Will Hayes
Frisco,TX
Summary
Sales leader with a proven ability to drive revenue growth, achieving an increase from $750k to $28m in annual sales. Skilled in revitalizing underperforming accounts and executing strategic account plans. Demonstrated leadership in cross-functional teams, leveraging market insights to enhance customer satisfaction and secure competitive advantages.
Overview
36
36
years of professional experience
Work History
Account Manager
CISCO SYSTEMS, INC.
Richardson, TX
05.2019 - Current
- Collaborated cross-functionally with marketing and product teams to tailor solutions that meet client needs and enhance customer satisfaction.
- Utilized CRM tools to track sales pipelines, forecast revenue, and identify new business opportunities in the Commercial Select industry.
- Led strategic account planning and execution to drive revenue growth and market share expansion in competitive commercial markets.
- Delivered compelling presentations and product demonstrations to C-level executives, effectively communicating value propositions.
- Analyzed market trends and competitor activities to inform sales strategies and maintain a competitive edge in the Commercial Select market.
- Established vertical specific plans and customer specific initiatives.
- Transitioned from a cross vertical team to a Retail specific team.
- Established standardized engagements with QBRs, Lifecycle documents, Executive briefings and built customer specific best practices.
Strategic Account Manager
CISCO SYSTEMS, INC.
Richardson, TX
01.2006 - 04.2019
- VZ: Lead Strategic AM responsible for developing migration plan from a hardware to a software model including development of the SW plans, strategy and models for the mobile packet core.
- Implemented strategy and grew revenues during the transition.
- Lead AM for DC, Cloud and NFV technologies within VZW and VZ HQ.
- Established Cisco UCS as the standard virtualization server for NSS.
- Grew routing and switching elements from secondary status to the primary position within all network equipment centers.
- Responsible for day to day tactical support, and opportunities with 24 month+ strategic implications across multiple VZ business units.
- MPCS: Lead account manager for MetroPCS.
- Responsible for all Cisco product lines and services offerings sold into IT and the Service Provider Network.
- In 4 years grew the account from $750k to annual revenues of $28M.
- Established new franchise in IT: DC(Nexus 2k and 5k), IPCC, Retail store deployments, IP Telephony and the SP Network: IPBH(10k/6509), Aggregation (ASR9k), PDSN/HA, Core and Edge (7600).
- Established Tier 1 like support model for Tier 2 channel customer by partnering internally with BUs, Cisco Services, Operations and Area level resources.
- Worked collaboratively across mobility accounts to leverage best practices, success stories and Tier 1 deployment models that could be utilized successfully at MetroPCS.
Vertical Industry Consultant
CISCO SYSTEMS, INC.
Richardson, TX
03.2003 - 12.2005
- Provided business consulting services for executives of Cisco’s leading service provider customers.
- As the lead consultant responsible for Sprint, successfully established advisory relationships with executives in the Strategic and Enterprise Business Units, Strategic Planning, Corporate and Product Marketing.
- Led cross-functional teams in critical customer engagements: idea generation, opportunity assessment, service creation.
- Guided activities of Market Planning and Execution Board of the Sprint/Cisco Alliance.
- Key accomplishments include “new” integrated vertical and horizontal go to market plans, participation in Sprint’s Innovation team, launch of Managed security and re-launch of MPLS/VPN set.
- Led engagements including EVDO Sales Acceleration and Fixed Mobile Convergence.
IXC Segment Lead
CISCO SYSTEMS, INC.
Richardson, TX
03.2002 - 02.2003
- Managed the formation and development of a cross-functional team to address critical IXC issues.
- Team objectives include: Systems/Product prioritization and verification, definition/sanitization of business opportunities, detailing and defining business strategy issues and the development of a Segment Marketing and go to market plan.
- Ongoing responsibilities included managing the virtual team, delivering critical segment issues to the SP Business council, serving as part of the IXC core strategy team and as the IXC representative within SP Marketing.
Business Development Manager
CISCO SYSTEMS, INC.
Richardson, TX
06.2001 - 02.2002
- Managed the business development initiatives within the Greenfield and WorldCom operations.
