Katherine Sullivan
Glen Mills,PA
Summary
Enrolled in the Industry 4.0 course offered by MIT, which focuses on the latest advancements and applications of smart manufacturing technologies, data analytics, and digital transformation. This course has provided me with valuable insights into the future of manufacturing and the integration of digital technologies to enhance productivity and innovation. I am a Results-driven leader with 30+ years of experience in selling innovative technology solutions to manufacturing, retail, healthcare and financial clients. Proven track record of exceeding sales targets, driving revenue growth, and building high performing teams. High energy, relentless focus and disciplined communicator who empowers her team and expects to win providing strategic direction and focus to lead business transformation engagements across industry verticals. Keen ability at identifying customer needs, developing strategic sales plans, and fostering long-term relationship with key stakeholders. Strong executive customer engagement and relationships. A strong operational leader and communicator with a deep understanding of manufacturing industry trends and technology advancements
Overview
39
39
years of professional experience
Work History
Associated Director Sales – Investment Group
VERIZON BUSINESS GROUP
2010.01 - Current
- Execute GTM strategy for Enterprise Investment segment of VBG
- Responsible for new logo acquisition growth and development led by a team of Client Executives supporting Global Enterprise customers across verticals
- Team leads business outcome discussions with clients’ developing solutions supporting their digital transformation initiatives
- Leverage Verizon’s extensive ecosystem through collaboration, ideation and workshops to develop solutions with a focus on 5G/MEC, private wireless, security, Network as a Service, and consulting services through deal creation, contract negotiations, implementation and lifecycle. 2023 Achieved 119% to plan – $12.5M in new sales revenue and manage $36M in customer revenue 2022 Achieved 90% to plan – $8M in new sales revenue and manage $25M in customer revenue 2021 Achieved 100% to plan – $12.7M in new TCV and $5.4M bookings
- WOW - Woman of the World - 2019 graduate - Pennsylvania Squad
- Sales Achievement and Innovation Leadership – “Community Champion”
- Currently Enrolled at MIT – Industry 4.0 - 12 Month Professional Certification Program
Director, Northeast Business Market Sales
QWEST COMMUNICATIONS
Philadelphia , PA
2005.01 - 2010.01
- Relocated to lead sales and new business acquisition activities of team responsible for Global and Major Accounts
- Sold and supported global enterprise customers selling voice and network services
- Restructured the team, provided direction and leadership, implemented a strategy focused on winning new business, and instituted a culture of support and reward, creating an environment for success
- Managed $135M in annual revenue, with $9M annual sales quota
- Awarded Destination Beyond for exceeding retention targets 121%-2009, 103%-2008, and 172%-2007
- Served on 16-member Leadership Council (2009) to determine GTM strategy and needs.
Account Director
QWEST COMMUNICATIONS
Reston , VA
2003.01 - 2005.01
- Responsibility ($88M) for all business units for a global service provider
- Grew annual account revenue 17% from $88M in 2004 to $105M in 2005.
Regional Sales Director, Central Region
WINSTAR COMMUNICATIONS
1999.01 - 2003.01
- Managed activities (new sales, implementations, client support/retention) of five sales managers/45 reps in central region, selling voice, data, and WAN products to mid-market and national accounts.
Regional Sales Director, Mid-Atlantic
CONXUS COMMUNICATIONS
Alexandria , VA
1996.01 - 1999.01
- Recruited to manage new business development activities for start-up NPCS voice provider, including channel development and partner acquisition, training, and development
- Developed corporate sales organization structure (job descriptions, quotas, comp plans)
- Built regional sales team from zero to 50+
- Region achieved “Top National Retail Sales Award” - 1998.
General Manager, Washington/Baltimore
AMERICAN PAGING / PAGING NETWORK OF WASHINGTON
Baltimore/Washington , DC
1989.01 - 1996.01
- Managed marketing and sales of two-way paging products to direct and federal customers and led indirect sales distribution efforts through resellers and retail partners
- Full P&L for all sales channels.
Special Education Teacher
PRINCE WILLIAM COUNTY SCHOOLS
Manassas , VA
1985.01 - 1989.01
- Cheerleading Coach 1985-1986, JV Girls Basketball Coach 1987-1989, Class Teacher Sponsor Class 1989
Managing Client Partner, Enterprise East Investments
VERIZON BUSINESS GROUP
Philadelphia , PA
- Lead team of Senior Client Executives developing and executing strategies and initiatives to grow overall revenue base, with focus on delivering integrated application sales and solutions to Enterprise customers.
