MONTY PARKER

Raleigh, NC 27615
montyparker5@gmail.com

(C) (919) 609-4758

OBJECTIVE
Director Services Sales Operations bringing 15+ years experience/skills leading
Services/Sales Operations teams creating strategic business plans, CRM solutions, reporting
processes, metrics analysis, forecasting, financial modeling, and building strong
teams/relationships to exceed targets.
EXPERIENCE
Director Services, Nortel/GENBAND, Raleigh NC 1999 2013
Managed 7-person Global Services overlay Sales Team with a strategic sales plan increasing
revenue 7% annually and margins 9% over 3-years by driving increased service attachment,
enhanced customer mix of services, increased prices and operationalizing new service offerings.
Systematically managed and engaged 675 global customers with over 1,300-service
contracts driving $220 million in order bookings while maintaining annual continuity of
support.
Adapted CRM tool to automate streamlined weekly service dashboard indicators, near realtime tracking of results, scalable data capture and mining for market trend assessment and
analysis providing critical data for written and verbal weekly updates to senior
management.
Services Sales lead exceeding annual sales objectives by 102% to 147% of quota
through pro-active customer selling skills that prioritized complex customer issues and
enhanced support.
Evaluated customer support issues and installed base data moving customers to full-service
plans and reselling service plans to inactive customers adding 38-service contracts and $1.2
million in revenue.
Led cross-functional review with contracts to validate proposal template content, finance
for service order/revenue governance and marketing/communications in sales team
updates.
Utilized 5-year pro-forma modeling that evaluated customer needs, requirements and pricing
for long-term support offers providing consistent pricing thresholds for future comprehensive
opportunities.
Forecasted 3-year service sales plans that met or exceeded budget looking at competitive
trends, customer installed base, mix enhancements, partner upsell opportunities and pricing
modifications.
Developed service compensation plans that incentivized attaching services to all sales
opportunities, reinforced product sales targets and emphasized margins as an accelerator for
larger sales.
Led technical service communications coaching and training for over 300-global sales people
via webinars and Adobe Connect sessions including customer ready documentation that
increased services attachment and provided high quality and consistent data in all sales
presentations.
Project managed the integration of three purchased companys $14.6 million in unique support
contracts.
Collaborated in weekly meetings with direct team and key connectors to review and
prioritize current issues and successes coupled with monthly reviews to summarize team
opportunities and performance to targets while focusing on team-building to enhance
organizational and business planning processes.

MILITARY SERVICE
US Navy 8 years Navy Achievement Medal for superior performance of duties
EDUCATION
Master of Business Administration, Colgate Darden Graduate School of Business
Administration
Bachelor of Science in Mechanical Engineering, United States Naval Academy
ACTIVITIES
Skiing SCUBA
Golf

Mentoring Teens

Cycling

Fly-Fishing

Habitat for Humanity

TECHNICAL SKILLS
Advanced Excel, Intermediate SFDC.com, Word, PowerPoint, Outlook