- Responsibilities and activities include: Customer engagements (sales calls, service creation, business support, executive relationships, alliance teams), Program Support (JS, CPN, IBSG, partners, corp. field ops), Market Intelligence (market, service, competitive, customer, technology areas), Reporting (capex, opex, franchise summaries, quarterlies, ops review support) and Account Planning (lead development sessions, assist in strategy and opportunity development, business advisor).
Acting Director
CISCO SYSTEMS, INC.
Dallas, TX
08.2000 - 05.2001
- Responsible for Area level strategies and organizational development.
- Organization includes business development, market intelligence and field marketing for sales organization with targets in excess of $1.5B.
- Management and development of a team of managers and individual contributors.
- Deliverables include: strategy and account plan development, customer and partner alliance development, internal and external solutions and service evaluations, customer and competitive profiles, technology/market summaries, market assessments/forecasts, customer specific program development, business modeling, business case support and alignment of initiatives to field/customer priorities.
- Organization also handles website development, field seminar development and internal marketing effort.
Manager
CISCO SYSTEMS, INC.
Dallas, TX
06.1999 - 07.2000
- Responsible for developing and implementing the Area level business development and market intelligence for the Carrier Sales Team.
- Deliverables include: customer and competitive profiles, technology/market summaries, market assessments/forecasts, corporate program implementation and tailoring, customer specific program development, business modeling, business case support and alignment of initiatives to field/customer priorities.
Group Manager
GTE CORPORATION
Irving, TX
03.1998 - 06.1999
- Managed a team responsible for assessing and developing new IP strategic initiatives across multiple business units, encompassing market sizing, technology evaluations, business models, competitive assessment and evaluation of strategic fit to corporate initiatives.
- Support includes initiation of primary and secondary market research in support and development of market plans, segmentation and offer management.
- Detailed business and rollout developed in conjunction with adopting business units.
- Accomplishments include the development and launch of VoIP and VPN portfolios and product roadmaps.
Senior Product Manager
GTE CORPORATION
Irving, TX
12.1995 - 03.1998
- Activities included product lifecycle, portfolio management and vendor management.
- Responsible for a $500M revenue objective coupled with quality and strategic objectives.
- Managed, coached and assisted in the development of a team of five product managers.
Regional Account Manager
GTE CORPORATION
12.1991 - 11.1995
- Developed and executed account management strategies to address all levels of management within Fortune 500, LEC, RBOC, communications contractors and industrial commercial accounts.
- Grew annual sales revenue from $1.5M to $21M annually.
Regional Account Manager
AT&T
Pleasanton, CA
07.1990 - 12.1991
- Developed and implemented marketing and sales plans for independent telephone company direct business and distribution sales for cable systems and transmission products, enhancing market reach and customer engagement.
- Achieved 135% growth in annual sales revenue by executing targeted sales initiatives, significantly increasing overall profitability.
Education
Masters of Business Administration - Business Management
University of Dallas
Irving, TXBachelor of Science - Business Administration-Finance
California Polytechnic State University
San Luis ObispoSkills
- Revenue forecasting and sales forecasting
- Customer relationship management
- Contract negotiation
- Market analysis
- CRM tool utilization
- Executive presentations
- Adaptability to change
- Mentoring and coaching
Timeline
Account Manager
CISCO SYSTEMS, INC.
05.2019 - Current
Strategic Account Manager
CISCO SYSTEMS, INC.
01.2006 - 04.2019
Vertical Industry Consultant
CISCO SYSTEMS, INC.
03.2003 - 12.2005
IXC Segment Lead
CISCO SYSTEMS, INC.
03.2002 - 02.2003
Business Development Manager
CISCO SYSTEMS, INC.
06.2001 - 02.2002
Acting Director
CISCO SYSTEMS, INC.
08.2000 - 05.2001
Manager
CISCO SYSTEMS, INC.
06.1999 - 07.2000
Group Manager
GTE CORPORATION
03.1998 - 06.1999
Senior Product Manager
GTE CORPORATION
12.1995 - 03.1998
Regional Account Manager
GTE CORPORATION
12.1991 - 11.1995
Regional Account Manager
AT&T
07.1990 - 12.1991
Masters of Business Administration - Business Management
University of Dallas
Bachelor of Science - Business Administration-Finance
California Polytechnic State University