RODNEY SETTLES
Business Development Executive
Barnegat,New Jersey
Summary
Accomplished Business Development Executive with a strong track record of solution/consultative selling within the Telecom/Technology industry. Results driven professional with proven success in converting leads, exceeding quotas and maximizing revenue with proactive and ambitious strategies. Decisive, passionate and devoted to outperforming expectations. Attentive, resourceful and personable with customers.
Overview
18
18
years of professional experience
Work History
Sr. Application Sales Executive
AT&T INC
New York, NY
03.2019 - 03.2023
- Worked with AT&T Account Teams as an IaaS, SaaS, and Multi-Cloud Subject Matter Expert (SME) in support of
- Wireline Solutions in driving new revenue streams
- As an Overlay, played a critical role in leading in the design of solutions for enterprise businesses (Healthcare, Retail, Finance and Manufacturing) applying unique knowledge and experience for the best solution fit
- Established best practices for elevating client relationships (CIO, CISO and Executive Leadership) to where buying decisions faulted to AT&T
- Solved problems and hypothesized possible customer pain points, expectation, and needs; brainstorm with team members to devise solutions and bring complex deals to closure
- Supported highly named accounts in Healthcare, Retail, Finance and Manufacturing where Compliance (HIPPA, SOC, ISO 27001, PCI-DSS) and Sustainability standards were maintained to ensure the security posture of its’ organization
- Delivered effective sales messaging, training, and Use Cases to AT&T Account Teams on the value of AT&T
- Resale platform
- Created Go-To-Market strategies and campaigns directly with AT&T Cloud Solution Partners
- Collaborated across internal business units to create and deliver holistic Colo & Cloud solutions
- Responded to RFPs, presented compelling business cases, and contracting for scope of work
- Career Accomplishments– 115% New Sales/Total Billed Revenue Attainment of $14M– 119% New Sales/Total Billed Revenue Attainment of $8M
- Cultivated interpersonal skills by building positive relationships with others.
- Developed and maintained courteous and effective working relationships.
- Proved successful working within tight deadlines and a fast-paced environment.
- Worked well in a team setting, providing support and guidance.
Colocation & Multi Cloud Specialist
MARKET SOURCE INC
New York, NY
11.2017 - 03.2019
- Drove sales results and support in assigned geography and vertical market, leveraging AT&T’s evolutionary
- Colocation Ecosystem Platform featuring Multi-Cloud, Colocation/Data Center, and Consultative Services
- Generated awareness and delivered value proposition via collaboration with new and existing customers by aligning with AT&T partners
- Spearheaded outbound business development activities to AT&T sales and technical teams, qualifying and positioning sales opportunities and guiding the AT&T account teams through proposals/pricing and contractual process
- Executed on RFP's, PowerPoints, and customizable solutions both complex, and non-complex
- Developed training and technical team support driving new business opportunities in tandem with strong communications skills as a SME.
Global Account Manager
TELEHOUSE AMERICA, KDDI Group Company
New York, NY
03.2013 - 08.2017
- Consultative selling with global and mid-market accounts offering colocation, cloud, peering and hardware to IT decision makers
- Identified new business through lead generation and referrals with the Telehouse organization
- Achieved over 95% success rate in renewals and adding additional services to Telehouse customer base year after year
- Enforced best practices in pricing and contract negotiations with our global partners within
- Telehouse/KDDI to secure new business
- Boosted new customer activations by 20% on New York International Exchange/NYIIX
- Won over $2.5 million in Hardware Sales in 2016.
- Managed accounts to retain existing relationships and grow share of business.
- Developed compelling presentation decks to gain approval for ideas and communicate results.
- Prepared sales presentations for clients showing success and credibility of products.
- Managed book of business to maintain positive relationships and make effective financial or client-related decisions.
Independent Sales Agent
ZOOM MEDIA CONNECT
New York, NY
06.2010 - 03.2013
- Connected consumers and local businesses with the World’s Largest Digital Fitness Advertising Network by partnering with the world’s largest gym organizations like 24 Hour Fitness, LA Fitness, Retro Fitness, Planet Fitness
- Gold’s Gym and many more across NY, NJ and PA regions
- Sold and designed ad content targeting an out-of-home consumer where 86% run errands after workout and 3.2 visits to the health club per week for optimum results
- Top Ten Sale Producer in 2012
- President’s Club “2011 Rookie of the Year”
- Developed specific schedule of prospecting and account management tasks to perform daily, weekly and monthly to meet or exceed sales goals with little company supervision.
- Conducted on-site product demonstrations to highlight features, answer customer questions, and redirect concerns toward positive aspects.
- Built relationships with customers and community to promote long term business growth.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Stayed current on company offerings and industry trends.
Regional Account Manager II
COGENT COMMUNICATIONS, INC
New York, NY
10.2004 - 05.2009
- Lead client transport (Dedicated Internet, Ethernet WAN (Layer 2) and colocation engagements in over 3000 + On-
- Net Cogent locations across its facilities based, all-optical IP network
- Promoted after first year of employment to a Regional Account Manager II
- Eagle Club winner 2006, 103% of quota YTD, 5K monthly quota
- Eagle Club winner 2007, 114% of quota YTD, 7K monthly quota
- 2008 95% of quota YTD, 7K monthly quota
- Informed customers of promotions to increase sales productivity and volume.
- Set and achieved company defined sales goals.
- Selected correct products based on customer needs, product specifications and applicable regulations.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Achieved or exceeded company-defined sales quotas.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Stayed current on company offerings and industry trends.
- Negotiated prices, terms of sales and service agreements.
- Contributed to event marketing, sales and brand promotion.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
Education
Bachelor of Science - Political Science
SUNY Brockport
Skills
- Interpersonal Communications Account Planning Account Management Consultative Selling
- Presentation Skills Achievement of Organizational Objectives Relationship-Building
- Client Account Management
- Sales Forecasting
- Sales Presentation
- Developing Partnerships
- Prospecting and Cold Calling
- Quote and Proposal Management
- Renewal Opportunities
Work Preference
Work Type
Full TimeWork Location
HybridImportant To Me
Company CultureWork-life balance401k matchPaid time offHealthcare benefitsPaid sick leaveWork from home optionStock Options / Equity / Profit SharingFlexible work hoursTimeline
Sr. Application Sales Executive
AT&T INC
03.2019 - 03.2023
Colocation & Multi Cloud Specialist
MARKET SOURCE INC
11.2017 - 03.2019
Global Account Manager
TELEHOUSE AMERICA, KDDI Group Company
03.2013 - 08.2017
Independent Sales Agent
ZOOM MEDIA CONNECT
06.2010 - 03.2013
Regional Account Manager II
COGENT COMMUNICATIONS, INC
10.2004 - 05.2009
Bachelor of Science - Political Science
SUNY Brockport
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