Todd Miller

Wayne, IL 60184
www.linkedin.com/pub/todd-miller/28/302/375
Home: 630.830.4337 toddbrucemiller@gmail.com Cell: 630.698.4337

SUMMARY

Visionary Account Executive with proven success in business research, analysis, development and
revenue attainment. Sold over $600 million of computer and storage systems hardware and software on
50 projects in Enterprise, Commercial and Government markets. Met and exceeded sales quotas over $25
million per year. Won Sunrise Club Annual Sales Goal Achievement 12 times. Built, motivated, managed
high performance sales teams. Excellent communicator and negotiator with experience as both a vendor
and customer. Engineering background in Telecommunications and Networking. Expertise in all aspects of
technology sales:
Strategic Planning and Marketing Consultative / Solution Selling
Presentation and Negotiation Skills Staff Recruitment and Training
Pipeline and Sales Cycle Management Revenue and Expense Management
Technical Evaluation and Adaptation Project / Life-cycle Management

PROFESSIONAL EXPERIENCE

ORACLE / SUN MICROSYSTEMS, INCORPORATED, Itasca, IL 1996 – 2010

Oracle Corporation, a global enterprise software company with 105,000 employees develops,
manufactures, markets, distributes, and services database, applications, middleware software, and
hardware systems.
Account Executive, OEM Sales Development, Alcatel-Lucent Account
Conceived, executed winning sales strategies for embedded OEM computer systems, storage systems,
middleware software, and support sales to Alcatel-Lucent, a $22B Global Telecommunications Network
Equipment Provider (NEP). Solutions were jointly resold to Tier 1 Service Providers (SP) Verizon Wireless,
Vodafone, Sprint, AT&T, Tata, Telecom Italia, France Telecom, China Telecom and others.

Developed embedded systems sales strategy, forecast, and market entry plan. Won first OEM systems
contract at Alcatel-Lucent for $3 million.
Built, managed deployment and client support team including Value-Added Reseller (VAR) partner
relationships. Recommended product feature, life cycle, change processes required to meet Telco
NEP RFP requirements and closed new multi-year contract for $15M.
Sold App server, Identity, Directory, Content Delivery software. Implemented Virtualization technologies.
Predicted 300 – 400% performance improvements for customer application. Validation by joint test
resulted in $30M contract win.
Built repeatable technology capture business model including OEM strategy forum, Developer Days'
on-site technology forums, collaboration website. Sales grew to over $600M, annual revenue
exceeding $280M/year.
Wrote, executed plan for market entry into LGSInnovations, an Alcatel-Lucent company and
Government contractor. Developed strategic partnership with CEO and VP Strategy on 8 initiatives,
including cloud computing, resulted in 10 OEM design wins, $18M annual revenue potential.
Director, Flexible Field Office (FFO) Program 1996
Promoted to Director, wrote FFO white paper and financial model. Assembled and directed cross-
functional business operations team in design of new facility supporting enterprise IT systems sales teams.
Developed successful build out plan transitioning 400 employees to 'hotel' office reservation model.
Successfully promoted FFO to current employees as positive change. Achieved 2.7 – 1 reduction in
offices and build out cost reduction of 30%.

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ORACLE / SUN MICROSYSTEMS, INCORPORATED (Continued)

District Sales Manager, Midwest District 1995 – 1996
Responsible for executing Region operating plan and management of business processes including
goaling, sales forecasting, budgeting, expense management, planning and long term strategy. Responsible
for management of customer evaluation, satisfaction, problem resolution. Primarily Enterprise IT systems
servers and desktops for customer in the midwest and Chicago area.
Recruited numerous talented sales representatives and systems engineers for enterprise sales team.
Development and management of successful sales strategies and campaigns resulting in influential
relationships with customers at all levels and won profitable business at Lucent Technologies, Tellabs,
Ameritech, Motorola, and others.
Led district sales team through a period of serious product quality issues, kept customers and their
confidence, met $20M annual sales goal.
Wrote proposal for Sun to manufacture products for $2B/year Telecommunication NEP OEM/SP
market, working directly with the Sun CEO, Vice President of Sales and products Senior Vice
President. Resulting Sun Netra product line grew to $1.8B in annual revenue.
Analyzed enterprise IT product revenue mix and margins and customer direction. Led sales team on
visionary shift of direction and resources from plateauing enterprise IT commercial product line sales to
OEM embedded product sales, increased annual revenue growth rate from 0% to 30%.

Regional / Systems Engineer 1994

Designed network software development environment and Enterprise IT systems, which won new
major Enterprise, Commercial and Telecommunications accounts including Rockwell, Northrop, GE
Medical, AT&T Bell Labs, Visa, McDonald's.
Planned, designed, and built successful Sun Technology Demonstration Center in Schaumburg, IL.
Designed Sun Enterprise Systems Planning (SunESP) methodology to meet performance and reliability
expectations, eliminating customer complaints on large Enterprise IT deployments. SunESP mandated
by Sun for all large server sales, result was dramatic reduction in escalations, large server revenue
increased to over $1B per year. Awarded Systems Engineer of the Year.

ADDITIONAL EXPERIENCE

ROCKWELL SWITCHING SYSTEMS DIVISION, Downers Grove, IL

CASE R&D, PBX, ACD, OS Software Engineer

WESCOM SWITCHING, Downers Grove, IL

Manufacturing Test Engineer
EDUCATION

BS, Computer Science, Illinois Benedictine College, Lisle, IL, (95% Complete)
AAS, Electronics Technology, Elgin Community College, Elgin, IL

PROFESSIONAL DEVELOPMENT

Management and Leadership

Value Selling, Holden Fox, Power Base Selling, Strategic Negotiation
Sun Sigma

ASSOCIATIONS

Armed Forces Communications and Electronics Association