Michael Taylor is a Field Operations Director Manager with more than 30 years of progressive responsibility within the t...
MICHAEL J. TAYLOR Indianapolis, IN 46229
[email protected] (317) 691-4024
S e c u r i t y Cl e a r an c e Active Top Secret SSBI Security Clearance issued by the Department of Defense (DoD)
SALES EXECUTIVE Operations/Project Manager/Territory Manager Energetic, results-driven and highly resourceful Manager with more than 30 years of progressive responsibility within the telecommunications industry and the Federal Government. Conduct research and stay abreast of latest trends and advancements in the field to deliver telecommunications solutions and training customized to meet client needs and system configuration. Consistently achieve substantial revenue growth through delivery of effective strategies for account development, budget administration, client relations, training, and expense control. Exceptional forward-thinking leader, mentor and motivator. Hire, train, mentor and lead cohesive teams of geographically dispersed sales representatives and channel partners. Substantial experience in staff recruiting, training, personnel management and customer relations. Demonstrated flexibility to adapt and adjust work schedule to meet client needs. Computer proficiency in a variety of software programs including CRM and SAP. Maintain exceptional interpersonal communications, customer service and follow up.
SELECTED ACHIEVEMENTS Successfully introduced and sold Copper Mountain Networks next generation product into six (6)
key accounts (MCS, Mpower, Century Tel and Valor Telecom) within a six (6) month period and reengineered the sales organization that resulted in a cost savings of $200,000. Introduced and sold Turin Networks products into the US Department of Defense through Prime Contractors, MBE Contract holders and direct. Some of the areas were into the UAV program, Homeland Defense First Responder, NOAA, US Navy and US Air Force. Coordinated JTCS certifications on a variety of products using embedded software management. Recognized for work efforts that led to SONET mux sales into six (6) new strategic accounts in 2006. Accounts included Buckeye Tele-System, Centennial Wireless, PowerNet Global, Telnet WorldWide and Great Lakes ComNet. Increased sales of Ethernet Transport and Digital Cross Connect Systems nearly 300% in 16 months. Significantly increased sales in the independent Telco market from $50,000 to over $4 M within a nine (9) month period. Exceeded quota by 2% in 1st year and finished FY97 94% and received Kentrox “Region of the Year” Award. Consistently recognized for achievements and awarded Infotron Systems Chairman’s Club, 1984 & 1985; ADC Century Club in 1989, 1990, 1991, 1992, 1998, 1999 & 2000; Kentrox Quota Club in 1994, 1995 & 1996 and the ADC Telecommunications Presidents Advisory Council in 1990, 1995, 1998, 1999 & 2000. Achieved FY 2000 quota of $76.5M at ADC Telecommunications and led 10 Account Managers who achieved 113% of a $46.5M quota primarily into AEP, Ameritech, Bell Atlantic Federal, Cincinnati Bell, Detroit Edison, Public Service Indiana, Qwest Federal, SNET, Teligent, United Telephone, Verizon, Winstar and Wisconsin Public Service.
PROFESSIONAL EXPERIENCE Ameritraining, Inc. Technical Instructor
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Train at&t Premises/Wire Technicians on safety, the Installation, basic testing and Repair of U-Verse wire and other network elements. Delivered Service Promise and Five Star Program Training to existing Premises Technicians. Work with the at&t Core Instructors in the implementation of new product and service offering updates. Emphasize safety to include motor vehicle, tool, working aloft, PPE and work area protection.
US Army Reserve (USAR)-350th Civil Affairs Command Command Sergeant Major (Retired Dec 2011)
2004 - 2005
Managed sales activities and operations providing broadband solutions to large system integrators, valueadded resellers and Tier II/III service provider accounts and power companies throughout six (6) states and Eastern Canada. Promoted and marketed latest technologies and business applications such as T1/T3 circuits, frame relay, xDSL, ATM, Broadband Remote Access Server and edge routers. Provided technology and technical product training on the Redback products.
