Assumed a sales leadership role as EchoStar Satellite Services transitioned from a unit under DISH that generated incremental revenue to a profit center and while the company's president was recovering from a serious illness.
Closed over $42M in new business of which 80% came from new customers.
Developed and closed creative deal structures that allowed ESS to grow dramatically during a difficult economic climate.
Diversified and expanded client base to include data, government, and media services.
Created a digital cinema distribution strategy that led to deals with the two leading digital cinema providers.
Managed wind down of a legacy and obsolete data communications service while maximizing revenues and minimizing customer impact.
Encompass Digital Media, Atlanta, Georgia
Vice President of Sales 2010 - 2011
Recruited to lead the sales staff for this cutting edge digital media services company during a period of explosive growth that saw the company double in size with the acquisition of competitor Ascent Media.
Directed and focused sales staff through a period of uncertainty after Encompass announced the acquisition of Ascent Media.
Assessed skills and capabilities of sales team based on their market focus and individual talents.
Built confidence in sales staff and created a structure for sales operations.
Analyzed existing prospects and developed strategies in response to identified challenges and opportunities.
Salvaged a $2.4M long term client on the verge of leaving for a competitor.
Created strategy for next generation digital media asset management opportunities.
LORAL SKYNET, Denver, Colorado
Director, Media & Entertainment Sales 2001 - 2006
Recruited to this $460M global satellite communications carrier to leverage my experience and relationships and lead Skynet's sales and marketing efforts in the cable and digital TV marketplace.
Managed and grew key accounts that included Disney Channel, Sony, Playboy TV, Hallmark International, HBO, and Ascent Media.
Strategically positioned Skynet against intense competitive pressure to close over $18M in new business and establish the long term viability of the Telstar 10 satellite as a leading Asian cable program distribution neighborhood.
Built a partnership with a leading network to create a digital TV distribution platform requiring no investment beyond sunk costs that generated over $15 million in new business.
Worked in Skynet's London office developing over $1M in new international business.
CIDERA, INC., Denver, Colorado
National Account Manager, Content and Distribution 2000 - 2001
Joined this dot-com era start up IP broadcast backbone provider to develop new business with major media and entertainment companies.
Established awareness of and generated early interest in Cidera's content delivery services with leading broadband content providers.
Worked closely with product managers and consulted with potential customers to define Cidera's initial content distribution service offerings.
Opened a Denver, Colorado office.
CONSULTANT, Denver, Colorado; The Hague, Netherlands; and Washington, DC
Digital TV and International Satellite Communications 1998 - 2000
As an independent consultant worked on various digital television initiatives and on a long term international assignment with New Skies Satellites in The Hague, Netherlands.
Key member of a small team that managed the seamless transition of New Skies, a $123M company, to a commercial satellite carrier when it was spun off from Intelsat.
Developed over $55M in new sales with international telecom companies.
Created and implemented initial sales and customer support procedures.
Trained new managers and employees in satellite communications.
YOUR CHOICE TV, LLC, Englewood, Colorado
Director, Business and Technology Relations 1997 - 1998
Directed business development efforts for new technology initiatives at this precedent setting cable programming service owned by Liberty Media and The Discovery Channel.
Formed key strategic alliances that minimized development costs in the creation of new interactive television and addressable advertising services.
Analyzed the impact of and created strategy in response to industry trends such as the creation of the OpenCable specification and roll out of HDTV.
Authored Your Choice TV's response to the original OpenCable RFP.
Created an affiliate sales strategy to non-cable distribution systems.
HUGHES COMMUNICATIONS, INC., Los Angeles, California
Manager, Cable and Broadcast Services 1993 - 1997
Recruited to this $400M market leading satellite communications company where I was responsible for the sales and marketing of satellite services to entertainment, cable television, and telecommunications companies.
Secured a $120M contract with Viacom from an entrenched existing provider.
Defined market opportunities and developed sales strategies for successful new offerings that generated hundreds of millions of dollars in new revenue.
Closed a $67M deal for the FAA's satellite based air traffic communications system
Managed and grew major accounts that included The Discovery Channel, TV Food Network, TCI/Liberty, CBS Cable, and MCI Telecommunications.
GTE SPACENET, McLean, Virginia
Account Manager, Broadcast Services 1986 - 1993
Responsible for the sales and marketing of satellite services to cable television, sports, and broadcast television companies for this $300M satellite company.
Closed transponder purchase and lease agreements.
Supported ABC News, CBS News, and CNN in the launch of new SNG services.
Increased Spacenet's visibility in the cable television industry.
BUNKER RAMO INFORMATION SYSTEMS, Trumbull, Connecticut