VP Sales

Posted on: 2006-02-05

LYNN A. AGNES 2749 Bonar Hall Path Mobile: 770-490-2264 Duluth, Georgia 30097 [email protected] SUMMARY Action-oriented and motivational field sales and marketing leader with a proven track record for developing and launching new initiatives and creating new revenue streams. High level of personal drive, creativity, effective communication and team building as well as skills in negotiating, forecasting, planning and organizing. Extensive experience in: • Sales Leadership/Strategic Selling • Start-up Operations/Re-engineering • Large Account Sales/Marketing • Relationship Management • Contract Negotiations • Product Development & Management PROFESSIONAL ACCOMPLISHMENTS VeriSign, Overland Park, KS 2004 –2006 Vice President, Broadband Sales National leadership responsibility for the retention and growth of $212M revenue, acquisition of new services and customers through sales of critical infrastructure services (SS7, Intelligent Database) and emerging services (VoIP, Mobility/MVNE, Digital Content, Security, Compliance) to Tier 1, Tier 2/3 Carriers (CLECs) and Cable Operators (www.verisign.com) • Restructured organization to improve customer focus and alignment resulting in regional territories for Inside Sales, assigned named Major, National, Global Accounts and Cable sector. • Re-energized and instilled a customer focused, strategic approach to selling throughout the organization; key member of Business Operations Task Force for process improvement • Strategic technology wins with industry leaders – Time Warner Cable, Charter, Cox, Vonage, SBC, ATT, MCI, Helio, Insight, IDT/Net2Phone, Time Warner Telecom, US LEC, Talk America • Achieved 104% of plan in 2004; on target for 100% of plan in 2005 • Technology speaker at Oracle 11.i National Customer Event, IEC Executive ComForum • President’s Club Winner 2004 coaXmedia, Inc. Duluth, GA 2001-2004 Vice President Global Sales & Marketing Corporate Officer, direct report to CEO, responsible for all sales and marketing for start-up technology company (www.coaxmedia.com) with breakthrough patented solution providing high-speed Internet access to hotels and multi-dwelling units (“MDU”) utilizing the existing coaxial television wiring in a building. • Developed go-to market strategies, re-directed sales efforts to targeted channels, created website, collateral, press releases and event strategy for multiple product launches • Responsible for growing revenue from a base of zero dollars to $2M+ in 16 months. • Negotiated multiple domestic, international distributor agreements – Hitachi Telecom, Comcast Cable, Cox Cable, On-Command, Acelera Networks, AMERIX Group, Hospitality Consulting Services, ; • Created strategic partnerships with Motorola Canopy, Philips TV • Quarterly presentations to Board of Directors • Technology speaker at key industry events – Broadband Properties Conference, IMCC Annual Meeting, Multi-Housing Executive Conference (May 2004) GLOBAL CROSSING, Atlanta, GA 2000-2001 Regional Vice President Directed start-up of global sales organization, responsible for acquisition and growth of multi-national customers in the Southern Region of the United States. Direct reports include Area Sales Vice Presidents, Directors – Sales Support, Client Services, Engineering and Operations. Achieved 131% of new sales revenue plan. • Networked with industry leaders and associates, recruiting and hiring staff and achieving head-count goal within two months of new position. • Led broadband/IP Data domestic and global network sales, acquisition wins -Jabil Circuit, Schlumberger, Netvoice, Mobilestar, Solid Systems, Office Depot and USAA. NEXTEL, Reston, VA 1998-2000 Vice President of Business Development Developed and delivered strategic marketing programs for Corporate Accounts • Instituted strategic planning and selling, 20% improvement win ratio • Developed, delivered web initiative to expand distribution for Corporate Account wireless sales; initial rollout included General Electric, IBM, Compaq. • Created formal Executive Briefing Program Vice President, General Manager Nextel Long Distance (NXLD) Recruited by Nextel’s Chairman as Business Unit Leader for start-up landline long distance subsidiary, managing all aspects of strategic business initiative. Reported directly to CEO and EVP-Marketing & Strategic Planning, managing staff of 100 comprised of Telesales, Marketing, Operations, Finance and Customer Care. • Developed, implemented sales strategy and tactical plans to attain P&L growth targets. • Renegotiated network contract to improve margin and competitive positioning. • Launched comprehensive product portfolio targeting wireless customers and prospects. • Expanded distribution to 1,800 direct sales representatives and dealers. • Grew monthly revenue to $780,000 in 9 months, negotiated the sale of customer base MCI COMMUNICATIONS, Washington, DC, NYC, Boston 1988-1998 Branch Director Managed sales, service and technical support for $430 million DC Branch (1996-1998), $65 million Boston Branch (1993), $45 million NYC Broadcast Media Branch (1988- Feb1993) comprised of commercial, financial, technology national/global enterprise customers. • Created new Branch Market Segments to target acquisition and retention opportunities. • Pilot Branch for Virtual Office and deployment of Sales Force Automation. • Successfully negotiated multi-million dollar telecommunications contracts including Chevy Chase Bank; US Office Products; Thomas Cook Global Financial Services; Watson Wyatt Worldwide; DIGEX, Viacom, CBS, Capital Cities/ABC, Harcourt General, Digital Equipment Corp • Consistently exceeded Revenue Growth Plan by as much as 144%, doubled Boston revenue to $65M. • Created TV/Radio Affiliate Programs used as models for MCI vertical affiliate programs, generated $8M in new Branch revenue • Aggressively competed and won CBS International Network bid for 1992 Olympics, represented MCI at Olympics for technical and executive support Large Account Program Development & Channel Management, Atlanta, GA National Director for MCI’s Large Account segment including all program development, field advocate for commissions, sales and customer support issues. • Re-engineered MCI’s approach to Large Account support by segmenting market into Investments, Major, Strategic and Corporate National Accounts. • Built highly respected organization, recruiting and staffing with field-experienced managers. • Developed unique national acquisition and retention programs to stimulate revenue growth. • Conceptualized and delivered intranet chat rooms to stimulate information exchange. • Led Strategic and Corporate National Accounts to attain 109% Growth Plan, with remote support programs contributing over $50M in sales revenue. AT&T, New Jersey, New York City 1976-1988 Various sales, sales management and market management positions Leadership Continuity Program (1987-1988) MBA Marketing, With Distinction, 1978, Adelphi University, Garden City, New York BA, History, Cum Laude, 1969, Brooklyn College, Brooklyn, New York