Mark J. Lucas 1647 Watterson Court, Upper St.

Clair, PA 15241
________________________________________
markjlucas@verizon.net • Work 412-221-0994
Regional Sales Manager
Summary
A highly motivated, results-driven Regional Sales Manager with more than ten yea
rs of Sales / Sales Engineering experience. A quick learning, tech savvy, self-
starter with an emphasis on building lasting relationships with vendors and cust
omers. Proven track record for exceeding customer’s expectations and satisfaction.
Experience
Tollgrade Communications, Pittsburgh, PA 1996 to Present
Regional Sales Manager 2007 to Present
Successfully manage the sale of complex service assurance solutions to Tier I an
d Tier II telecommunication companies that provide voice, data, xDSL, and VOIP s
ervices to their end customers.
- Perform BOTH sales and sales engineering responsibilities within respe
ctive account base
- As a result of fully learning and understanding the customer’s requirement
s, I create additional revenue
opportunities through the development of customer-specific applications
- Qualify and grow account base through lead generation and cold calling
approaches
- Revise and track accurate product forecasts on a weekly basis using Sa
lesforce CRM
• Generated $17MM in sales and services over the past two years exceeding my plan
by 15%
Director Sales Engineering 1999 to 2007
Provided sales engineering support for Tollgrade Regional Sales Managers
- Developed and conducted sales presentations for existing and prospective custo
mers
- Engineered and managed field trials and 1st office applications from i
nception to acceptance
- Developed installation documents, job aids and detailed engineering dr
awings
- Provided customer hardware installation and training related to all of
the Tollgrade products
- Designed external relay matrix for the Calix C7 to accommodate both T1 and POT
S / DSL test access.
• Only Sales Engineer to be awarded “Sales Rep of the Year†in 2003. An award that
been previously
given exclusively to Regional Sales Managers.
Director Field Application Engineering 1997 to 1999
Provided engineering, installation, training, and testability support for embedd
ed customers
- Managed a team of six Field Application Engineers
- Supervised and executed 10-in-10 and 40-in-10 testability initiatives
within Ameritech (AT&T). These
programs produced fully testable central offices in ten weeks that were previ
ously untestable.
- Performed hardware field installations of all Tollgrade products
• Developed and taught the POTS Test Assurance Program (PTAP) training course.
A program that is
still a product offering and revenue generator more than 10 years after i
ts inception.
Technical Support Engineer 1996 to 1997
Provided technical support for Tollgrade’s MCU products
- Managed the technical support hot line
- Resolved customer’s issues in a courteous and timely manner
- Developed MS Access database for tracking trouble tickets, lead generation, an
d trending
Teleport Communications Group (AT&T), Pittsburgh, PA 1990 to 1996
Supervisor of Installation and Maintenance
Responsible for the engineering, installation, and maintenance of fiber optic ne
tworks for the transmission of SONET and asynchronous Data/Voice services
Hekimian Laboratories (Spirent), Rockville, MD 1987 to 1990
Marketing Services Specialist
Responsible for the engineering, installation, and servicing of test access and
monitoring systems for
DS-1, DDS, and Data/Voice networks

Education
Penn Technical Institute, Pittsburgh, PA 1987
Associate, Specialized Technology - Electronics
Training Seminars
Cisco - CCNA Boot Camp, Global Knowledge, Pittsburgh, PA
2007
Cisco - ICND Training, Global Knowledge, Potomac, MD,
2007
Strategic Selling, Miller Heiman, Pittsburgh, PA
2000
Essential Presentation Skills, Zig Ziglar, Pittsburgh, PA
1998
Essential Presentation Skills, Zig Ziglar, Dallas, TX
1997

Extensive Knowledge of the Following Technologies

Calix C7, Alcatel-Lucent 7330 ISAM, Adtran TA5000, Tellabs 1000 MSAP, Alcatel-Lu
cent Litespan NGDLC, Alcatel-Lucent AnyMedia, SLC-96, Series 5, DISC*S, Zhone A
ccessNode, ISC-303, Fulitsu FDLC FACTR, Nortel DMS-100 / 500, Alcatel-Lucent 5ES
S, GR-303, TR-008, xDSL, IP, TDM, Ethernet, VOIP, T1, T3, SONET, Networking, Tel
ephony, Wireless Networking
Accolades Over the Years - Actual E-mails Received

From: Jurkovec, James D., Jr.

