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Deborah Bakalich

Cockeysville, MD 21030
410-977-3718
Deb.E.Bakalich@gmail.com

Results-driven Technical Sales Professional with successful track record in delivering value added business
solutions to drive new account growth within Enterprise accounts in both the Telecommunications and Network
Communications Industries. Excellent interpersonal and team building skills coupled with a strong work ethic
and passion for achieving results that benefit both the customer and the organization. Areas of expertise
include:

Solution Selling Approach Account Management Skills Network Managed Solutions


Strategic Account Planning Cisco, Adtran, Polycom CPE Premise based Offerings
Excellent Interpersonal Skills Extensive VoIP Knowledge Secure Internet Gateway
C-Level Relationship Building IP Trunking SAAS Cloud Services
Dynamic Presentation Skills Private IP (MPLS) Security, Firewall
New Business Development Public IP-VPN, Ethernet ROI /TCO analysis

PROFESSIONAL EXPERIENCE

VERIZON BUSINESS – Maryland 1996 - 2011

Technical Sales – Enterprise Accounts 2007 – 2011


Generated new revenue by selling integrated network and premise based solutions for VoIP, data, voice,
call centers, and managed services to Verizon’s middle to upper market Enterprise accounts representing
~$16.4M in revenue. Areas of focus included Private IP (MPLS), Voice over IP Solutions, Network based
Cloud services (CAAS), Public IP-VPN, Ethernet, Secure Internet Gateway Services, Security, Firewall,
and Managed Solutions including Network based and Premise based equipment offerings.
Achievements: Grew monthly revenue from $1,500 / month to $275K / month (945%) and achieved
preferred provider status by building a consultative relationship for 1 of the largest international Win back
opportunities in the branch.
Lead sales teams in the strategic development, network optimization, design, pricing, customer
presentations and sale of new domestic and international services and network equipment.
Managed all stages of the sales cycle including contractual negotiations, proposal generation, C-level
executive presentations, close, order submittal and initial tracking of the project management and delivery
of services.
Maintained 30-60-90 day sales pipeline in a Siebel based management tool including the recording of all
activities leading up to opportunity close, order submission, revenue generation.
Technical knowledge base of Cisco, Adtran, Polycom and other 3rd party VoIP, WAN and LAN equipment
providers. Extensive knowledge of Verizon’s VoIP products and services.
Received top sales team performance commendation and established a “best practice” for implementing
effective strategies to penetrate competitively held accounts.
Increased annual account revenue 35% by designing, selling and implementing a side by side parallel
migration with minimal downtime that included adding 6 new strategic services to network infrastructure.

Sales Specialist – Integrated VoIP & Data Network Solutions 2005 – 2007
Drove Integrated Voice (VoIP) and Data Network Solutions within both established and new logo accounts.
Viewed as both a VoIP Subject Matter Expert for the Maryland/Virginia Branches and sales consultant for all
voice and data services and products offered in Verizon’s product portfolio.
Managed account teams and technical organizations to provide customized VoIP solutions based on
analysis of application requirements, overall cost of ownership and return on investment. Solution sell
included providing network designs, proposals and presentations to C-level customers.
Exceeded annual regional quota objectives for VoIP strategic services year over year by utilizing a value-
add selling approach coupled with financial cost savings and analysis tools to close opportunities.
DEBORAH BAKALICH Page 2
410-977-3718

Executive Account Manager (Verizon Business / formerly MCI) 1996 – 2005


Responsible for the annual net revenue growth of one of MCI’s largest financial customers in the Eastern Sales
Region, ending 2004 at 192%.
Managed and directed the daily activities of a dedicated account team for sales, service, and technical
support to ensure optimum customer satisfaction and revenue retention.
Direct responsibility for negotiating contract pricing, terms and conditions with customers and/or their
consultants and attorney’s in a highly competitive and price sensitive environment.
Recipient of 2004 – MCI President’s Club, 2003 - MCI Circle of Excellence – Aspen, CO, 2003 – MCI
Build, Believe, Achieve – Las Vegas, NV, 2002 – MCI President’s Club for exceeding sales quotas
achievement and achieving goals within specified time frames.
Developed creative and customized solutions for the sale of voice, data and internet services including
Frame Relay, ATM, VOIP, Private IP, Managed Services, and Security Solutions.
Proactively present strategic initiatives and presentations on new technologies and services by engaging
MCI internal resources, executive management, and product specialists.
Strong technical and financial analysis skills coupled with solution selling approach to drive new business
opportunities and increase existing customer revenue base.

EDUCATION

B.S., Bachelor of Science - Business Administration; Minor: Marketing


Towson State University – Towson, Maryland
GPA: 4.0 Major / 3.86 Overall
Honors: Dean’s List, Graduated summa cum laude

PRIOR RELEVANT EXPERIENCE


AT&T, Parsippany, NJ
Senior Account Executive – Designed complex network solutions to promote the sale and implementation of
data communications equipment and network management services
Team AT&T – Co-Founder of the New Jersey Chapter, a grassroots cross-business unit initiative founded
by sales associates to promote teamwork, and joint selling solutions to customers between AT&T sales
divisions. Managed 1 day Client Event hosted at the Liberty Science Center attracting over 1200
customers and yielding $2M+ in new revenue for AT&T.

PROFESSIONAL DEVELOPMENT

Excellent knowledge of Microsoft Word, Microsoft Excel, PowerPoint, Visio


100% Completion of Verizon’s Technical Roadmap for Senior Engineers
Carrier Grade Certification on Adtran CPE
ITILv3
Multiple Sales and Marketing Programs