1.  (949) 533-1221
 smitty@smitty-smith.com
 www.smitty-smith.com
www.linkedin.com/in/williamsmittysmith
Note: currently resides in San Clemente, CA
and open to domestic relocation.
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TELECOMMUNICATIONS, NETWORKING AND TECHNOLOGY SALES PROFESSIONAL
executive summary
A dynamic sales and business development professional with extensive technology licensing, channel marketing and
training background within the networking, WiFi/WLAN, telecommunications, software and information security industries.
Extensive experience and key business results in presenting and selling to c-level executives with a unique blend of product
knowledge, expert communication skills and superior level of preparedness at every point of the sales cycle. Provides
mission-critical leadership and strategic direction to every project and excels at tapping hidden revenue streams.
Exceptional ability to initiate project planning and solution development for a broad range of account scopes, industries and
business verticals. A lead-by-example change agent with strong recruiting, teambuilding and P&L management skills.
Adheres to a philosophy of best practice salesmanship and integrity, with a keen eye on regulatory compliance, cost
control, bottom line impact and shareholder value.
critical skill set
 Enterprise Sales Management  Vendor Management  Channel Management
 Global Account Acquisition  Big Ticket Contract Negotiation  Go-to-Market Sales Strategies
 Account/Territory Management  Product Marketing/Segmentation  Tactical Planning and Execution
 Sales and Training Recruiting  Market Analysis/Penetration  Marketing Strategy
 Project Management  Public Speaking/C-Suite Presentations  Partnerships and Alliances
professional employment history
FOUNDER AND OWNER Internetworking Associates 2009 – Present “C” level executives,
“greening” issues,
802.11a/b/g/n, account
A professional consultancy agency specializing in sales, marketing and complex hardware/software implementations executive, account
ownership, analysis, area
channel manager, area
in the converged internetworking space. Selected Transactions: Agricultural/food processing plant in IA ($1.8M), sales director, area sales
manager, best of breed
solution, business, business
Warehousing Facilities in CO and AZ ($1.2M), Retail Bank with 10 branches in CA ($2.5M). development, business
relationship, carriers,
channel, channel manager,
channel marketing, channel
sales, cisco, CLECs, closer,
closing business, coach,
Strategic and tactical leadership responsibilities for the sourcing, establishment and management collaborate, commercial
business, commercial,
communicate,
of critical client partnerships and profitability objectives through complete end-to-end communications,
competitive, consultant,
consultative, consultative
infrastructure solutions and resolution of associated opportunities. selling, converged
internetworking, converged
triple lay, convergence,
 Delivers expert data center solutions related to networking WAN/LAN, VoIP, wireless,
customer service, data
centers, data, direct touch,
director, director of channel
sales, director of sales,
storage, disaster recovery, virtualization, physical security and “greening” issues of heating disaster recovery,
distribution, distributors,
education, end to end
infrastructure, end
and cooling systems. user,enterprise,entreprene
ur,ethernet,evangelist,exec
 Offers clients networking consulting and technology service solutions, utilizing the most cost-
utive,executive sales,
farmer, federal, fiber optic,
forecasting ,formal
presentations, Fortune
effective and best practice strategies in design, implementation and on-going support. 100/500/1000 accounts,
game changer, government,
gross margin of profits,
growing revenues,
hardware, healthcare, high
tech, hired, hunter,
integration, integrator, IPX,
ISP’s, k-12, key account
selling, knowledge transfer,
knowledgeable LAN, large
WESTERN SALES DIRECTOR Extricom 2005 – 2009 enterprise, leadership,
LEC’s, license agreement,
local, margins, market sales
strategies, marketing,
A start-up manufacturer of high-performance wireless LAN (WLAN) infrastructure solutions. Selected Clients: State of medical, mentored,
motivational speaker,
national integrators,
TX, State of AZ, Golden State Foods, Nike, PCI International, Goodrich, Northern Arizona University, University of Utah, networking, networks,
OEMs, ombudsman,
overlay, PBX, presenter,
Ft. Lewis College, Arrowhead Lab, Commerce Casino, Roosevelt Hotel, Columbine Retirement, El Centro Regional presenting, private label
EM, product champion,
product development,
Medical Center, Pioneer Memorial, SPAWAR, L3, Acme Distribution, Tenet, Geisinger product evangelist,
professional, profitability,
project management,
promotional strategy,
public speaker, rainmaker,
recruiting, regional channel
Reporting to the VP North American Sales, commissioned to sell both directly and indirectly via manager, regional sales
executive, regional territory
manager, relationship
partners in 13 Western states. Responsible for end-user solutions via reseller channel along with selling, rep, reseller partner
relationships, reseller
relationships, resellers,
strategic business development and the design and delivery of training programs. sales champion, sales
product trainer, sales rep
sales training, security,
seminars, SLED, small
enterprises, software,
solution providers, startup,
storage, strategic planning,
strategic relationship
management, strategic
selling, streaming video,
technical sales training,
technology, technology
licensing, telecom,
telecommunications,
telepresence, territory sales
Smitty Smith | Page 1 of 3
manager, the cloud, track
record, trainer, training
program, triple play,
universities, video,
virtualization, voice over
LAN, voice, VoIP, VoWLAN,
WAN, WAN/LAN,
warehousing, WiFi/WLAN,
wireless, WLAN,

2. WESTERN SALES DIRECTOR Extricom (continued)
 Recognized as top sales representative globally for 13 straight quarters.
 Capitalized on personal network of industry contacts to expand sales from zero to over
$2M in 24 months.
 Achieved a run rate of $2.4M annually.
 Sourced, generated and grew over 48 new reseller partner relationships.
 Developed and delivered sales and technical training for resellers resulting in new client acquisitions
and increased bottom line revenues.
