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ROBERT A. JOHNSON

 

4557 Old Pond Drive                                                                                                     972-618-4846 

Plano, TX   75024                                                                                                  BJohnso@aol.com

 

 

 

OVERVIEW

Sales executive for performance improvement software,  professional services,  and  outsourced solutions. Proven  ability  to  capture  new   and   incremental   revenues   by   developing   long-term   relationships. Utilizes    outstanding   visionary    and   team    building   skills    to   develop   client-focused   services.

Thrives in dynamic and challenging environments by continually refining skills.  Unique blend of sales, marketing, customer performance management, and business operations experience enhances credibility during customer presentations, interactions, negotiations, and solution implementations.

 

PROFESSIONAL EXPERIENCE

 

ACTERNA - Dallas, TX                                                                                                  2002 – 2003

Director – OSS (Operations Support System) Solutions and Services

Achieved 123% of quota by selling software applications and services that improve key process performance metrics, maximize capital investments, and reduce capital and operating expenses.

 

ACCENTURE - Dallas, TX                                                                                              1995 - 2001

Associate Partner - Convergent End-to-End Solutions                                                     1998 - 2001

Promoted to develop, sell, deliver, and grow revenue of the outsourcing and global industry practice through combinations of business strategies, outsourcing, business management processes, customized and pre-packaged application solutions, and change management, with solutions provided in outsourced, service bureau, or client supported environments.

 

  • Generated $275M incremental, worldwide annual revenue from new and existing customers by managing a $6M budget and development team of 17 to create, launch, and sell an end-to-end application suite comprised of third party vendor, prepackaged software, with outsourcing option.

·         Sold 3-year, $40M outsourced engagement by developing the relationships, proposal, and value justifications for a new customer.

  • Sold and implemented a $1M process and application architecture project required to launch a startup business.

·         Participated as member of C-level management team to shape the development and baseline assumptions of a startup’s revenue and value forecasts to both request and receive venture capital.

 

Director – Network Support Solutions                                                                              1995 - 1998

Recruited as an industry expert to provide sales and program management for client implementations.

 

  • Sold and program managed the contract for a $5M physical component inventory system and associated processes by using the iterative analyze, design, build, deliver, and re-analyze model.
  • Sold and managed $.5M contract to develop mission statement and devised organization, business and operations processes, and key performance measurements for a startup company.
  • Generated over $20M in annual revenues by guiding and proposing the developmental vision of an outsourced business-to-business electronic bonding service.
  • Forged new and maintained existing relationships with strategic level executives.

 

FUJITSU NETWORK TRANSMISSION SYSTEMS - Richardson, TX                  1991 - 1994

Director - Marketing Proposals & Publications

Managed strategic account plans and strategies for the development of technical and financial proposals focusing on existing and new customers in an emerging marketplace.

 

  • Increased annual revenue generation 40% to $200M+ by designing, managing, and monitoring a formal sales process.
  • Expanded market coverage and delivery responsiveness by $5M.
  • Simplified and automated product configuration pricing for customer ordering system.

 

DSC COMMUNICATIONS, INC. - Plano, TX                                                               1990 - 1991

Director - Customer Information Services

Directed the development of marketing, sales, and quality standards for a department that developed, delivered, and administered end-user, customer training and technical documentation.

 

  • Increased customer satisfaction measurements over 15% in less than one year.

 

SOUTHWESTERN BELL TELEPHONE                                                                     1974 - 1990

District Manager – St. Louis, MO

Promoted through the ranks and held positions ranging from Network Administration; to Results and Budgets for Network Operations; to Network Switching System Training; to Circuit Engineering; to Special Services Network Operations; to the latest position of Product Development and Management.

 

  • Generated $30M annual revenue by directing the product development, management, introduction, and sales of ISDN services.
  • Managed two year, $20M, on time third party contract resulting in 25% force and $145M net expense reductions over five years.  Directed the specifications, project management, implementation, and user support for an operations platform.

 

District Manager  - Dallas, TX                                                                                                            

Area Manager  - Houston, TX

 

 

 

EDUCATION

 

B.S., Electrical Engineering, Cornell University - Ithaca, NY

 

 

Billing, accounting, customer care, customer relationship management, contract management, sales force automation, sales force management, order configuration management, order creation management, workforce management, logistics management, customer configuration management, inventory management, installation management, change management, trouble management, product catalog, provisioning management, provision, assign and design, network inventory management, service activation, service assurance management, network monitoring, performance management, fault management, SLA management, order management, security management, OSS interconnect, Operations support systems, accounting management, customer self service, customer management, sales, trouble ticketing management, order creation, order management, billing management, enterprise application integration, provisioning management, configuration management, trouble management, workforce management, maintenance management, fault management, network management, test management, testing, workflow management, order management, customer management, management, network design, service design, network engineering, service engineering, network planning, service planning, network construction, service construction, network configuration, service configuration, network security, service security, network provisioning, service provisioning, customer care, customer relationship management, trouble ticketing management, billing management, business development, sales, marketing, product development, product management, outsourcing, asp, application service provider, telecom, telecommunications, contract management, director, vice president, manager, management, sales force automation, sales force management, procurement, purchasing, sourcing, channel, network operations center, network operation center, operations, operation, workforce administration, workforce management, traffic management, capacity management, service delivery, circuit, project management, program management, program management office

 
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