Experience

Harmonic
• United States
• IT Services and IT Consulting
• 1 - 100 Employee
• Regional Vice President, Fiber Broadband Business Development

  • Oct 2023 - Present


t3 Broadband (a t3 Wireless, Inc. company)

• United States
• Telecommunications
• 1 - 100 Employee

• Senior Vice President of Sales

  • Jan 2023 - Oct 2023

  Leading full sales cycle for t3, a broadband integrator, overseeing all revenue activities including outbound demand generation, account management, and sales strategy development for tier 1, 2, and 3 broadband operators, ISPs, WISPs, and MSOs. Effectively manage sales team by guiding and coaching the team to meet quotas and account strategies in a player/coach manner. Oversee the management of the sales funnel. Building strategic channel and manufacturer partnerships to drive additional revenue by introducing fiber into the business. Growing t3's revenue base by leveraging existing ISP and channel relationships to drive new software revenue into the business. Achieving sales targets by offering solutions-based software, hardware, and services to customers comprised of strategy development, network architecture solution sales and implementation services. Show less



Siklu Communication

• Director of Sales & Strategic Accounts

  • Jan 2019 - Dec 2022

  Doubled 16-state territory revenue in 18 months driven by new customer acquisition and master purchase agreement execution with key ISP and WISP customers. Out-performed quota in 2021 and YTD 2022 to become the number one sales territory in the U.S. Drove outbound engagement resulting in multimillion-dollar new customer revenue from the top RDOF and CAF II winners in the territory. Led strategy and sales to new national overbuilder customers as well as traditional national ILECs. Unique combination of business acumen coupled with technical aptitude drove more rapid adoption of Siklu’s products wining favor with technical influencers and C-level decision makers. Show less



ADTRAN

• United States
• Telecommunications
• 700 & Above Employee

• Director of Business Development

  • Jan 2017 - Jan 2019

  Led customer facing demand generation in newly formed emerging markets team by effectively delivering the business value of our solution throughout multiple levels in customer organizations.Rapid success building a multimillion-dollar business the first 8 months.Led strategy for identifying and executing strategic partnerships with fixed wireless manufacturers.

• Director, Cloud Services Portfolio

  • May 2015 - Jan 2017

  In a new role within the company, I led global strategy development for ADTRAN’s services business.Led development of a suite of new, innovative, disruptive B2B and B2C solutions using organically developed and third-party products to create unique offerings to lower OpEx and provide insights to increase operator CapEx.Built and managed relationships with third party technology partners including development of business and negotiation of business terms.

• Director of Product Management

  • Nov 2012 - May 2015

  Led full lifecycle management, product strategy and execution for $50M+ global product lines including network security, wireless LAN, Ethernet switches, unified communications, network management software, cloud-based managed services and professional services business areas.Direct management of team in each business area to include hiring, product management training, directing work efforts and performance appraisals.Led team to drive new growth of professional services via the development and launch of ADTRAN’s first B2B global cloud-based service offering. Built and launched ADTRAN’s first OpEx model for managed services including installation, hardware and maintenance in a single monthly bundle. Grew into a multimillion-dollar revenue stream in the first nine months.Coached and approved pricing strategy for product lines and all deal-based special pricing requests.Led regular engagements with press/media and analysts during product launch, quarterly briefings and as an industry expert. Show less

• Senior Product Manager

  • May 2007 - Nov 2012

  Co-lead the acquisition of Bluesocket, Inc., ADTRAN’s foray into the Enterprise SDN-based wireless LAN market segment. Identifying and recommending a short list of acquisition candidates.Integrated Bluesocket product line into ADTRAN introducing a formal product management process into the organization.Revised pricing strategy with a focus on traditional Enterprise business customers while developing new technology targeting the service provider market.Identified security product void in ADTRAN’s Enterprise product portfolio. Developed GTM strategy for ngFW with classic build vs buy analysis.Negotiated and successfully launched co-branded SonicWALL security appliance family. Show less

• Product Manager

  • Jan 2000 - May 2007

  Full lifecycle product management responsibility for an intelligent Frame Relay DSU that enabled full Layer 7 application traffic reporting and control.Created new market for ADTRAN with the development of the company’s first IP-based products migrating away from the legacy access business.Complete competitive and market analysis resulting in identifying sustainable competitive advantages for ADTRAN’s new router product line.Product line generated tens of millions of dollars, resulted in the exit of several incumbents and captured over 10% market share from Cisco, the dominant market share holder. Show less

• Design Engineer

  • May 1995 - Jan 2000

  Led development of new ISDN terminal adapter hardware focused on direct to consumer and Enterprise customers.Hold four United States patents for my work to simplify ISDN deployment.