Kirsten Barrington-Hughes, MBA

Tega Cay, SC 29708

Kirsten_bh@Hotmail.com / 980-254-3840
www.linkedin.com/in/kirstenbh/
Global Business Development Marketing Sales
QUALIFICATIONS - OBJECTIVE STATEMENT
Global Marketing and Sales Executive with 15+ years of experience specific to the areas of Global Business
Development, Sales Lifecycle, Account Turnaround, and Deal Closing within emerging to large enterprise companies
in the software technology and telecommunications verticals.
Targeting opportunity to leverage strengths, which include though not limited to Go-to-Market Creation and
Execution, Pipeline Development, Demand Generation, and Customer Loyalty and Retention.

CORE COMPETENCIES
Global Market Research &
Development
Go-to-Market Creation & Execution
Strategic Business, Sales, &
Account Planning
Customer Experience
Market Feasibility & Competitive
Analysis
Channel Management
Telecommunications software sales-OSS/BSS
Corporate Communications
International Business
Organizational Leadership
Strategic Planning
Best Practices, Benchmarking &
Process Redesign
Channel Engagement & Opportunity
Planning

Customer Relationship Management

Customer Loyalty & Retention
Revenue Growth & Market
Optimization
Sales Team Leadership
New Product Introduction & Market
Evangelization
Contract Negotiations & Execution
Cross Cultural Relationship
Management
OSS/BSS Product Management
Lead Generation Campaigns
Business Value & ROI Creation
Video, Voice, and Data
Performance & Productivity
Improvement
Thought Leadership
Omni-channel Optimization

PROFESSIONAL EXPERIENCE
Director, Channel Sales, Americas
Amdocs, Charlotte, NC
2012-2014
Role Defined:
Sales Management and key leadership position within the division of products which enhance the telco
customer experience. Responsible for growing the business within North, South, Central, and Latin Americas
region, as well as Broadband, Cable, and Satellite Division. Focal point for customer-facing teams for the sale
of software products, services, and third-party solutions.
Managed presales team, but also led a matrix team of product marketing, management, and professional
services members focused on protecting existing revenue streams and growing new revenue streams in
region.
Thought Leadership, partner ecosystem, mature & new solutions, competitive insight, and deal pricing/P&L
Challenges.
Key Achievements:
Converted failed $140M/yr customer relationship to positive with new opportunities in 4 months
Met Bookings and revenue targets annually; Sales of $2-200M
Met pipeline goal of %300 of booking targets
Increased CSAT across regions to 4.5-5
Achieved 100% coverage of sales team education
Director, Global Business Development
Amdocs, Charlotte, NC
2009-2012
Role Defined:
Led global business development within the division of products which enhance the telco customer experience
to achieve targets in the communications industry cross channel and customer care space.
Managed the creation/development of all regional Go-To-Market plans globally (7), managing all actionable
insight across the business for operations reporting
Single point of contact for all pricing, financial, or deal escalations globally

