1. Glenn Grascia
31 Molly Pitcher Lane
Freehold, NJ 07728
908 963 3348
glenngrascia@gmail.com
SUMMARY
Highly driven, self-motivated, insightful Consulting Systems Engineer with proven success positioning technical
products and solutions, as well as managing / growing organic business. Highly skilled in consultative selling and
building long-term trusted customer relationships that maximize account revenue and sales potential.
• Progressive data communications experience in various telecommunication disciplines: pre-sales, new
business development & customer consultative work
• Extensive experience developing and applying new technologies to business opportunities, pragmatic
solutions, and designing / architecting customer solutions.
• Strong ability in framing and resolving multivariate problems; clarifying, organizing and assessing priorities
to meet customer timetables and cost constraints.
• Proven success in business analysis and strategic planning for the application of technologies to reduce
costs and/or increase revenues.
• Skilled at learning new technology and applying sound solutions to solve complex problems.
Demonstrated creativity in identifying new technical solutions for business applications.
• Strong proven track record managing people toward organizational goals and objectives. Dedicated to a
high level of customer satisfaction.
Key expertise:
• Software Defined Networking (SDN) and
Network Function Virtualization (NFV)
• IP Networking technology, Routing (OSPF &
BGP) and architecture
• IP / MPLS Transport (LDP & RSVP-TE). L3 &
L2 VPNs (MP-BGP)
• T/ROADM and xWDM technologies
• SONET MSPP technology
• Ethernet over SONET Transport architecture
• L2 Ethernet Switching
• Service Provider access and core transport
network architectures
• Strategic Industries (vertical markets) –
Transportation, Utilities and State & Local
Governments – network communications
and systems integration projects
• Enterprise Solutions – Enterprise access,
distribution and core networking, VoIP,
network security, and wireless fidelity
(WiFi)
PROFESSIONAL EXPERIENCE
Fujitsu Network Communications
Solutions Architect & Consulting Systems Engineer 2014 – 2016
Lead Sales (presales – post-sales) engineer for Fujitsu Vertical Sales Team (State and Local Government,
Transportation, and Utilities market segments).
FirstNet/JerseyNet
Chief network architect for FirstNet/JerseyNet 700Mhz Public Safety LTE mobility pilot project worth 40M dollars.
JerseyNet is the nation’s first deployable wireless communications network dedicated for use by public safety
agencies. My role and responsibilities included: designing IP address plan for entire solution, develop network
interoperability plan utilizing State assets such as of New Jersey’s Garden State Network (GSN), and utilize Hughes’

2. Satellite solution for non-terrestrial network backup links. The network solution consists of forty trailers, of which
thirty-five are deployed across Camden, Atlantic City and Newark regions. Primary communications within region is
unlicensed 5.1/5.8 Ghz microwave links and between regions using State’s Office of Information Technology (OIT)
GSN. For mobile LTE trailers (SOW/COWs) serving special events (beach concerts, PGA, 4th
of July … etc.), designed
network to use low speed satellite links (<2M) for instantaneous deployment & service, and alternatively utilize
local broadband service circuit (5-100M) at location when available as a plug and play solution to deliver higher
speed broadband services. Built L3 VPN (RFC4364) design using Juniper IP/MPLS products (MX104, ACX4000 and
ACX1100 products). Heavily involved in applications operating across network, namely telemetry system, power
system, video surveillance, radio management … etc. Created network configurations, implemented design and
resolved turn-up issues as they arose. This solution is actively serving Camden, Newark and Atlantic City law
enforcement communities increasing public safety in these regions.
New York City Metropolitan Transportation Authority (MTA) – Bus Radio Project
Network architect for New Bus Dispatching and Radio Communication System for New York MTA. This project is a
5 year project worth 205M dollars. Designed layer 2 VPN solution to provide IP communications between thirty-
five bus radio sites across five boroughs. A majority of sites will rely on microwave communication between sites
while a few utilize fiber based solution off NYCT’s Carrier Ethernet (CoE) network. Delivered oral presentation of
network solution to approximately fifty NYCT evaluators (personnel from executive management team,
engineering, purchasing, contracts, and legal organizations) as sub-contractor to Parson’s Team. Key aspects of
design are ruggedized solution, high density PoE solution, fast restoration and diverse routes for high availability
service. In general, I work across functional teams (internal and partners) as Fujitsu lead to develop transport
solution to support bus radio application service needs as well as ancillary subsystems like video surveillance, card
reader access, telemetry systems, fire alarm system… etc.
