Brian Laurie

Mercer Island, WA 98040 brian.laurie@gmail.com (206)384-2051

Professional Summary
Sr. Sales Professional with 14+ years of experience in Telecommunication & Unified Communication sales. Strong business development capabilities accomplished through consultative solution selling sales approach. Additional competencies include planning, prospecting, cold calling, major account planning, presentation skills, and a fearless commitment to sales goal achievements. Excellent customer relation skills with ability to focus and provide light oversight to ensure successful delivery of purchased products to make certain my customers are highly delighted.

Core Competencies:

Sales Leadership
- Knows the demographics of my customers

Business Development
- Hunter-Aquisition New Business - Cold Calling - Extensive Existing Networking Partners

- Knows the features I can deliver

Major Account Planning
- Skilled Pipeline Management - Brings Extensive 3,000+ SMB/Enterprise Contacts

Technical Skills
- Extensive Pre-Sales Interviewing Experience

- Brilliantly Simple Solution Demos / Presentations

Sales/Leadership Delivered diverse complex sales opportunities that required multiple stakeholder decision makers Increased average revenue per sale by 100% 190% Individual Quota Attainment (FY 2006)

Business Development Developed strong relationships and established rapport with clients by demonstrating knowledge of their Account Management business and discretely working with them on their Continuously prospected in new and existing accounts issues of concern Managed executive-level relationships within my Hunter-Acquisition of New business territory from initial contact through account management process Ensured customer satisfaction through follow-up regarding any key concerns and/or priorities

Technical Skills Use consultative selling methods to analyze customers’ business requirements Design and deliver in-depth presentations Interpret technical jargon for business-minded clients Data network expertise & professional services engagements

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Selected Accomplishments
Company/Product XETA Technologies Responsibility Senior Sales Executive Outcome Sales Leader for several marketing programs, initiatives and campaigns launched during my tenure Sold the Largest Nortel Multi-site sale in the Pacific Northwest Sold 50+ locations throughout the US and Canada with customers like Hardwoods Specialty Products & Moulding and Millwork Capitalized on Black Box’s Nortel Premium Partner Status by selling the largest nationwide Nortel BCM upgrade deployment with Hardwoods Specialty Products Created a Deployment Package Template and assisted Black Box’s Regional Project Managers for compliance and successful execution of the 26 Nortel BCM software and hardware upgrades Sold a $500,000 IP and Infrastructure Project to Global Healthcare Exchange, which was extremely profitable for Black Box Exceeded $1 million objective by effectively leveraging Nortel & Octel portfolio and WCS Service offerings Drove increased awareness, consideration and customer retention of Nortel and Octel solutions Developed strategic account plans for high profile customers like Intermec, Internap, & Quellos with multiple locations nationwide

Black Box Network Services

Senior Account Executive

Williams Communications Solutions, LLC

As Account Executive, responsible for Sales to customers with multi-locations and extensive networks.

Core tactical strengths include:
Strong track record of business development against aggressive goals and timelines enabling greater revenue Proven sales and qualifying skills to close multiple complex business sales in excess of 6 digits Targeted and negotiated new business relationships with multiple Fortune 1000 accounts Experienced in selling to a variety of industries across corporate, government, and education verticals

Most Recent Employment: Inflow Communications
Sales Executive, Independent Contractor

Portland / Seattle

2011- 2012

Inflow Communications focuses on designing solutions that integrate voice, instant messaging, video, email, fax, presence, mobile devices, and business applications into one medium that will improve efficiencies, save money, and improve their client’s image. Please see http://www.inflowcomm.com/  Introduced Vidyo to Inflow, and successfully brought many potential customers to Inflow’s Quarterly Workshops, resulting in the first Vidyo sales for to Inflow  Successfully opened the Washington State Market, establishing local networking partners, and exceeded 60 day pipeline target by 40%, with 90% green field opportunities Education: Seattle Pacific University and Wheaton College Major: BA in Economics References provided upon request