Sent: Thursday, June 22, 2006 10:55 PM
To: Lucas, Mark J.
Cc: Walsh, Gail M.; Cartano, Jefferson; Maloney, David S.
Subject: FW: Greetings from Tollgrade - Jim Jurkovec
Mark,
It looks like Bob Ingram (SVP, FairPoint) is advocating a Tollgrade trial. Due
to light Q3 and Q4 forecast, I’d like to move rapidly to get the trial going, and it
might begin as early as mid-July. I was thinking about you for this one, but I
don’t know where it will be held. Furthermore, you are also handling FDN at around
the same time. Dave is working on the Frontier trial; perhaps he can handle Fa
irPoint, too. In either circumstance, I’d like to use the same documents and proces
ses that we’ve used thus far with Horry plus initiate some of the other ideas you ha
d for generating success in field trials. Let’s coordinate schedules.
I’ll put it this way: Whatever you’ve done for Horry is what we should do everywhere. G
ene Prince spoke in reverential terms about how you and Howard performed. He re
ferred to you as “one of the best†he’s ever had come on-site from a vendor, and Gene h
printed copy of your document on how to trial LoopCare. Frank Sarvis commented
that he’s received nothing but positive feedback thus far. Thanks for the great wor
k with the doc (it looked great!) and the overall professionalism. Way to get a
fter it, Mark!

From: <Sakalikg@aol.com>
To: <LUKETAT@peoplepc.com>
Sent: Wednesday, May 17, 2000 4:48 PM
Subject: FYI
Dear Aunt Pat & Uncle Chuck,
I have to tell you about a luncheon I attended today. It was for the Pgh.Stock
and Bond Assn and the CEO of Tollgrade, Chris Allison, was the speaker. He just
happened to sit at my table. I didn't realize he was the CEO when I asked him
if he knew Mark. He said "he's one of the best employees we have" and kept prai
sing him for his work ethics and contribution to Tollgrade. Not realizing who h
e was, I figured he was some employee there who worked "with" Mark. Then when t
hey introduced the speaker, ie CEO and he got up, I was shocked. First of all h
e so young for a CEO and secondly, its unusual that a CEO would praise an employ
ee like that. Especially since he didn't know the other 8 people at our table.
The people I was with asked me after the luncheon...who was he talking about an
d I proudly said my cousin. They said he must be a great employee the way Mr. A
llison was talking about him.
He took my business card and said he will mention to Mark that we met. I was so
impressed by Tollgrade and their performance. Mark is fortunate to work for th
em.of course they feel fortunate that Mark wants to work for them! He mentioned
that Mark was in Australia and they have sent him everywhere but Asia. Maybe t
hat's next. He also mentioned that Mark's finance must be a very patient person
! Well I just couldn't wait to pass along this compliment. I'm sure you were a
lready proud of him but I thought hearing it from the CEO would be the icing on
the cake!
Hope all is well with you both. Everything is good with Paul and I. Same old st
uff!
Take care...Gail

From: Wedge, Stephanie

Sent: Tuesday, September 21, 2004 11:32 AM
To: Lucas, Mark J.
Cc: Sucharski, Eric; O'Brien, Joseph G.
Subject: Atta-Person fr Talk America
Mark,
Wanted to tell you that I was talking to Jim Dunaye last evening and he made a p
oint to say how much they appreciate having you in the account. Exact quotes:
"Helps us out by explaining this stuff so we can understand what all is involved
. Very patient and willing to take time to answer our questions."
"His folks have enjoyed working with you. (Something about a great personality
and sense of humor)".
"Always there when we need him, a pleasure to work with".

From: Sauder, Jeff L [mailto:JSauder@decommunications.com]

Sent: Friday, December 03, 2004 5:39 PM
To: Giannetti, Frank
Cc: Annatone, Dave
Subject: RE: Callback Security logs
Frank, You guys are absolutely awesome! I have had nothing but great things t
o say about you guys and the way you help us. Mark and you have been doing a tr
emendous job in making sure this product operates exactly the way we want it to
and you guys have always helped us out when we have questions. I just wanted to
say " thank you" for your support and hopefully we continue to keep the close ti
es.
Once again thanks for all your help!
Jeff

From: Peterson, Mark B.

Sent: Wednesday, July 03, 2002 8:19 AM
To: Lucas, Mark J.
Subject: FW: Document on Current and Desired Testing Capabilities
Great work, as always, Mark.
-----Original Message-----
From: Peterson, Mark B.
Sent: Wednesday, July 03, 2002 8:18 AM
To: Allison, Chris L.
Subject: FW: Document on Current and Desired Testing Capabilities
Good progress at Allegiance.
Mark Lucas kicks butt behind the scenes.
He was key contributor to the document and, as you can see, Mark Willborn (Netwo
rk VP) identifies him as the guy he wants to call.
MBP