Key Achievements:
Met Bookings and revenue targets annually
Met pipeline goal of %300 of booking targets
Dramatically increased cross-divisional collaboration.
Drove successful completion of 3 collaboration projects with Division President level alignment in APAC,
Europe, Central and Latin America, and north America.. Personal collaboration work significantly improved
overall internal satisfaction scores for Americas.
Became trusted advisor of VPs and Sales Directors through industry knowledge, product knowledge,
implementation experience and customer facing ability.
Redefined the Business Development role.
Deal Turnaround: Led fight to keep products in deals where deal was at risk
Voted by Leadership onto Extended Leadership Team and led or co-led multiple thesis-level projects to
improve challenge areas
Successfully led unsolicited proposal process. Created and pitched more than one customer thought
leadership or product proposal per month
Represented Amdocs in Customer Experience Forum(CXPA).
Manager, Strategic Markets Product Management
Amdocs, Charlotte, NC
2008-2009
Role Defined:
Multi-play Telecommunications market thought leadership, vision, and scope
Evaluation of emerging business opportunities (Managed Services, Commercial (B2B), SaaS, Legacy to next
generation) and regulations
Marketing Support & Market Analysis Support
Business Processes; Product Gap Analysis; Product Strategy (Build, buy, Partner)
Customer and Sales Support; Strategic Markets Business Case Map; Strategic Consulting, including business
plan & sales strategy development.
Key Achievements:
Led Managed Services Division through the Product Planning regimen competing for funding of strategic and
tactical initiatives
Manager, Product Management
Solutions Product Manager
Amdocs, Charlotte, NC
2006-2008
Role Defined:
Manage 11 Product Managers to create next generation OSS/BSS multi-channel solutions. Lead team to build
products and innovations based on industry experience, win/loss analyses, competitive analyses, and contact
with customers/prospects.
Drove a solution set across development teams through the Time-to-Market process in the software
development lifecycle, market requirements, product contract, and positioning.
Championed and led the evolution of products & solutions to bring winning global end to end solutions to
market to support our customer commitments, corporate strategy and business goals.
Supported business development and sales efforts for current and prospective customers.
Socialized Product Management initiatives and methodology to internal and external teams.
Key Achievements:
Ensured that products are competitive (both in terms of business and technology) and profitable.
<2% missed requirements
Chair of the corporate Wellness Committee driving wellness initiatives to employees.
2 patent-pending inventions
Product Manager/Business Analyst
Amdocs, Charlotte, NC
2004-2006
Role Defined:
Translated market needs into timely, accurate, testable and stable functional business requirements for the
broadband, cable, and satellite markets
Analysis, solution modeling, use cases, and sequence diagrams to ensure the intent of the requirements
Participated in High Level Design, unit testing, and Quality Assurance. Supported software development,
design, test, and implementation of new enhancements.
Valued as subject matter expert on Fulfillment, legacy systems, and internationalization.
Provided BPM analysis on site of largest customer across 4 regions/7 sites through observation, buddying,
interviews, and ride-alongs
Provided strategic and tactical recommendations to executive management and internal resources. Led
Roadmap Analysis team for proposed Workforce Management solution.

Key Achievements:
<2% missed requirements
Senior Strategic Project Consultant
Amdocs, London, UK
2003-2004
Role Defined:
Member of International Technical Services team responsible for product development, technical sales
support, RFI responses, RFP responses, implementations, and training of a subscriber management and
billing system for the international cable, telephony, and broadband market.
Key Achievements:
Reduced risk by participating in sales calls and providing estimation and risk analysis reports
International Project Coordinator
Amdocs, London, UK
1999-2004
Role Defined:
Translated market needs into timely, accurate, testable and stable functional business requirements
Analysis, solution modeling, use cases, and sequence diagrams to ensure requirements intent
Supported software development, design, test, and implementation of new enhancements.
Subject matter expert on Fulfillment, legacy systems, and internationalization.
Key Achievements:
Managed relationship with Japanese customer with great success.
Managed 30+ high value conversions, migrations, upgrades, & greenfields in 15 countries
Increased revenue via cost, schedule, scope, quality, communications, resources, & risk management
Provided business process improvement recommendations to largest customer across 4 regions/7 sites
Senior Implementation Specialist
Amdocs, Sacramento, CA
1998-1999
Role Defined:
Increase department and company revenue by overseeing the successful completion of specific milestones in
data mapping, configurations, conversions, upgrades, migrations, and new builds of a subscriber management
and billing systems globally.

ADDITIONAL PROFESSIONAL EXPERIENCE

Head, Marketing and PR
Carolina Film Community, Charlotte,
NC
__2014
Create & execute Go-to-Market Plan across channels including social media
Create and publish series of podcasts
Plan monthly events, film contests, and awards gala
Chair, European Committee
Sacramento Area Trade and Commerce Organization____________________________
_____ __1996-1998
Chaired a committee to bring European industry to the Sacramento Metropolitan area. Focus on biotechnology and
Germany.
Freelance Writer and Photographer
2009-2014
Author over 200+ magazine articles & a book
Published 150+ photos
_______________________________________________________________________________________________________________________________________________

EDUCATION
Education

Master of Business Administration

University of Phoenix, Sacramento, CA
Bachelor of Science, International Business
California State University, Sacramento
Professional Organizations
Customer Experience Professionals Association (CXPA)