REX A.

WELSH
6995 S Ogden Court
Centennial, CO 80122
Home: (303) 797-8557
Mobile: (303) 359-6561
E-mail: rw1098658@westpost.net
PRIMARY OBJECTIVE
To secure a senior sales position that would provide the opportunity to utilize
prior professional experience with an in-depth understanding of telecommunicatio
ns and the channel, coupled with strong current relationships with industry prof
essionals as well as existing customers to enable a company to achieve and surpa
ss their sales goals.
PROFESSIONAL SUMMARY
Over twenty years of information technology/telecommunications channel sales, d
irect sales and technically strong within the software, hardware and security ma
rket space.
Solid track record establishing and advancing strategic accounts.
Forged long term relationships with customers and business partners.
Successfully directed pre and post sales, strategic planning, overlay account t
eams and engineering resources to support major accounts.
Generated substantial revenue streams by means of new business development.
Strengths Include:
* Establishing and advancing client relationships;
* Coordinating action within business partners and cross functional teams;
* High integrity and maximizes customer lifetime value;
* Demonstrate consistent behavior and honor commitments;
* Committed to personal and professional development.
EXPERIENCE
TECHNOLOGY PLUS, INC November 2007 - Present
Regional consulting firm focused on unified communications, security, audiovisua
l, risk management and long range planning. Aurora, CO
Senior Consultant
Responsible for assessing short and long term technology migration strategies, d
esign options, budget development, risk assessment and contingency plans for ent
erprise, K thru 12, higher education, city, county, state and federal clients.
Accomplishments include:
* Provided K thru 12 school districts the vision, design and strategies to incor
porate unified communications, audiovisual, paging and physical security to seam
lessly converge on the IP network;
* Strategic and contingency planning for Data Centers and Emergency Operations C
enters in Colorado and Wyoming;
* Developed detailed plans, budgets, bandwidth and network requirements for unif
ied communications migrations across the enterprise;
* Engaged industry partners to keep abreast of emerging technologies while devel
oping and sustaining successful long term industry relationships;
* Developed RFPs from detailed user requirements providing customers an objectiv
e assessment for a better evaluation of associated benefits.
ADVODA, LLC March 2006 a" November 2007
Leading telecommunications regional service provider specializing in data/voice
solutions. Greenwood Village, CO
Sub Agent Manager
Responsible for designing, building and maintaining the sub agent channel to bet
ter serve and support our business partners. Developed a structure for self hel
p and provided extensive training to enable sub agents to better deliver more co
mprehensive network bandwidth offerings. Defined new markets for channel partne
rs and developed offerings to substantiate the investment for our partners to en
gage into new and different lines of business.
Accomplishments include:
* Created comprehensive tools for sub agents to provide network audits enabling
network optimization as well as providing cost savings for their customers;
* Developed training, sales tool sets and processes to enable self sufficiency;
* Engaged industry partners to assist our growth to become a national service pr
ovider;
* Increased sub agent base (channel partners) over 150%.
ACS DATALINE, LLC June 2002 a" February 2006
National integrator providing sustaining services for data, voice and video as a
n outsourcing agent for large enterprise customers. Englewood, Colorado
Major Account Executive
Responsible for identifying, establishing and building accounts in Colorado and
Wyoming for sustaining services as well as project business. Coordinated activi
ty with strategic corporate partners to expand sustaining services revenue.
Accomplishments include:
* Generated $1.5M in sales each year;
* Exceeded sales plan by a minimum of 25% each year;
* Successfully positioned Sustaining Service Technicians into IBM Global Service
s, StorageTek, University Hospital, Xcel Energy;
* Key accounts included: Banner Health, Cabellas, Cendant, City and County of D
enver, Comcast, Coors, Denver University, First Data, HealthOne, IBM, ICG, LabCo
rp, Level 3, MCI, McData, Motorola, Oracle, Quantitude, Quest Diagnostics, Quizn
os, University of CO, University of Northern CO, Xcel Energy and Xilinx.
NIKSUN, INC. March 2001 a" June 2002
A global leader in developing and deploying a complete range of network performa
nce monitoring, security surveillance and forensic information via a variety of
network appliances. Princeton, New Jersey
Director of Sales
Responsible for introducing, positioning, developing channel partners and sellin
g network monitoring and security appliances. Implemented sales strategies via
direct sales and developed a channel strategy for the Rocky Mountain Region.
Accomplishments include:
* Successfully positioned NetVCRs, NetXperts and NetDetectors into City of Color
ado Springs, Community Colleges of Colorado, Galileo International, Time Warner
Telecom and Werner Enterprises;
* Developed sales incentive plans, performance management, process and customer
management for a channel sales strategy in the Rocky Mountain Region;
* Established relationships in the network security community via consultants an
d professional organizations.
NORTEL NETWORKS April 1999 a" February 2001
Global leader in delivering communications solutions to service providers and en
terprise customers. Denver, Colorado
Strategic Accounts Manager
Responsible for identifying, establishing and building strategic accounts in the
western region with revenue possibilities of $20M plus in combined annual reven
ue. These carrier accounts were specifically designated as over builders, multi
-dwelling providers, fiber to the home and fiber/coax hybrid telecommunication p
roviders. Our emphasis was providing total solutions to include converged netwo
rk equipment, installation, management and financing assistance for these Metrop
olitan Area Network providers.