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Appendix – Work History
Roles & Responsibilities
Xtelesis Corporation-Tellink, LTD Renton, WA 2008 -2011 Xtelesis is an IP Communications Solutions integrator offering a complete portfolio of networking solutions, specializing in providing voice and data solutions for companies with 5 to 5000+ employees. Please see http://www.xtelesis.com Account Executive Successfully generating new sales revenue, retention, and managing existing customers and cross selling Offering Communications as a Service: Managed IP Video Conferencing. Working with great products like Vidyo and IP PBX solutions like ShoreTel. Drove a 35% increase in new acquisition sales by leveraging effective prospecting, lead generation campaigns, target market research, cold-calling and network competencies At Tellink, I targeted, contracted, and followed-up with 300+ newly acquired Inter-Tel, Mitel, and Avaya customers, providing upgrade solutions and convergence applications, utilizing sales engineering support from Integra Telecom and CDW Black Box Network Services Tukwila, WA 2001, 2006 – 2008 Black Box Network Services is the world’s largest independent provider of communications, infrastructure, and product solutions. Black Box services 175,000 clients in 141 countries with 200 offices throughout the world. Black Box sells, installs, and maintains communication solutions, such as the latest Unified Communications solutions, contact center, network security, and traditional telephony. Black Box offers a complete service portfolio including maintenance plans and remote monitoring services.
Please see

http://www.blackbox.com

Senior Account Executive In first year, exceeded Individual Quota Attainment by 190% Hunted down abandoned and underserved Nortel PBX enterprise customers and sold them an upgrade path to IP Telephony, adding turnkey solutions like wireless and mobility, by sourcing superior technology products. Sold the largest infrastructure cable project to Global Healthcare Exchange in Denver, keeping the great profit margins and the branch office busy for 2 months. Responsible for generating new business Implemented a strong pattern of repeat sales and client loyalty Consistently exceeded quota by generating profit margins in excess of 35% Integra Telecom Seattle, WA 2005 – 2006 Integra Telecom is a facilities-based, integrated communications carrier and telecommunications equipment provider, dedicated to providing a better choice for businesses in 11 western states. It differentiates itself by staffing locally based customer care, technical, and account management professionals. Integra Telecom owns and operates its own network, offering high bandwidth internet transport, MPLS-enabled VPN and private line service, designed to support the communication needs of businesses.
Please see

http://www.integratelecom.com

Account Executive Exceeded monthly recurring revenue target and sales quota by 145% in fifth month Identified potential clients through cold calling, networking, and telemarketing lead generation Assessed client’s telecommunication needs and proposed solutions to help clients improve productivity, increase profits and save money Prepared and presented professional proposals to meet specific client’s needs

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Xeta Technologies (formerly Bluejack Systems, LLC) Bellevue, WA 2002 – 2005 Xeta Technologies operates as an integrator of communications solutions in the United States. It operates in three segments: Services, Commercial System Sales, and Hospitality System Sales. In the Commercial System Sales segment, I designed voice, data, and converged solutions to meet customer specific requirements. Selling communication systems by integrating various applications, I drew on the extensive resources of Xeta which comprised of customer and project management, professional installation, consulting, managed network services, help desk, and structured cabling implementation services.
Please see

http://www.xeta.com

Account Executive Instrumental in establishing Bluejack Systems as a Nortel Networks Advantage Partner After obtaining Nortel VoIP certification, exclusively sold Nortel CS1000 IPBX Communication Systems and Nortel Meridian to Succession VoIP upgrades Focused on the underserved and abandoned Nortel market in the Pacific Northwest Sold the largest-to-date Meridian to Succession upgrade to The Doctors Clinic with 6 locations, revenue $250,000+ Prospected and sold Hardwoods Specialty Products 35 locations Nortel BCM systems, $500,000+ revenue, contributed in exceeding quota for FY 2005 by 220% United Communications Systems, Inc. Bellevue, WA 1999 – 2002 United Communications Systems, Inc. (UCSI) is a total solutions provider, helping companies with their communication needs since 1971. Due to the ever changing changes in communications, the staff of UCSI is trained and certified by the leading technology providers like Avaya to bring its customers the best possible solutions for their voice and data needs.
Please see

http://www.unitedcom.com

Senior Applications Consultant Sold Nortel equipment and new service maintenance contracts Established an extensive customer base Closed the companies first Video Conferencing system, with revenue over $100,000Mer Averaged $250,000 per quarter FY 2002 After passing the Nortel Meridian Configurator Certification, assisted sales and operations with Nortel quotes for Meridian PBX products and upgrades Represented UCSI at the Nortel INNUA user group meetings, acting as chief liaison for UCSI and Nortel Williams Communications Solutions, LLC Bothell, WA 1998 – 1999 In 1999, Williams Communications Group had facilities serving 50 of the top market segments and expanded in 2000 to 125 cities nationwide. Account Executive Specialized in new acquisition of multi-location, national accounts First year, achieved 225% of quota Top sales team performer 2 out of 3 quarters in FY 1999 Exceeded quota by ninth month TIC Enterprises, LLC Bellevue, WA 1997 – 1998

Sales Representative As an agent for Lucent Technologies, sold key and hybrid/PBX systems, Voice Messaging and peripherals Exceeded quota, with high customer satisfaction

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