Sales Vice President in Houston TX Resume Michael Cannetti
Michael Cannetti is a Senior Sales Leader with Strong Operational Expertise – Proven ability for growing profitable revenue and market share by developing and executing sales plans, developing strategic market initiatives and creating vendor alliances.
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MICHAEL A. CANNETTI…TRANSLATING LEADERSHIP INTO RESULTS
The Woodlands, TX 77382 • 832-515-4634 • [email protected] • linkedin.co/pub/mike-cannetti/2/17a/771
Senior Sales Leader with Strong Operational Expertise – Proven ability for growing
profitable revenue and market share by developing and executing sales plans, developing strategic market initiatives and creating vendor alliances. Extensive sales and general management success in building new teams as well as turnarounds, while managing profit and loss. Portfolio of expertise spans managing a wide range of sales, consulting, engineering and administrative teams calling on Small and Medium Enterprise (SME) segment, Large Enterprise/National/Global (Fortune 1000), Public Sector, Energy (Oil & Gas), Healthcare and K-12 / Higher Education.
Capabilities that Lead to Top & Bottom Line Results
√ Ability to Drive Sales & Operational Results √ Design & Manage Sales Processes & Plans √ Recruiting Top Sales & Engineering Talent √ Strong Business Ethics & Integrity √ Direct & Vendor Alliance Sales Development √ Planning & Managing Budgets √ Team Building, Mentoring & Leadership √ Excellent Internal/External Communicator
Strengths that Drive Results Across the Organization
TechKnowledge Consulting Corporation Doubled company revenue by winning multiple large accounts. Drove client procurement decisions valued over $100 million of IP Network, VOIP, Security, Audio Visual and Infrastructure Solutions. Project Managed the technology solutions design and deployment for a 2 million square foot – 21 building addition for a College System that serves over 85,000 students. Siemens (Communications Division) $50 Million in Revenue with Income and Expense Accountability – 15 Team Members Turnaround Leader for Public Sector Vertical Sales Team (K-12, Higher Ed., State., City, County) Sales Team – covering W estern USA (Texas, California, Colorado, Michigan and Illinois) Led the Channel Relationships for Southwestern USA. Led Healthcare Industry Sales for Southwestern USA. Advanced DataComm, Inc. Doubled profits along with a 47% increase in revenue by streamlining the product and service offering to higher margin and key competencies. 20% overall increase in new revenue year over year. Cut Additional Costs by negotiated additional discounts with Distributorships. Created New Inside/Telemarketing methods resulting in 25% higher closing ratio. Nortel Networks (Bay Networks) 30 Members “ Direct Touch” Team (Managers/Sales/Engineers) - $75 Million in Revenue with Income and Expense Accountability Restructured and executed innovative strategies to position multi-state Sales and Engineering Team as #1 Region in Western US. Steered dramatic increase from $26 million to $41.3 million in annual revenues within only one year. Implementation of new sales strategies accounted for increased Alliance and Partner sales of 22%. #1 Team in 2001 achieving 146% of projected revenues.
MICHAEL A. CANNETTI – page 2 of 2
Ernst & Young LLP Built, first ever, outside sales team in a Big 4 firm Increased revenues 21%, igniting sales of $48 million to exceed 1998 goal with generated sales of $64 million. Pioneered aggressive sales techniques and strategy to close $6 million in new client business. Wiltel Communication Systems Responsibilities – Up to 20 Team Members- $ 15-40 Million in Revenue with Income and Expense Accountability Spearheaded successful turnaround - increased sales by 397% in 2 years after becoming the youngest sales manager in company history Developed customized technology solutions that grew national accounts from $500,000 to $14 million in 2 years. Expanded district in Texas, significantly increasing revenues from $6 million to $12 million.
CAREER HISTORY at a GLANCE
TechKnowledge Consulting Corporation Houston, TX DIRECTOR 2008-2011
Lead Diverse Team of Consultants in both Business Development and Technology Consulting roles. Design Solutions, Create RFPs, Analyze and Select Vendor, Project Manage Implementation. Siemens (Communication Division) Houston, TX REGIONAL SALES DIRECTOR Turnaround situation to assess – design – build a sales team covering the W estern USA Advanced DataComm, Inc., Houston, TX OWNER – MANAGING PARTNER Full P&L and General Management Responsibility for Company. Negotiating Merger/Acquisition/Roll-Up of similar companies. Developed new sales processes, matrix and compensation plan. Built several Alliances to partner with our unique skill set Nortel Networks (Bay Networks), Houston, TX DIRECTOR OF SALES / GENERAL MANAGER – Texas Area Integrated new company data product sales with existing company VoIP sales teams. Ernst & Young LLP, Houston, TX DIRECTOR OF SALES – Gulf Coast Area Wiltel Communication Systems, Houston, TX (Acquired Centel Communications Systems in 1991) MANAGEMENT SERVICES / NATIONAL ACCOUNTS DIRECTOR (1995–1997) DIRECTOR OF SALES – Software Marketing Division (1991–1995) NATIONAL SALES MANAGER – Telecommunications Service Bureau (1990–1991) DISTRICT SALES MANAGER (1985–1990) SALES EXECUTIVE (1980–1985) 1997–1999 1999–2002 2002-2004 2004-2008
1980–1997
EDUCATION
Bachelor of Science (Engineering Technology/Industrial Distribution), Texas A & M University
OUTSIDE ACTIVITES
Committee Chairman and Eagle Scout Advancement Chairman – Boy Scout Troop 772 Public Elected Board Member and Vice President – Represent 40,000 residents.
