Summary
Overview
Work History
Skills
Timeline
BusinessDevelopmentManager
Darlene Braunschweig

Darlene Braunschweig

Dade City,FL

Summary

Pragmatic professional with solid experience in leadership roles. Adept at implementing strategic business plans, driving growth and improving operations. Skilled in financial management and stakeholder relations. Collaborative and dedicated to building and leading talented and motivated individuals.

Overview

25
25
years of professional experience

Work History

Senior Vice President Business Development /Chief Revenue Officer

Strategic Venue Partners
01.2018 - Current
  • Launched the overall strategic vision, marketing, revenue development, and operational plan to grow new business revenue developing a managed wireless infrastructure services company
  • Responsible for building a team of aggressive global sales and support individuals to execute new growth strategy focused on venue pays managed wireless infrastructure for long term contracted services including DAS, Public Safety, WiFi, SDLAN, and IPTV
  • Selected accomplishments:
  • Completed approx $100M in Assets under long term contract to date
  • Launched a Go to Market Strategy across multiple verticals in a vendor pays 3PO managed services model
  • Developed a Pipeline of approx $300M in Assets at various stages to close
  • Launched a Channel Sales Strategy to accelerate market adoption embracing long standing experienced partners such as OEMs, Distribution, and Integrators.

Global Business Development Vice President

JMA Wireless
01.2015 - 01.2018
  • Provided the overall strategic vision and marketing plan to grow new business revenue developing a multi -vertical Enterprise, Distribution, and 3PO market opportunity for complete JMA product suite
  • Responsible for building a team of aggressive global sales and support individuals to execute new growth strategy focused on direct Enterprise, Distributors, REITs, & 3PO opportunity
  • Selected accomplishments:
  • Increased revenue growth contributing to more than a 50% increase in revenue across all product lines within 1st 18 months of execution
  • Significantly diversified customer revenue streams across multiple channels
  • Quickly built an experienced dynamic sales and support team who immediately began to add value and revenue contribution executing on 'go to market' strategy
  • Developed strong REIT/Class A/B Commercial Building strategy building upon long standing relationships
  • Introduced Distributor Channel strategy leveraging strong long term relationships with enterprise focused distribution partners resulting in more than 28% profitable revenue growth within 1st 12 months of launch
  • Launched a comprehensive marketing plan focused on decision makers and influencers within enterprise and 3PO market opportunity
  • Created an inside sales team focused on contacting end customer decision makers across multiple verticals such as Healthcare, Hospitality, REITS, and Public Venue Properties, resulting in a # of new opportunities delivered to 3PO partners in an effort to provide added value to 3PO and benefit venue by solving funding challenges faced by the venue
  • Developed a comprehensive outreach program educating developers, AE Firms, VARs, system integrators, on the benefits of DAS solutions positioning JMA's wireless platform
  • Leveraged long term global carrier relationships to position JMA to grow revenue

General Manager

Bluestream Professional Services
01.2014 - 01.2015
  • General Manager responsible for leading a team of 200+ employees in all facets of Sales, Engineering, Operations and Install efforts for an industry-renowned woman-owned wireless services integrator, offering cradle to grave wireless services including cell site, tower, central office, data center, distributed antenna system (DAS) and small cell
  • Overall responsibilities included: P&L control over an organization of sales, engineering and installation teams supporting full turnkey wireless solutions
  • Selected accomplishments:
  • Brokered the sale of Tempest Telecom Solutions DAS business unit to BlueStream Professional Services (an affiliate of KGP Logistics)
  • Successfully lead the integration of 65 Tempest employees to the BlueStream employment infrastructure
  • Drove the development of a high growth strategy from the top down
  • Leveraged and maintained industry relationships to grow revenue with Carriers and Tower Companies for the complete portfolio, including central office, data center, tower and DAS
  • Collaborated with leaders of Sales, Tower/Wireless, In-Building and Engineering business units to develop a high-level growth strategy and improve overall organizational efficiencies

General Manager Wireless Division

Tempest Telecom Solutions
01.2012 - 01.2014
  • General Manager responsible for leading a team of 80+ employees in all facets of Sales, Operations, Install and Marketing efforts for a premier woman-owned distributed antenna system (DAS) integration company servicing all major Carriers, Tower Companies, Distributors, OEMs and Real Estate Developers
  • Overall responsibilities included: accountability for P&L attainment leading a team comprised of Nationwide and LATM direct and indirect sales and deployment crews supporting a distribution fulfillment strategy for domestic and international wireless DAS solutions
  • Selected accomplishments:
  • Successfully brokered the sale of select Tempest assets to BlueStream Professional Services
  • Grew revenue from $8M annual to $30M+ annually
  • Upgraded experience level of legacy sales, design, and deployment teams by leading a collaborative effort among key team members leading to increased sales revenue by 50% during H1 2013 and overall improved employee and customer satisfaction
  • Completed MSA negotiations with all major Tower Companies, ATC, Mobilitie and Crown Castle, who contribute more than 50% of all DAS infrastructure spend in US and LATM, during Q1 2013
  • Average sale increase from $50K per job to $250K+ per job during 1st half of 2013
  • Carrier revenue increase in H1 2013 by more than 50% taking market share from major competitors
  • Achievement of Premier status with AT&T as a preferred integrator
  • Deployment of two new full-service regions in support of AT&T, Sprint, and VZ Wireless requests
  • Decreased costs by more than 18% YTD 2013
  • Delivered 3x more revenue than 2012, growing revenue to 75M+ within budget at a much higher quality with a more experienced and collaborative team
  • Ongoing Board, Investor, and Press Analyst interaction in support of Executive responsibilities

