance and consistently achieved sales
quota of network and customer premise equipment (Routers, Servers, Switches,
Hosted Solutions) and Unified Communications software applications.
 * Built a Strong pipeline with targeted customers, developing their
understanding for VoIP solutions and Managed services.

 PERFORMANCE TECHNOLOGY, Plano, TX
Region Sales Manager, Dec 2005 - Jan 2007
Responsible for opening a new territory and selling Signaling Servers, Location
Based Services Software and Network Management Software to Wireless, Wire Line
and Cable Service Providers across the western U.S.. Managed relationships and
contract negotiations, built pipeline through cold calls, prospecting and
networking and engaged Channel Partners in driving incremental sales. Leveraged
ROI models showing allowing Wireless Carriers how to provide additional
services.
 * Built new territory, brought in new customers; Mpower, Time-Warner, Cricket
Communications, and Pioneer Wireless.
 * Recruited complementary Software Channel Partners and System Integrators
driving over $1M in revenue in less than six months.

LUMINOUS NETWORKS, Plano, TX
Region Sales Manager, 2004 - 2005
Launched a portfolio of Ethernet Switches, Packet Switches and Network
Management Software across the South Eastern U.S. Prospected and prepared product
presentations, RFP's, and proposals. Negotiated contracts with C-level executives
at Telephone Carriers, Utilities and System Integrators.
 * Landed lucrative contracts with University of Texas, T-Mobile, Sprint, and
others and overachieved quota by selling Switches and OSS Network Management
software valued at $3M.
 * Sold direct and recruited and supported Channel Partners in sales to Service
Providers, Government Agencies, Utilities and large Enterprise customers.

 COASTCOM, Plano, TX
Region Sales Manager, 2002 - 2004
Successfully sold SONET DWDM, Ethernet Switches and Network Management software
to Utilities for SCADA control applications, to States' Departments of
Transportation (DOTs) for Intelligent Transportation System (ITS) applications
and to Telephone Service Providers for voice and data Triple Play applications.
Managed strategic relationships with key professionals and recruited and
supported System Integrators and Channel Partners across the Southern U.S. (from
Texas to Puerto Rico). Expanded market penetration into Wireless Service
Providers for Cellular T-1 back hall by emphasizing products flexibility.
 * Created and managed strategic relationships with key professionals at major
Resellers and System Integrators; brought in 15 new clients including: Qwest,
Alltel, Bahamas Telephone and System Integrators.
 * Broadened vertical markets for equipment by targeting Intelligent
Transportation System (ITS) to City of Houston, State of Missouri, and Mas-tec
selling $6.5 M over 2003 - 2004 exceeding quota at 110%.
 * Engaged and supported Channel Partners, Walker and Associates, Power and Tel,
Harris, ITT Federal, Raytheon and others to successfully drive sales across the
region.

NORTEL NETWORKS, Richardson, TX
Senior Network Sales Engineer, 1996 - 2002
Senior Solution Architect providing Overlay Sales Support and technical
consulting to sales teams nationally and developing technical relationships with
Tier 1 - 3 Service Providers (IOCs, CLECs, ISPs & Cable Companies). Evaluated
start-up's business plans and made technical network and business
recommendations. Actively engaged existing customers and prospects and presented
product portfolio client presentations and proposals VoIP switches, Broadband,
Optical, Ethernet, Access devices, Software applications and Professional
Services..
 * Supported new business sales to; Qwest, Frontier, Century, McLeodUSA,
Citizens, Alltel, Level 3, SBC, PacTel, and Verizon valued at over $60M,
exceeding quota by 120%.
 * Created pricing, proposals and presented solutions to C-Level executives for
complete end-to-end carrier CS2000 IP Voice switches, Optical Transport, SS7 and
Routing Software, OSS Network Management, application Software and Professional
Services.

Additional Experience:
 * International experience selling across North America and the Caribbean
working with Global Carriers such as AT IP Voice, IP Video, Broadband, Ethernet
Core and Access Switches, SONET, Ethernet, Optical, Routers, Servers and Software
solutions.
 * Comprehensive product knowledge of end to end telecom and IT network
infrastructure, applications, software, professional services and solutions.
 * Excellent verbal, written and presentation skills, Microsoft Office skills
and the ability to rapidly learn and apply new technologies for sales success.

EDUCATION

Bachelor of Science, Business Administration, California Coast University, Santa
Ana, CA 
Electronics Technology, DeVry University, Chicago, IL