John D. Eberhart

1953 Commonwealth Blvd., #6, Chanhassen, MN 55317 • (815) 529-­‐7855

Profile

Versatile hands-­‐on Sales/ Sales Management Executive with a diverse background in sales, marketing, and business

development with a variety of network infrastructure and technologies (e.g. DAS/small cell, backhaul, and IP and

Ethernet network elements, test & measurement) to carrier markets, and respective channels. Create value

through revenue and profitability growth with the leadership experience to consistently achieve and exceed AOP

objectives. Strong advisor to senior management.

Strategic

and Tactical

Leadership:

Account/Business

Management:

Operational

Experience:

Sales &

Marketing:

Seasoned sales and business development executive with a strategic approach in creating

and executing annual operating plans and go-­‐to-­‐market strategies with the ability to

analyze market trends and adapt to changing market conditions.

Strong in revenue generation, and margin retention/improvement through skilled contract

negotiations. Manage departmental operating budgets to meet AOP expectations. Ability to

develop relationships cross functionally and with C-­‐level personnel within customer

organizations.

Exceptional skills in new and mature market trends and challenges, and ability to develop

customer-­‐focused strategies and leverage competitive differentiators to achieve profit

objectives.

Proven accomplishments in positioning and leading sales, market development and product

introductions through the product life cycle. Create and grow respective sales funnel to

support and exceed expected revenue expectations.

Professional History

ConcealFab Corporation – Head of Commercial Sales – North America (Contract) (June. 2014 – Present)

Responsible for implementing GTM strategy and building a revenue pipeline for stealth and antenna concealment

for DAS and small cell systems with Tier 1 operators, tower companies and integrators. Coordinated

reseller/VAR,distributor network to cover multiple markets throughout North America. Short-­‐term

accomplishments:

• Develop and implement go-­‐to-­‐market strategy for deployment of stealth and concealment, backlobe

suppression products to carriers, tower companies, integrators (including pre and post deployment).

• Product introductions and presentation of value proposition with respective Tier 1 RF Engineering, RF

Engineering, Real Estate and Site Acquisition groups.

• Penetration of new accounts: AT&T ASG, VZW markets in Midwest (Great Plains, Integrators,

Consultants.

• Negotiate and implement OEM agreements for DAS and Small Cell (TE, SOLiD, BTI, Corning, Ericsson,

NSN) and antenna OEMs (Amphenol, Galtronics, JMA).

• Facilitate raising capital through potential VC/equity partners to capitalize company growth.

• Manage Manufacturer’s Representative to build opportunity pipeline of opportunities with VZW,

AT&T, AAVs, etc.

• Manage forecast, preparing monthly sales reports for manufacturer’s reps.

• Secured several stadium concealment (GT, Atlanta Falcons, Levi Stadium) and small cell projects with

integrators & AT&T.

• Defined new design requirements for stealth applications for FY15 revenue pipeline and built funnel in

excess of $10M.

jde0900@aol.com

John D. Eberhart

Amphenol Antenna Solutions , Director, Sales DAS – North America (Jan. 2013 – Apri 2014)

Developed and implemented go-­‐to-­‐market strategy for DAS/Small cell product portfolio to resellers, VARs,

distributors, tower companies (CCI, AMT, SBA) and carrier market segments. Conduct due diligence on new product

requirements and develop business cases to support entering new market segments. Gain entry into other vertical

markets supporting DAS infrastructure and regulatory mandates (i.e., public venues, public safety, utilities, etc.).

Coordinate with DAS OEMs to prove in spécifications and product approvals to support GTM strategy.

• Implemented iBwave database system to include all oDAS and IBW products. Coordinated cross-­‐divisionally to

provide bundled solutions to address DAS infrastructure/deployment requirements.

• Secured first AT&T ASG orders for NFL sports venue and new stadium construction.

• Position product portfolio for new venue construction and upgrades through Tier 1 Carriers and integrators.

• Developed and implemented distributor (e.g., Anixter, Talley Hutton, Border States, etc.) and reseller program

for oDAS and IBW products.

• Developed DAS OEM relationships to bundle antenna product line and respective concealment/stealth solutions

to address carrier/municipal challenges.

• Promote corporate value proposition for DAS, small cell and fronthaul with industry forums.

Purcell Systems, Sr. Director, Sales & Business Development (2012-­‐2013)

Responsible for sales and business development activities in North America to address new and emerging market

for DAS, wireless backhaul, WISPs, utilities and smart grids. Target strategic accounts and gain market share.

Monitor company position in terms of its competitors, market, and opportunities and threats to success. Short-­term

achievements:

• Engaged and implemented plan for backhaul and wireless operators, targeting various OEMs to push-­‐pull

products within targeted market segments.

• Coordinated with respective OEMs for outdoor/indoor DAS solution with power and thermal management

systems to address global end-­‐customer requirements with potential for $1M+ in new business for FY12.

• Developed plan with Wireless Carriers in the Caribbean market which ultimately lead to $2M in revenue to

support LTE rollout for major operator.

• Developed channel partner (Interstate) and go to market strategies to support market entry and growth (i.e.,

distributors, resellers, etc.).

• Implemented plans and product introductions with various OEMs, MSO and Alternate Access Vendors

supporting wireless backhaul market.

Accedian Networks, Vice President, Sales – North America (2009 – 2011)

Managed penetration of Layer2/3 products through direct, OEM, and reseller channels to wireless and wireline

carriers and WISPs. Led North American sales team strategy, enabling the following accomplishments:

• Increased YOY revenue 400% in FY09, 200% in FY10 for both wireless backhaul as part of Verizon WIreless’ and

AT&T’s LTE deployment and Ethernet business services. On track for 200% in FY11.

