MARC A. SALERNO
Global Hi-Technology Entrepreneur
Professional Background
Marc is an 18-YEAR Versatile, Results-Oriented
Global Hi-Tech CxO. He has produced recognized accomplishments
in the Professional Services, Telecom, E-commerce, xSP Network
Service Provider, Computer, and Consumer Electronics market
arenas. Other accomplishments include proven results in Strategic
Planning, Business Development and Fiscal P&L Operations
Programs. He has a strong record of enterprise level results
in several Global Management and Marketing Programs, as well
as established bottom-line equipment Multi Million Dollar
Project acquisition and management expertise in multiple industry
Professional Service New Client Acquisition Programs. Along
with a Proven Creative Talent with recognized Leadership and
Presentation Skills, Marc offers Excellent Communications,
Training, and Program Design Skills. He is considered a modern
and effective team leader and developer of people and organizations.
SBS CONSULTING & DISTRIBUTION
CEO/FOUNDER
Established in 1996, SBS Consulting & Distribution is
a Global Hi-Tech Management Consulting Firm Serving the IT
Infrastructure, xSP Network Service Provider, Telecommunications,
E-Commerce, Consumer Electronics, and Computer Industries.
With a global network Service Providers and Consultants in
the US and Europe, SBS is based in Pembroke Pines Florida.
RECENT work in the Telecom and IT sectors
has included work with SUPRA TELECOM. Activities
included: strategic partner development, PR, residential and
small business product/service planning, media buying, budget
and compensation program development, DSL pricing and deployment
strategy, competitive market analyses, global Call Center
outsourcing, sales scripting, and market research vendor acquisition
via Yankee Group relationship. Other recent work has included
the Executive Sales Management (Vice President- Latin America
and Southeast US) representation and work in the IT Infrastructure
and xSP Service Provider (AIP, MSP, SSP, ASP, ISV) market
segments for organizations such as EXENET Technologies,
one the leading enterprise application infrastructure providers.
Responsibilities included management of Channel Development
Groups, VoIP Prospect Business Development, distribution channel,
marketing, Public Relations, lead generation, and sales channel
programs. Other services included the expansion of network
hardware vendor relationships with Cisco, EMC, Oracle, and
Level3. Activities included regional NOC and Data Center management
via customized network reporting and SLA management tools
utilizing shared components from TNG Unicenter, Majic HelpDesk,
and Infovista.
Recent Consulting clients have included CABLE
& WIRELESS-JAMAICA. SBS assisted Sr. Data Division
Management in preparation for the local monopoly controlled
conversion into a deregulated voice and data provider. Consulting
Services included Needs Analysis Development and Reporting
via Sr. Management interviews, Voice and Data product set
pricing and term contract recommendations.
Other work included “Voyageur” IP Based Professional/Managed-Service
based application hosting Development, WAP-Based wireless
service offerings, branding and bundling of services, data
network design expansion (xDSL), wireless loop provider competitive
strategies (Kingston metro building rooftop egress rights),
Marcom, Sales, Marketing, Distribution Channel and Compensation
program development programs for direct, indirect, and e-based
resale channels. Vertical market sales analysis (Finance,
Hospitality, Mining sectors).
TELECOMMUNICATIONS
SECTOR BACKGROUND
E.SPIRE COMMUNICATIONS
ACSI- American Communication Services Inc.
CYBERGATE- Florida’s Largest ISP & Business Services
Data Provider
Conception, Design, and Successful Introduction
of the ALLIANCE National Data Referral Marketing Program,
resulting in a 237% Increase In Qualified Channel Sales Leads
over '96. This includes Direct Mailer and 800# CallCenter
design and implementation, website production, Marketing Collateral
production, and program performance tracking management.
Successful Management of Voice & Data Agents including
Systems Integrators, Interconnects, VAR's, LD Agents, and
Fiber Providers marketing Managed Network Services, Local
Dialtone, Bundled Circuit Packages, ATM, FrameRelay, Dedicated
Internet Access (T-1, T-3), and ISDN-PRI generating an average
of 155% Performance to quota in Q1 '98. Successful implementation
of the first Agent Channel Extranet for market pricing, forms,
procedures, and updates, resulting in a 14% Decrease in channel
management costs.
BELLSOUTH
BUSINESS SYSTEMS
Responsible for Alternate Channel Voice and
Data Network Reseller Services Network. This included Sales,
Marketing, Distribution Channel Strategic Development, P&L,
Budgeting, and Staffing Responsibility resulting in a 162%
Increase in Recurring Revenue for Switched & Data Networking
Services. Increased YTD Sales Revenues by 162% over '96 and
Streamlined Costs and Reduced '96 Florida Indirect Profit
Center Expense/Revenue ratio by 7.75% due to the establishment
of the first Agent Extranet Website. Introduced "Spring
Referrals Rush" Promotion Generating $195,000 in Recurring
Revenue to BBS at a cost of only $625. Effectively managed
85 Agents, utilizing a regional team of Sales Engineers
TELEPHONE AND DATA SYSTEMS (TDS) American Paging Subsidiary
Productively Marketed the LARGEST DISTRIBUTION CHANNELS FOR
TDS IN THE US. Recruited, Trained, and Motivated A Sales Staff
Of Reseller (500+ Agent Reseller Base, 27 Account Managers),
Retail Distribution (22 Reps) and Company Owned Retail Sales
Centers (12) in the US, consistently Exceeding All Performance
Quotas by 142%. Effectively Managed 500+Agents, 27 Account
Managers, and 11 Retail Distribution Centers with 22 Sales
Managers & Reps.
