SUSAN ALVARADO

Home: 480-556-0610 sa50503e@westpost.net

Cell: 602-502-7745
Scottsdale, AZ
SUMMARY
Results oriented sales and marketing professional with over 20 years of a high l
evel of success in national/major account sales, sales management and channel ma
nagement. Extensive background in telecommunications, IP Telephony, CTI, and ne
twork applications and services with emphasis on developing sales/support teams
and solution sets for Fortune 500 companies. Leader in the development of new re
venue. Experience includes sales, sales management, channel management, strategi
c and national account management, and business development. Specialization in t
he positioning of emerging technologies in a highly competitive marketplace.
PROFESSIONAL EXPERIENCE
Empire Technologies Mar 09 - Present
Senior Account Executive
Responsible for the development of new business in managed services for a new te
rritory (Arizona, New Mexico, Nevada, and Utah).
Limelight Networks Feb 08 - Feb 09
Strategic Account Manager
* Served as key point of contact and liaison for CBS, Viacom, Fox News, Comcast
and other strategic accounts in the NE Region.
* Responsible for the sale of new CDN services and the renewal and expansion of
existing contracts.
* Responsibilities included identifying and closing new revenue sources, buildin
g strong relationships with key customer contacts and the development of a custo
mized account plan for each account.
* Achieved 120% of quota.
ALTURA CS 2007 - 2008
Senior Account Executive
* Responsible for sale of Avaya telecommunications solutions to enterprise acco
unts into healthcare and education markets.
* Attained 105% of quota in 8 month timeframe.
* Sold $700K in new system sales in first four months of employment.
TOSHIBA AMERICA TSD, Phoenix, AZ
2004 - 2006 National Accoun
t Sales Manager
Responsible for the development of new national accounts thru channel partners i
n Western territory. Responsibilities included recruiting training, and assistin
g dealer network sales force in identifying and closing new national accounts.
* Signed eight new national accounts in first 12 months of employment and worked
with corporate and dealer network to manage account teams and drive new revenue
.
* Redeveloped positive business relationship with Pacific Life which resulted in
a contract for $250K in new equipment sales following a 15 year lapse of busine
ss.
* Developed new accounts with dealer partners and increased Toshiba market share
.
* Attained over 110% of quota on quarterly basis.
SAMSUNG TELECOMMUNICATIONS AMERICA, Phoenix, AZ 2001-2004
National Account Channel Manager
Prospect, qualify and recruit dealer network to develop and retain new national
account customers.
* Re-established business relationship w/ Enterprise Rent-A-Car by resolving bil
ling and contract issues.
* Invited by client to present product/service offerings to California Restauran
t Association. Resulting in $200K of new business
* Assisted smaller dealer in developing relationship with emerging multi-state
account w/ 60+ locations and won an exclusive contract; displaced major competit
or.
* Attained 115% of quota

SUSAN ALVARADO PAGE 2

NEC BUSINESS NETWORK SOLUTIONS, Tempe, AZ 1999-2001
Regional Sales Manager
* Recruited and trained new sales team for converged network solutions in AZ & N
M.
* Developed relationships resulting in attainment of preferred vendor status wit
h Cisco.
* Lobbied State of Arizona Procurement Office and consultants resulting in NEC B
NS being awarded voice and data contracts.
* Assisted new AE in developing network solution for Amerigas - $95K in new reve
nue.
* Enlisted support of vendor partners (Qwest, Cisco, and GE Capital to design an
d implement statewide network for ordering, delivery, tracking and billing propa
ne product sales. Contract worth $125K.
EXECUTONE INFORMATION SYSTEMS, Phoenix, AZ 1996-1999
National Account Manager
Responsibilities included development and retention of new national accounts in
Western US territory.
* Developed and managed PETsMART account and signed bulk contracts for 100 syste
ms annually ($16.8M).
* Re-developed "C" level relationships with American Express TRS resulting in ne
w contract for 40 call centers ($1.1M).
* Attained 176% of quota in 1997 and 157% in 1998.
* Attained "Circle of Excellence" in 1997 & 1998.
US WEST COMMUNICATIONS SERVICES, Chicago, IL & Phoenix, AZ 1986-1996
Regional Sales Manager - Business & Gov't Svcs, Phoenix AZ
Developed, trained and managed a team of sales and sales support personnel in Ph
oenix major market sector.
* Attained an average of 145% quota attainment for 3 years - $11M annual quota.
* Assisted AE in developing redundant network sale to Chase Card Center for $450
K
* Initiated and developed successful partnership with competitor resulting in $3
50K sale to Charles Schwab.
* Assisted AM in winning FHP Healthcare from competitor resulting in sale of 5 P
BX's and DSS network services - contract worth $800K in new revenue.
* President's Club 1988 - 1995
Strategic Account Manager - Large Business Svcs, Chicago, IL & Phoenix, AZ
Recruited to group at its inception to develop and retain Sears, Motorola, and o
ther "strategic" accounts headquartered in the Midwest.
* Uncovered new applications that led to development of DS3 fiber network for Mo
torola - 1st major new product offering by US WEST in 10 years - resulting in $6
.8M sale.
* Uncovered revenue opportunity for development of analog rate stabilization tar
iff for Sears resulting in $1M contract.
* Managed Strategic Account Teams in 14 state region providing single point of c
ontact for sales and service for Motorola and Sears.
* Highest sales attainment for my division - 290% of quota.
EDUCATION: Majored in Elementary Education and History
Minor in Business
Arizona State University, Tempe, AZ
TRAINING: Manufacturer Product and Sales Training (Avaya, Cisco, Nortel, Toshib
a, Executone)
SPIN Selling, Keystone Sales Training, Wilson Learning - Strategic Sales Skil
ls
Strategic Account Planning and Management
Power Base Selling, Burton Sales Training