MICHAEL J.

WALSH
2325 Fountain Head Drive, Plano, TX 75023
972.596.1801 Hm 972.824.2226 Cell
REGION SALES MANAGER * MAJOR ACCOUNT MANAGER
Experienced Sales Hunter with extensive experience in selling Broadband, Optical
, VoIP, Ethernet, Video and Software Solutions to Fortune 500 companies across A
merica. Consistent strong record of achievement opening new territories and deve
loping new major account business and strengthening customer relationships.
* VERTICAL MARKET SOLUTIONS: Successfully marketed into various verticals, sell
ing solutions to Service Providers,
Universities, Utilities, Enterprise and Departments of Transportation, through-
out North America exceeding quota by 15%.
* CLIENT RETENTION: Successfully renegotiated contract with Entergy, a major Co
astcom utility customer, retaining this IT
hardware and maintenance contract valued $5.5M, over two years representing 25%
of company revenues.
* CHANNEL MANAGEMENT: Established strategic partnerships with new system integr
ators and VARs for Coastcom, Luminous
and Performance Technologies, effectively increasing revenues by 30%...
* SOLUTION SALES: Experienced sales and technical consulting driving customer l
oyalty and bottom line growth. Proven ability to architect hardware and software
solutions and execute high-volume proposal. Closed individual deals in excess o
f $3.5 million.
Key Competencies
*
* Ethernet Network Solution Sales
* Proven Performance
* Major Account Management
* Proposal Management
* Value Proposition Creation & ROI
* Consultative Sales
* Direct Sales and Channel Management
* Start Up Background
* Team Leadership
* New Product Introduction
PROFESSIONAL EXPERIENCE
STRATEGIC TELECOM SOLUTIONS, Plano, TX
Solution Consultant, March 2009 to Present
Contract IT Sales Professional working with various manufactures selling hardwa
re and software solutions.
* Selling Ethernet Switching equipment for Broadband access to Services Provide
rs.
* Selling Hardware and Software focused on Hosting, Storage and Password Manage
ment (SSO) to Service Providers, Utilities, Education and large Enterprise custo
mers.
* Sold direct and partnered with Channel Partners in proposing solutions across
the South.
VERIZON BUSINESS, Richardson, TX
Sales Consultant, Jan 2007 to March 2009
Charged with selling network solutions to National Account customers throughout
the South. Responsible for VoIP Telephony, Hosted and Managed Services, customer
premise equipment and Microsoft Unified Communications sales to new and existin
g corporate customers through presentations and seminars.
 * Successfully drove VoIP solution's acceptance and consistently achieved sales
quota of network and customer premise equipment (Routers, Servers, Switches, Ho
sted Solutions) and Unified Communications software applications.
* Built a Strong pipeline with targeted customers, developing their understandi
ng for VoIP solutions and Managed services.
PERFORMANCE TECHNOLOGY, Plano, TX
Region Sales Manager, Dec 2005 - Jan 2007
Responsible for opening a new territory and selling Signaling Servers, Location
Based Services Software and Network Management Software to Wireless, Wire Line a
nd Cable Service Providers across the western U.S.. Managed relationships and co
ntract negotiations, built pipeline through cold calls, prospecting and networki
ng and engaged Channel Partners in driving incremental sales. Leveraged ROI mode
ls showing allowing Wireless Carriers how to provide additional services.
* Built new territory, brought in new customers; Mpower, Time-Warner, Cricket C
ommunications, and Pioneer Wireless.
* Recruited complementary Software Channel Partners and System Integrators driv
ing over $1M in revenue in less than six months.
LUMINOUS NETWORKS, Plano, TX
Region Sales Manager, 2004 - 2005
Launched a portfolio of Ethernet Switches, Packet Switches and Network Managemen
t Software across the South Eastern U.S. Prospected and prepared product present
ations, RFP's, and proposals. Negotiated contracts with C-level executives at Te
lephone Carriers, Utilities and System Integrators.
* Landed lucrative contracts with University of Texas, T-Mobile, Sprint, and ot
hers and overachieved quota by selling Switches and OSS Network Management softw
are valued at $3M.
* Sold direct and recruited and supported Channel Partners in sales to Service
Providers, Government Agencies, Utilities and large Enterprise customers.
COASTCOM, Plano, TX
Region Sales Manager, 2002 - 2004
Successfully sold SONET DWDM, Ethernet Switches and Network Management software
to Utilities for SCADA control applications, to States' Departments of Transport
ation (DOTs) for Intelligent Transportation System (ITS) applications and to Tel
ephone Service Providers for voice and data Triple Play applications. Managed st
rategic relationships with key professionals and recruited and supported System
Integrators and Channel Partners across the Southern U.S. (from Texas to Puerto
Rico). Expanded market penetration into Wireless Service Providers for Cellular
T-1 back hall by emphasizing products flexibility.
* Created and managed strategic relationships with key professionals at major R
esellers and System Integrators; brought in 15 new clients including: Qwest, All
tel, Bahamas Telephone and System Integrators.
* Broadened vertical markets for equipment by targeting Intelligent Transportat
ion System (ITS) to City of Houston, State of Missouri, and Mas-tec selling $6.5
M over 2003 - 2004 exceeding quota at 110%.
* Engaged and supported Channel Partners, Walker and Associates, Power and Tel,
Harris, ITT Federal, Raytheon and others to successfully drive sales across the
region.
NORTEL NETWORKS, Richardson, TX
Senior Network Sales Engineer, 1996 - 2002
Senior Solution Architect providing Overlay Sales Support and technical consulti
ng to sales teams nationally and developing technical relationships with Tier 1
- 3 Service Providers (IOCs, CLECs, ISPs & Cable Companies). Evaluated start-up'
s business plans and made technical network and business recommendations. Active
ly engaged existing customers and prospects and presented product portfolio clie
nt presentations and proposals VoIP switches, Broadband, Optical, Ethernet, Acce
ss devices, Software applications and Professional Services..
 * Supported new business sales to; Qwest, Frontier, Century, McLeodUSA, Citizen
s, Alltel, Level 3, SBC, PacTel, and Verizon valued at over $60M, exceeding quot
a by 120%.
* Created pricing, proposals and presented solutions to C-Level executives for
complete end-to-end carrier CS2000 IP Voice switches, Optical Transport, SS7 and
Routing Software, OSS Network Management, application Software and Professional
Services.
Additional Experience:
* International experience selling across North America and the Caribbean worki
ng with Global Carriers such as AT IP Voice, IP Video, Broadband, Ethernet Core
and Access Switches, SONET, Ethernet, Optical, Routers, Servers and Software sol
utions.
* Comprehensive product knowledge of end to end telecom and IT network infrastr
ucture, applications, software, professional services and solutions.
* Excellent verbal, written and presentation skills, Microsoft Office skills an
d the ability to rapidly learn and apply new technologies for sales success.
EDUCATION
Bachelor of Science, Business Administration, California Coast University, Santa
Ana, CA
Electronics Technology, DeVry University, Chicago, IL