ALCATEL-LUCENT, Virtual Office New Jersey 2001 - 2014
Principal Sales Engineer 2012 - 2014
Pre-sales engineer responsible for developing new business in emerging markets - SDN and NFV technologies, as
well as cultivating existing revenue streams at AT&T. Responsibilities include but not limited to, develop strategic
account plans, create new product awareness thru customer presentations and education sessions, provide lab
evaluation support, and contribute to group’s corporate financial obligation. Act as AT&T customer advocate to
internal organizations driving customer requirements into product features resulting in up scope or new business.
Maintain list of sales opportunities, furnished bi-weekly status report of opportunities, and readout on competitive
landscape. Products: Nuage Virtual Services Platform (VSP), Alcatel-Lucent 7x50 Service Router (SR) products,
7705 products Service Aggregation Router (SAR), SROS Virtual Route Reflector (vRR), Virtual PE Router (vPE), and
1830 Photonic Services Switch (PSS) products.
• Proof of Concept team lead for lab evaluation of Nuage VSP for Data Center and Software Defined Virtual
Private Networks (aka Network as a Service (NaaS)). Identified business areas where SDN and Network
Function Virtualization (NFV) technology can improve existing service delivery models through
automation, velocity and programmability, resulting in shorter time to market for existing or new services
and new delivery model to significantly lowering operations costs.
• Project lead for small cell mobile backhaul lab certification. Responsible for reviewing customer test
plans with internal competency centers, adhering to strict customer milestones, expeditiously driving
customer certification process, resolving lab technical issues both configuration based or defects, in timely
manner.

3. Alcatel-Lucent 67 Mountain Ave Murray Hill NJ 07974 2005 - 2012
Solutions Architect & Consulting Systems Engineer – Enterprise & Strategic Industries
Solutions Architect and Sales Engineer for network communication and system integration projects focused on
transportation, utility and government vertical markets. Designed networks with IP/MPLS, Ethernet, DWDM,
Microwave, WiFi, Sonet and ATM products. As the Systems integrator, designed, installed and integrated vertical
specific sub-systems (video surveillance, card reader access, smart bus systems … etc) across network backbone.
• Solution Architect for NYC Transit’s (NYCT) Land Mobile Radio (LMR) modernization (FCC VHF narrowband
12.5 Khz) project. As Solutions Architect designed an ATM transport solution based on intimate
knowledge of NYCT’s ATM network to carry LMR traffic and to support peripheral equipment associated
with solution (radio, network timing, & monitoring equipment). Conducted weekly meetings with Alcatel-
Lucent sub-contractors (Motorola, Spectracom, DPS Telecomm, and others) to develop and deliver a
turnkey fully integrated next generation simulcast LMR system serving NYC’s 468 subway stations. Gave
oral presentation of the technical solution to NYC Executive management team and project stake holders
(approx. 50 people). Through the oral presentations Alcatel-Lucent was able to persuade NYC Transit it
had the technical prowess to deliver on such a large project. NYCT selected Alcatel-lucent because it met
its requirements and presented the most cost effective solution. This resulted in the largest
transportation project ever awarded Alcatel-Lucent, a 100 million dollar contract over 4 years.
• Consulting systems engineer responsible for closing 25 million dollar opportunity with PECO / Exelon
Utility. Positioned 3rd
party purpose built GE JungleMUX for power distribution control application.
Persuaded Alcatel-Lucent sales team RFP was written for GE product and positioning Alcatel-Lucent Sonet
product with companion equipment would result in losing business. Convinced customer Alcatel-Lucent’s
intimate knowledge of their existing Sonet network, incumbency as a supplier / partner, coupled with our
expertise as system integrator for optical transport with wireless WiMAX access would make us the ideal
candidate to build their intelligent smart grid network. Authored and delivered sales presentations to key
PECO stakeholders to secure their support and endorse Alcatel-Lucent solution. As a result of this work
and other customer engagements I received the coveted 2010 Top Performer Award within Strategic
Industries division.
• Other customer engagements;
o NYC Transit – Designed Ethernet transport solutions for train signal control systems and
Electronic Security Systems, Passenger Station LAN applications for NYC Transit (video
surveillance, cards access, passenger information systems, public address / announcement
system).
o Norfolk Southern Corporation – Engineer with hands-on expertise in MPLS brought into account
to improve customer relationship and grow and expand business. Enhanced customer
satisfaction and ensured uniform level of customer service by serving as the single point of
contact for initiating and resolving requests for information and support. As a result of improved
customer relations, we expand our MPLS network footprint from 150 to 400 nodes and were
able to introduce new sources of revenue with Microwave transport and hardened Ethernet
switches. This account generated 1-3 million dollars of business annually.
o City of Baltimore – Designed mission critical Sonet Network for Motorola public safety LMR
application supporting police, fire and department of public works. The solution consisted of 55

4. carrier grade T1 circuits (Sonet ring) to facilitate voice communication between 11 locations
serving first responders in the Baltimore Metro area. Assisted Motorola team in creating
customer acceptance criteria document for LMR application.