Accomplishments include:
* Coordinated action with the overlay sales and engineering teams including opti
cal, copper, open access, content delivery, product development, cooperative mar
keting and traditional data and voice delivery solutions;
* One of four North American Teams delivering this innovative solution;
* First Nortel Networks customer to implement aOpen Accessa in North America and
allow subscribers the option for self provisioning;
* Successfully positioned aSuccessiona solution to include the soft switch, self
provision (Shasta), per subscriber firewalling and network management;
* Postured and demonstrated VoIP for cable Metropolitan Area Network providers a
s well as in the traditional enterprise space.
Global Accounts Manager
Responsible for $8M in annual quota. Developed the initiative for the aDiscover
y Projecta proposal to provide Galileo International a plan to aPay as you Growa
, which provided Galileo International and United Airlines with one of the most
innovative solutions for their global network equipment refresh, both economical
ly and technically.
Accomplishments include:
* Achieved $10M in annual revenue and secured $1.5M IT outsourcing contract with
Galileo International to better escalate problem resolution;
* Established cross-functional teams to better support sales and support of Unit
ed Airlines via Galileo International;
* Developed product refresh and support plans for over 4,000 routers, globally;
* Coordinated the implementation, integration and management of the largest non
service provider virtual private network.
NORDX/CDT October 1997 a" April 1999
International manufacturer of data, voice, video and security connectivity produ
cts for medium to large enterprise business. Littleton, Colorado
Regional Sales Manager
Responsible for establishing and building accounts in Colorado, Utah, New Mexico
, Idaho, Montana and Wyoming. Coordinated activity with strategic channel and s
ystem integrator partners to expand market share, brand awareness and customer l
oyalty.
Accomplishments include:
* Generated $2.5 Million in sales each year exceeding quota by a" 180% of plan;
* Established strategic relationships with our business partners and implemented
spiffs to posture NORDX as a valued partner and encourage channel growth;
* Successfully postured NORDX as ICG/FOTIas major manufacturer partner;
* Established a consultant program to encourage open standards, encourage partic
ipation and provide additional opportunities for NORDX;
ANIXTER INC. April 1993 a" September 1997
Leading international value added reseller/distributor of communications, cablin
g and connectivity products. Aurora, Colorado
Major Accounts Manager
Developed and provided additional focus through direct customer interface, manuf
acture partner participation and a consultative approach to better support major
accounts within the Rocky Mountain region. Coordinated activity with strategic
corporate partners to expand market share, brand awareness and customer loyalty
.
Accomplishments include:
* Recipient of the companyas highest Sales Award, aPresidents Club a;
* Generated $4.0 Million in networking sales each year;
* Exceeded sales plan by a minimum of 45% each year;
* Successfully positioned Professional Services to Fortune 500 Companies;
* Increased sales from $8K to $1.6M within TCI.
Systems Engineer
Supported our customers in pre/post sales consultation, design and technical sup
port role. Responsible for supporting sales in Colorado, Utah, New Mexico, Wyom
ing, Idaho and Montana.
Accomplishments include:
* The regional revenue increased to 140% of plan over a two year period;
* Implemented FHPas LAN/WAN migration under the projected budget and ahead of sc
hedule for all their sites and campuses in the western United States;
* Provided design, budgeting, project plans and implementation for ETC/TCI for K
thru 12 school districts throughout the United States to encourage community in
volvement in education;
* Participated in aSalt Lake Cityas K-12 Bridging the Gapa and installed a compl
ete network with ETCas senior management team over a three day weekend;
* Provided technical support to a technically diverse customer base through form
al and informal consulting and training sessions;
* Designed and implemented multiple large switched and routed networks;
* Certified in routing/switching configuration and maintenance from 3COM, Bay Ne
tworks, IBM and Cisco, Sniffer University, Fundamentals of Solaris, Open Windows
 for Solaris Users, Solaris Developers Conference, Optivity Network Management a
nd Understanding ATM.
LITTLETON PUBLIC SCHOOLS March 1981 a" April 1993
Nationally recognized school district in Colorado Littleton, CO
Telecommunications Manager
Supported the districtas values to provide exemplary service for students, facul
ty and staff. This initiative involved providing better access to information t
hrough an open systems architecture, which would allow access from anywhere, at
anytime to all authorized information to increase student achievement.
Accomplishments include:
* Provided leadership for the telecommunications team, developed requirements as
well as budgets for the department and created the help/support desk team;
* Designed, implemented and administered the LAN/WAN conversion for 25 sites, in
cluding project management and tracking for a $1.8M project
* Served as a liaison for non-technical superintendent and administrative staff
Senior Systems Analyst
Supported a diverse customer base through formal and informal needs assessments
and training sessions. Gathered user requirements, designed, programmed, tested
and implemented student/business systems on medium to large scale mainframes.
Accomplishments include:
* Designed and implemented standardized testing using Oracle in a UNIX environme
nt
* Provided committees direction in standardizing on common platforms
* Responsible for data flow, programming and documentation standards
* Implemented project management and tracking for projects
* Designed, managed and implemented the data center move along with providing ba
ck up and contingency procedures
EDUCATION
1976 Business Administration
Management and Marketing Emphasis
University of Nebraska, Kearney, Kearney, Nebraska
REFERENCES
Available on request