Summary
Overview
Work History
Education
Skills
Timeline
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Paul Welch

Columbia,MD

Summary

Career Summary: More than 25 years of experience as an award winning, high level telecommunications business development, sales executive and team manager. As a manager, my career has successfully utilized interpersonal long term relationship building capabilities for team recruitment, training, development and success. As an individual contributor, excelled at business development, revenue generation, strategic client growth, reciprocal partnerships and enhanced vendor/carrier relations. Continuously monitor competitors and research market conditions to stay responsive and successful in dynamic environments. Persuasive negotiation and program management abilities.

Overview

31
31
years of professional experience

Work History

Senior Sales Director, Strategic Accounts

Connected2Fiber/Connectbase
09.2019 - 10.2023
  • Targeted tier 1, major telecom network operators, MSPs and Cable companies for SaaS sales in the network connectivity market in the telecom industry. Successful examples include: AT&T, Granite, Kinetic, Windstream, Consolidated Communications, Zayo, Brightspeed, Lightpath & Altice USA.
  • Established pricing strategies to maintain competitive pricing and maximize profits.
  • Developed sales strategy based on research and understanding of existing customer systems and processes and market conditions.
  • Forecasted sales and established processes to achieve sales objectives and related metrics.
  • Worked closely with product teams to understand customer needs and requirements.
  • Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches.
  • Connected with prospects through trade shows, cold calling and local-area networking.

Global Sales Director

Nave Communications
03.2018 - 08.2019
  • Managed a team of up to 8 individual contributors and sales operations support staff for telecommunications network equipment and repair services.
  • Responsible for the hiring and development of each team member.
  • Created and maintained individual weekly and monthly sales reports, sales trainings and one on one managerial meeting formats.
  • My team achieved record highs in both top line revenue and margin contributions.
  • Reported directly to the President.
  • Nave is merging with another company that is to be headquartered in Miami.
  • I was released on good standing due to restructuring and job overlap.

Vice President, Strategic Accounts, ASP & Cloud

Global Capacity
02.2016 - 03.2018
  • Achieved high end new account sales and growth for dedicated / private cloud services to ASP, content provider, data center and OTT markets
  • Start-up group for Global Capacity in 2016
  • Successfully engaged GC Product Marketing team to create salient data points and measurable information to share with prospective clients

Vice President, Carrier Relations

Global Capacity
08.2014 - 02.2016
  • Negotiated new vendor contracts to enable strategic growth of network and data center co-location coverage capabilities across North America
  • Created reciprocal business opportunities for vendor relations and sales
  • Successfully closed new contracts with 66 different network access suppliers to the One MarketPlace platform enabling automated rates and network reach capabilities
  • Slashed overall costs for network access elements (metro E, private line & NNI's) while growing enhanced margins across the platform
  • Worked diligently to achieve quarterly MBO's at 90% or greater quarterly

Senior Sales Director

Global Capacity
11.2008 - 08.2014
  • Achieved high end new account sales and existing account growth, including revenue and margin increases for all lines of business - Software, Strategic Sourcing, One Market Place interconnections (NNIs), Optimizations and Professional Services within the telecom market - including Carriers, ISPs, CLECs, MSO's and Data Center companies.
  • Flourished by attaining quota at 100% or greater quota every year - including 2010 - where Global Capacity dealt with bankruptcy and ownership changes.
  • Lead the company in sales for 2012-13 2013 fiscal years.
  • Presidents Club winner all years 2009-2014.
  • Key Customers: Orange Business Services, Time Warner Cable, Georgia Public Web, Verizon Business Government Services, Core180, SITA, Reliance Globalcom, TATA Communications, XO Communications, PacNet, TeliaSonera, TelWest, Alpheus, Telwest-Telepacific, US Signal, Comlink, Point One, TNMP and Cox Communications.

Wholesale Carrier Sales Director

Global Telecom and Technology
08.2007 - 11.2008
  • Successfully negotiated new account sales and existing account growth, including revenue and margin increases for wholesale accounts.
  • Thrived by both doubling and tripling existing revenue for two inherited major tier 1carrier accounts.
  • Attained #1 ranked sales person within GTT for the 2008 fiscal year.
  • Presidents Club winner.
  • Products and services sold: Private lines (domestic and international), Ethernet and DIA.
  • Key accounts: Intelsat Global Services, Yipes/Reliance Globalcom, Cox Communications, Global Crossing, BT-Comsat, Citizens/Frontier, ChinaTelecom Americas, US Carrier, T-Systems US, TeliaSonera and IndaTel Group.

Senior Voice Trading Manager

TeliaSonera International Carrier
08.2003 - 07.2007
  • Created and maintained executive relationships and revenue growth with major market, tier-one and tier-two, switch-based U.S.
  • Telecom carriers.
  • Specialized in both buying and selling international voice services.
  • Successfully grew an existing base over $1M (attaining 80% base growth) and negotiated to close with 15 new clients within first twelve months.
  • Daily interface with client executive contacts, TeliaSonera executive management, INOC, LCR and Finance and Marketing teams.
  • Base of 30 carrier clients and vendors includes: Sprint, Qwest, Primus, iBasis, WilTel-Level3, Broadwing, Dollarphone, Barak, Acceris, Telmex, Telecom Argentina, EmbraTel, Empire One Telecom and Onse Networks (Korea).

