Smitty Smith | Page 1 of 3

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(949) 533-1221 smitty@smitty-smith.com

www.smitty-smith.com www.linkedin.com/in/williamsmittysmith

Note: currently resides in San Clemente, CA

and open to domestic relocation.

“C” level executives, “greening” issues,

802.11a/b/g/n, account executive, account

ownership, analysis, area channel manager, area

sales director, area sales manager, best of breed

solution, business, business development, business relationship, carriers,

channel, channel manager, channel marketing, channel sales, cisco, CLECs, closer, closing business, coach, collaborate, commercial

business, commercial, communicate,

communications, competitive, consultant,

consultative, consultative selling, converged

internetworking, converged triple lay, convergence, customer service, data

centers, data, direct touch, director, director of channel

sales, director of sales, disaster recovery,

distribution, distributors, education, end to end

infrastructure, end user,enterprise,entrepreneur,ethernet,evangelist,exec

utive,executive sales, farmer, federal, fiber optic,

forecasting ,formal presentations, Fortune

100/500/1000 accounts, game changer, government,

gross margin of profits, growing revenues,

hardware, healthcare, high tech, hired, hunter,

integration, integrator, IPX, ISP’s, k-12, key account

selling, knowledge transfer, knowledgeable LAN, large

enterprise, leadership, LEC’s, license agreement,

local, margins, market sales strategies, marketing, medical, mentored,

motivational speaker, national integrators,

networking, networks, OEMs, ombudsman,

overlay, PBX, presenter, presenting, private label EM, product champion, product development,

product evangelist, professional, profitability,

project management, promotional strategy,

public speaker, rainmaker, recruiting, regional channel

manager, regional sales executive, regional territory

manager, relationship selling, rep, reseller partner

relationships, reseller relationships, resellers, sales champion, sales

product trainer, sales rep sales training, security, seminars, SLED, small enterprises, software,

solution providers, startup, storage, strategic planning,

strategic relationship management, strategic

selling, streaming video, technical sales training, technology, technology

licensing, telecom, telecommunications,

telepresence, territory sales manager, the cloud, track record, trainer, training

program, triple play, universities, video,

virtualization, voice over LAN, voice, VoIP, VoWLAN,

WAN, WAN/LAN, warehousing, WiFi/WLAN,

wireless, WLAN,

TELECOMMUNICATIONS, NETWORKING AND TECHNOLOGY SALES PROFESSIONAL

e x e c u t i v e s u m m a r y

A dynamic sales and business development professional with extensive technology licensing, channel marketing and training background within the networking, WiFi/WLAN, telecommunications, software and information security industries. Extensive experience and key business results in presenting and selling to c-level executives with a unique blend of product knowledge, expert communication skills and superior level of preparedness at every point of the sales cycle. Provides mission-critical leadership and strategic direction to every project and excels at tapping hidden revenue streams. Exceptional ability to initiate project planning and solution development for a broad range of account scopes, industries and business verticals. A lead-by-example change agent with strong recruiting, teambuilding and P&L management skills. Adheres to a philosophy of best practice salesmanship and integrity, with a keen eye on regulatory compliance, cost control, bottom line impact and shareholder value.

c r i t i c a l s k i l l s e t

p r o f e s s i o n a l e m p l o y m e n t h i s t o r y

FOUNDER AND OWNER Internetworking Associates 2009 – Present A professional consultancy agency specializing in sales, marketing and complex hardware/software implementations in the converged internetworking space. Selected Transactions: Agricultural/food processing plant in IA ($1.8M), Warehousing Facilities in CO and AZ ($1.2M), Retail Bank with 10 branches in CA ($2.5M).

Strategic and tactical leadership responsibilities for the sourcing, establishment and management of critical client partnerships and profitability objectives through complete end-to-end infrastructure solutions and resolution of associated opportunities.

Delivers expert data center solutions related to networking WAN/LAN, VoIP, wireless, storage, disaster recovery, virtualization, physical security and “greening” issues of heating and cooling systems.

Offers clients networking consulting and technology service solutions, utilizing the most cost-effective and best practice strategies in design, implementation and on-going support.

WESTERN SALES DIRECTOR Extricom 2005 – 2009 A start-up manufacturer of high-performance wireless LAN (WLAN) infrastructure solutions. Selected Clients: State of TX, State of AZ, Golden State Foods, Nike, PCI International, Goodrich, Northern Arizona University, University of Utah, Ft. Lewis College, Arrowhead Lab, Commerce Casino, Roosevelt Hotel, Columbine Retirement, El Centro Regional Medical Center, Pioneer Memorial, SPAWAR, L3, Acme Distribution, Tenet, Geisinger

Reporting to the VP North American Sales, commissioned to sell both directly and indirectly via partners in 13 Western states. Responsible for end-user solutions via reseller channel along with strategic business development and the design and delivery of training programs.

Enterprise Sales Management Vendor Management Channel Management

Global Account Acquisition Big Ticket Contract Negotiation Go-to-Market Sales Strategies

Account/Territory Management Product Marketing/Segmentation Tactical Planning and Execution

Sales and Training Recruiting Market Analysis/Penetration Marketing Strategy

Project Management Public Speaking/C-Suite Presentations Partnerships and Alliances

Smitty Smith | Page 2 of 3

WESTERN SALES DIRECTOR Extricom (continued)

Recognized as top sales representative globally for 13 straight quarters.

Capitalized on personal network of industry contacts to expand sales from zero to over $2M in 24 months.

Achieved a run rate of $2.4M annually.

Sourced, generated and grew over 48 new reseller partner relationships.

Developed and delivered sales and technical training for resellers resulting in new client acquisitions and increased bottom line revenues.