INFORMATION TECHNOLOGY
AND COMPUTER BACKGROUND
ZAXUS
Development of domestic Latin American and
US markets strategic planning initiatives for the Card payments,
Smart Card personalization systems, smart card value loading,
and ATM/EFTPOS applications for the “high value transactions”
by business and government markets. Other technologies included
e-Security solutions that secure the exchange of high value
transactions between businesses and governments, and network
security solutions to secure Wide Area Networks including
dial-up, leased line, X.25, frame relay and IP networks. Effectively
developed reseller strategies and vertical market based product
development recommendations for a variety of encryption technologies
and products including PKI, tamper-resistant security devices,
DES, Triple DES, electronic payments, and Host Security Modules
for the Card Services market.
MGV MEMORY
Development of all sales, marketing, incentive
and distribution channel strategies for the resale of MGV
consumer memory products. Mass retail POP, advertising, and
incentive programs were developed for major retail chains
including OFFICE DEPOT, BJ’s, and D&H Distribution.
RGB COMPUTER AND VIDEO INC.
Management of 35 Direct Account Managers/
12 Distributors across the US/Canada/Caribbean/Europe, generating
an additional 78% in gross revenue from the previous year.
Conceived and Designed "The New Deal" National Dealer
Sales and Marketing Plan providing 20 new incentive programs
under a tiered discount matrix resulting in a 29% Increase
In New Dealer Applications. Effectively managed 12 International
Distributors, 4 VAR's, and 35 Sales Managers and Reps.
CONSUMER ELECTRONICS
AND SYSTEMS INTEGRATION BACKGROUND
SONY CORPORATION OF AMERICA Organized and Coordinated business and industry
marketing and management program directed at FORTUNE 100 Accounts
and Industries such as: NASA, US CUSTOMS, RYDER, MOTOROLA,
HARRIS, Blockbuster, FPL, and BURGER KING. Effectively managed
17 FORTUNE 100 Accounts.
Development of the “Sports Systems
Group” vertical market Bi-Annual Market Plan and Regional
Independent Sales Rep Compensation and Bonus Program which
led to a 39% Increase In Sales In The First 6 Months Of MBO
Directed Sales. Recruited, Managed, Trained, And Motivated
A Sales Staff Of 23.
Introduced SONY CaddyCam turnkey video training
systems via vertical market trade show research, annual budget
establishment, show production and participation. NATIONAL
SALES RECORD to the NY YANKEES Organization. Personally conducted
all direct negotiations with George Steinbrenner for all program
management concerns and needs.
Marketing Manager for all Consumer Video
development, awareness, and exposure programs via new vertical
market and existing Distribution Channels resulting in a 22%
increase in dealer sell through. Solely Chosen To Conduct
International Product/Market Overview Presentations in Tokyo
and Kyoto to the SONY International Video Products Group Akio
Morita-SONY FOUNDER.
EDUCATION
PHD
Doctorate of Management in Organizational Leadership, (Fall
2003-2009)
WALDEN UNIVERSITY
http://www.waldenu.edu
MBA
Masters of Business Administration, 1995-2000
ST. THOMAS UNIVERSITY, Miami, Florida
Major: Management
http://www.stu.edu
BBA
Bachelor of Business Administration, 1981-85
UNIVERSITY OF MIAMI, Coral Gables, Florida
Major: Management and Organization
http://www.miami.edu
Early Developmental Studies Included Matriculation
At The
WORLD RENOWNED "THE HUN SCHOOL"
International Prepatory School of Princeton New Jersey, 1977-81
http://www.hun.k12.nj.us
AWARDS
2001 -- COUNCIL OF ADVISORS-
Council of Communication and Technology Advisors
1999 -- GLOBAL INDUSTRY SPEAKER- IIR Intl.
Telecom Dist. Channel Marketing Conf., London UK
1997 -- BELLSOUTH "Best Of The Best"-
TOP SALES-Alternate Distribution Channel
1995 -- TDS: TOP US SALES & MARKETING-
American Paging Subsidiary
1993 -- SONY Corporate & Government Accounts:
TOP US SALES-Government Distribution Channel
1991 -- SONY: TOP US SALES- Sports Systems
Sales Division
1987 -- SONY Honbucho Award: Excellence in
Marketing- SONY Consumer Video Group
GLOBAL HI-TECH
INDUSTRY ASSOCIATION MEMBERSHIPS
Mobile Enterprise Alliance (http://www.mobileenterprise.com)
The Council of Technology Advisors- (http://www.TheCouncils.com)
American Data Center Management Association (http://www.afcom.com)
US Telecom Association (http://www.usta.org)
Telecom Research Associates (http://www.tra.com)
Telecom Reseller Association (http://www.ascent.org)
American Marketing Association (http://www.ama.org)
American Management Association (http://www.amanet.org)
Technology Forum of South Florida (http://www.southfloridatech.org)
South Florida Telecom Forum (http://www.sftf.org)
The Internet Coast (http://www.internetcoast.org)
Miami NAP Consortium (http://www.napoftheamericas.com)
Palm Beach Business Development Board (http://www.bdb.org)
Miami Chamber of Commerce (http://www.greatermiami.com)
The Miami City Club (http://www.fufc.com/mcc.htm)
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