Sales Director

Amdocs
04.2002 - 08.2003
  • Laid off due to company downsizing, As the primary account director, I was responsible for all revenues associated with Amdocs' largest outsourcing client, Nextel ($800M contract), and its sister company, Nextel Partners.
  • Revenues are generated through executive relationship building, growth of existing product deployment, professional services, new product sales and the generation of new, strategic third-party partnerships.
  • As the executive relationship manager, I was able to forge and build client relationships in non-traditional areas of strength for Amdocs, including non-IT business executives.
  • These efforts have enhanced the partnership between Nextel and Amdocs.
  • Produced executive level and Board reporting metrics, developed strategies and created business plans for revenue generation, business development, partnership growth and client relationship enhancement.
  • Successfully sold Nextel (proprietary information) three large software and outsourcing project solutions within first 6 months with Amdocs.
  • Projects were worth over $16,600,000 in new revenues to Amdocs.
  • I had also developed a funnel in excess of $40,000,000 for 2003-2004.
  • Strategic partnerships forged and enhanced: Business Edge, EMC, Qpass, CGEY, Bonsai Networks, Microsoft.Net, BearingPoint, ESI and Vettro.

Vice President of Business Development & Sales

Xintex
06.2001 - 04.2002
  • Recruited and trained a team of 3-5 National Account Managers designed to penetrate and to develop strategic relationships with telecom service providers, software companies, VAR's and billing companies.
  • Presided over direct sales and OEM channel revenue for pre-order software solutions, automated customer acquisition tools, EDI exchanges and integration services.
  • Produced executive level and Board reporting metrics, created business plans for sales, business development and marketing strategies, identified new prospect markets and grew existing large client and OEM relationships.
  • Assisted the CEO and Founder to develop the corporate business plan for potential financiers and acquisition partners.
  • Also, presented the Xintex model to these same financiers and acquisition partners.
  • Strategic customers/partners: Amdocs, BTG-Titan Corp., Wisor, Eftia, Network Plus, Quantum Shift, Quintessent, Allegiance, NightFire, SJC Corp., New Access, Biztelone, Danet, Telcordia and Focal Communications.

Regional Sales Director

Universal Access, Inc
05.1999 - 06.2001
  • Responsible for recruiting and training a team of up to 22 Account Managers to develop strategic, high level relationships and to grow account revenues with the largest telecommunications carrier clients
  • Accountable for developing executive level customer relationships, revenue reporting, developing business plans, coordinating back office support resources and closing new lines of business within strategic accounts
  • 1999 & 2000 Presidents Club winner as #1 ranked Regional Sales Director

Carrier Sales Manager

Teleglobe International, Inc
10.1997 - 05.1999
  • Major Accounts Teleglobe Summit Award Winner in recognition of outstanding performance for 1998 (114% achievement of annual goals).
  • Responsible for executive relationship management and revenue growth with major market, tier-one, switch-based U.S.
  • Telecom carriers.

Account Development Representative / Strategic Support Representative

Cable & Wireless Communications, Inc
07.1992 - 10.1997
  • Finished first year as #1 ranked representative in company - won Prestigious "Eagle Award" and Presidents Club as Top Performer in the company for 1997.
  • Between Feb.
  • 96 - Aug.'97, won a total of: 6 ADR Awards (Mid-Atlantic Region); 9 ADR of the Month Awards (D.C.
  • Office); 7 Sales Person of the Month Awards (D.C.
  • Office) and 5 Outstanding Performance Awards (D.C.
  • Office).
  • Voted the 1996 Washington D.C.
  • Sales Team MVP of the Year.
  • Promoted to Honors Club ranking in April 1997.

Education

Political Science-International Relations, History

Dickinson College
Carlisle, PA

Business Management

American Management Association
Chicago, IL

Skills

  • Sales Management
  • Leadership
  • Employee Development
  • Strategies and goals - creation and attainment
  • Report creation / writing
  • Customer Business Development/Relationship Building and Management
  • Revenue Forecasting
  • Sales Strategy Development
  • Pipeline Development
  • Sales Training and Leadership

Timeline

Senior Sales Director, Strategic Accounts

Connected2Fiber/Connectbase
09.2019 - 10.2023

Global Sales Director

Nave Communications
03.2018 - 08.2019

Vice President, Strategic Accounts, ASP & Cloud

Global Capacity
02.2016 - 03.2018

Vice President, Carrier Relations

Global Capacity
08.2014 - 02.2016

Senior Sales Director

Global Capacity
11.2008 - 08.2014

Wholesale Carrier Sales Director

Global Telecom and Technology
08.2007 - 11.2008

Senior Voice Trading Manager

TeliaSonera International Carrier
08.2003 - 07.2007

Sales Director

Amdocs
04.2002 - 08.2003

Vice President of Business Development & Sales

Xintex
06.2001 - 04.2002

Regional Sales Director

Universal Access, Inc
05.1999 - 06.2001

Carrier Sales Manager

Teleglobe International, Inc
10.1997 - 05.1999

Account Development Representative / Strategic Support Representative

Cable & Wireless Communications, Inc
07.1992 - 10.1997

Political Science-International Relations, History

Dickinson College

Business Management

American Management Association

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Paul Welch