The Woodlands, TX 77382 • 832-515-4634 • [email protected] • linkedin.co/pub/mike-cannetti/2/17a/771
Senior Sales Leader with Strong Operational Expertise – Proven ability for growing
profitable revenue and market share by developing and executing sales plans, developing strategic market initiatives and creating vendor alliances. Extensive sales and general management success in building new teams as well as turnarounds, while managing profit and loss. Portfolio of expertise spans managing a wide range of sales, consulting, engineering and administrative teams calling on Small and Medium Enterprise (SME) segment, Large Enterprise/National/Global (Fortune 1000), Public Sector, Energy (Oil & Gas), Healthcare and K-12 / Higher Education.
Capabilities that Lead to Top & Bottom Line Results
√ Ability to Drive Sales & Operational Results √ Design & Manage Sales Processes & Plans √ Recruiting Top Sales & Engineering Talent √ Strong Business Ethics & Integrity √ Direct & Vendor Alliance Sales Development √ Planning & Managing Budgets √ Team Building, Mentoring & Leadership √ Excellent Internal/External Communicator
Strengths that Drive Results Across the Organization
TechKnowledge Consulting Corporation Doubled company revenue by winning multiple large accounts. Drove client procurement decisions valued over $100 million of IP Network, VOIP, Security, Audio Visual and Infrastructure Solutions. Project Managed the technology solutions design and deployment for a 2 million square foot – 21 building addition for a College System that serves over 85,000 students. Siemens (Communications Division) $50 Million in Revenue with Income and Expense Accountability – 15 Team Members Turnaround Leader for Public Sector Vertical Sales Team (K-12, Higher Ed., State., City, County) Sales Team – covering W estern USA (Texas, California, Colorado, Michigan and Illinois) Led the Channel Relationships for Southwestern USA. Led Healthcare Industry Sales for Southwestern USA. Advanced DataComm, Inc. Doubled profits along with a 47% increase in revenue by streamlining the product and service offering to higher margin and key competencies. 20% overall increase in new revenue year over year. Cut Additional Costs by negotiated additional discounts with Distributorships. Created New Inside/Telemarketing methods resulting in 25% higher closing ratio. Nortel Networks (Bay Networks) 30 Members “ Direct Touch” Team (Managers/Sales/Engineers) - $75 Million in Revenue with Income and Expense Accountability Restructured and executed innovative strategies to position multi-state Sales and Engineering Team as #1 Region in Western US. Steered dramatic increase from $26 million to $41.3 million in annual revenues within only one year. Implementation of new sales strategies accounted for increased Alliance and Partner sales of 22%. #1 Team in 2001 achieving 146% of projected revenues.
MICHAEL A. CANNETTI – page 2 of 2
Ernst & Young LLP Built, first ever, outside sales team in a Big 4 firm Increased revenues 21%, igniting sales of $48 million to exceed 1998 goal with generated sales of $64 million. Pioneered aggressive sales techniques and strategy to close $6 million in new client business. Wiltel Communication Systems Responsibilities – Up to 20 Team Members- $ 15-40 Million in Revenue with Income and Expense Accountability Spearheaded successful turnaround - increased sales by 397% in 2 years after becoming the youngest sales manager in company history Developed customized technology solutions that grew national accounts from $500,000 to $14 million in 2 years. Expanded district in Texas, significantly increasing revenues from $6 million to $12 million.
CAREER HISTORY at a GLANCE
TechKnowledge Consulting Corporation Houston, TX DIRECTOR 2008-2011
Lead Diverse Team of Consultants in both Business Development and Technology Consulting roles. Design Solutions, Create RFPs, Analyze and Select Vendor, Project Manage Implementation. Siemens (Communication Division) Houston, TX REGIONAL SALES DIRECTOR Turnaround situation to assess – design – build a sales team covering the W estern USA Advanced DataComm, Inc., Houston, TX OWNER – MANAGING PARTNER Full P&L and General Management Responsibility for Company. Negotiating Merger/Acquisition/Roll-Up of similar companies. Developed new sales processes, matrix and compensation plan. Built several Alliances to partner with our unique skill set Nortel Networks (Bay Networks), Houston, TX DIRECTOR OF SALES / GENERAL MANAGER – Texas Area Integrated new company data product sales with existing company VoIP sales teams. Ernst & Young LLP, Houston, TX DIRECTOR OF SALES – Gulf Coast Area Wiltel Communication Systems, Houston, TX (Acquired Centel Communications Systems in 1991) MANAGEMENT SERVICES / NATIONAL ACCOUNTS DIRECTOR (1995–1997) DIRECTOR OF SALES – Software Marketing Division (1991–1995) NATIONAL SALES MANAGER – Telecommunications Service Bureau (1990–1991) DISTRICT SALES MANAGER (1985–1990) SALES EXECUTIVE (1980–1985) 1997–1999 1999–2002 2002-2004 2004-2008
1980–1997
EDUCATION
Bachelor of Science (Engineering Technology/Industrial Distribution), Texas A & M University
OUTSIDE ACTIVITES
Committee Chairman and Eagle Scout Advancement Chairman – Boy Scout Troop 772 Public Elected Board Member and Vice President – Represent 40,000 residents.
