Resume for Bradford K. Macomber
Washington DC/Northern Virginia area, Mobile: 703-930-9993
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TECH SALES OPERATIONS MANAGEMENT & ANALYTICSTeam leader who makes sales organizations and service delivery significantly more successful for technology and service providers. With management experience in both Fortune 100 and Silicon Valley Internet-firms, and measurable multi-million dollar results, now looking for the next level of responsibility in operationalizing a growing firm's business development goals. Key competencies include:
* Program Management: PMP with 15+ years of driving cross-functional projects to completion and steering collaboration among diverse sales, marketing, technical, and finance stakeholders
* Analytics: Top-tier MBA with Business Intelligence (BI) tool, data warehousing, report generation, statistical analysis for risk and quality assessment, and financial modeling expertise
* Sales Impact>: Closed millions of dollars in deals, led sales executives, and enabled 13K+ employee sales organization and 10K+ points of sales to improve sales productivity
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PROFESSIONAL EXPERIENCE
SPRINT NEXTEL CORPORATION, Reston, VA
Manager, Sales Operations & Planning, Sprint Nextel, 2007-PresentLead teams of 4 to 38 program managers to boost sales and profitability across 3rd party dealer, company owned retail, Best Buy, RadioShack, and Wal-Mart channels. Operational and program management responsibilities include customer lifecycle management, channel partner management, Salesforce.com design, contract administration, training, inventory, fraud/risk management, and annual planning. Leverage Business Objects Infoview and Excel for cluster and correlation analysis of B2B/Government/Consumer segment sales trends, performance root cause, and outliers requiring management intervention
* Support 25% annualized sales growth through service delivery process redesign among field sales teams, sales support, and customer care.
* Reduced field reliance on central sales support by 9%, saving $1.2M/year.
* Cut discretionary spending 67% via tighter field targets and customer-order quality assurance.
* Reduced customer churn rate by 131 basis points in dealer channel.
* Resolved 30K commissions appeals with compensation management work-out.
-----Sales Manager/Partner Executive, Strategic Alliances Organization, Sprint Nextel, 2003- 2007
Led Sprint Nextel sell-with/sell-through alliance pursuits with Northrop Grumman, Raytheon, Unisys, General Dynamics, and Lucent. Influenced strategies and execution for both sourcing and distribution.
* Generated $36M in '06 Sprint revenue with alliance partners, exceeding $20M quota. Managed joint funnel with total sales opportunity worth over $600M in potential Total Contract Value. * Staffed and managed team of 3 Partner Executives responsible for joint sales with Strategic Alliances and developing executive relationships within partner organizations. * Managed Market Development Fund (MDF) spending and reporting, joint sales campaigns, partner leadership meetings, and alliance joint go-to-market planning.
-----Senior Program Manager, Alliances & Partnerships Organization, Nextel Communications
Led strategic alliance programs with Northrop Grumman, Raytheon, Unisys, General Dynamics, and other partners. Awarded '05 "Inner Circle," Sprint Nextel's highest recognition for salaried employees.
* Generated $4M of incremental Nextel '04- '05 revenue with joint development of hybrid wireless solutions, marketing programs, alliance relations, and pipeline management. * Closed largest co-sales deal in Nextel Alliances team history, growing presence at Transportation Security Administration over 800%. Negotiated subcontract to define new distribution model for Nextel then drove marketing, demand generation, and implementation.
-----NTT-VERIO, Springfield, VA
2000 to 2001 Director, Product Management - Advanced Hosting Responsible for P&L for $50M product line for the market share leader in outsourced web and application server management. Created scalable, global development program that improved quality and reduced costs in operations from acquired start-up. * Increased revenue 10% with quarterly releases of new products, improved service delivery, effective management of supplier Market Development Funds (MDF), and expansion of distribution through Indirect channel partners. * Grew high-margin managed services to 17% of new Advanced Hosting revenue within two quarters, and launched new Enterprise Hosting product line. * Managed 3 product managers for development, product marketing, and technical sales support. -------CONCENTRIC NETWORK (now part of XO Communications), San Jose, CA
1999 to 2000 Director, Product Management - Enterprise Application Services Elevated product line to one of highest profile segments of the company, managing team of 3 product managers and regularly working with C- level executives on operational and strategic plan. * Doubled revenue through enhancements to $16M product portfolio. Won Network Magazine's 2000 Web Hosting/ASP "Product of the Year" award for outsourced e-business infrastructure. * Managed partnerships for channel distribution, strategic sourcing, and co- marketing programs, driving new business with Microsoft, Sun, Cisco, Corio, and SBC Communications. * Promoted from original role as Product Manager for developing Windows-based shared web hosting services. Defined product requirements and managed software development. -----SPRINT
1995 to 1999 Business Development Manager - Sprint Business, San Mateo, CA Manager, Field Systems Support - Sprint PCS, Kansas City, MO Product Manager - Sprint Multimedia, Kansas City, MO Completed Sprint's Staff Associate rotational executive-development program for select MBA graduates. * Developed partnerships to cultivate hosted application development and outsource platform services to upgrade Sprint Business' services, increase revenue, and reduce costs. Completed $8M contract with Western Union for enhanced messaging. * Executed $4M business case for Sprint PCS' Sales Force Automation system for B2B and telemarketing sales teams. Staffed team of 9 software analysts. Guided enterprise client- server application development, configuration, and technical trouble resolution. * Guided new product development projects at Sprint Multimedia, interviewing customers to gather requirements, managing development team, and filing U.S. patent application on innovative middleware-based platform for web and interactive-voice data delivery.__________________
EDUCATION & CERTIFICATIONS
Darden Graduate School of Business Administration, University of Virginia, Charlottesville, VA Master of Business Administration, 1995
-----Georgetown University, Washington, D.C. Bachelor of Arts, Major in Government Honors program, 1990
----PMP Certified
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