JOHN H. NEWTON
Cumming,GA
Summary
Results oriented senior sales executive with 20+ years of success in accelerating revenue growth and building lasting customer relationships. Adept strategist with keen market sense and proven ability to close multi-million dollar opportunities, resolve complex problems and open new markets. Demonstrated ability to quickly build rapport with new customers and advance the relationship into one as a trusted advisor.
Overview
22
22
years of professional experience
Work History
Director, Business Development
WellCar, LLC
01.2021 - 01.2022
- Closed company’s first PEO (Professional Employment Organization) and one of its clients.
- Forged strong relationships with clients, fostering loyalty and encouraging repeat business.
Regional Sales Manager
Unified Office, Inc.
01.2019 - 01.2021
- Led development of Unified Offices’ first Master Agent
- Closed first sale with one of the Agent’s top producers.
Senior Sales Director
Ceragon Networks
01.2017 - 01.2019
- Increased revenue from $6.5M in 2017 to $11.2M in 2018
- 1 in North America in Q3 2018
- 1 in North America in Q4 2017
- Finished 2018 135% of plan
Major Account Director
Xura Digital LLC {formerly Comverse Inc, now Mavenir}
01.2015 - 01.2016
- Negotiated $4M contract with AT&T Public Sector Solutions
Director of Sales - Strategic Accounts
Oracle Corporation (formerly Acme Packet, Inc)
01.2012 - 01.2015
- Achieved 125% of plan in first year
- Achieved 158% of plan in second year
- Renegotiated service agreements that resulted in a 15% increase in maintenance revenue
Senior Sales Director
AYLUS NETWORKS
01.2010 - 01.2012
- Achieved over $2M in new sales, finished 120% of plan
- Opened joint development office with customer product marketing team for collaborative engagement
Client Business Manager
AT&T CORPORATION
01.2000 - 01.2006
- Lead account manager for a customer portfolio billing $8M in annual revenue and over $20M in pipeline opportunities
- Clients include SunTrust Bank, Georgia-Pacific Corporation, BlueLinx Corporation, Cox Enterprises, Genuine Parts Corporation, IKON Office Solutions, CheckFree (Fiserv), and NDCHealth
- Consistently exceeded quota attainment while increasing client satisfaction
- Recognized for excellence in relationship restoral and conflict resolution with Fortune 500 customers
- Increased revenue by 175% for BlueLinx Corporation account within first year of a new 3-year master service agreement
- Generated new sales and data revenue for AT&T enterprise network services, to include Frame Relay, Internet access, IP network services, Hosting, SONET technology, OCX private line, Managed Services, and VPNs
- Hand-selected as a founding member of Sales Effectiveness Team to help formulate sales strategy, internal incentive programs, and overall sales leadership for the Atlanta Global Accounts group.
Senior Account Director
COMVERSE (now Mavenir)
01.2006 - 01.2010
- Account lead for Cingular/AT&T, responsible for opportunity development, new sales, and client-vendor relationship
- Suite of services include mobile application SW, such as, Mobile IM (MIM), Hosted Services, SMS, MMS, Converged Messaging, Content Platforms, Mobile Internet GW, Mobile Advertising, Visual Voice Mail, and IP communications
- Transformed strained relationship with AT&T and exceeded YoY sales by 125%
- Secured new, three-year Master Service Agreement valued at over $12M
- Increased service subscribers from a monthly average of 350K in 2006 to over 1M by 2010
- Quickly built trusted relationships with key customer contacts and internal cross-functional stakeholders
- Matrix-managed domestic and international sales & technical resources to create “one face” for the client
- Responsible for developing solution statement to the customer, P&L, and pricing for all deals
- Other duties include pipeline management & forecasting, resource allocation management, and revenue recognition & collections.
Education
Bachelor of Arts - Economics
Georgia State University
Professional Training Programs
Skills
- Software & Hardware Sales
- Client Relationship Building
- C-Level Decision Makers
- International Sales
- Contract Negotiations
- Business Development
- Account Planning
- Strong Business Acumen
Timeline
Director, Business Development
WellCar, LLC
01.2021 - 01.2022
Regional Sales Manager
Unified Office, Inc.
01.2019 - 01.2021
Senior Sales Director
Ceragon Networks
01.2017 - 01.2019
Major Account Director
Xura Digital LLC {formerly Comverse Inc, now Mavenir}
01.2015 - 01.2016
Director of Sales - Strategic Accounts
Oracle Corporation (formerly Acme Packet, Inc)
01.2012 - 01.2015
Senior Sales Director
AYLUS NETWORKS
01.2010 - 01.2012
Senior Account Director
COMVERSE (now Mavenir)
01.2006 - 01.2010
Client Business Manager
AT&T CORPORATION
01.2000 - 01.2006
Bachelor of Arts - Economics
Georgia State University
Professional Training Programs