1. Brian D. Kelly
9107 Benwick St. Spring, TX 77379
832-605-7138
huntersdad@sbcglobal.net
SUMMARY
A self-motivated sales/business development professional, with a proven record of success. Strong motivational, communications and
organizational skills combined with an aggressive, dynamic personality. Solid relationship building skills and a large existing contact
base. A hunter with a need to find, develop and close large, complex deals.
EXPERIENCE
Company: Rolls-Royce Controls and Data Services (Formerly OSyS) – Houston, TX Aug 2009 – Present
Position: Business Development Manager (Software Sales)
Duties: Prospect, identify and develop new logo and existing client base sales opportunities. Close new sales within my
territory. Meet and exceed sales quota. Build a sales pipeline of at least 4 times sales quota.
Products: Flight Operations software solutions including: Fuel Management, Electronic Flight Bag (EFB), Predictive Engine
Health Monitoring (PEHM). Also Process Safety Management and compliance software and implementation services
(Consultancy) to Maintenance Repair and Overhaul shops, refineries and chemical plants.
Clients: US Airways, United, Southwest, Delta Air Lines, FedEx, American Airlines, Pepsico, Ascend, Conoco Phillips,
Phillips 66, Michelin, BP, Chevron….
Accomplishments/skills: Closed several complex new logo opportunities to include Fuel Management to United Airlines and
US Airways ($2,200,000 total). Built a multimillion dollar pipeline. PEHM to FedEx (APU Monitoring), American
and National Airlines. These solutions require daily gathering, merging and processing up to 1000 data parameters
from several flight operation and aircraft systems including flight planning systems, weight and balance systems,
maintenance systems (engine wash etc.), ground operation systems, FOQA, FDM, FODA, and others. The quality
of this data is checked and confirmed before going into the tool to assure high accuracy. These data points can then
be used to identify fuel saving opportunities, create, implement, track and monitor the success and value generation
of these fuel saving initiatives across the entire fleet with results communicated instantly in dashboards and
reports. Analysis of the data can impact many parts of the airline operation including maintenance, routing/flight
planning and aircraft weight initiatives. This leads to solid value for customers.
Have also sold PSM Solutions to Conoco Phillips, Ascend, EcoLab/Nalco, Phillips 66 and others.
Now working an aggressive campaign to expand the PSM solution into aviation MRO facilities to increase
efficiency, standardize processes and achieve compliance in management of change, investigation of unwanted
events, risk assessment and quality audits. Corrective and preventative actions are tracked through to closure and
lessons learned communicated through dashboards and reports. Standards and regulations compliance for: FAA
SMS (Safety Management System), OSHA VPP, OHSAS 18001, ISO 9000 and 14000.
Company: PCCW Global (Formerly Hong Kong Telecom) – Houston, TX July 2007 – Dec 2008
Position: Business Development Manager
Duties: Prospect, cold call, close and develop new logo and existing client base within my territory
Products: All IT and network products and services including Collocation, MPLS, IPL, IEPL, Managed
Router, Satellite, IT Outsourcing and Data center services.
C1ients: Schlumberger, Hallmark Cards, Lamon’s Gasket, ElPaso Energy, Shell, Chevron etc.
Accomplishments: Developed new logo opportunities worth over $5M per year so far. Poised to close the largest deal

2. out of 12 US BDMs.
Company: Savvis Communications – Houston, TX (Closed Office) April 2005 – November 2006
Position: Global Account Manager
Duties: Prospect, cold call, close and develop new logo and existing client base within my territory
Products: All IT and network products and services including Collocation, Managed Application Hosting,
IT Security, Managed Router, Private Line, FR, IT Outsourcing.
C1ients: Westlake Group, Data Cert, Lamon’s Gasket, Big City Networks, Hunting Oil, INVESCO etc.
Accomplishments: Closed the first Utility Compute (Managed Application Hosting) deal in region with Data Cert.
Quadrupled their spend with Savvis. Quota Attainment average 105%.
