Robert Russell
4701 Copper Mountain Lane
Richardson, Texas 75082
rob(at)knollstech.com
214.455.4823 (Cell)
972.669.2386 (Home)
972.669.2387 (Fax)


SUMMARY

Highly experienced executive leader seeks to bring new business opportunities to market and customers. Offers significant expertise in consulting, sales, business development, marketing, operations, technology, product management, program management and systems engineering. Proven record of leading complex technical, product and customer initiatives with systematic, coordinated and rapid results.


EXPERIENCE

GENBAND, Plano, TX and TEKELEC, Plano, TX (acquired)
2005-2009
Director of VoIP and Mobile Gateway and Softswitch Product Marketing

Ran successful Customer User Group for mobile (2G/3G/4G) and wireline media gateway and softswitch business. Defined key business unit market messages for prospects, press and analysts. Produced marketing collaterals, email campaigns, presentations, white papers, proposals and event plans. Coordinated requirements, roadmap, messaging and activities with corporate marketing, PLM, executives, sales and other business units. Quantified strategic market opportunities and segments and defined strategies. Presented to customer prospects, industry analysts, press and consultants. Defined future product requirements and positioning. Led Competitive Analysis.


KNOLLS CONSULTING, Richardson, TX
2002-2005

Product and Market Consultant – Intelemedia Communications
(2005)
Defined product and market requirements for new hosted IP Call Center product, including feature specifications, market entry strategies and targets, and promotions and messaging for market launch.

Technical Analyst – Nextel Communications
(2004-05)
Developed and wrote advanced technology Next Generation Network RFP. Coordinated team of over 40 authors and reviewers to develop RFP and grade responses. RFP included 4G and IMS technology.

Project Management - Spatial Wireless
(2003-04)
Led, defined and managed GSM soft switch customer projects. Managed project and negotiated trial and test plans with customer, field support and internal development, customer service and marketing.
Managed successful wireless soft switch lab trial projects at AT&T Wireless, Siemens and Nextel. Included testing of VoIP, SS7, Gateway MSC, survivability and facility failure scenarios.

Sales and Marketing – AVIDWireless
(2002-03)
Sold custom mobile Java application development for enterprises. Defined process flows around application requirements. Developed major account and distribution channel relationships.
* Redefined company logo, branding, product positioning and business plan for early round funding.
* Defined and pursued primarily medical, IT, freight and field support market opportunities.


NORTEL NETWORKS, Richardson, TX
1985-2002

Director, Broadband Wireless Business Development, Program Mgt. & Operations
(2000-2002)
Led 45 person extended team managing and defining all pre-product trials, new product introduction (NPI) and other program requirements for new fixed wireless broadband (pre-WiMax) product business. Worked with lead client to define system rollout requirements, including multi-cell RF deployment, RF field testing requirements, network and IP service requirements and site build needs.
* Business Development lead selling multi-million dollar Wireless Broadband system to MCI.
* Led development and delivery of pre-Alpha wireless trial system in less than eight weeks through successful management of multiple teams and customer. Efforts were exclusively “out of process” but planned and completed so as to define a process and train a team for 70+ future deployments.
* Represented Nortel in Wireless DSL Consortium to drive pro-Nortel industry standards.
* Designated as Top Talent by Nortel Networks – top 5% of employees.
* Painted sections of Alpha system’s cell site for MCI executive tour.

Broadband Fixed Wireless Business Development & Marketing
(1999-2000)
Led customer engagement for Wireless Broadband business unit with Sprint, including contract terms and conditions, product positioning and coordination of pricing and bid responses.
* Wrote and developed strategic plan, including client list and market size.
* Developed Sprint proposal for complete, $17 Million wireless broadband network. Negotiated extensive contract for equipment and services with customer and multiple Nortel product groups. Negotiation issues included specifications for system reliability, acceptable RF link budget, service response times and Class A failure limits.
* Designated as Key Contributor – top 10% of Nortel employees.
* Received Sprint sales team award.