• Sales contribution toward the achievement of Deloitte #1 Fast 50 in Canada and #2 Fast 500 in North America

for increase in growth.

• New account penetration with AAVs, such as Fibertower, TTMi, Zayo, Fibertech, Conterra, FPL Fibernet,

Hawaiian Tel, Surewest, Indatel Partners (VisionNet, Eventis, etc.), Windstream and numerous other accounts.

• Lead deployment of Ethernet NIDs at Verizon Wireless, both directly and with partners, approaching $5M in

YTD revenue ($8M cumulative between FY10 & 11).

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John D. Eberhart

• Managed and developed partner agreements domestically with Cyan Optics, Cisco (ASR Business Unit), JDSU,

Overture Networks, and Calix, including resellers/VARs covering service providers and enterprise markets

domestically.

• Develop and implement account/pricing strategies leading company to dominant market share. Promote ROI

and business cases to differentiate service offering while reducing associated CAPEX/OPEX.

• Met year-­‐over-­‐year AOP expectations to achieve growth objectives and maintain margins in excess of 60%.

• Responsible for pricing to ensure expected margins were achieved.

Superconductor Technologies, Inc., Director of Sales (2007 – 2009)

Managed sales of cryogenically-­‐cooled filters and low noise amplifiers to wireless carriers (Verizon Wireless, AT&T

Mobility, Sprint, T-­‐Mobile, US Cellular). Provided strategic input to management team on account plan development

and execution.

• Penetrated new markets with respective accounts for filter and ground mount amplifiers and closed over $1M

in new business with opportunity for residual business for both 850 and 1900MHz spectrums for FY09.

• Developed key account sales and new business plans for air-­‐to-­‐ground CDMA system and 700MHz spectrum

with respective Strategic Planning and RF Planning organizations.

• Successfully coordinated field evaluations, testing and approval with respective customer’s engineering,

operations staffs.

• Promote and prove in ROI and TCO for ground mount amplifiers used in various OEM base station

configurations operating in 850, 1900 and 1700MHz spectrum.

Charles Industries, Ltd, Vice President, Telecom Sales (2005 – 2007)

Managed $75MM in OSP and Broadband Access products to Wireline and Wireless Carriers, MSOs, Resellers and

Distributors serving the US, Canada and Puerto Rico. Led team of 30 Sales Directors, Account Managers, Sales

Engineers, Pioneers, Resellers.

• Increased sales 40% and 10%, respectively, for the OSP and Broadband Business Units based on strategic plans

for FTTH, broadband (EoPDH) and wireless markets.

• Regained OSP business from Sprint/Embarq valued at over $3M annually. Implemented key account plans,

wireless backhaul strategy and MBOs to increase product penetration into wireline and wireless markets and

OEMs.

• Developed and implemented tiered, volume channel strategy; make-­‐or-­‐buy and OEM relationships to meet

Annual Operating Plan for the respective BU initiatives.

• Developed pricing strategy to ensure company grows profit margins and subsequently increased profit before

taxes objective by 11%.

• Led introduction and first account/channel sales of DSL line powered product to leverage distribution

architectures for carrier IP DSLAM deployments. Facilitated business development of Broadband, FTTX and

MDU applications

Telco Systems, a BATM Company, Vice President of Sales

(2002 – 2005)

Managed $38M in annual sales to Qwest, SBC, Verizon, MCI, IOCs, ISPs, Wireless Carriers, MSOs and OEMs for

TDM, IP Layer 2/3, and VDSL product lines.

• Developed and implemented sales strategy, introduced and lead approvals for TDM, IP, VoIP, active Ethernet

and E-­‐PON and Wi-­‐Fi products with technology standards and executive management.

• Negotiated contracts for TDM and VoIP product lines and developed Business Cases with ROI and TCO for

products versus competitive alternatives and/or current methods and procedures resulting in $7M in annual

revenue. Negotiated reseller and distributor programs while increasing sales through secondary markets.

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John D. Eberhart

ADC Telecommunications, Sales Vice President, Verizon and Affiliates

(1987 – 2002)

Managed $210M with team of Regional Managers, Business Development, 25 Account Managers. Managed Verizon

affiliates and subsidiaries nationally; IOCs, IXCs and OEMs in the Mid-­‐Atlantic Region.

• Successfully introduced and managed product evaluations/approval of fiber transmission and HDSL2/4 product

lines generating $300M over the product life cycle.

• Developed and implemented go-­‐to-­‐market strategies for xDSL; optical extension loop transport/small

subscriber DLC, and connectivity product lines (copper and fiber).

• Developed Key Account Plans, Individual Business Unit Strategies and Market Account Plans and bundled

sales/product solutions to meet customer’s network requirements.

• Negotiated NDAs, Distributor/Reseller Agreements and contracts for copper/fiber infrastructure products, OSP

apparatus cases, POTS splitters, muxes and system integration/turnkey services avoiding RFQs leading to long-­term

contract extensions over a 15 year period while exceeding gross profit margin objectives.

• Elected to President's Advisory Council 1989-­‐1999, & 2001; Chairman's Summit Counsel 2000; Century Club,

1989-­‐2002. Consistently exceeded quota by 50-­‐100% during 1989-­‐2002.

Other Professional Experience

Alcatel Transmission Systems, Account Manager /Sales Engineer

NEC America – Fiber Optic Systems Group, Systems Engineer

Continental Telephone Company , Customer Service Advisor

GTE Telenet & Computer Sciences Corporation, Member Technical Staff.

Education

(1985 -­‐ 1987)

(1983 -­‐ 1985)

(1981 -­‐ 1983)

(1979 -­‐ 1981)

Bachelor of Arts (Advertising-­‐Public Relations)/Marketing Management, Radford University

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