 Mentored and trained partners on the sales and marketing process of core products and solutions.
 Sourced and managed State and Federal government agencies, warehousing, higher education,
commercial and major medical centers.
SW REGIONAL TERRITORY CHANNEL MANAGER Allied Telesyn 2004 – 2005
A standards-based networking product company focused on Ethernet products and support solutions. Selected Clients:
City of Loma Linda, Putain, Oki, OnCommand, Nuera, SureWest, PacWest Telecom, Qwest Communications, Electric
Lightwave, Level 3 Communications, Time Warner, XO Communications
With dual reporting to the Director of Sales and the Director of Channels, primary focus and key
accountabilities on big ticket targeted sales within the Southwest territory and national service
providers.
 Successfully closed $9M contract with the City of Loma Linda.
 Produced greater than $6M in enterprise, government and education account sales.
 Brokered private label OEM license agreement for $37.5M over three years and $45M over five
years respectively, with Putain in China for Oki, OnCommand and Nuera.
 Exceeded national sales quota of $36M by $1.5M.
 Focused reseller sales growth on “Triple Play” – voice, video and data solution selling, DSLAMs
(called Multiple Access Platform (MAP) products) along with CPE products/Residential Gateways.
 Provided guidance and counsel related to working interoperability of video, set top, gateway, PBX,
switch and voice manufacturers.
DIRECTOR OF GLOBAL CHANNEL SALES General Bandwidth 2003 – 2004
A start- up venture capital company with one sole product; namely the G6 Switch. Selected Client: Single client focus
for Alcatel relationship
Reporting to the Vice President of Worldwide Sales, primary focus on the establishment and
negotiation of a sole worldwide partner to sell the product line.
 Successfully sourced and closed $20M annual contract with Alcatel USA to be the worldwide
exclusive partner.
 Negotiated, managed and implemented quarterly and annual partner business plan.
 Developed and executed comprehensive pricing program that shared the price reduction cost by all
parties, leading to increased sales volume.
 Acted as the ombudsman between OEM and Alcatel USA, to reach an agreement on all issues.
DIRECTOR BUSINESS DEVELOPMENT Engineering and Professional Services 2002-2003
A small business enterprise maturing to a quarter billion dollar systems integration services provider. Selected Partners
and Clients: Verizon, AT&T, SAIC, Cisco, Raytheon, Avaya, Pearson, Lucent, Nortel, Lockheed, Northrop, Postini, SRI
th
International, 13 Federal District Court, Nevada Federal Labs, Anna’s Linens, Radiological.
With direct accountabilities to the Vice President of Sales, established relationships and signed
partnerships with hardware integrators. Additional responsibilities in the sourcing and
management of third party relationships with security appliance vendors.
 Negotiated, closed and managed $30M telecom, web and services contract, growing to $60M, for
three TSA call centers.
Smitty Smith | Page 2 of 3

3. DIRECTOR BUSINESS DEVELOPMENT Engineering and Professional Services (continued)
 Using two partners, separately closed $1.1M in security hardware appliances.
 Measured channel opportunities and supported conflict resolution, resulting in higher profits.
 Created and implemented tactical business plan to measure and support partner sales.
 Developed escalation processes and service level agreements (SLAs), resulting in exceptional
partner communication and loyalty.
 Partners included defense contractors, major telecommunications and technology companies.
 Customers included Federal government agencies and healthcare organizations for email, web
security and archiving services.
DIRECTOR OF NATIONAL SALES Optiview Technologies 2002-2002
An internet startup specializing in JPEG/GZIP patented compression technology software. Selected Clients: United
Online Tech, NetZero/Juno, Gannett, AOL, Earthlink, PacWest Telecom, Electric Lightwave, WorldCom
Reporting directly to the Chief Operating Officer, responsibilities included facilitating corporate
growth through generating new sales opportunities.
 Generated $8M in new WAN acceleration software sales in ten months through seven accounts.
 Customers included telephone, internet and telecommunications service providers.
AREA CHANNEL MANAGER Alcatel (formerly Xylan) 1998-2001
A pioneer in the PBX and internetworking space. Selected Clients: TriTel Communications, Totlcom Communications,
Lewan & Associates, Darcomm, Delta Communications, Integrity Networking Systems, Progressive-Network2000
Reporting to the Western Regional Manager, primary duties included sales and solution
implementation, researching customer demographics and managing reseller relationships. Direct
management responsibilities for System Engineers and Area Sales Managers.
 Planned, developed and lunched a converged IP PBX OmniPCX 4400 product solution through
interconnect Resellers in 13 Western states and the 4 Western provinces of Canada.
 Sold $9.5M in franchise fees for rights to sell PBX/IP-PBX and IP phones to 19 Telcom Interconnects
in less than 12 months.
 Sold on average $20M per year to exceed target goals.
 Created comprehensive revenue plan and forecast model for partners.
 Managed reseller relationships with 100% account ownership and responsibility.
 Managed reseller, end-user accounts and OEM relationship partnerships in the Southwest region.
 Facilitated sales and technical training at all reseller, end-user and OEM partner locations.
additional career history
REGIONAL CHANNEL MANAGER Xylan Corporation
DISTRICT AND TERRITORY SALES MANAGER Bay Networks, Inc.
SOUTHWEST TERRITORY SALES MANAGER Xylogics, Inc.
CHANNEL SALES MANAGER Western Digital, Inc.
education, accreditations and affiliations
 University of Detroit Mercy, Bachelor of Science in Mechanical Engineering l BSME
 Seton Hall Preparatory School, College Prep Curriculum
contact
 (949) 533-1221 |  smitty@smitty-smith.com
 www.smitty-smith.com | www.linkedin.com/in/williamsmittysmith
Smitty Smith | Page 3 of 3