Mentored and trained partners on the sales and marketing process of core products and solutions.

Sourced and managed State and Federal government agencies, warehousing, higher education, commercial and major medical centers.

SW REGIONAL TERRITORY CHANNEL MANAGER Allied Telesyn 2004 – 2005 A standards-based networking product company focused on Ethernet products and support solutions. Selected Clients: City of Loma Linda, Putain, Oki, OnCommand, Nuera, SureWest, PacWest Telecom, Qwest Communications, Electric Lightwave, Level 3 Communications, Time Warner, XO Communications

With dual reporting to the Director of Sales and the Director of Channels, primary focus and key accountabilities on big ticket targeted sales within the Southwest territory and national service providers.

Successfully closed $9M contract with the City of Loma Linda.

Produced greater than $6M in enterprise, government and education account sales.

Brokered private label OEM license agreement for $37.5M over three years and $45M over five years respectively, with Putain in China for Oki, OnCommand and Nuera.

Exceeded national sales quota of $36M by $1.5M.

Focused reseller sales growth on “Triple Play” – voice, video and data solution selling, DSLAMs (called Multiple Access Platform (MAP) products) along with CPE products/Residential Gateways.

Provided guidance and counsel related to working interoperability of video, set top, gateway, PBX, switch and voice manufacturers.

DIRECTOR OF GLOBAL CHANNEL SALES General Bandwidth 2003 – 2004 A start- up venture capital company with one sole product; namely the G6 Switch. Selected Client: Single client focus for Alcatel relationship

Reporting to the Vice President of Worldwide Sales, primary focus on the establishment and negotiation of a sole worldwide partner to sell the product line.

Successfully sourced and closed $20M annual contract with Alcatel USA to be the worldwide exclusive partner.

Negotiated, managed and implemented quarterly and annual partner business plan.

Developed and executed comprehensive pricing program that shared the price reduction cost by all parties, leading to increased sales volume.

Acted as the ombudsman between OEM and Alcatel USA, to reach an agreement on all issues. DIRECTOR BUSINESS DEVELOPMENT Engineering and Professional Services 2002-2003 A small business enterprise maturing to a quarter billion dollar systems integration services provider. Selected Partners and Clients: Verizon, AT&T, SAIC, Cisco, Raytheon, Avaya, Pearson, Lucent, Nortel, Lockheed, Northrop, Postini, SRI International, 13th Federal District Court, Nevada Federal Labs, Anna’s Linens, Radiological.

With direct accountabilities to the Vice President of Sales, established relationships and signed partnerships with hardware integrators. Additional responsibilities in the sourcing and management of third party relationships with security appliance vendors.

Negotiated, closed and managed $30M telecom, web and services contract, growing to $60M, for three TSA call centers.

Smitty Smith | Page 3 of 3

DIRECTOR BUSINESS DEVELOPMENT Engineering and Professional Services (continued)

Using two partners, separately closed $1.1M in security hardware appliances.

Measured channel opportunities and supported conflict resolution, resulting in higher profits.

Created and implemented tactical business plan to measure and support partner sales.

Developed escalation processes and service level agreements (SLAs), resulting in exceptional partner communication and loyalty.

Partners included defense contractors, major telecommunications and technology companies.

Customers included Federal government agencies and healthcare organizations for email, web security and archiving services.

DIRECTOR OF NATIONAL SALES Optiview Technologies 2002-2002 An internet startup specializing in JPEG/GZIP patented compression technology software. Selected Clients: United Online Tech, NetZero/Juno, Gannett, AOL, Earthlink, PacWest Telecom, Electric Lightwave, WorldCom

Reporting directly to the Chief Operating Officer, responsibilities included facilitating corporate growth through generating new sales opportunities.

Generated $8M in new WAN acceleration software sales in ten months through seven accounts.

Customers included telephone, internet and telecommunications service providers. AREA CHANNEL MANAGER Alcatel (formerly Xylan) 1998-2001 A pioneer in the PBX and internetworking space. Selected Clients: TriTel Communications, Totlcom Communications, Lewan & Associates, Darcomm, Delta Communications, Integrity Networking Systems, Progressive-Network2000

Reporting to the Western Regional Manager, primary duties included sales and solution implementation, researching customer demographics and managing reseller relationships. Direct management responsibilities for System Engineers and Area Sales Managers.

Planned, developed and lunched a converged IP PBX OmniPCX 4400 product solution through interconnect Resellers in 13 Western states and the 4 Western provinces of Canada.

Sold $9.5M in franchise fees for rights to sell PBX/IP-PBX and IP phones to 19 Telcom Interconnects in less than 12 months.

Sold on average $20M per year to exceed target goals.

Created comprehensive revenue plan and forecast model for partners.

Managed reseller relationships with 100% account ownership and responsibility.

Managed reseller, end-user accounts and OEM relationship partnerships in the Southwest region.

Facilitated sales and technical training at all reseller, end-user and OEM partner locations.

a d d i t i o n a l c a r e e r h i s t o r y

REGIONAL CHANNEL MANAGER Xylan Corporation DISTRICT AND TERRITORY SALES MANAGER Bay Networks, Inc. SOUTHWEST TERRITORY SALES MANAGER Xylogics, Inc. CHANNEL SALES MANAGER Western Digital, Inc.

e d u c a t i o n , a c c r e d i t a t i o n s a n d a f f i l i a t i o n s

University of Detroit Mercy, Bachelor of Science in Mechanical Engineering l BSME

Seton Hall Preparatory School, College Prep Curriculum

c o n t a c t

(949) 533-1221 | smitty@smitty-smith.com www.smitty-smith.com | www.linkedin.com/in/williamsmittysmith