Served and maintained numerous smaller Strategic Industry accounts (MBTA, CTA, LIRR, NJT … etc) addressing
their network communication and subsystem integration needs. Utilized my acute listening skills to learn
customer’s business and technology direction and understand their operational and capital expense initiatives.
Used follow-up meetings to deliver customized presentation that illustrated our solution in the context of the
customers network and business needs. Routine activities included developing RFI/RFP responses, developing and
delivering product presentations, aid in pricing strategy and creating customer quotes, lab and field trial support.
Lucent Technologies 101 Crawford Corner Rd Holmdel NJ 07730 2000 – 2005
Senior Network Engineer (AT&T Domestic / Intl Account Team)
Senior Systems Engineer for Lucent Technologies’ data networking and metropolitan optical networking products.
Provided product technical sales support to Lucent Account Executives (AE) for AT&T domestic and international
business (i.e., Canada, Latin America, Japan and Europe):
Primary Roles and Responsibilities:
• Develop Request for Proposal /Request For Information (RFP/RFI) responses
• Developing and delivering solutions-focused customer presentation material
• Trialing and demonstrating network / product solutions
• Configuration worksheet(s) and pricing
Provide consultation support to account executives for new business prospects. Provide regular contact and
account management with assigned customers. The underlying technologies employed in these solutions were
ATM, MPLS, Frame Relay (FR), Circuit Emulation, IP or Sonet/SDH (private line / TDM). Worked with client to
understand their next generation network design requirements for ATM transport, MPLS, VoIP and VPN services
and developed migration strategy.
• In 2002, developed a business case for AT&T to incorporate a DACS into its Global Cisco FR network.
Boarding the low speed (64Kbps) customer circuits directly to Cisco E1 ports was extremely expensive and
wasteful, resulting in a costly deployment scenario. The DACS solutions saved a million dollars in capital
costs over a year and reduced network deployment complexity.
• In 2001-02, directed an effort to upgrade two large AT&T FR networks (over ATM Core). One network
served AT&T’s US customers, which consists of 250 FR switches deployed across 31 US states, while the
other network served AT&T’s Global customer base that consists of 311 FR switches in 60+ countries.
Although these networks were deemed legacy technology, I (along with my AE) convinced AT&T
operations that the upgrade would hardened the reliability of the network, and reduced on-going
maintenance & maintenance contract costs to operate the network. This deal generated 10 million
dollars in sales and that the network upgrade would have significant financial and technical benefits. The
new software extended our existing maintenance contract for an addition 4-7 years.

5. • In 2001, I assisted AT&T in architecting an ATM network in South America (Brazil, Argentina, Chile, and
Columbia) to serve Circuit Emulation (CE), Frame Relay and ATM customers. I assisted the AT&T
interoperability team in testing the PNNI protocol across Lucent and Cisco platforms, to ensure the proper
operation of CE, FR, and ATM services across a multi-vendor backbone network. This work resulted in a
10 Million dollar sale of ATM Core (GX550) and Edge (PSAX2300) equipment to AT&T’s Latin America
division.
I was a Customer advocate and technical liaison for AT&T future networking needs, driving customer product
requirements to Core Switching development organization. Managed internal resources, from customer
perspective, to oversee all customer requirements and objectives are met or exceeded in terms of contractual
obligations and product functionality. Work with customer in their test laboratories to do proof of concept work on
Lucent Technologies’ products, with secondary focus on vendor interoperability to 3rd
party equipment such as
Cisco.
Lucent Technologies (& AT&T) 184 Liberty Corner Road Warren NJ 07059 1994 – 2000
Customer Technical Support and Professional Services
Distinguished Member of Technical Staff (DMTS)
Customer support and professional services engineer for Frame Relay, ATM and IP products
I was consistently ranked as top performer among my peers in this global customer support organization, which
led to an appointment to Distinguished Member of the Technical Staff (DMTS). This appointment was the
culmination of past accomplishments and services such as:
• Exceptional customer support as measured by independently administered 3
rd
-party customer
satisfaction surveys
• Developer of revenue generating installation and integration services for ATM, FR and IP networks
• Mentor for intermediate-level support engineers
• Role-model for remote technical support skills
and for self-motivated initiatives such as:
• The development of Lucent's first internal / external customer support web sites
• Founder of Lucent's regional customer technical support cross-training program.
