MADERA GLENN

2728 Sulphur Drive * Hayward CA 94541 * 510.363.0676 *

CUSTOMER DRIVEN, RESULTS FOCUSED SALES LEADER WITH A PROVEN TRACK RECORD OF FAR
EXCEEDING SALES OBJECTIVES AND DEVELOPING EFFECTIVE STRATEGIES AND POLICIES.
18+ years' demonstrated excellence in propelling multi-million dollar sales grow
th of technology products. Specializing in building, managing and coaching high
performing sales teams.
Indirect Sales Channels - Start-up and Turnaround Expert - Convergent Data and I
P Technologies
Executive Summary
* Exceptional analytical, forecast development and long term planning skills.
* Proven history of go-to-market strategic planning through multiple sales chan
nels.
* Successful track record of opening and developing new markets and alternate s
ales channels.
* Extensive experience managing P&L for sales channel/business unit.
* Strong negotiations, written/verbal and presentation skills.
Professional Chronology
Sales Director, Strategic Markets, Andrew Corporation, CA 2007-2009
Spearheaded implementation of new sales division selling diagnostics and repair
services to carriers.
* Quickly built and ramped up a new sales team to sell highly profitable 'strat
egic products' into a brand new market, including sales team structure, compensa
tion model, and territory blueprint.
* Sold through dedicated sales team, worldwide imbedded sales force and authori
zed agents.
* Created and implemented company-wide training curriculum for new products.
* Successfully secured new contracts with AT&T, Sprint, Verizon, Lucent and Nor
tel.
Regional Director, Data Sales, Verizon Wireless, CA 2006-2007
Provided aggressive sales leadership to results-driven team of 32 sales managers
, sales consultants, and sales engineers selling full portfolio of wireless data
products and services. Planned and executed go-to-market strategies through 3 s
ales channels: business, indirect and consumer. Developed focused teams to suppo
rt large enterprise customers as well as local and national retailers in NorCal.
* Chosen to lead development of new data sales channel.
* Consistently exceeded sales goals and key performance indicators, increasing
NorCal's data sales production from $7 million to over $20 million.
* Conceptualized, developed, and implemented data certification program for all
sales personnel.
* Tripled results by orchestrating development and execution of channel-specifi
c sales strategies.
Three positions (descriptions follow), Sprint Communications, CA 2001-2006
Senior Sales Operations Manager, Global Accounts
Key member of leadership team created during merger of two companies: Sprint Com
munications and Nextel Wireless. Established overall direction for sales operati
ons in the support of (the new) Sprint's Global Top 100 Accounts.
* Successfully developed sales and compensation models as well as remote teamin
g model.
* Within six months of merger, both entities merged seamlessly-without losing s
ales or customer confidence-despite having independent procedures, processes, sa
les plans, strategies, and customers.
Indirect Channel Manager, Master Agents
Selected to manage the expansion of the Master Agent channel (including 6,000 su
b-agents and VARs) through a sales and support team of account managers and sale
s engineers. Revitalized channel's production by focusing on close collaboration
with-and education of-sub-agents. Co-developed and implemented a certification
program for sub-agents.
* Doubled channel revenues from $200,000 to $400,000 per month ($2.4 million to
$4.8 million per year). Elected to President's Club for two consecutive years.
Data Branch Manager, Enterprise Accounts
Chosen to build and manage one of four data-only sales branches in the country;
orchestrated all aspects of launch, including personnel, processes, and office b
uild-out. Targeted Enterprise (mid-size) customers, a base which Sprint had not
tapped earlier. Recruited top talented professionals to sell broadband IP servic
es, frame relay, co-location, and managed services to customers in new "emerging
markets" segment.
* Outperformed quota of $200,000 per month ($2.4 million annually) in increment
al revenues; generated $500,000 per month ($6 million per year).
Field Market Manager, AT&T Communications, CA 1999-2000
Selected as part of a turnaround team to bring a small business branch with 60+
employees "up market". Efforts entailed retraining, reorientation, and resizing
of sales staff to drive sales of higher-end data products. Utilized financial mo
dels and market intelligence to construct profitable customer agreements and dri
ve business growth.
* Aggressively increased quota and increased top line revenues 200%.
Regional Sales Director, Business Markets, AT created processes and procedures.
* Led region to top-performing region in California-150%+ to quota every month.
* Within a year, team succeeded in securing over 2,000 new business customers.
Additional Telecommunications Experience
Strategic Account Management (various positions), AT promoted three times; trans
ferred to Hawaii to open new branch; elected to Leaders' Council (top 2% of sale
s force).
* Started with the company as an AE; held positions as Applications Consultant
and Sales Trainer.
Education/Training/Certificates
Bachelor of Arts, University of Washington
Communication Technology Management Certificate, USC Marshal School of Business
Project Management Certificate (PMP)
Community and Civic Involvement
Campaign Organizer, the American Cancer Society
Community Organizer, Organizing for America