Summary
Overview
Work History
Education
Skills
Affiliations
Languages
Websites
References
Timeline
Generic

James Dolan

Easton,PA

Summary

Dynamic Senior Sales Executive with a proven track record, driving revenue growth through strategic business planning and major account management. Expert in contract negotiations and client retention strategies, achieving over 100% of sales quota consistently. Adept at developing long-term relationships with C-suite stakeholders in the financial services sector.

Overview

26
26
years of professional experience

Work History

Senior Sales Executive -Financial Network Services

IPC Systems
01.2025 - Current
  • Sell suite of IPC Trading Communication products and Network services into target customer base and new accounts particularly the suite of SaaS, PaaS and subscription services.
  • Partner with new and existing clients to define and develop long term meaningful relationships with stakeholders including C-suite, Mid-level change makers and Business users.
  • Utilize strong understanding of IPC’s high value Financial Services space and consult with competitive offerings to solution sell to prospects.
  • Develop go-to-market strategies to secure new accounts, markets and business.
  • Consistently build, nurture, and develop new pipeline opportunities.
  • Provide management reporting as required, including maintenance of funnel and forecast in Salesforce.
  • Systematically develop new accounts/markets leveraging relationships, business development activities through leads and own knowledge.

Senior Sales Director - US/Americas

Crosslake Fibre
01.2022 - 10.2024
  • Moved to team lead (Americas) with increased involvement to support Managed Services.
  • As well as Infrastructure operations and project management lead (upcoming build of fiber route in Canada 'Maple Leaf' -Toronto/Montreal).
  • Additional responsibility channel manager development of new product launch (marketing for metered dark fiber & Metro Express).
  • Support continued promotion of unique diverse and low latency (built, owned and operated) – 'Crosslake' cross border (US/Canada) and 'Cross Channel' (UK/Paris) fiber and large capacity lit solutions.

Senior Account Manager - US/Americas

Crosslake Fibre
04.2021 - 01.2022
  • Lead sales for Tier 1 (Carrier) and Tier 2 (Carrier, Mid/Large Enterprise, Financial Services (LL/ULL) Media, Gaming, Federal customer base.
  • Drive growth in revenue, margin and successful promotion of services/solutions by increasing customer satisfaction and developing strategic relationships.
  • Build customer loyalty through consistent performance by owning and resolving a wide range of standard and non-standard client requests and account issues.
  • Manage all pre-sales, off-net solutions, and post-sales efforts around existing and prospective customers.
  • Lead NDA/MSA/SLA negotiations.
  • Define and develop account plans, define tactical roles and responsibilities to entire sales support teams, align and coordinate pre-sales initiatives.
  • Coordinate project implementation tasks along with assigned SE, PM, Ops/Service Delivery, Customer support (including NOC services) while monitoring and supporting high visibility activities and critical open cases.
  • Propose and develop solutions cross-functionally to solve standard and non-standard client opportunities.
  • Collaborate with existing clients to gather and understand clients’ requirements for cross-sell/up-sell into alternate customer verticals and independently take action from opportunity to fulfillment.
  • Results based company representation at global telecom events: , Nanog, ITW, PTC (active member), FIA, Capacity, MetroConnect etc.

Sr. Carrier Account Manager

Globenet
Ft. Lauderdale, USA
01.2015 - 01.2021
  • Manage sales alignment of multiple lit and dark fiber product portfolio of diverse low latency solutions to Tier 1 (Carrier) and Tier 2 customer's transport and business initiative.
  • Develop and manage the professionalism, best practices and deliverables for each member of the extended account team, to maintain an efficient sales process.
  • Build customer loyalty through consistent performance by owning and resolving a wide range of standard and non-standard client requests and account issues.
  • Manage all pre-sales and post-sales efforts around existing and prospect customers, including MSA/SLA negotiation and management.
  • Define and write account plans, define tactical roles and responsibilities to entire sales support teams, align and coordinate pre-sales initiatives.
  • Coordinate project implementation tasks along with assigned SE, PM, Service Delivery, Customer support (including NOC services) while monitoring and supporting high visibility activities and critical open cases.
  • Propose and develop solutions cross functionally to solve contracted standard and non-standard client requests.
  • Collaborate with existing clients to gather and understand clients’ requirements for add-on services into alternate customer vertical and independently take action from opportunity to fulfillment.
  • Results based company representation at global telecom events: Capacity, Telexchange, Nanog, ITW, PTC (active member), etc.
  • Ft. Lauderdale, FL
  • Key achievements: Development of new and dormant accounts.
  • Built highest revenues to date for the 2016 Rio Olympics ($4M).
  • Increased number of accounts from 10+ to 30+.
  • Expanded basic wave and SDH sales to EPL, EVPL, IPT, Fiber to support Tier 1, enterprise, Media, Federal.
  • Financial low latency and ultra-low latency market.
  • Successful management of weekly, monthly, quarterly and annual pipeline and quarterly account plans.