Company: Global Crossing – Houston, TX November 2000 – January 2005
Position: Global Account Manager – Multinational Clients
Duties: Prospect, cold call, close and develop new logo and existing client base within my territory
Products: All IT and network products and services including Collocation, MPLS, IPL, Managed
Router, Audio and Video Conferencing, IT Outsourcing and Data center services.
C1ients: Schlumberger, Halliburton, Burlington Resources, INVESCO, ABS, HP, Conoco, Reliant etc.
Accomplishments: Closed the largest deal to date in the region with Schlumberger starting at $2,400,000 per year and
growing it to $6,000,000 by Dec 2002. Won business with 5 “new logo” accounts. Quota attainment
averaged 850% over 4 years. Placed 4th
(out of 62 sales reps) in sales in the US in 2002. Secured
INVESCO as the largest conferencing customer in the US.
Company: Concert Communications – Houston, TX April 2000 – November 2000
(Continuation of BT below as a result of the merger of BT and AT&T to form Concert)
Position: Regional Account Manager – Asia Pacific
Duties: Develop and grow existing client revenue in the Asia Pac region within my territory
Products: All IT and network products and services including IPL, FR, Managed Router Service, Collocation,
IT Outsourcing, Audio and Video Conferencing, IT Outsourcing and Data center services.
C1ients: Compac/HP, Halliburton and Texas Instruments
Accomplishments: Closed new business with Compac/HP and TI totaling $500,000 per year, which grew to $700,000
In 2000. Quota Attainment 124%.
Company: British Telecom North America – Houston, TX April 1998 – April 2000
(Became Concert (see above) as a result of the merger of BT and AT&T)
Position: Global Account Manager
Duties: Prospect, cold call, close and develop new logo and existing client base within my territory
Products: All IT and network products and services including IPL, FR, Managed Router Service, Collocation,
IT Outsourcing, Audio and Video Conferencing.
C1ients: Compac/HP, Halliburton, Schlumberger, Conoco, Exxon, Shell, BP, Baker Hughes, Chevron, etc…

3. Accomplishments: Closed new business with ConocoPhillips totaling $400,000 per year. Sold IT Outsource (Voice) to
Halliburton worth $300,000 per year. Sold Satellite services to Halliburton in Africa worth $600,000
Per year. Quota attainment averaged 114%.
Company: Telstra (OTC Australia) – Houston, TX September 1990 – April 1998
Position: International Account Manager
Duties: Prospect, cold call, close and develop new logo and existing client base within my territory
Products: All IT and network products and services including IPL, FR, Managed Router Service, Collocation,
IT Outsourcing, Satellite Services, Audio and Video Conferencing, IT Outsourcing and Data center services.
C1ients: Compac/HP, Halliburton, Freeport-McMoran, Conoco, Exxon, Shell, BP, Baker Hughes, EDS, Hertz, all
MNCs in a 14 state area.
Accomplishments: Closed new business with Hertz totaling $200,000 per year. Sold Satellite services to Freeport-McMoran in
Indonesia totaling $240,000 per year. Sold FR and local services to EDS in New Zealand worth $300,000
Per year. Quota attainment averaged 145% over 7 years.
Company: Northwestern Mutual Life – Poughkeepsie, NY February 1978 – September 1990
Position: Special Agent (Commission only)
Duties: Prospect, cold call, close and develop new client and existing client base
Products: Life, Disability, Health and Retirement Plans
C1ients: Individuals and small businesses
Accomplishments: CLU designation. Sold over 100 “lives” (policies) each year. Rookie of the year award 1979. Qualified
For the Leaders Club 10 years in a row. 8 of 60 agents qualified for the Leaders Club.
EDUCATION
Associates in Business Administration, Dutchess Community College. 3.72 GPA
Bachelor of Science, Chartered Life Underwriter, The American College. 3.8 GPA.
Attended Rensselaer Polytechnic Institute
Sales Training:
Several company sponsored courses relating to sales and specific products…
Holden Sales Training
Counselor Selling Course
GAM Training
R.A.D.A.R. – 1-2-3 – The Complex Sale
ACTIVITIES
Member Houston Livestock Show & Rodeo
Committeeman – Directions & Assistance Committee – HSLR 7 years