1. RICK LOPES
160 Valleywood Court, Canton, Ga, 30115 (678) 315-0944 rickdsl@yahoo.com
VP / DIRECTOR – SALES ENGINEERING AND SOLUTIONS ARCHITECTS
Channel Management/ Systems & Sales Engineering/ Revenue Growth / Marketing / Operations / IT &
Optical/ Solution Selling /Service & Support / Team Building/ International
Diverse achievements in technical sales and channel development, sales engineering/solutions architects and large-
scale international & domestic program management. Strong record building revenues with channel partners,
spearheading complex projects and delivering profitable results on time and on-budget. Combine a competitive spirit,
internal drive and a high energy level to form a foundation for success. Manage staff by setting goals, building skills,
creating metrics and expecting performance.
CAREER HISTORY & ACCOMPLISHMENTS
Director, Solutions Architecture & Sales Engineering, Spectralink, 2015 – present.
Expanding the Solutions Architect team’s reach, developed and now executing new channel enablement program to
increase product adoption and integration within the healthcare and retail enterprise verticals
VP, Global Services & Engineering, Concurrent Computer Corp., 2011-2015
Led IP Video Services team with global services P&L. Earlier was Head of Global Channels, 2009-2012,
establishing international channel partner program and increasing Professional Services revenues 280%.
Contributions include:
 Negotiated international reseller agreements with Ericsson and SeaChange. Concurrent
wanted to expand channel sales. Began cultivating relationships with integrator contacts in Europe
& the US. Within two years, negotiated master reseller agreements with both Ericsson and
SeaChange, adding millions in new revenue.
 Increased Concurrent professional services revenues 200%. Tasked by top management to
improve service revenues. Worked on changing company mindset about undervaluing services and
introduced new offerings, including proactive-managed services. Grew professional services from
$950K to nearly $3M first year.
 Established first customer satisfaction survey at Concurrent. Company wanted to establish a
customer satisfaction program. Introduced first-ever customer survey to establish a starting point and
developed plan to target lowest scoring areas. Generated 60% increase among “very satisfied”
customers within first year.
 Turned around first-ever Network DVR System in Europe. Concurrent had built Network DVR
System for Portugal’s NOS and client was threatening cancellation. Traveled to Lisbon and worked
intensively with engineering to resolve issues to increase performance/stability to the point of
customer acceptance. Achieved preferred vendor status with key European customer.
Head of Sales, Nokia Siemens Networks, 2008-2009.
Led sales team and managed channel relationships for overall IP Transport business in North America. Contributions
in addressing business in microwave (MWR), fiber optic (DWDM and CET) transport with MNOs, MSOs, Tier 2 and
Tier 3 customers as follows:
 Developed New MWR Channel. Determined that existing global channel partner for MWR was not
strategic within North America, established new relationship and Channel Reseller Agreement with
Dragonwave. In 2012, Dragonwave acquired NSN MWR global business.
 Secured NSN’s first MSO Fiber Optic DWDM opportunity. Established relationships within
Rogers Communications. Developed 3-year business case as well as offering and pricing strategy.
Head of Program Management, Global Services, 2005-2007
Nortel. Completed $100M in build-outs and managed project management, installation engineering, supply chain,
logistics and technical support teams. Previously, VP Global Services India, 2003-2005, Director Sales
Engineering, 1999-2003 and Sr. Manager Marketing, Caribbean & Latin America for Nortel, 1997-1999.
 Secured and led $350M telecom contract in Mexico. Selected to lead bidding for Nortel on large
new venture in Mexico. With small team, designed network and assembled highly-competitive bid.
Won $350M contract and led three engineering teams on successful 2-year deployment. Nortel was
awarded $11M bonus for early completion.

2.  Introduced new terms to win three-year Embratel contract. Nortel faced heavy competition to
develop new Brazilian National Fiber Optic Network. Developed business case for new pay-go
commercial terms for payment on fiber capacity. Won contract that added $30M in annual revenue
at 90%+ margin for two out of three years.
 Turned around largest Asian fiber optic network in India (4000 Sites). Nortel was experiencing
serious technical problems early on in the project build out. Took over technical leadership and then
overall leadership of largest fiber build out in Asia, resolved numerous operating problems and
refocused 200-person team on resuming deployment and achieving acceptance. Won bids for an
additional 6,000 cell sites. Appointed VP of India Global Services
 Delivered $20M in annual savings by reducing engineering staff. Nortel to reduce costs across-
the-board. Consolidated Sales Engineering and Account Team Engineering into single organization
and created new resource pool concept to support Sales. Reduced engineering staff by 40% to
generate substantial savings.
 Led roll-out and client engagementfor $85M Comcast project. Nortel had just won major contract
for new 40g DWDM national fiber optic backbone. Named to head-up roll-out, taking quick measures
to compress timelines and driving resolution of quality issues. Project was completed on time despite
five network retrofits. Won additional contracts for managed services.
PREVIOUS ROLES:
 Senior Manager, Sales& Network Engineering for Nortel in Mexico City, Mexico leading a team to win a
major contract with Aventel.
 Product Manager for Nortel in Montreal, Canada responsible for a high capacity (2.5G) fiber Optic
Transmission portfolio.
Education:
 MBA in International Business from the University of Miami
 Bachelor of Computer Engineering from Concordia University
Languages:
 English
 Portuguese
 French
 Spanish