Resume
Keith Robert Cooper
151 Prospect Ave • Hackensack, NJ 07601
212.433.0019 • keith@itscooper.com
BUSINESS SAVVY … SALES LEADERSHIP … TECHNICAL ACCUITY
Solving business challenges. Developing relationships. Increasing revenues and profits. Improving business results through technology.
Successful business owner talented in all business disciplines with focus on Sales and Marketing, Budgeting and Profitability. Proven history of opportunity discovery, solution development and delivery for global B2B sales in telecommunications, information technology and knowledge management industries. Intensely client focused, persistent and creative. Ability to negotiate deals that optimally serve customers and maximize revenue opportunities.
Experience and expertise include:
- Small Business Management
- Fortune 500 Account Management
- Relationship Selling
- Strategic Planning and Positioning
- Project Management
- Social Marketing Strategies
- Prospecting / Developmental Sales
- Technical Solution Development
- Contract Negotiation
- Budgeting and Forecasting
PROFESSIONAL EXPERIENCE
SailTime, New York, NY. 2012 to 2016
General Manager/Partner
Successfully managing all aspects of business management including Sales, Marketing, Operations and Accounting activities. Developed and executed business plan, improved fleet management systems, focusing on key customers and prioritizing time management.
- Improved net profitability from 11% to 19% in three seasons.
- Increased sailing school revenue 28% in two seasons.
- Achieved 90th percentile customer satisfaction and retention benchmarks.
Verizon Business, New York, NY 2007 to 2011
Senior Account Manager
Managed Fortune 500 Accounts billing > $1M annually. Identified business issues, recommended applications and positioned value-added services across variety of industry segments. Managed process to engage all internal and external resources necessary to support solution development and pricing to secure new business.
- Managed Verizon’s Enterprise accounts with total billing of $9M annually, including legal, manufacturing, financial and retail accounts.
- Consistently maintained targeted revenue levels 90-105% over three years.
- Consistently achieved over 100% monthly quota of $24K.
WinShuttle SAP Software, Seattle, WA 2006 to 2007
Global Account Manager
Specialized in Best Practice processes in SAP middleware space; developed client base and grew revenues and in Global 500 companies. Pioneered sales process in start-up company, developing sales presentations and engagement models resulting in achieving Inc. 500 Fastest Growing Companies.
- Identified users and applications, recommended software solutions to improve SAP business practices. Sold to enterprise and government municipalities.
- Uncovered opportunities with new clients where company had no customer relationships, resulting in 25+ new accounts.
- Attained 130% of $70k monthly quota.
Broadwing Communications (Level 3), Seattle, WA 2005 to 2006
Major Account Manager
Created first post-training sales support group to continue best-practice development in channel. Managed sales of all technology products including managed WAN, data services, Internet access, private data networking, hosting services and integrated services.
- Achieved 160% quota attainment in first year.
- Developed highly productive account module from scratch through hunting activities.
- Initiated post-training review sessions with peers.
AT&T, Seattle, WA 1999 to 2004
Enterprise Account Executive
Successfully retained and grew managed account base of 45 clients, providing exemplary account management to develop trusted partner relationships. Sold communication networks, internetworking equipment, professional services, network management, hosting, data storage and security and unified communication solutions. Handled emerging technology sales including E-Business Solutions and VoIP.
- Achieved over 130% production and revenue growth quotas simultaneously.
- Won AT&T’s Best Sales Presentation. Twice.
US West, Seattle, WA. 1996 to 1999
Account Executive
Successfully managed account base of 950 clients, fostering strong, professional vendor/customer relationships. Developed and executed territory business plan, focusing on key customers and prioritizing time management.
- Completed comprehensive voice and data services training.
- Consistently performed over 150% quota attainment in new sales.
- Contributed to PCS mobile and DSL services product roll-outs.
TECHNICAL EXPERTISE
Cloud Computing, Computing as a Service, VoIP applications, Hosted IP, Data & Network Security and Storage Strategies, Managed LAN, WAN and VPN Networks Design, Optimization, Acceleration. Data Vendors include Cisco, Avaya, Riverbed, Juniper, and Polycom.
Telecom solutions including Hosted PBX, Managed Call Routing, optical and digital circuits including SONET, OCx, DSx, ISDN, DSL.
EDUCATION / PROFESSIONAL DEVELOPMENT / CERTIFICATION
Bachelor of Science (BS), Management, City University, Seattle, WA
Dean’s List with 3.8 GPA; Completion 2012
Associate of Arts (AA), Business, Highline Community College, Seattle, WA
Completed coursework concurrent with full time employment; 1994
- ITIL Foundations v.3
- Dale Carnegie Sales Champion
- Holden: Total Account Management
- Psychology of Selling
- Effective Executive Selling
- Computing as a Service
- ASUG NY Chapter Program Chair
- USCG 50-Ton Master’s License
- ASA Instructor Examiner
- Winn President’s Award
- Toys for Tots Drive Sponsor
- Organizer, Community Clean Up Day