Senior Sales Consultant, Contract Portfolio Management – Retail, Hospitality and Transportation Vertical
VERIZON ENTERPRISE SOLUTIONS
Philadelphia , PA
- Lead strategy development for contract growth and retention for identified top customers $2M+ revenue in annual spend within Retail, Transportation and Hospitality vertical
- Led Roadmap strategy for customer transformation selling strategic services while Identify risks and drive growth strategy with sales teams for a successful contract growth and retention
- Led Executive reporting as well as new initiatives launches to increase customers under contract as well as revenue and opportunity growth. 2015 – 167% to plan contracts renewals, 127% TBR and 117% WD churn
- 302M in contract value.
Senior Director, Enhanced Service Provider Channel
WINSTAR COMMUNICATIONS
- Managed sales, implementation, training, and marketing of voice and data, and hosting services to channel partners and service providers
- Developed policies, procedures, programs, and implementation plans for enhanced service providers account teams
- Recruited and trained managers for Washington, Baltimore, Chicago, Detroit, and Cincinnati markets, implementing culture that reduced turnover and provided a career path for promotion
- Achieved Spirit of Service Award in 2001 for outstanding performance, implementing products/services of multi-million-dollar contracts in ways that exceed customer expectations
- Generated revenue of $49M from new product and services sales in 2000/2001.
Sales Manager, Indirect Sales Distribution
AMERICAN PAGING / PAGING NETWORK OF WASHINGTON
Baltimore/Washington , DC
- Doubled sales units in service from 45,000 units to 100,000+ subscribers in less than three years.
Education
Industry 4.0 Professional Certification -
MIT
10.2024
BS - Education (Elementary/Special Ed)
Slippery Rock University of Pennsylvania
01.1985
Skills
- Manufacturing Industry 4.0 Expertise
- Strategic Sales Planning
- C-Suite - Executive Relationships
- Contract structure/Implementation/Lifecycle
- Technology Transformation and Adoption
- Coaching -Career Development and Mentorship
- Communications and Executive Presentations
- Business Development
- Multi Million /Multi-Year Contract Negotiations
- Problem Solver and Strong Partner Ecosystem
- Strategic Partnership / Channel Development
Strengthsskills
- Manufacturing Industry 4.0 Expertise
- Strategic Sales Planning
- C-Suite - Executive Relationships
- Contract structure/Implementation/Lifecycle
- Technology Transformation and Adoption
- Coaching -Career Development and Mentorship
- Communications and Executive Presentations
- Activator – Results – Funnel Mana
- Multi Million /Multi-Year Contract Negotiations
- Problem Solver and Strong Partner Ecosystem
- Strategic Partnership / Channel Development
Timeline
Associated Director Sales – Investment Group
VERIZON BUSINESS GROUP
2010.01 - Current
Director, Northeast Business Market Sales
QWEST COMMUNICATIONS
2005.01 - 2010.01
Account Director
QWEST COMMUNICATIONS
2003.01 - 2005.01
Regional Sales Director, Central Region
WINSTAR COMMUNICATIONS
1999.01 - 2003.01
Regional Sales Director, Mid-Atlantic
CONXUS COMMUNICATIONS
1996.01 - 1999.01
General Manager, Washington/Baltimore
AMERICAN PAGING / PAGING NETWORK OF WASHINGTON
1989.01 - 1996.01
Special Education Teacher
PRINCE WILLIAM COUNTY SCHOOLS
1985.01 - 1989.01
Managing Client Partner, Enterprise East Investments
VERIZON BUSINESS GROUP
Senior Sales Consultant, Contract Portfolio Management – Retail, Hospitality and Transportation Vertical
VERIZON ENTERPRISE SOLUTIONS
Senior Director, Enhanced Service Provider Channel
WINSTAR COMMUNICATIONS
Sales Manager, Indirect Sales Distribution
AMERICAN PAGING / PAGING NETWORK OF WASHINGTON
Industry 4.0 Professional Certification -
MIT
BS - Education (Elementary/Special Ed)
Slippery Rock University of Pennsylvania
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