1. MICHAEL D. SCOTT
2201 Crystal Circle mdscott4@comcast.net
Crystal Lake, IL. 60012 M (630) 561-7506
TECHNICAL PRODUCT AND SERVICES SALES/BUSINESS DEVELOPMENT PROFESSIONAL
Strategic Planning Business Development  Project Management  Group Management  National and
Regional Sales  Market Positioning  New Market/Product Development  Strong Technical Competency
Professional with over 35 years of sales and marketing experience in client management, sales management and
business development positions with services, capital equipment and, software experience. Effective business
manager who focuses on leveraging customer relationships, cross-functional competencies, staff development and,
comprehensive market knowledge that contributes to ongoing business success. Strong communication skills,
technical competencies and, capable of analytical strategic planning for business development achievements.
Experienced in business management and development activities within established and new organizations.
Competent in working any level of an organization from “C” level executives through engineering, sales and
marketing.
PROFESSIONAL EXPERIENCE
TELLABS/CORIANT 1/2011 – current
Executive Account Director/Channel Development & Wireless Group
 Responsible for direct sales into wireless vertical market accounts
 USCC, T-Mobile, Sprint, Motorola, Agile Networks & others
 Public safety market development, sold the first statewide public safety network for Coriant
 Developed Ethernet microwave channels
 Developed the system integrator program selling into state and local government & public safety
 Strong technical sales skills including optical transport/DWDM, L3 MPLS routing, L2 switching &
professional services
 Vertical market expertise includes wireless carriers, wireline carriers, public safety, ISP, data center, state and
local government
TELLABS OPERATIONS 1/2007 – 12/2010
Executive Account Manager-Wireless Sales
 Account team CEO US Cellular, regional sales USCC, Sprint & Metro PCS
 Instrumental in winning the MPLS business at Sprint
 Instrumental in putting together the hardware replacement program at USCC
 Very organized with exceptional work ethics
TELLABS OPERATIONS 1/2006 – 1/2007
Executive Account Director-North American Channel Sales
 Wrote the business plan and worked with various internal organizations to established all back office
processes including legal agreements, pricing, marketing activities, portal and training to support the North
American initiative
 Instrumental in developing all strategic alliances with partners
 Signed and trained six new partners the first year and contributed 15M to the business funnel.
TELLABS OPERATIONS 7/2004 – 12/2005
Executive Account Director-MSO Markets
 Tier 1 Cable MSO Business Development responsibility of product and service offerings in alignment of
customers business objectives and technical requirements.
 Sold first MPLS data technology and single shelf cross connect technology into MSO market segment.
 100% penetration for support agreements

2. TELLABS OPERATIONS 10/2001 – 6/2004
Executive Account Manager-CSP Markets/MSO Markets
 Responsible for sales and business development for a very diverse set of technologies into the CSP/MSO
markets
 Sold the largest support agreement in this market segment to XO Communications
 First DWDM sale in history of the company
 Largest DWDM growth sale
TELLABS OPERATIONS 1/2001 – 10/2001
District Director-MSO Markets
 Responsible for staffing and strategy to grow MSO business
 First CMTS/Cable Modem exclusive sale in history of the company
MICHAEL D. SCOTT
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Professional Experience (Cont.)
TELLABS OPERATIONS 1998 – 2000
Executive Account Manager-MSO Markets
 Responsible for establishing the relationships between TCI, AT&T and Tellabs for the Cablespan 2300
product line which led to 300M of business over the following few years
 Was awarded both the Comcast and Century Cable business
ZENITH ELECTRONICS CORPORATION 1996 – 1997
Global Director of Sales and Marketing - Network Systems Group
 Managed all aspects of sales and marketing for direct sales and channels
ZENITH ELECTRONICS CORPORATION 1995 – 1996
National Sales Manager - Network Systems Group
 Largest cable modem sale in company history
ZENITH ELECTRONICS CORPORATION 1990 – 1996
Sales Manager - Network Systems Group
 Consistently exceeded plan
EDUCATION & PROFESSIONAL DEVELOPMENT
Bachelors of Science – Roosevelt University with focus on Marketing and International Business GPA 4.0
major, 3.83 cumulative
Growth Development Associates Training – consultative selling, demand generation, quantifying benefits
Executive Conversation – executive focus selling
Numerous Sales Awards – President Club, CAP sales excellence, MVP
Eagle Scout

3. PROFESSIONAL REFERENCES
Available Upon Request