PAUL RUMO
Award Winning Sales Professional
West Monroe,New York
Summary
Award-winning Strategic Account Manager with over 20 years of experience in enterprise technology sales, consistently exceeding targets. Proven track record of increasing sales by 30% to 1500% through the cultivation of strategic partnerships and a deep commitment to client success. Expertise in developing and implementing comprehensive strategic plans, identifying growth opportunities, and delivering customized solutions that enhance business relationships. Recognized for exceptional communication, negotiation, and problem-solving skills, with a strong emphasis on team collaboration and adaptability to achieve goals while ensuring high levels of client satisfaction.
Overview
25
25
years of professional experience
Work History
Strategic Account Manager
Sencore
06.2017 - Current
- Drive enterprise sales growth for video delivery, signal monitoring, and content distribution solutions serving cable operators, satellite providers, broadcasters, and telecommunications companies across North America.
- Increased sales 30%-1500% by developing and managing strategic distribution partnerships.
- Manage complex full-cycle sales from discovery through solution architecture, deployment coordination, and ongoing support.
- Built strategic partnerships with major cable operators including Comcast, Charter Communications, and Cox Communications.
- Execute consultative sales approach with technical and executive stakeholders at enterprise accounts.
- Collaborate with engineering teams to customize solutions for unique customer requirements including OTT streaming, DAI monitoring, and IPTV delivery.
- Provide expert guidance on industry trends including 5G, DOCSIS 4.0, virtualization, and cloud migration.
- Maintain expertise across operational monitoring, signal analysis, video/audio distribution, and quality assurance platforms.
- Consistently exceed annual sales targets through strategic account planning and relationship development.
- Technical Solutions Sold: Video quality monitoring and assurance systems, Dynamic Ad Insertion (DAI) monitoring platforms, OTT and IPTV content delivery solutions, Signal analysis and troubleshooting equipment, Broadcast and satellite distribution systems.
Senior Professional Sales Representative
Deep Blue Communications
08.2015 - 06.2017
- Drove enterprise WiFi network sales for INC 5000 fastest-growing company specializing in converged hospitality, retail, and entertainment venue solutions.
- Increased Wyndham Wingate brand sales by 1200% through strategic account development.
- Developed and closed deals with major hospitality brands: Wyndham (exclusive certified vendor), Marriott, Hyatt Place, IHG, Best Western, Choice Hotels.
- Managed full sales cycle for complex multi-property WiFi deployments across US, Canada, Mexico, and Caribbean.
- Consulted with property management on WiFi solutions enhancing guest experience and operational efficiency.
- Built long-term partnerships through consultative needs analysis and custom solution design.
Sales Manager, Broadcast & Satellite Division
WESCO Distribution
03.2010 - 07.2015
- Led turnkey broadcast and satellite technology sales across seven-state region serving broadcast, government, higher education, medical, and sports entertainment sectors.
- 2011 #1 Sales Performer for Broadcast & Satellite North American Sales.
- Distinguished Play to Win Winner - Top performer recognition within WESCO Distribution, Inc.
- Executed strategic consulting with C-level clients developing customized business plans and sales strategies.
- Managed complex project deployments from opportunity discovery through solution development, implementation, and support.
- Facilitated major transponder migration project achieving 80% profit margins on $500K+ direct sales.
- Built expertise across multiple vendor products including Harris, Harmonic, Ericsson, and Cisco.
- Developed technical solutions enabling enhanced service offerings and efficient bandwidth utilization.
- Consistently exceeded sales quotas through consultative selling and deep technical knowledge.
Regional Account Manager
Mega Hertz
06.2006 - 12.2009
- Sold telecommunications services and products to corporate clients through consultative needs-based approach.
- Consistently ranked top performer exceeding all quotas and sales goals.
- Developed cost-effective solutions tailored to enterprise telecommunications needs.
- Built strong pipeline through strategic prospecting and relationship development.
Account Executive
CableServ, Inc.
06.2004 - 06.2006
- Sold custom bandwidth optimization solutions to C-level executives at Multiple System Operators (MSOs).
- Consulted with client leadership on current and future infrastructure needs.
- Managed relationships with decision-makers at multi-location cable operators.
- Developed technical solutions for network efficiency and capacity optimization.
District Manager
Eagle Comtronics
06.2000 - 06.2004
- Led marketing and sales initiatives for RF, microwave, and wireless specialty products.
- Designed and executed marketing plans for trade shows and product promotions.
- Developed go-to-market strategies for new product launches.
- Built brand awareness and drove sales in competitive RF/wireless market.
Aviation Ordnance Specialist (E-5)
United States Navy
06.1987 - 06.1994
- Supervised team operations, training, and equipment readiness for aviation armament systems.
- Developed leadership, accountability, and operational discipline that continues to drive successful project execution and customer satisfaction in civilian technology sales career.
Education
Bachelor of Science - Business Administration And Management
SUNY Empire State College
Saratoga Springs, NY05-2005
Skills
- Corporate sales proficiency
- Strategic client relationship management
- Consultative sales approach
- Expertise in consultative sales
- Advanced deal negotiation
- Complete sales cycle expertise
- Regional account management
- Channel partner management
- High-level stakeholder engagement
- Revenue projection expertise
- Client engagement strategies
- Broadcast Technology
- Cable Television
- Satellite Communications
- Telecommunications
- Video Streaming
- OTT Platforms
- IPTV
- Bandwidth Optimization
- Network Infrastructure
- Signal Monitoring
- Dynamic Ad Insertion (DAI)
- Quality of Experience (QoE)
- WiFi Networks
- Hospitality Technology
- Video Quality Monitoring
- Signal Analysis
- RF Technology
- DOCSIS
- Fiber Optics
- IP Video Delivery
- Cloud Infrastructure
- Network Convergence
- 5G Technology
- Transponder Management
- Wireless Solutions
- Enterprise WiFi
- Salesforce platform expertise
- Skilled in using Microsoft Office tools
- Customer relationship management platforms
- Sales Analytics Tools
- Revenue Growth
- Proven sales quota success
- Strategic Planning
- Market Analysis
- Competitive Positioning
- Customer Retention
- Pipeline Development
- Proposal Development
- Technical Presentations
- Project Management
- Cross-Functional Collaboration
- Sales strategy development
- Competitive analysis
- Strategic pipeline optimization
- Territory management
- Sales operations management
- Pipeline management
Accomplishments
- Increased distribution partner sales 30%-1500% at Sencore
- #1 Broadcast & Satellite Sales Performer, WESCO North America (2011)
- Distinguished Play to Win Winner, WESCO Distribution
- 1200% sales increase with Wyndham Wingate brand
- Achieved 80% profit margins on $500K+ transponder project
- 20+ years consistent quota achievement and top performer recognition
Additional Training And Certifications
- Action Selling Sales Certified - Pain Discovery, Prospecting, Solution Development
- Sandler Selling System - Sales Certification
- Cisco Sales Expert - Cisco Sales Certified
Timeline
Strategic Account Manager
Sencore
06.2017 - Current
Senior Professional Sales Representative
Deep Blue Communications
08.2015 - 06.2017
Sales Manager, Broadcast & Satellite Division
WESCO Distribution
03.2010 - 07.2015
Regional Account Manager
Mega Hertz
06.2006 - 12.2009
Account Executive
CableServ, Inc.
06.2004 - 06.2006
District Manager
Eagle Comtronics
06.2000 - 06.2004
Aviation Ordnance Specialist (E-5)
United States Navy
06.1987 - 06.1994
Bachelor of Science - Business Administration And Management
SUNY Empire State College