Summary
Overview
Work History
Education
Skills
Certification
Affiliations
Timeline
Generic
Kevin Seaner

Kevin Seaner

Harleysville,PA

Summary

Successful sales executive with a broad knowledge of the delivery and operation of video, voice and data over broadband networks. Substantial experience with selling and supporting RF video, fiber optics, passive optical networks and hybrid fiber-coax architectures. Committed to achieving strategic sales goals by providing broadband operators with the technical products and expertise they require to feed the insatiable appetite for broadband services that their residential and commercial customers demand.

Overview

25
25
years of professional experience
1
1
Certification

Work History

Vice President of Sales

Vecima Networks
02.2023 - Current
  • Built a targeted broadband access sales team for the United States Tier 2 and Tier 3 markets.
  • Introduced new products or services to market with carefully orchestrated go-to-market strategies.
  • Navigated complex negotiations to secure favorable contracts for long-term success.
  • Increased sales revenue by developing and implementing innovative sales strategies.
  • Secured key accounts with targeted presentations, strengthening brand reputation amongst industry leaders.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.

Senior Director of Sales, US T2 / T3

Vecima Networks
06.2021 - 02.2023
  • Developed new and grow existing relationship with Tier 2 broadband operators across the United States.
  • Drove sales of product solutions across the entire portfolio, including IP video, broadband access and commercial video.
  • Met departmental goals by developing and implementing strategic plans and initiatives.
  • Worked cross-functionally with PLM, sales engineering, services, and OCTO to ensure products and features aligned with customer needs.
  • Achieved President's Club in first year after finishing at 147% of plan.


Director, MSO Sales & Business Development

ADTRAN
04.2020 - 06.2021
  • Operated as account sales lead for Comcast, Altice, and Mediacom nationwide, as well as all regional cable operators in the Northeast and Mid-Atlantic.
  • Developed relationships at select cable Tier 2's and Tier 3's in the Eastern US and discovered opportunities where ADTRAN's products can be inserted.
  • Established fluency in selling ADTRAN's entire product portfolio including 1G and 10G EPON and GPON, fixed wireless access, enterprise CPE and switching, and service automation & optimization solutions.
  • Built a sales strategy for each customer to drive revenue growth.
  • Interfaced with product management to promote building or acquiring companies that can build the types of products that are needed in the MSO space.

Strategic Account Manager

Cisco Systems, Inc.
04.2016 - 04.2020
  • Sold access, transport, datacenter, and IT infrastructure solution to Comcast Northeast Division and its five Regions.
  • Annual revenue in the territory was grown from $2.5 million in FY16 to over $20 million in FY19.
  • Grew knowledge in current and future HFC technologies to be able to articulate the details with Northeast Division and Region-level management and gather information from those teams to guide appropriate product features that align with Comcast's requirements.
  • Managed the Cisco response to Comcast's National RPHY RFP, which required working closely with the Cisco business units.
  • Collaborate on Cisco's enterprise network solutions and presented those solutions to the Comcast Northeast Division IT network team and Comcast National Enterprise IT team.
  • Forecasted business on a weekly, monthly, quarterly, and annual basis with detailed backup information to support the numbers.
  • Communicated with supply chain by giving advanced notice on expected purchase orders to minimize delivery lead times.
  • Interfaced with Cisco's cable access business unit and Comcast's National next generation architecture team to align Cisco's solutions with Comcast's business initiatives.

Regional Sales Director

Aurora / Pace / ARRIS
08.2011 - 04.2016
  • Sold access and transport products, including HFC, RFoG, and PON to Comcast Freedom, Keystone and Beltway Regions.
  • Annual revenue in the territory was grown from $350,000 in CY 2011 to over $12 million in CY 2015.
  • Collaborated with Northeast Division and Region-level management to ensure ARRIS' technologies align with customer needs.
  • Utilized both a top-down and bottom-up strategy to educate customers on the benefits of using ARRIS' optical solutions rather than building additional fiber or considering another vendor's alternative.
  • Coordinated designs with ARRIS' design engineering team and gather all the pertinent information needed from the customer.
  • Worked with Comcast Northeast Division to allocate product needs to the appropriate Regions in times when shipments schedules lagged normal lead times in order to keep up with Comcast's production schedules throughout the Division.
  • Provided both pre-sales and post-sales training specific to the individual product, and schedule ARRIS' engineers to provide activation support.
  • Provided monthly forecasts that gave manufacturing and operations a vision of product needs for the subsequent twelve-month timeframe.

Systems Engineer

Cisco Systems, Inc.
06.2007 - 08.2011
  • Supported account managers in Comcast's NorthCentral and Eastern Divisions in sales of Cisco's Cable Access products, previously known as Scientific Atlanta's transmission products.
  • Designed and quoted optical, HFC and RFoG architectures based on customer needs and specific project requirements.
  • Worked directly with Comcast Division-level management to align Cisco sales strategies with Comcast's key initiatives.
  • Managed a $50+ million-dollar quota as part of a larger team quota in excess of $500 million dollars.
  • Provided on-site training to Comcast field technicians and supervisors on operation and setup of the entire network including nodes, amplifiers, and optical transmission equipment.
  • Interfaced with Cisco's internal BU's to drive product modifications roadmaps to meet Comcast's expectations.

