EchoStar Satellite Services, Englewood, Colorado
General Manager, Sales 2011 - Present
2007 - 2010
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
Video Producer/Director 1984 - 1986
SOUTHERN CONNECTICUT CABLEVISION, Bridgeport, Connecticut
Operations Director, Local Programming 1982 - 1984
CHANNEL SIX, Danbury, Connecticut
Community Coordinator 1980 - 1982
FRED LOCKE PROFESSIONAL AUDIO PRODUCTS, Berlin, Connecticut
System Design and Sales 1979 - 1980
Education
B.S., Media Studies (cum laude), SACRED HEART UNIVERSITY, Fairfield, CT 1979
