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Frederick F Leonard Jr Rochester, NH 03868 H 603-332-7201 fld39afc@westpost.

net SUMMARY OF QUALIFICATIONS With over 15 years of sales experience, I have learned that the key to being a good sales professional is to be a keen listener and a true consultant. I have a solid track record of delivering good sales results with a diverse background in VoIP, data networking equipment, telecommunications software and data center physical infrastructure solutions. I have experience with both direct and indirect sales which helps me bring a strong understanding of the important interrelationship between the two approaches. And, with my military background, I bring excellent leadership skills along with the attitude of getting the job done regardless of the circumstances. Overall, I am an excellent sales professional that has vast sales knowledge and the willingness to achieve excellent results. Professional Experience American Power Conversion (APC Federal System, Inc.), Rochester, NH, 2008 - Present Government Enterprise ISR In this role, I am primarily responsible to find opportunities, coordinate the proper sales resources to engage with customers face to face and to help close the business through providing backend sale support * Always in top 25% of Key Performance Indicators of the team * Strong knowledge of government purchasing vehicles and buying cycle has allowed me to help deliver strong sales results of 95% of yearly quota American Power Conversion, North Billerica, MA, 2007 - 2008 Partner Development ISR As a PDM, I re-establish a strong relationship with many of the 100 reseller partners in our region who we had lost touch with. This was critical to helping our team drive a substantial increase in our regions incremental revenue * I achieved 90% percent of all Key Performance Indicators for this role * Attained 103% of quote for the year SDC Solutions, Inc., Manchester, NH, 2003 - 2007 Manager, Channel Sales By brining my prior experiences to bear, I created organization & structure and developed goals for SDC's indirect selling efforts. In the first year alone, I was able to help increase our channel sales by

63% * Established key relationships with several new reseller partners to serve our niche healthcare market * Spearheaded developmental relationship with an important industry partner that resulted in expanding our competitive range Alcatel, 2001-2003 Territory Sales Manager, Federal Government and Healthcare Initially starting out in a regional sales capacity working with DoD medical accounts & VA accounts, I was able to achieve such success that I grew my responsibilities to a national account responsibility with the Department of Veterans Affairs. I was able to penetrate 3 new VISNs which helped me become the #1 sales rep on my team for 2 years in a row * Created important relationships at the Dept of VA's Central Office that helped me win new business * Learned basic project management skills that helped in smooth project roll-outs Alcatel, Dover, NH, 1999 - 2001 Team Leader, Federal Sales East As Team Leader, I performed both as an individual contributor and as manager of 7 other people. I not only made our 1^st to Quota for the year I was in this position as an individual contributor, but our group also exceed our yearly quota by almost 25% * Built a strong team that focused on reaching and exceeding our personal and team sales and MBO goals * Coached the business development and account developing representatives on technical and sales skills Cabletron Systems, Inc., Rochester, NH, 1997 - 1999 Inside Sales Representative In this role, I developed diverse skills that ranged from individual contributor working in a sales team as well as helping to develop sales strategies for both the US Air Force and DoD Medical sales groups * Duties included identifying programs potential revenue; building relationships with federal contractors; identifying best solution sets for program; coordinating product training and support with channel partners. * Exceeded both Air Force quota, and DoD medical quota by 3% - 10% respectively (sales quotas of $2.80M and $1.85M respectively) MILITARY Staff Sergeant (E-6), New Hampshire and Massachusetts Army National Guard, Retired 1980-1988, 1990-2001 My military experience taught me excellent leadership skills that help

me to fully understand how to get the job done regardless of the circumstances or challenges I am faced with * 20 years service, Honorably Discharged EDUCATION 1992-1994 BA, University of New Hampshire, Durham (2.9 GPA) * Majored in Political Science * Minored in Economics 1990-1992 AA and AS, Massasoit Community College, Brockton, MA (3.4 GPA) * Member of The Green Key Society for outstanding leadership and service to the college and the community * Student Senate President for two semesters. Awarded distinguished service award from Phi Theta Kappa