Salvatore B. Propst
Telecommunications Sales Manager, Regional fiber carrier
Indianapolis, IN · (317) 555 0174 · name@example.com · linkedin.com/in/salvatorebpropst
Key Qualifications
EXPERIENCE
Twelve years in telecommunications sales, five leading a sales team
INDUSTRIES
Regional fiber carrier, business services, managed network services
SPECIALTIES
Team quota management, mid market acquisition, pipeline discipline, contract renewals, pricing approval
SYSTEMS
Salesforce, Microsoft Dynamics, Power BI, ServiceNow, LinkedIn Sales Navigator
CREDENTIALS
Certified Professional Sales Leader, National Association of Sales Professionals
EDUCATION
Bachelor of Science in business administration, Indiana University
Results at a Glance
14%
Percent a year
2.1
Times quota
2.3
Million dollar multiyear
Executive Summary
Business fiber sales manager leading nine account executives across Indiana and western Ohio, carrying a team quota of 14.2 million dollars in annual contract value. Twelve years in telecommunications sales, five in management, selling dedicated internet, ethernet and managed network services to mid market accounts.
Signature Achievements
- Delivered 118 percent of a 14.2 million dollar team quota in the most recent year, the highest attainment of four regions.
- Grew average revenue per account from 1,940 dollars to 2,610 dollars a month by moving the team from single circuit deals to bundled service.
- Cut logo churn from 14 percent to 6 percent a year by putting a named account executive on every renewal ninety days out.
- Took team pipeline coverage from 2.1 times quota to 3.6 by enforcing a weekly qualification standard in Salesforce.
- Hired and ramped five account executives, four of whom reached full quota inside seven months against a nine month plan.
- Won a 2.3 million dollar multiyear contract with a regional hospital group after eighteen months of relationship work.
Professional Experience
Telecommunications Sales Manager
Wabash Valley Fiber Solutions, Indianapolis, IN 2021 to present
Nine account executives selling business fiber and managed services across Indiana and western Ohio, carrying a 14.2 million dollar annual contract value quota.
- Set and manage individual quotas, territories and account assignment across the team.
- Run weekly pipeline reviews and coach on qualification, pricing and closing plans.
- Approve pricing and contract terms within delegated authority and take exceptions to the vice president.
- Work with network engineering on serviceability and build cost before committing a delivery date.
- Report attainment, funnel health and churn to the regional leadership team each month.
Senior Account Executive
Circle City Business Networks, Carmel, IN 2016 to 2021
Named account territory of 180 mid market businesses across central Indiana.
- Carried and exceeded an individual quota of 1.6 million dollars in annual contract value for four consecutive years.
- Built the healthcare vertical in the territory from two accounts to nineteen.
- Ran quarterly service reviews with the top twenty accounts alongside the operations team.
Account Executive
Hoosier Line Communications, Bloomington, IN 2013 to 2016
New business territory covering small and medium businesses in southern Indiana.
- Prospected and closed voice and internet service contracts against a monthly new sales target.
- Maintained accurate forecasting in Salesforce and held forecast accuracy above 90 percent.
Licensure and Certification
Certified Professional Sales Leader, National Association of Sales Professionals
Salesforce Certified Administrator
Education
Bachelor of Science in business administration, Indiana University, 2013
Core Skills
Team quota management · Pipeline discipline · Territory planning · Pricing approval · Coaching and development · Contract renewals · Churn reduction · Salesforce · Forecasting · Executive reporting