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Director Business Development Sales in Atlanta GA Resume James "Scott" Christner
Director Business Development Sales in Atlanta GA Resume James "Scott" Christner
www.linkedin.com/in/jscottchristner/
phone: +1-805-637-6350
PROFESSIONAL EXPERIENCE
Director, Sales and MarketingInternational, Comtech Systems, Orlando, FL
Generated funnel of almost $80M from previously untapped military and commercial markets in Asia and India
Sales and account management for Asia and India resulting in revenues of nearly $10M
Led RFP/RFI responses for troposcatter, wireless, satellite and wireline technology technical solutions including
equipment selection, overall proposal process management and publication resulting in sales of over $20M
Re-purposed corporate marketing material, authored white papers and industry articles, and spoke at industry events.
Developed over $5M in new market Sales Channels as consulting Business Manager for Forsk-Asia Mobile
Network RF Planning and Optimization Software Tools
Consulted for Asian and Western companies entering new TELECOM and SATCOM markets.
Authored and presented Next Generation Network Seminar for Globecomm Systems at ITU Caribbean event
Managed installation project for Large 9.0m Satellite Earth Station in Singapore
Developed and managed solutions that combined wireless, satellite, broadcast, IPTV, and Mobile TV technologies
resulting in $5M in revenues in new markets
Led proposal efforts that included technical solution, equipment selection, overall organization and publication
resulting in more than $8M in revenue.
Product Manager selecting technology alternatives, strategic partners, candidate manufacturers, and targeted
company investments. Managed account and partner technical team relationships.
Generated sales and marketing material, white papers, company presentations, and spoke at industry events.
SCOTT CHRISTNER
e-mail: schristner@hotmail.com
www.linkedin.com/in/jscottchristner/
phone: +1-805-637-6350
page 2
Increased product line revenues to $10M/yr from $4M/yr through aggressive management of product marketing
group and evaluated market needs via customer surveys, development of requirements, and marketing campaigns.
Selected and qualified Chinese manufacturer for product line reducing costs by more than $25M over four years and
ensuring product line survival. Led introduction of products into the China market.
Competitive analysis of CDMA, CDMA2000, GSM, WCDMA and TD-SCDMA standards and market trends for
strategic business planning.
Led Sales Engineering group supporting sales to domestic carriers (Alltel, Verizon, Sprint, T-Mobile, AT&T).
Incorporated product benefits into world-leading RF network planning and optimization software suite.
1999-2001
Developed Call Center Disaster Recovery Service and managed account of the first services offered by the company
with revenues totaling more than $40M.
Managed account, wrote business and pricing strategies, sold direct services, and led technology development team.
Evaluated and selected a Call Center Software solution for this service.
Led the patent team and generated patent documentation for the Disaster Recovery IP over VSAT-based solution.
This was one of the first deployments of a Cisco VoIP service.
1997-1999
Led the Sales Engineering team supporting the Sales and Marketing Group in both domestic and international sales
generating more than $50M in related revenue over two years.
Evaluated customer requirements and developed solutions incorporating satellite earth stations, VSAT networks,
Internet infrastructure, voice processing and compression, cellular and wireless local loop networks, and other
technologies.
1995-1997
Managed Technical Sales Support team for this private $1M/yr and 15 employee VSAT start-up. Efforts resulted in
private investor funding of the company for over 5 years.
1981-1995
1988-1995
1985-1988
1981-1985
SCOTT CHRISTNER
e-mail: schristner@hotmail.com
www.linkedin.com/in/jscottchristner/
phone: +1-805-637-6350
page 3
Microsoft Office
INDUSTRY PARTICIPATION:
Articles and speaker at US, Global, and Asia TELECOM industry events
ASSOCIATIONS:
IEEE
OTHER LANGUAGE:
EDUCATION
EXPERTISE
Business Development and Growth
Qualification of Manufacturers
Product Management
Closing Sales