Copper Mountain Networks, Inc. Vice President, Regional Accounts and Channel Sales
2005 – 2009
Handled all Sales activities for Digital Cross Connect, Ethernet and SONET transport solutions to the U.S. Federal Government both direct, and through Channel Partners based on the contract vehicle. Promoted and marketed and trained the latest technologies and business applications such as T1/T3 circuits, Frame Relay, Ethernet, Digital Subscriber Line, Asynchronous Transfer Mode, and SONET transport. Established, trained, and mentored reseller partnerships that penetrated specific governmental agencies. Responsible for Planning and Installation of SONET equipment in Central Office or Outside Plant Cabinets.
Redback Networks, Inc. Account Manager
2009 - 2009
Managed sales activities and operations providing C/DWDM and packet transport solutions to Tier II/III service provider, power companies, and Government accounts in a new territory in six (6) states. Accounts included; AEP, Buckeye TeleSystem, Cincinnati Bell, Consolidated Communications, CTS Telecom, First Communications, Great Lakes ComNet, MERIT, OneCommunity and TDS. Closed business with four (4) new accounts with bookings in excess of $250K in one (1) quarter Established, trained, and mentored channel (reseller) partnerships that penetrated specific vertical markets and achieved established goals.
Turin Networks, Inc. Account Director
2009 - 2011
Senior Enlisted leader of a General Officer command responsible for carrying out policies and standard of the performance, training, safety, utilization, job satisfaction, appearance and conduct of all enlisted soldiers in a Brigade, seven (7) Battalions and the Head Quarters (HQ) company. Work closely with the Chief of Staff/Deputy Commanding Officer in the formulation and implementation of all policies concerning the morale, welfare, readiness, and deployability of enlisted personnel and their families. Includes Service in the Horn of Africa in 2011. Retired with 41 years of combined Army Reserve, Indiana National Guard and Active Duty service. Was a Technical Instructor of Basic Electronics, Data and Equipment Repair; Pole Climbing; Basic Telephony and Basic Wiring for Communications Systems.
BTI Systems, Inc. Senior Account Manager
2011 - present
2002 – 2003
Hired, managed and directed staff of six (6) senior sales managers and three System Engineers that targeted CLEC, IOC, IXC, Utilities, Federal, State and Local Government, along with enterprise accounts in direct and distribution environments throughout North America. Enhanced operations through development of communications channels between System Engineers and sales professionals. Established channel partnerships and trained/mentored cohesive sales teams that penetrated specific vertical markets and achieved established quotas in assigned markets for three (3) consecutive quarters.
Butler Telecom, Inc. Vice President of Sales
2001 – 2002
Provided outsidae plnt and drop work for Charter Cable, Comcast, Verizon, SBC and Bell South. Hired, managed, trained, directed and mentored six (6) Sales Executives . Developed and introduced objective performance evaluations, compensation plans and programs that enhanced morale and improved overall productivity. Successfully negotiated a major contract with White Rock Networks for installation of a next generation SONET multiplexer and wrote multiple sales contracts with AEP, Agilent, AT&T, BellSouth, Cingular, Qwest, WorldCom, US Air Force, NASA, and Verizon.
ADC Telecommunications, Inc. 1986 - 2001 Regional Vice President (1998-2001) Managed and directed staff of 13 Senior Account Managers and operations for the broadband access and transport group within Illinois, Wisconsin to Virginia and Maine, as well as Federal Government and Canada and landed major contracts with TRW, Teligent, Qwest Federal, and Winstar. Maintained Ameritech and Bell Atlantic Federal data business. Accounts generated over $73M annually. Created sales training program and delivered Holden sales methodology training to all Account Managers. Selected to participate on the ADC President’s Advisory Council in 1998 and 1999. ADC Kentrox Division, Regional Manager (1996-1998) Managed and directed staff of six (6) Territory Managers, three (3) Systems Engineers and all operations for the Midwest, Mid-Atlantic and Federal Government Regions that generated $32M+ in annual revenues. Created and implemented business plans, coached Territory Managers in exploitation of major opportunities with Fortune 1000 accounts that included Ameritech, Bell Atlantic Federal, Chrysler, AEP, Detroit Edison, Indianapolis Power and Light, Public Service-Indiana, and EDS. Provided Fractional T-1 and T-1; Frame Relay; ISDN; ATM and HDSL training to Account Managers and Systems Engineers at Ameritech and Bell Atlantic Network Integration. Senior Account Manager (1993-1996) Directed sales of Wide Area Network (WAN) solutions provided to large system integrators, value-added resellers, Fortune 1000 end users, utilities and service provider accounts within a five (5) state territory. Promoted and marketed technologies that included T1/T3 circuits, frame relay, SMDS, ATM and ISDN/frame relay routers. Utilized training to Ameritech, and services to achieve sales goals. Exceeded sales quota by 52% in FY 1994 and by 11% in FY 1995. Account Manager (1988-1993) Managed sales and account development for Ameritech and their subsidiaries.
