Timothy S. Petersen

 

EXECUTIVE SALES LEADERSHIP 

North America / Telecommunications / IT / AT&T

Seize Opportunities 4  Establish Strategic Partnerships 4 Create Demand  4  Drive Growth

Notable career success and proven performer, providing the plans and strategies to drive technical sales and revenue growth during all types of market conditions for industry leading, matrix-driven companies. Interacted with numerous accounts across North America. Highly experienced with the complex corporate environment of AT&T. Articulate and confident in delivering presentations to senior executives as well as large audiences of thousands of attendees. Known for engaging leadership style to maximize performance of team as well as forging strategic alliances with customers and channel partners. Keen ability to diffuse escalated situations.

 

·         Sales Planning & Strategy Development ·         Operations Management & Efficiency ·         Relationship Building & Networking ·         Business Development & Lead Generation ·         Product Launches & Joint Ventures

·         Budget Planning & Administration ·         Channel Development & Execution ·         Issue Management & Resolution ·         Team Building and Executive Leadership ·         Account Acquisition, Retention & Growth

REGIONAL SALES MANAGER – AT&T, Verizon telematics, CRICKET, AND WESTERN REGION

Develop and execute sales plans across multiple accounts solving complex use cases.  Proactively position Sandvine solutions covering Network Virtualization/SDN, M2M, Traffic Management, Usage Management, Network Security, and Network Analytics.  Manage Cricket relationship – largest account in North America and one of the top three worldwide and drive sales efforts at AT&T, Verizon Telematics, Boingo, Frontier, NA Satellite companies and the Western Region.

 

NFV/SDN, PCEF, PCRF, OCS, OFCS, DPI, Network Policy Control, LTE, Mobile Packet Core, M2M, Quota Management, Traffic Management & Web Optimization, Data-Mining, OSS/BSS, Network Analytics, TDF, Radius/AAA, 3GPP, GSM/UMTS/HSPA, CDMA, S-GW, P-GW, SGSN, GGSN, PDSN/HA, and Diameter Routing Agent.

 

4     Manage all aspects of our engagement with Cricket.  Lead a virtual team of sales engineers, solution architects, professional services and support personnel.

-          Most complex and sophisticated policy implementation worldwide solving multiple use cases utilizing six different software suites interoperating with numerous third party platforms (Amdocs, Openet, Convergys, Acme Packet, and Cisco).

4     Achieved 125% of Cricket’s revenue target for 2011 – ranked as #1 account in North America.

4     Won RFI/RFP/ECB at AT&T for Broadband Usage and Measurement Collection project to provide usage data for U-Verse broadband internet traffic.  Partnered with Juniper Networks as part of the domain process for final ECB.

4     Lead sales efforts at Verizon Telematics to deliver advanced automotive and fleet telematics and machine-to-machine services for a global deployment.

4     Manage sales relationships with satellite providers and Tier II accounts in the Western Region – ViaSat, EchoStar, Spacenet, Frontier, Limelight Networks, Megapath, MetroPCS, Telepacific, Level 3, and Endeka.

4     Develop partnering strategies for navigating domain process at AT&T.  Coordinate efforts with Alcatel-Lucent, Cisco, Juniper, Amdocs, and IBM.

SENIOR DIRECTOR SOLUTION SALES – NORTH AMERICA

Responsible for managing the Solution Sales Manager (SSM) group in positioning and driving sales of Tellabs solutions for Mobile Packet Core, Carrier Ethernet, Mobile Backhaul, and IP/MPLS opportunities in North America, plus Optical & OTN opportunities at AT&T.

 

LTE, 3GPP, CDMA, WiMAX, Mobile Packet Core, Carrier Ethernet, Mobile Backhaul, Optical & OTN Switching, GGSN, EPC, S-GW, P-GW, MME, PDSN, Internet Offload, ASN-GW, DWDM, Edge Routing, Ethernet Aggregation, FMC, Home Agent, DPI and Analytics.