Sr. Account Manager, Global Carrier Solutions

TATA Communications (Americas)
Matawan, USA
01.2011 - 01.2015
  • Generated new business and managed key Tier 1, Tier 2 and Tier 3 domestic and global accounts.
  • Worked collaboratively with external customers to understand business objectives and to develop, lead and close with the creative preparation of technical and commercial proposals and presentations.
  • Represented company at global telecom events.
  • Grow sales of wholesale and resell to domestic and global telecommunications in Tier 2 and Tier 3 markets.
  • Qualify and generate new accounts, connecting carriers to the TATA Global Network (‘TGN’) and consortium routes via direct connectivity, NNI, V-NNI and V-POP.
  • Negotiate reciprocal swap agreements.
  • Matawan, NJ
  • Key achievements include: Increased the number of accounts and their revenue levels from 10 accounts and $1M revenue to 25+ accounts and $2.1 million monthly.
  • Recognized for outstanding sales achievement 8 of 12 FY Qtrs including current FY Qtr., with revenues exceeding 100% of sales quota.

Account Manager Carrier Sales

TATA Communications (Americas)
Matawan, USA
01.2009 - 01.2011
  • Part of a 5-person account management team generating new business for existing wholesale (Tier 1 and Tier 2) major accounts.unts.
  • Penetrate existing accounts to increase revenue across full set of TGN product offerings.
  • Develop new relationships within the existing accounts across all levels of management.
  • Matawan, NJ
  • Key achievements include: the introduction, qualification, and new sales of Global Dedicated Ethernet and GVPN offerings (beyond the standard IPL revenue base).
  • Introduction, qualification, and new sales of 40G and 100G IPL/GE offering.
  • Increased sales team’s customer base with (6) Tier 2, Federal and R&E accounts.
  • Recognized for outstanding sales achievement 6 of 8 Qtrs., with revenues exceeding 100% of sales quota.

Sr. Manager Americas Access

TATA Communications Inc. formerly VSNL International Inc.
Matawan, USA
01.2006 - 01.2009
  • Manage team of 3 Americas access buyers.
  • Report directly to Global Access Head.
  • Responsible for reporting monthly/quarterly/annual procurement costs, forecasts, budget development (approx. $1.5m annually).
  • Identify and justify resource headcount requirements and manage on-boarding process.
  • Develop and execute reciprocal business initiatives with regional sales VPs.
  • Matawan, NJ
  • Key achievements include: Negotiated all Supplier/Buyer NDA’s, MSA’s and SLA’s while working in parallel with TATA Sales and Legal teams.
  • Negotiated, created and facilitate master pricing matrix of all type 1, type 2 and type 3 off-net supplier services.
  • Establish and maintain significant relationships with all Americas telecom carriers and minimize and reduce cost.
  • Obtain on-net/off-net product specifications for internal product management and development.

Sr Global Access Manager

Tyco Telecommunications (US) Inc / TyCom
Morristown, USA
01.2000 - 01.2006
  • Manage all service procurement access suppliers to support global off-net access requirements upon launch of new Tyco Global Network.
  • Identify and initiate relationships with major carriers and third-party carriers.
  • Establish NDA’s, MSA’s and SLA’s with new suppliers while working with internal product and service support teams.
  • Negotiate flat rate pricing while developing and negotiating reciprocal arrangements.
  • Develop and maintain compliance of general telecom service procurement core process.
  • Morristown, NJ

Education

CPM / APP -

Old Dominion University
Norfolk, Va
09.1999

Indiana University of Penn (I.U.P.)
Indiana, PA

High School -

Notre Dame High School
Green Pond, PA

Skills

  • Major Account Management
  • Infrastructure development and MSP
  • Business Development
  • New Market Penetration
  • Strategic Business Planning
  • Territory Management
  • Proposal Development / Consultation
  • Market & Business Analysis
  • Client Needs Assessment
  • Post-Sale Support
  • Revenue Growth Generation
  • Contract Negotiations
  • Prospecting Techniques
  • Forecasting & Trend Analysis
  • Process Improve/CRM development
  • New Product Launch
  • Client Retention Strategies
  • Executive Presentations
  • Infrastructure Development
  • International Lit Capacity Services
  • Fiber Solutions / Spectrum
  • Low latency / Ultra Low Latency
  • Trade floor / Exchange Technologies
  • Global EVPN Ethernet
  • Global IP transit and DIA
  • Global Dedicated Ethernet
  • Managed Security Services
  • Colocation and Hosting/Storage
  • SaaS

Affiliations

  • Industry event planner (PTC Gold Member)
  • Meeting manager/planner for organization team members
  • Personal: National Ski Patrol member, Sports car, motorcycle and boating enthusiast, Church committee and lector.

Languages

Spanish
Limited

Websites

References

References available upon request.

Timeline

Senior Sales Executive -Financial Network Services

IPC Systems
01.2025 - Current

Senior Sales Director - US/Americas

Crosslake Fibre
01.2022 - 10.2024

Senior Account Manager - US/Americas

Crosslake Fibre
04.2021 - 01.2022

Sr. Carrier Account Manager

Globenet
01.2015 - 01.2021

Sr. Account Manager, Global Carrier Solutions

TATA Communications (Americas)
01.2011 - 01.2015

Account Manager Carrier Sales

TATA Communications (Americas)
01.2009 - 01.2011

Sr. Manager Americas Access

TATA Communications Inc. formerly VSNL International Inc.
01.2006 - 01.2009

Sr Global Access Manager

Tyco Telecommunications (US) Inc / TyCom
01.2000 - 01.2006

CPM / APP -

Old Dominion University

Indiana University of Penn (I.U.P.)

High School -

Notre Dame High School

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