DOUGLAS W. FUNKHOUSER

2292 Wagner RoadHome: 360-387-2118

 

PROFILE

 

High Profile Telecommunications Industry Sales Professional

With an extensive and verifiable record of successes with Fortune 500 and startup companies.

·               Consistently achieved verifiable annual sales goals and objectives via solid understanding of the complexities of sales processes, focused channel management, technical competencies, prudent budgeting and accurate forecasting. (Annual quotas have ranged from $1.0 million to over $10.0 million per year)

·               Proven marketing skills to develop and retain new and legacy clients, utilizing excellent verbal and written communication skills, a dedication to customer service, market awareness, consultive sales interfacing and prudent judgment. 

·               Successful channel management and mentoring of telecom/electrical distributors, manufacturing rep agencies, system integrators and VARs.

·               Preparation and execution of winning “Go to market” business plans to address new and legacy markets and products.

·               Proficient negotiating skills addressing all levels of management including; “C” level executives, mid level decision makers, CTO’s (engineers) corporate and government officials, company owners and Board of Directors members.

·               Technically fluent in Wireless backhaul, transport, VOIP, IP, SONET, Fiber Optic Network (FTTx), COE and OSP design and broadband/data/voice circuits (GPON-VDSL-ADSL-ADSL2)

·               Excellent sales leadership, mentoring and guidance skills to create successful and highly productive and profitable sales organizations.

·               Polished professional image with dynamic presentation skills.

·               Recognized industry leader with extensive contacts within the ILEC, cellular, broadband and transport industries.

·               Computer literate including all Microsoft Office Suite products and Salesforce.com

·               I have worked out my fully equipped home based office all of my career and the required discipline to be successful in a home based office environment.

 

 

PROFESSIONAL WORK HISTORY

 

DIRECTOR OF SALES-WEST/PACIFIC REGION – Zhone Technologies (www.zhone.com)                           10/11-10/13

Responsible for sales to all west coast and Pacific based tier two (2) and three (3) ILEC’s. Sold and promoted Zhone’s MXK broadband FTTx platform, which supports triple play (voice, data, IP/RF Video) 10-40G Interfaces, Ethernet, ASDL, ASDL+2, VDSL, VSDL+, GPON and full complement of ONT’s and NID’s. Fully supported all channels (Graybar, Anixter, P&T Supply, etc). Successfully sold $3,2 Million dollar Active Ethernet to Pend Oreille PUD and  built new relationships with numerous electrical PUD’s in the NW. Developed joint working relationships with TE/Tyco and Corning to promote GPON desk top solution top major enterprise clients in lieu of legacy CAT6 copper LAN’s. Comprehensive roster of executive level decision makers with all major tier 2 and 3 telcos, Comcast, Charter, Level 3, Wave Broadband and Intergra Networks. Presently VP Wash/Ore ITA Showcase Board of Directors. Achieved 2012 sales objective of $2.5 Million..

 

Senior Account Manager  - northwest Open Access networks (NoaNet)                                                           12/09-2/11

Coordinated ILEC relationships to support BTOP grants and construction. Worked with Comcast, Verizon, Charter, AT&T, T-Mobile, Sprint, Clear to develop 50-400Mg backhaul initiatives and 1-10G transport networks. Excellent contacts with above referenced clients and regional Electrical PUD’s, data centers (Westin, Pittock, Spokane, Sabey, etc.) and hardware/software manufacturers. 

 

 

 

 

 

 

Sales Director – Western Region1/08 – 10/08

PELUSA, (dba Priority Electronics Ltd) Winnipeg, Manitoba, Canada

Contracted with Pelusa to study and develop new markets within the U.S. for their line of custom fiber optic and copper structured cable assemblies. My primary market focus dealt with CLEC’s, ILEC’s, utilities, municipalities, government agencies, contractors and OEM clients. I successfully negotiated volume purchase agreements with Fairpoint Communications and Century Telecom with a combined annual revenue exceeding $2.0 million dollars.

 

Regional Sales Director-West5/07 – 11/07

AZTEC NETWORKS, Boulder, CO

Recruited by new start-up company to develop channel management, national distribution agreements, OEM/VAR/System Integrator relationships, and coordinate direct sales efforts to the telecommunications markets (CLEC/ILEC) in the 13 western states. I marketed and introduced an innovative new product (Emergency Stand Alone Switch) within the western region. I established contractual relationships with OEM accounts (CALIX, ADTRAN, Tellabs, Zhone, et al), negotiated national distribution agreements and worked with regional/national consultants and engineering firms to spec. product. I carried a $2.5 million dollar quota.

 

 

Regional Sales Manager, Northwest Region5/05 – 5/07

TELSTRAT CORPORATION, Dallas, TX (Recently acquired by PANNAWAY)

Successfully marketed and sold broadband loop carrier (BLC/GPON-VDSL) product(s) to the ILEC, CLEC markets in the Northwest in a highly competitive environment. The position required direct customer interface, an understanding of network design and evolution, technical presentations and economic solutions and proposals. Significant time spent working with RUS officials, regional and national consultants and engineering firm to position product. Developed budgets, forecast, and traveled extensively in Washington, Oregon, Idaho, Montana and Alaska. I was responsible for an annual quota of $3.0 million dollars.  I negotiated a preferred vendor contract with FairPoint Communications that is valued at $1.5 to 4.0 million dollars per year.

 

Director of Sales – Western Region7/00 – 1/04

NEXT LEVEL COMMUNICATIONS

Recruited by NLC to create a new sales organization for the western region. Developed and directed all NLC sales (ATM based fiber to the node-FTTN triple play (voice/video/data) platform) to ILEC, CLEC and major non-telco companies in the western 13 states. Successfully accomplished the following objectives:

·               Hired new sales organization (five sales positions and two sales engineers).

·               Realized overall sales volumes in excess of $10 million.

·               Controlled expense budget, prepared accurate forecasts and traveled extensively.

·               Negotiated with video content providers and head-end manufacturers on joint ventures.

·               Created business plans for clients to justify video programming expenses  in legacy networks.

 

Western Region Sales Manager9/95 – 7/00

MARCONI COMMUNICATIONS (formerly RELTEC Corp.)

Responsible for the promotion and sales of all Marconi/Lorrain products to IOC’s, MSO’s, CLEC’s, VAR’s, national distributors, and private data companies in the western 13 states. Management responsibilities included product managers, manufacturers’ representatives, VAR’s, extensive travel. Successfully accomplished the following objectives:

·               Increased territory sales volumes by 100% in five years.

·               Surpassed yearly sales objectives on an annual basis and was recipient of Marconi Sales Performance awards every year.

·               Coordinated the placement of Manf. Rep Agencies and VAR’s on a nationwide basis. Trained and mentored all new channel partners.

 

 

 

 

 

 

 

 

TRADE ASSOCIATION AFFILIATIONS

Chairperson (Former)

·   Independent Telecommunications Showcase Association (Washington and Oregon)

·   California Telecommunication Association of Providers. Suppliers Committee.

Member, Board of Directors

·   California Telecommunications Association

Membership in:

·   Washington and Oregon Telecommunications Alliance

·   Utah Exchange Carriers Association

·   Tri-State Telecommunications Association (Wyoming, Idaho and Utah)

·   Montana Telecommunications Association

·   Alaska Telecommunications Association

 

Professional References including Former Employers, Clients and

Channel Associates are Available on Request