 

4     Managed all aspects of the North America SSM Team from coordinating sales support efforts to managing $2.3M OPEX budget, HR requirements, and resource planning.

4     Supported account teams with Tier 2 technical expertise in Mobile Packet Core and Data product portfolios and drove roadmap development with product houses to meet customer requirements.

4     Subject matter expert (SME) in positioning Tellabs solutions and proficient at articulating our unique business value to customers.

4     Major Accounts of focus:  AT&T, Verizon, Sprint, T-Mobile, Comcast, Time Warner Cable, Cox, and Qwest and numerous Tier 2 accounts including, Clearwire, US Cellular, MetroPCS, Cricket, Zayo, ViaSat, and Open Range Communications.

4     Identified and developed new applications and opportunities for existing Tellabs products and drove development of new solutions to meet industry demands and market trends.

4     Coordinated pre-sales activity across all accounts – managed design, build, and delivery of solutions, led technical responses on RFI/P’s, and drove all First Office Applications and Lab Trials.

4     Evaluated competitive environment – differentiated between competitive solutions and articulated strategies for success.

VP Sales – Converged Core & Applications - AT&T

Sales Director – Metro, Access, and Broadband wireless - AT&T

Devised and implemented sales plans, including integrating product line of newly acquired company to grow revenues. Directed sales team and ensured major corporate initiatives and goals were met. Consolidated wireline and wireless core teams into converged core sales team and cross trained to maximize sales effectiveness. Successfully managed $1 million OPEX budget; came in $300,000 under target while exceeding sales objectives.

 

LTE Packet Core, Wireline Core, 2G/3G Mobility Core, IMS, Applications, Subscriber Data Management, Softswitch, Media Gateways, MSS/MGW Circuit Core Switches, SGSN, GGSN, Policy Control, DPI, Service Delivery Framework, and IP-Based Messaging Platform.

 

4     Sparked 300% revenue increase at AT&T in 18 months. Realized between 109% and 118% of plan for net sales and between 116% and 225% of plan for gross margin for 2H09, 1H09, and 2H08.

4     Grew SGSN mobility core business into largest SGSN business for NSN worldwide.

4     Won the largest messaging solution in the history of NSN worldwide after successfully turning around existing, problematic MMSC messaging solution at AT&T Mobility.

-          Navigated major issues, crafted recovery and execution plan to restore relationships and solution quality, avoided termination from network, and drove team to modify technical solution to meet AT&T’s requirements.

4     Implemented sales strategy for product line of newly acquired company. Aggressively targeted key AT&T decision makers and technology teams for subscriber data management solutions. Invited to labs for “approval for use” testing within four months of launching sales plan.

4     Created comprehensive, turnkey, LTE Core solution through collaboration with Acme Packet and Juniper Networks to build best in class, inter-vendor, cross domain partnerships.

4     As Sales Director, achieved 113% and 182% of plan for Net Sales and Gross Margin for 2H07 and 1H08. Led sales team for all Metro, Access, and Broadband Wireless opportunities, including Microwave Radio Backhaul, Carrier Ethernet, muni-WiFi, NG-PON, WCS 2.3 Spectrum Buildout, Metro DWDM, Submarine Cable System and IP-DSLAM projects.

-          Positioned team to win AT&T’s first broadband wireless buildout and strategic evaluation endeavor, a Greenfield opportunity for both companies. Worked in partnership in the design, buildout, and maintenance of the networks nationwide.

-          Led team in solidifying new business with AT&T at the international level and introduced new product to AT&T’s network by winning submarine cable system optical transport project in the Caribbean.

Sales Director – AT&T

Directed headquarter engagements, developed strategies, and led sales initiatives for new business development.

Optical DWDM transport, Ethernet switching, IP Multimedia Subsystems/Fixed Mobile Convergence (IMS/FMC), WiMAX and muni-WiFi.

4     Achieved 140% of sales plan totaling $80.7 million in annual revenue and earned President’s Cup as top performing sales team across North America.