Senior Vice President of Sales, Operations, & Marketing

Corning Mobile Access
01.2009 - 01.2012
  • Responsible for all facets of Sales, Sales Operations and Marketing efforts for a Premier distributed antenna system (DAS) wireless equipment manufacturing company
  • Overall responsibilities included: defined and maintained accountability for annual revenue and margin targets comprised of a nationwide direct and indirect channel distribution fulfillment strategy for domestic wireless DAS solutions; defined and executed short-and long-term strategic sales business plans, pre- and post- sales operational functions and marketing efforts
  • Forged and maintained effective relationships with the decision makers of the largest revenue customers, US Carriers and large Enterprise opportunities to support team growth objectives elevating relationships from vendor to partner
  • Selected accomplishments:
  • Collaborated and managed international internal partners to ensure uniformity and teamwork in carrying out sales/support of global carriers and customer prospects to remove silos and build bridges among MobileAccess team members
  • Increased sales revenue by 24% from newly created Channel Program in 2009 over 2008 results
  • Played an instrumental leadership role in the sale of MobileAccess to Corning in 2011
  • Achieved premier 1 of 3 DAS OEM status by ATT in 2011
  • Achieved premier status for LTE capabilities with Verizon
  • Increased carrier revenue YOY by more than 50% taking market share from major competitors
  • Built a well-diversified direct and indirect customer revenue stream
  • Exceeded 2009, 2010, and 2011 revenue targets, growing revenue by almost 50% year over year
  • Defined and launched vertical sales approach in 2009 creating effective sales results in high growth verticals specific to wireless, such as Higher Education, Healthcare, and Hospitality
  • Executed on a complete overhaul of sales team to improve overall skill set in support of sales plan
  • Created and launched a Channel Partner Distribution Strategy, securing 6 of the top wireless distributors worldwide, such as Graybar, Anixter, AccuTech, Tesco, Hutton, and CSC, increasing sales 'feet on the street' by over 2000 driving lead generation
  • Launched in-classroom and online training initiative to support indirect channel partners
  • Created comprehensive marketing plan in support of annual sales plan specific to carriers, enterprise, and distribution
  • Established and launched 'turnkey' total solution capability to support deals in excess of $250K
  • Launched Rough Order of Magnitude (ROM) tool to decrease budgetary quoting process and cost to support by 38%
  • Increased pipeline of qualified opportunities by 100x
  • Successful launch of sales plan to support new product suite fulfilled through newly created indirect channels
  • Created and implemented 'Go to Market' Indirect Distribution Strategy in support of Business Development efforts with Cisco WLAN/DAS initiative
  • Successful launch of International direct and indirect sales development regions to support market opportunity demand
  • Board, Investor, and Press Analyst interaction in support of Executive responsibilities

Vice President & General Manager Custom Network Solutions

Sprint/Nextel
01.1999 - 01.2009
  • Managed a team of 150+ employees responsible for all aspects of standalone In Building Wireless (DAS) Organization within Sprint/Nextel, one of the world's leading wireless communications companies, including sales, business development, design, deployment, and commissioning, acting as General Manager with P&L responsibilities
  • Maintained accountability for annual revenue and margin target comprised of effective execution of $150M annual Capital Expense Budget
  • Defined and executed short and long-term strategic sales, business development, and deployment initiatives to exceed target expectations
  • Built strong direct and indirect sales distribution strategy
  • Collaborated and managed outside teams within Sprint Nextel to ensure uniformity and teamwork in carrying out sales/support of customers/prospects
  • Selected accomplishments:
  • Completed 4200 In-Building Wireless Installations in 2009 (Full-scale and Basic)
  • Achieved 258% to Revenue Plan in 2009, creating close to $1B Revenue Stream through direct and indirect sales channels
  • Achieved 110%-200% Revenue Plan 2004-2008
  • Achieved 80% Reduction of Installation Cycles from 2004-2009, achieving 58 day average installation cycle on 'large' projects
  • Achieved 32% Cost Reduction on Installed Solutions 2008-2009
  • Reduced Churn by 24% and increased ARPU per unit by 11%
  • Achieved up to 400% Subscriber Growth in defined In Building Wireless Verticals
  • Developed and implemented an aggressive ROI tool defining Investment per Unit (IPU) applicable toward In-Building Wireless Solution
  • Developed Aggressive Program Management Structure to drive installs and reduce cycles while maximizing number of simultaneous activities
  • Developed/Instituted activity plans for success, providing a measurement toward accomplishments that proved instrumental in increasing sales per quarter
  • Introduced strong Business Development Team responsible for setting strategic market direction for Enterprise IBW Sales with vertical specialties
  • Established effective 30/60/90+ day forecasting pipeline requirements broken down by account and product, resulting in significantly improved forecasting results utilizing SalesForce.Com

Skills

  • Strategic leadership
  • Policies and Procedures
  • Operational Excellence
  • KPI Tracking
  • Business Development
  • Process Improvements
  • Organizational Development
  • Strategic plans
  • Revenue Generation
  • Corporate presentations
  • Budget Preparation
  • Partnership Development
  • Marketing expertise
  • Operational leadership
  • Operational management
  • Program Management
  • Performance Improvement

Timeline

Senior Vice President Business Development /Chief Revenue Officer

Strategic Venue Partners
01.2018 - Current

Global Business Development Vice President

JMA Wireless
01.2015 - 01.2018

General Manager

Bluestream Professional Services
01.2014 - 01.2015

General Manager Wireless Division

Tempest Telecom Solutions
01.2012 - 01.2014

Senior Vice President of Sales, Operations, & Marketing

Corning Mobile Access
01.2009 - 01.2012

Vice President & General Manager Custom Network Solutions

Sprint/Nextel
01.1999 - 01.2009

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