Developed a business case and business strategy to design and implement a customer care web portal. This effort
lead to increased customer satisfaction scores, increased information accessibility (software, release notes,
product manuals, white papers, trouble ticket information, collaboration portal … etc., available anytime,
anywhere) and overall organizational cost savings (reduced call volume to remote technical support call center, on-
line software delivery, eliminating software delivery costs and time constraints associated with distribution of
software, on-line access to report and status customer trouble tickets). Another initiative I undertook was the
coordination and development of a cross-training program for our regional customer support centers in the EMEA
(Europe) and AP (Asia Pacific) regions. I lead a group of 8 engineers (including myself) in developing and delivering

6. the seminar curriculum. This resulted in a high level of technical expertise within the regional customer support
centers, reducing the out-of-hours call volume directed toward our domestic headquarters call center.
Lucent generated several million dollars annually based on the installation and integration services I developed. As
DMTS, high profile customers were routinely routed my way in times of crisis, when a portion of the network was
down or a specific service carried across the network was impaired. I was called upon to set / manage the
customer's expectations, formulate a plan of action, expedite the troubleshooting process, and follow the issue
through to its resolution.
AT&T 184 Liberty Corner Road Warren NJ 07059 1989 – 1993
Customer Technical Support and Professional Services
Member of Technical Staff (MTS)
Engineer providing customer support, professional services and new product introduction (NPI) roles. As customer
support engineer I served our national & global accounts and fielded hotline calls 7x24x365, adhering to strict
response and resolution metrics for severity 1-4 field calls. Our group served two other roles, performed
professional services work and assisted our launch of new products into the market place. In these roles I
contributed to the generation of several million dollars in installation and integration services work and provided
customer feedback to development organization with respect NPI role.
AT&T 200 Laurel Ave Middletown NJ 07748 1986 – 1988
Product Development Field Support Team
Senior Technical Associate (STA)
Field Support Engineer within AT&T Information Systems Laboratory (ISL) organization for Information Systems
Network (ISN) product. In this role, built proto-type circuit packs and deployed them with Beta customers to field
pilot product, identify possible issues with software and hardware quality unseen by system test group and to
provide customer feedback, typically enhancement requests to product.
Skills / Expertise Summary:
• PC Skills: Microsoft Office Suite, Exceeds, Visio, Web Publishing Packages and an array of networking PC applications
• Workstations, OS & Programming Languages: Sun / Hewlett Packard / Supermicro, LINUX / UNIX administration, shell
programming, perl programming, and some C programming
• Strong understanding of the following Protocols / Standards: SNMP, IP, Ethernet, 802.1Q, 802.P MPLS, OpenFlow, ATM
UNI 3.1 & 4.0 (PVCs / SVCs; Signaling and traffic management), PNNI, VNN, LANE, Frame Relay, ATM, xDSL, RIP,
OSPF, SLIP, PPP, SS7, Sonet / SDH, DS3, T1, Fractional T1, L2TP, PPTP and IPSec tunneling protocols (network
security)
• Routing Protocols: RIP, OSPF, PNNI, VNN and BGP
• Databases: Informix, Sybase; Remedy trouble ticket system user
• Products: Alcatel-Lucent (ALU) 7750 Service Routers, ALU 1830 Photonic Services Switch (PSS) - DWDM, ALU 1850
Transport Services Switch (TSS) - MSPP, ALU OmniSwitch 6855/6850/10K – Enterprise Switches, 1665 DMX - MSPP,
Aruba Wireless - WiFi, AP1000 routers, Lucent Technologies (formerly Ascend/Cascade) BSTDX9000, CBX500, GX550 -
ATM / Frame Relay switches and PSAX 1250, 2300 & 4500 - ATM Edge Switches, Cisco Catalyst 8540, Lightstreams
1010 and various Cisco 2600, 3600 and 7000 Series Routers, Fore ATM / LANE switches, , Stinger DSL access
solutions, GDC ATM switches, 5620 SAM, HP OpenView, NavisCore, AqueView and array of proprietary network
management platforms
• Test Equipment: TTC Firebird Series, HP Cerjac, IXIA, HP Internet Advisor & Broadband testers, Duke Hand-held tester.
Adtech AX4000, Adtech Line impairment generator, HP Lanalyzer, SmartBits traffic generator, PC Wireshark
EDUCATION

7. MS – Computer Science & Information Management NJIT, Newark, NJ
BS – Electrical Engineering Technology Chicago Institute of Technology, Chicago, IL
Graduated with Honors / Student Body President