Richard Wheeler
FLEMINGTON,NJ
Summary
Dynamic Senior Business Development Manager with over 20 years at Fujitsu Network Communications, driving sales growth through strategic client engagement and innovative solutions. Expert in pricing strategies, optical/wireless systems, and AI-driven offerings, with a proven track record of fostering long-term partnerships and exceeding revenue goals.
Overview
34
34
years of professional experience
1
1
Certification
Work History
Sr Business Development Mgr
Fujitsu Network Communications
03.2002 - 03.2025
- Built strong, long-term relationships with key clients and technologists, enhancing customer loyalty and retention.
- Boosted sales revenue by identifying and pursuing new business opportunities across optical, wireless, OSS, and service lines.
- Collaborated with cross-functional teams to develop comprehensive proposals, securing value-driven contracts for clients.
- Partnered with Product Line Management and Network Planning to deliver solutions, including EPL, DWDM, EVPL, and ORAN 7.2x for wireless networks
- Led RFP wins for ROADM DWDM networks, co-created and sold custom OSS features to meet client needs.
- Positioned and trialed ORAN RUs (standard and MIMO) with chosen CU/DU configurations.
- Promoted Fujitsu’s latest technologies, including Digital Twin and coherent optical solutions for high-bandwidth applications.
- Leveraged AI to streamline workflows and initiated development of AI-optimized solution offerings.
Regional Sales Manager
Fujitsu Network Communications
06.1999 - 03.2002
- Expanded market share in Tier 1 Manhattan/Metro regions by identifying growth opportunities and streamlining IOF, field, and enterprise sales processes.
- Exceeded sales targets through strategic account management, including support during 9/11 recovery projects.
- Secured new business contracts for resale and turn-key NOC-managed services.
HQ System Engineer
Fujitsu Network Communications
01.1997 - 06.1999
- Validated new equipment in customer labs, ensuring optimal performance and user satisfaction.
- Created detailed documentation for system configurations and best practices, enhancing team knowledge sharing.
- Developed custom scripts to improve system efficiency and performance.
Regional Systems Engineer
Fujitsu Network Communications
03.1995 - 06.1997
- Supported sales teams in customer engagements, training, and product deployments.
- Designed tailored solutions to meet client requirements, including multi-vendor HS interop and SONET OC handoff solutions.
System Requirements Engineer
Bellcore
06.1991 - 03.1995
- Delivered high-quality requirements and API documentation for AIN Service Management and IN DBAS II LIDB projects .
- Fostered strong client relationships to document needs and negotiate content to meet strict deadlines.
- Earned President’s Award with DBAS II team for exceptional performance and customer satisfaction.
Education
Master of Science - Electrical And Communications Engineering
Cornell University
Ithaca, NYBachelor of Science - Electrical And Computer Engineering
Syracuse University
Syracuse, NYSkills
- Customer Relationship Management
- Pricing Strategy & Client Prospecting
- Optical & Wireless Systems Expertise
- Network Modeling & AI Optimization
- Creative Problem Solver
Certification
• CCNA (Cisco Certified Network Associate)
• CCNP (Cisco Certified Network Professional)
Timeline
Sr Business Development Mgr
Fujitsu Network Communications
03.2002 - 03.2025
Regional Sales Manager
Fujitsu Network Communications
06.1999 - 03.2002
HQ System Engineer
Fujitsu Network Communications
01.1997 - 06.1999
Regional Systems Engineer
Fujitsu Network Communications
03.1995 - 06.1997
System Requirements Engineer
Bellcore
06.1991 - 03.1995
Master of Science - Electrical And Communications Engineering
Cornell University
Bachelor of Science - Electrical And Computer Engineering
Syracuse University
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