1. J. VICTOR JOHNSON
4995 Maple Court 708.651.0662
Coloma, Michigan 49038 victorjohnson.0662@gmail.com
CAREER SUMMARY
AccomplishedSalesandSupportprofessional with extensive experience indevelopingandmaintainingcustomer
relationships. Backgroundincludesterritorymanagement,account/customer development, technical support,
new product introduction, project management and training initiatives. Resourceful and self-directed with a
consistent track record of meeting and exceeding company established goals.
CORE COMPETENCIES
Recruitment, Selection and Training
Negotiations, Presentations and Consultations
Strategic Sales Training and Account Development
Intra-Company and Inter-Department Collaboration
Strategic and Tactical Planning, Business Plan Development
Verbal & Written Communication and Interpersonal Excellence
SELECT ACCOMPLISHMENTS
 Landed large strategic sale to National Restaurant Chain, First Quarter 2015, incorporating all of ADTRAN’s
core product lines (Managed Wireless LAN, Data Switch, IP Business Gateway/Router) at each of their 300
locations with projected revenue in excess of $500K. Project enabled the end user to improve network
performance, increase bandwidth, and enhance store operations.
 Awarded Salesperson of the year in 2013, achieving 182% of quota. Recorded largest customer-premise
equipment(CPE) salein ADTRAN’s history by developing strategic relationships with customer and selling
partner. Coordinatedtechnical evaluations, performance / financial comparisonsandcorporate visitationto
overcome objections and initial preference for perceived industry/technology leader.
 Major contributorin the numberone revenue producingsales team from 2002-2010. Personally accounted
for over 30% ($30M) of the 11-member account team revenue. Instrumental in developing relationships
and trust to get new products accepted and deployed in the network.
 Consistently attained 100%+ of quota from 1994-2000 and earned top salesperson in 1998 and 1999.
 Increased the Ameritech account revenue from $500K to over $30M in less than 3 years by introducing
several new products. Successfully demonstratedperformance metricsenhancement capabilities, resulting
in equipment installations in over 85% of Central Offices.
 Secured the largest commercial sale in the enterprise market for over $2M in revenue by successfully
educatingthe company onthe benefitof datanetwork performance upgradesinadding new and enhanced
functionality without cabling infrastructure upgrades or replacements.

2. J. VICTOR JOHNSON Page 2
BUSINESS EXPERIENCE
ADTRAN, INC. 2002 ̶ 2015
AccountManager - CarrierAccounts,EN Division 2012-2015
AccountManager - AT&T AccountTeam, CN Division 2002-2012
Consulted,collaboratedwithandtrainedpartnersintheuseofADTRAN products for designing individual customer
solutions. ADTRAN is a leading global provider of networking and communications equipment.
LUXN, INC. 2000 ̶ 2001
AccountManager
CreatedandestablishedMidwestmarketforthisstart-up developer and manufacturer of optical transport and
switching solutions, serving metropolitan telecommunications service providers and enterprise customers.
PAIRGAIN TECHNOLOGIES, INC. 1994 ̶ 2000
AccountManager, Ameritech(SBC) 1997-2000
AccountManager, IndependentPhoneCompanies 1996-1997
AccountManager, Enterprise Sales 1994-1996
For this start-up telecommunications company, created new market opportunities and provided account
management of digital subscriber line (HDSL) solutions to enterprise and carrier accounts.
PREVIOUS EXPERIENCE
HeldincreasinglevelsofresponsibilityfromSalesandAccountManagementtoBranchandGeneral Management for
Dynatech Communications, Inc. (1993-1994), Litel Communications, Inc. (LCI International) (1988-1992), ROLM
Corporation(IBM) (1983-1988),CommunicationDynamics,Inc.(1978-1983),DictaphoneCorporation (1977-1998) and
College Life Insurance Company (1976-1997).
EDUCATION
BS Marketing Eastern Illinois University 1975
PROFESSIONAL TRAINING
Tom Hopkins, Closing the Sale
Holden Power Based Strategic Selling
IBM Management Training and Recruiting classes
ADTRAN, Certified Sales Professional (ASP/IN/IPBG/WLAN)