Todd Stone
Vice President of Software Sales - Sasktel International
Cornelius, NC
Work Experience
COO, Chief Operations Officer
August 2012 to Present
• Manage all day to day operations of the company
• Sets priorities and makes team agenda and strategy clear to all team members
• Provide leadership, direction and administration of all aspects of activities to ensure quality service, compliance with established objectives and financial return.
• Responsible for ensuring compliance with contractual obligations, monitoring and improving performance measures
• Responsible for development of operating business plan and strategies that meet the Company’s overall objectives. Accountable for execution of operating goals to ensure the achievement of the Company’s business plan. Takes the lead in creating, supporting, and communicating strategic initiatives.
• Evaluates competitive initiatives, and works with the President and the CEO to position or reposition each concept’s points of distinction. Understands competitive positioning and works to provide points of differentiation.
• Fosters a strong sense of partnership between all of the Company’s employees.
• Regularly assesses the talent and capabilities of employees by ensuring that resources and developmental tools are brought to bear to enhance performance at all levels.
• Recognizes opportunities for brand development and evolution.
• Skilled at development and implementation of alternative strategies when faced with challenging environment; capable of completing key assignments, and devising effective alternatives when roadblocks appear.
• Possesses strong analytical skills, but encourages effective use of team resources to problem-solve and complete tasks and objectives.
• Flexible, able to prioritize and juggle multiple responsibilities/projects at one time.
• Strong leadership attributes with the ability to engage, inspire and influence others to achieve shared goals.
• Increase and influence strong partnerships and channel development. Works with all area’s within sales and sales development. Helps increase productivity, provides training and directs sales activities. Increased production 100%
• Conducts Team meetings with Regional Team Members to discuss current objectives. Prepares agendas and conducts training sessions and presentations on issues regarding quality, safety and human resources
Vice President of Software Sales
June 2011 to August 2012
As Vice President of Software Sales my primary responsibility is to augment a high performance team with the critical business skills, sales and marketing expertise and leadership needed to build relationships with successfully selling products to current and potential clients.
• I report directly to the President and COO/ Board of Directors. My role directs all sales activities, teams while developing long-term solution based sales strategies.
• I also work in direct partnership with the VP of Marketing, VP of Research and VP of Intelligence on developing the marketing, research, diagnostics and advertising strategy designed to meet corporate sales objectives that go with our OSS Software Solutions within Inventory, Activation, Trouble Ticketing, Service Assurance, Fraud Management, FTTx, ICT Consulting and Professional Services
• Maintain current level of sales through-out the organization while also building towards future sales. Manage and support existing international sales efforts while establishing new markets. Manage the sales pipeline and generate RFPs
• Manage a variety of diverse detailed sales programs and projects. Develop and coordinate the sales selling cycle and methodology. Develop strategic marketing plans to target technology clients in the US and Internationally.
• Identify solution based selling, discover market intelligence, diagnostics, and market research and develop new target markets, segments and clients for products and intelligent services. Completely understands clients business challenges and customer pain points through proper market intelligence and competitive intelligence.
• Analyze and evaluate the effectiveness of sales, methods, costs and results- Develop and over see the sales budget and regular sales forecast revisions within the company business plan.
• Establish and implement short-term and long-term goals, objectives, policies and operating procedures with world wide sales team.
• Ensure the ongoing development of staff and provide for an effective, productive work environment. Develop and maintain sales staff in India, Africa, Argentina, USA, Canada, Europe and other forming markets. (offshore/outsourcing as well)
• Ranked Top 10 OSS/BSS Providers in the WorlD
• Ranked Top 50 Businesses in North America.
• Major telecom Carrier focus within Tier 1, Tier 2, Tier 3, Mobile Providers, MVNO, International Incumbents and PTTs
• Identify and recruit VARs, Channel Partners, Network Integrators, Hardware Providers, Telecom and IT Consultants, and other companies or individuals to represent SI.
Vice President Software Sales and Carrier Services
November 2007 to June 2011
Recruited, trained, and supervised Agent Sales Managers and all clerical staff within Software and Carrier Sales.
* Monitor Software Vendor performance through market research, diagnostics, analytics, Quality Control, Redline Service Agreements
* Created a plan to establish selling Domestic and International Telecom products and Saas.
* Developed new agent channel sales teams, participated in new company pilot programs, and expanded overall client base and product development
* Negotiation with Vendors on all products and services.