4     Led team in integration and joint account planning with Cingular and BellSouth sales teams to align with new AT&T team after merger.

Regional Sales Manager - SBC DataComm, Adv. Enterprise Solutions (AES)

Regional Sales Manager – SBC, New Business Development

Regional Sales Manager – SBC and Texas

National account Manager – sbc

Managed various regional sales operations, initially promoting Juniper/Unisphere products into SBC Communications and Texas territory accounts. Transitioned to lead new business development to expand the company’s footprint in the network. Subsequently developed and directed channel sales program from inception for Juniper products into SBC DataComm. Teamed with SBC sales executives across in-region territory, leveraging sales efforts of 10,000 sales personnel nationwide.

IP Enabling DSL (MSG Project), IPTV (Project Lightspeed), SSL VPN, FW & IPSEC VPN, Core, Edge, Enterprise routing, BRAS, Softswitch, and Media Gateway

 

4     Drove channel program, spurring growth from $0 to $10 million in 3 months after solidifying national sales engagements between Juniper and SBC field sales teams. Led all “Approval for Use” (AFU) initiatives for enterprise products.

4     Drove sales efforts for $1.7B IPTV opportunity, cultivating strategic partnership with Lucent, heralded by both companies as the most effective alliance in North America.

4     Won ‘short list’ evaluation for $350M Multi-Service Gateway (MSG) project, co-developed architectures and solutions to uniquely address SBC’s IP Video requirements, and drove Juniper IPTV product solutions for subscriber management, multicasting, routing, and home GWs.

4     Created new sales region for Juniper and integrated two teams from the Juniper / Unisphere acquisition.

4     Ranked #1 region worldwide in reaching goals; attained 212% of quota and heightened SBC revenue in excess of 400%.

4     Won Next-Gen BRAS Award at SBC Internet Services; brought in first revenue for Juniper from SBC.

Strategic Account Manager – sbc datacomm

Major Account Manager – sbc

Developed and managed $100M channel business with SBC Communications. Worked with virtual team of over 2000 sales professionals in 5-state region. Conducted roadshow in collaboration with VP Sales for SBC across 5-state SWBT territory to launch Cisco / SBC alliance, promote product value, and deliver ‘Go To Market’ strategy.

Core IP, IP/VPN, Packet Tandem, and Class 5 Replacement; specialized in driving MPLS, Softswitch (Virtual Switch Controller), VoIP, and IP Telephony technologies.

4    Propelled sales attaining 110% of $950 million quota, 2001 and 183% of $350 million quota, 2000.

4    Boosted regional year-over-year revenue 253%.

4    Generated 195% of $30 million quota for 2000.

ADDITIONAL EXPERIENCE

Branch Sales Manager DCC SYSTEMS, 1997-1999; developed branch office in San Antonio for 50-employee firm based in NJ. Managed MCI/WorldCom Data Center buildout in San Antonio and generated IT leads by cold-calling companies in South TX.

Senior Design Engineer, ALEXANDER UTILITY ENGINEERING, 1996-1997; provided consulting services in support of PCS Microwave relocations efforts.  Designed and project led one of the largest and most technically challenging microwave relocation projects nationwide for Spring PCS.

Senior Design Engineer / Manager, Special Services, SBC COMMUNICATIONS, 1989-1996; Managed 12 to 22 technicians daily for installation and maintenance operations in the San Antonio market.  Also designed and engineered LAN/WAN projects in support of SBC account managers for South Texas.

Bachelor of Science (BS) in ELECTRICAL ENGINEERING, University of Missouri, Columbia, MO

Technical Courses / Skills / Certifications

3GPP Packet Core Networks, Target Account Selling, Power Base Selling, Effective Team Building, Conflict Resolution, Digital and SONET Technology, Network Protocols, Internetworking Bridges and Routers, MegaStar 2000 SONET Microwave Radio, ATM Network Design Concepts, ATM and Switched Internetwork Environments, Registered Communications Distribution Designer, BICSI – (RCDD LAN Specialist #13800 and RCDD #01146)