Product Manager / Sales Engineer

TVC Communications, LLC
10.2005 - 06.2007
  • Provided technical sales support for account managers throughout the United States on advanced video, data and voice network products.
  • Developed and managed relationships with manufacturers of fiber-to-the-home, data, voice and digital video equipment in an effort to provide complete solutions to customers.
  • Read and analyzed requests-for-proposals from customers planning to use Rural Utilities Service (RUS) funding to build fiber-to-the-home networks and determine the best approach to meet all requirements.
  • Provided quotations for and facilitate the sale and installation of all IP product lines, including cable modem termination systems and voice over IP systems, on a nationwide level.
  • Acted as a liaison between the account manager and TVC's support team to facilitate turn-key opportunities.
  • Provided in-house technical training to all TVC account managers and inside sales representatives.
  • Nurtured relationships with cable operators of all sizes including major MSO's and NCTC members to uncover new opportunities for TVC.

Sr. Staff Engineer – Transport & Optics

Comcast Cable Communications, Inc.
04.2004 - 10.2005
  • Acted as a liaison between Comcast's Advanced Engineering, Engineering Operations, IP Operations and market-level engineering to facilitate the build of a functional and cost-effective converged network designed to support all voice, video and data traffic.
  • Reviewed, revised and approved Capital Authorization Forms related to converged network and transport with emphasis on ensuring design meets specific technical criteria and verifying appropriate pricing.
  • Assisted superiors in both budgeting and revising budgets for the converged network project on a continual basis as associated technology evolved and costs changed.
  • Communicated with optical transport and network equipment vendors on a technical and financial level and developed a mutual understanding of product features and Comcast needs.
  • Controlled and strategically planed allocation of purchased converged network equipment in cooperation with internal warehousing team in an effort to meet multiple service launch deadlines.
  • Participated in the development of best practices documentation related to transport and optical products for use by Comcast field technicians.

Project Engineer, Eastern Division

Comcast Cable Communications, Inc.
09.2000 - 04.2004
  • Established RF specifications, oversaw design and coordinated with contractors to complete installation of DOCSIS/HMS power supply transponders.
  • Developed and maintained a best practices document, monitored progress and worked with all systems in the Eastern Division to reduce the percentage of non-responding digital converters to less than 3% Division-wide.
  • Acted as Eastern Division subject-matter expert for CommTech 6 development.
  • Researched, tested and provided technical training information related to high definition television and its deployment in the Eastern Division.
  • Worked closely with regional upgrade project managers to provide technical/engineering support as necessary.
  • Developed optoelectronic designs for transmissions sites with a goal to reduce cost and space requirements.
  • Created purchase requisitions for headend, hub and OTN equipment based on transmission site designs and vendor equipment specifications.

Associate Electrical Engineer

Comcast Cable Communications, Inc.
06.1999 - 09.2020
  • Evaluated hardware used in the cable distribution network with a focus on maximizing network availability and providing advanced services.
  • Researched and published company-wide extracts of the National Electrical Code requirements that specifically pertain to the cable industry.
  • Published and presented data on an evaluation of viable fiber optic network architectures based on the measures of cost and reliability.
  • Participated in the SCTE Hybrid Management Sub-layer subcommittee that worked towards the development and execution of status monitoring interface standards.

Education

Bachelor of Science - Electrical Engineering

Lafayette College
Easton, PA

Skills

  • Collaborative Leadership
  • Culture Transformation
  • Team Management
  • Team Building and Motivation
  • Market understanding
  • Pipeline Development
  • Strategic Planning
  • Budget Management
  • People Management
  • Negotiation

Certification

Cisco Certified Network Associate (CCNA), 2010

Affiliations

  • Society of Cable Telecommunications Engineers (1999-Present)
  • Eastern Pennsylvania Chapter of the SCTE, Member (1999-2016)
  • Eastern Pennsylvania Chapter of the SCTE, Board Member (2000-2016)
  • Eastern Pennsylvania Chapter of the SCTE, President (2002, 2012, 2013)
  • Eastern Pennsylvania Chapter of the SCTE - Vice President (2001, 2011)

Timeline

Vice President of Sales

Vecima Networks
02.2023 - Current

Senior Director of Sales, US T2 / T3

Vecima Networks
06.2021 - 02.2023

Director, MSO Sales & Business Development

ADTRAN
04.2020 - 06.2021

Strategic Account Manager

Cisco Systems, Inc.
04.2016 - 04.2020

Regional Sales Director

Aurora / Pace / ARRIS
08.2011 - 04.2016

Systems Engineer

Cisco Systems, Inc.
06.2007 - 08.2011

Product Manager / Sales Engineer

TVC Communications, LLC
10.2005 - 06.2007

Sr. Staff Engineer – Transport & Optics

Comcast Cable Communications, Inc.
04.2004 - 10.2005

Project Engineer, Eastern Division

Comcast Cable Communications, Inc.
09.2000 - 04.2004

Associate Electrical Engineer

Comcast Cable Communications, Inc.
06.1999 - 09.2020

Bachelor of Science - Electrical Engineering

Lafayette College

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Kevin Seaner