Telecommunication, IT and network infrastructure solution sales professional
enveloping unique diversity of relevant industry experience with an extensive history of
excellence in new account acquisition, client relationship management, customer loyalty
and retention.
Adept at building new territories by extrapolating relevant information through detailed
research, target marketing at all levels in the Fortune 1000 and Global 2000 while
maintaining, generating and expanding customer base and wallet share utilizing
operational, strategic and tactical sales methodologies.
Problem solver with attested ability in negotiating large contracts and effectively
positioning products regardless of economic or business climate.
Strategic thinker with reputation for competence, professionalism, and integrity as well
as highly accomplished in total account awareness with focused ability to efficiently
manage a complex sales cycle with proficiency in marshaling resources.
Technically literate and self motivated with over 10 years of working in a virtual office
environment.
Robert W. Decker III

Skill Sets & Areas of Expertise
Technology Literate Client Relationships Self-Motivated Exceeds Quota
Business & Strategic Customer Service & Strategic Articulate
Planning Loyalty Retention Thinker Negotiator
Business Partner & Channel Account Marshaling
Development Management Management Resources
Needs & Network Problem Solver & IT & Telecom Target Marketing
Assessments Decision Maker Sales Certified
Geographic Territory Business & Technical New Account Voice, IP & Data
Development Requirements Penetration & Infrastructure
Acquisition Sales
Developing Key Account Hunting & Virtual Office
Relationships Development Farming Discipline
Tangible & Identity & Access Logical & Network
Intangible Sales Management Sales Physical Security Infrastructure
Sales Sales
Structured Cabling Managed, Hosted & Consulting & IP Unified
& Wireless LAN Professional Services Engineering Communication
Sales Sales Sales Sales

Experienced, accredited telecommunications, information technology, identity security and access
management sales professional with over 18 years in sales and partnership management.
Identity Security & Access Management
◦ Smart Devices: MiFare, converged badge smart cards & tokens/fobs
◦ Platforms: Java (middleware) and .NET framework
◦ Physical Access: contact and contactless readers and biometric systems
IT Solutions
◦ Hardware: IP unified communications, internetworking systems, network security and audio & video
conferencing
◦ Services: consulting, professional, engineering and managed
,
◦ Virtualization solutions
◦ Infrastructure services: wired and wireless and internetworking equipment
◦ Structured Cabling
Telecommunications
◦ Local Access: voice, video, IP and data
◦ Networking: MPLS, Frame Relay and OC Fiber
◦ Services: web hosting and managed services
Management
◦ Partners: value-added reseller, system integrator and key strategic
added
◦ Sales: 8-12 rep team in territories consisting of multiple counties to major metropolitan cities for net
12
new revenue generation and share of wallet expansion.
Rele
Relevant Career Experience

Negotiated $4m 3 year identity services contract with Fortune 50 global financial conglomerate.
Successfully contracted new clients, expanded current account spend and partner business to
exceed projected quota attainment of over 108% (2008).
Closed new business for over $550,000, in Cisco networking and security equipment, with the
world’s largest bank (2007).
Over achieved quota of over 162.5% of $720,000 revenue quota (2005).
Spearheaded the successful sale of on site professional services valued over $
$1m covering 60
locations i(2005).
Exceeded quota at 101% of a $384,000 budget in 2003 and 105% of $403,000 in 2004.
Quarter and Quota Club winner in 4th quarter 2002 first two quarters of 2003.
Pivotal role in elevating local voice and data net new revenue by 17% in 2001 & over 6% in
2002.
Directly responsible for producing a 7% gain in data/IP/Internet and hosting revenue (2001).
Effectively expanded national remote sales in NJ achieving 4% above targets (2000).
Orchestrated new encrypted information exchange and secure communication services contract
over $1.87 million in net new revenue in 1999.
Achieved 250% of quota, recognized as 14th highest local service sales nationally (1998).
Won contracts from Verizon and other competitive exchange carriers increasing market share
10%.
Accomplishments

Issuer Certification Areas Certification
Cisco Systems Infrastructure Cisco Sales Expert v2
Networking (CSE)
Network Appliance Network Storage Accredited Sales
Professional
EMC/RSA Security Network Security KEON Certificate
Management Solutions
SecurID
Clear Trust
Single Sign-On
AT&T Telecommunications Accredited Sales
Professional
Internetworking
Data/IP Services
Web Hosting
Managed Services
Certificate & Transcript Library: http://www.box.net/shared/2qxketnais
Accredited Sales Certifications

Miller-Heiman: New Strategic Selling Methodology
Heiman:
Huthwaite: SPIN Selling Methodology
Holden International: Total Account Management for
Enterprise (TAM)
Action Management Associates: Problem Solving &
Decision Making
Applied Concepts: Sales Management Leadership
Program
Bay Group: Negotiating [To Win]
Training Transcripts:
http://www.box.net/shared/2qxketnais
Professional Sales Training