Administered all public relations campaigns, introduced products, obtained standardization, trained technical support and technicians and configured network applications. Introduced Fiber Optic Loop Converter that enabled Ameritech to deliver four (4) T1s over one (1) pair of fiber and gained acceptance/standardization launching a million dollar product line. Trained all CO Transmission and OSP Engineers at Ameritech IN, MI and OH on the technology, installation methods and troubleshooting of the product line. Exceeded sales quota by 25% in FY 1989, 44% in FY 1990 and 8% in FY 1992.
Market Manager (1986-1988)
Responsible to manage all Data products life cycle from strategic planning to tactical activities including sales launch, collateral necessary, channels to market, P & L., and discontinuance. Working closely with Engineering, Product Management, Manufacturing, Marketing Communication and Sales to launch one of ADC’s most successful data products to date setting the standard for new product introduction. Trained sales, channel partners and customers alike. Received Presidents Award for both a New Product Introduction and New Sales Channel.
Infotron Systems, Inc. Director, Systems Support, AT&T and Regional Bell Operating Companies
1983 – 1986
Reported to the Senior VP and managed/directed U.S. Systems Engineering Tier 1 and 2 support. Hired, managed, trained, directed and developed twelve (12) Systems Engineers and three (3) Product Specialists responsible for all Pre-Sales, Tier 1 and 2 Post-Sales Support including on-site training. Successfully negotiated a major OEM contract with Lucent Technologies to re-sell Time Division and Statistical Multiplexers through the Bell System Purchased Products Division (BSPPD).
Indiana Bell Telephone Company, Inc. Manager, Planning and Technical Support (1979-1983) •
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1970 - 1983
Managed and directed staff of 3 Senior Engineers, 2 Programmers, 5 Operations Supervisors and 21 NonManagement employees in the Official Communication Services organization responsible for planning, implementation and operation of the IBT internal voice and data networks, including mini-computers. Coordinated with Western Electric and Indiana Bell Staff and Installation forces on Centrally Developed Systems Implementation including but not limited to AMARC, BISCOM, BANCS, COSMOS, LMOS, MLT and TIRKS. Integral member of the Ameritech Divestiture Planning Committee on OCS matters. Responsible for the first card entry, physical security network in the Midwest Operations.
Safety Inspector (1978-1979) • • • •
Responsible for Companywide Safety Program from Indianapolis North and East to the Michigan and Ohio State lines. Conducted OSHA/IOSHA and required Bell System Safety Inspections in all Company personnel and facilities in assigned geographical area. Working with Supervisors, conducted training and reviews of all IBT personnel with the applicable Bell System Accident Prevention Plan. Conducted reviews of all motor vehicle and lost time accidents within my area.
Data-Teletype Installation/Repair Technician (1976-1978) Northwest Indiana and South Suburban Chicago Installation, Cutover and Repair Technician Positions(1970-1976) Indianapolis, Indiana
EDUCATION A.S. and B.S. in General Studies, Indiana University, Indianapolis, IN A.A.S. in Management, North Central Texas College, formerly Cooke County College, Gainesville, TX
CERTIFICATIONS Certificate in Electronics Technology, Cleveland Institute of Electronics Certified Customer Service Specialist, Electronics Technicians Association, International