* Develop strategic marketing plans to target technology clients in the US and Internationally
* Managed over all Sales Budgets, Reporting and defining goals to CEO and Board of Directors. Manage the sales pipeline and generate RFPs
* Working knowledge of devices (tablet, smart-phone, feature phone, etc.) Develop software business plans for Blackberry, IPHONE, and Android product to market VOIP Dialers/Web based applications and project management post sale design and implementation. (offshore/outsourcing)
* Products building, SIP Gateways, Soft Switches, BSS/OSS, White Label Products, Data Hosted Services, Turnkey Platforms.
* Customer Base: Tier 1, Tier 2, Tier 3, PTTs, ISPs, MVNOS, MVNES, Resellers, Direct Selling Companies and International Incumbents.
Sr. Vice President of Sales and Operations
January 2001 to November 2007
Recruited, trained, and managed staff of sales representatives and channel partners
* Ranked in top of company during the first year of tenure for company sales
* Successfully met and exceeded goals, maintained high client base satisfaction
* Efficiently managed a failing staff and brought them back to company standards
* Increased production 100% by primary research, internal data, observation and behavioral market patterns and diagnostics.
* Implemented and designed products for Marketing Intelligence, Market Research and Sales. Translating data and forming business insights
* Establish and implement short-term and long-term goals, objectives, policies and operating procedures. High level of client service with understanding procurement, distribution, supply chain management, operations and R&D
* Identify and recruit VARs, Channel Partners, Network Integrators, Hardware Providers, Telecom and IT Consultants, and other companies or individuals to represent company.
Sr. Director
December 1996 to January 2001
Monitored daily sales activities, budgets and reports from regional sales executives
* Enhanced account retention by 75 percent; increased account size by 100%
* Managed and maintained revenue for new and existing carrier accounts
* Participated in account strategy planning sessions and product development. Present Carrier products to new carrier prospects with Account Managers and Regional Sales Executives. Trade Shows and Seminar.
* Promoted From Carrier Sales Manager to Direct to Sr. Director
Director Of Sales and Operations
December 1993 to November 1996
B2B Voice and data Sales, T1, t3, Ds1, ds3, OC 12, OC 48 & OC 192
* Promoted, key account manager, branch manager and regional director.
* Conduct regional training, seminars, Concession management Planning, budget planning, marketing Research and Market Intelligence.
* PROMOTIONS, FORECASTING, STRATEGY PLANNING SESSIONS. IN CHARGE OF 18 OFFICES ACROSS 8 STATES, 25 CITIES AND 125 DIRECT REPORTS
Education
MBA in Education
Additional Information
1. Willingness to share information and ideas.
2. Commitment to teamwork.
3. Responsiveness to change.
4. Ability to work under pressure.
5. Sense of ownership of work and ideas.
6. Willingness to take calculated risks, without fear of consequences.
7. Ability to communicate clearly and honestly with peers, managers, customers.
8. Understanding of business strategy and how you create shareholder value.
9. Commitment to continuous learning, skills development
Profile& Objective
Talented and enthusiastic professional with an extensive background in management, sales, (offshore/outsourcing) operations, marketing research and analytic skills. Dynamic career with fully collaborative and leadership responsibility for providing strategic direction of the organizations public image, marketing, solution based selling and product service-lines. Very strong presentation skills, highly skilled negotiator, communicator and strong problem solving skills. Have the ability to work well in a fast paced, entrepreneurial, unstructured environment. Very connected domestically within Telecommunications, Financial Services, Oil & Gas, Energy Utilities, Automotive and Technology within the U.S.A and Internationally abroad. Well traveled, very high profiled executive.
Areas of Expertise
* CANTO Mission & Member * Data Market Intelligence & Diagnostics
* OSS/BSS Sales Management * Management - Identify New Talent
* Market Research * Software Sales - RFP/RFI Generation
* Fund Raising/Venture Capital
* Solution Based Selling & Customer Management
* Professional Services
* IBM Tivoli Software Certified
* offshore/outsourcing IT
Qualifications Summary
* Demonstrated exceptional analytical and communication skills
* Skilled in writing reports, business correspondence, and procedure manuals
* Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public through research and development.
* Experienced in interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints, and resolving problems
* Adept in marketing various properties, products, and services such as Data Analytics
* Very strong negotiating skills with sales products.
* Very strong business knowledge through channel development and market research
* Technically sound with operational systems softwares, extremely knowledgeable in purchasing products, consulting, project management and solution based selling
* Knowledgeable in customer experience and improvement through diagnostics
* Influence and support client counterparts in sales, business development, negotiations and deal making and enables clients to take business decision, and add value
* Able to transform the International Business units or domestic business units of any major operator in any part of the world. Understanding Global Delivery Model (offshore/outsourcing) Ability to conduct industry and customer analysis: identifying "pain points"