Director, Satellite Business Development, Marketing and Product Management
(1996-1999)
Launched new broadband product portfolio. Defined and implemented market segmentation, positioning, branding and strategy. Consulted with new satellite operators in Europe and US to analyze and solve technical issues with custom system and service proposals. Served on executive leadership team.
* Greatly increased Nortel visibility in new market segment and new global customer base through press articles, product brochures, advertising, and trade show presentations.
* Defined large, new business and customer opportunities for Nortel through strategic plans.
* Worked closely with lead customer to define system design and networking approach for custom DVB-RCS system, including IP topology, ATM uplink and satellite-specific modifications.
* Negotiated subcontracts and developed product priorities for new business unit. Identified major shortfalls in development programs against customer contract, leading to renegotiation.

Account Executive, ServiceBuilder Intelligent Networks
(1996)
Sold new Intelligent Network product line to customers in Southwestern U.S. and Mexico. Developed marketing materials and proposals. Developed total solutions across Nortel product and sales teams.
* Sold $8 Million Advanced Intelligence Network (AIN) system to Southwestern Bell, including voice processing platforms.
* Received Broadband Networks President’s Award for Sales.

GTE/Verizon Customer Business Development and Marketing
(1994-1995)
Marketed new and trial products to GTE product and marketing primes, including vice presidents, directors, managers, and technical staff.
* Marketed new Voice Dialing and Recognition products and ADSI product with successful trial.
* Directed GTE-specific “Perfect Sense” marketing campaign for SONET products. Integrated testimonial video, mailer and collaterals led to significant increase in product recognition and orders.
* Contributed to winning of multi-year, $37 Million AIN switch software contract.

GTE/Verizon Regional Marketing & Business Development
(1992-1994)
Developed new product and marketing programs for GTE/Verizon. Assisted sales account executives with technical marketing of Intelligent Network, switching, remote and SONET products.
* Directed development of new switch remote product that allowed GTE to deploy ISDN and other services in small markets. Defined account strategy for small switch and remote penetration.
* Reengineered process around SONET product orders and delivery.
* Enabled greatly increased sales of Signaling Transfer Point products to GTE.

Member of Scientific Staff, Systems Engineering, Bell-Northern Research
(1985-1992)
Researched new markets for Nortel and carrier customers. Assessed switch features for applicability to new, competing service providers. Developed capacity models. Wrote regulatory filings and analyses.
* Modeled DMS-100 core processor capacity requirements using service and subscriber data.
* Assessed processes for DMS-100 software ordering and load engineering.
* Defined of new information services, serving in Information Industry Liaison Committee.

EDUCATION

MEng, Electrical Engineering, Cornell University, Ithaca, NY
BS, Electrical Engineering, Cornell University, Ithaca, NY

ADDITIONAL PROFESSIONAL ACTIVITIES

“FMC – The 1st IMS Application?”, Panel at CompTel Plus!, Fall 2006, Las Vegas, NV
“Softswitch Innovations”, Panel at GlobalComm, June 2006, Chicago, IL
“Marketing a Successful VoIP Offering”, Iowa Telephone Association, April 2006, Des Moines, IA
“Enhanced VoIP Services”, Seminar at Occam User Meeting, April 2006, Phoenix, AZ
“Blended Services & IMS”, Panel at Telecom NEXT, Spring 2006, Las Vegas, NV
“VoIP Regulatory Compliance”, Panel at Fall VON 2005, Fall 2005, Boston, MA
“Softswitch Shootout”, Panel at Innovative Systems User Meeting, August 2005, Mitchell, SD
“Satellite Broadband”, Speech at InterComm 99, Feb. 1999, Vancouver, BC
“Broadband Satellite Networks”, Speech at Wireless IT 1998, Oct. 1998, Las Vegas, NV
“Network Signposts on the Road to 2008”, Speech at Satellite Communication Expo and Conference, Sept. 1998, Washington, D.C.
“Satellite Webtone”, Speech at IEEE, May 1998, Richardson, TX

ADDITIONAL PERSONAL ACTIVITIES

Chief of River Raptor Tribe, Y Guides Program (2006-2008)
Chief of Erie Tribe, Y Princess Program (2002-2004)
Coordinator, Neighborhood Crime Watch (2001-2002)