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Jay's Bio 

Jay currently resides in Dallas, TX, and is married (34 years) with two adult children. Jay was born in Green Bay, Wisconsin, and grew up in Bloomington, MN, and is a fan of both the Packers and the Vikings (which is quite rare)!  He attended college at the University of North Dakota on an athletic scholarship (football) and earned a bachelor’s degree in Engineering Management in 1982.  He was a captain on the football team and was invited to try out with the Seattle Seahawks and the Baltimore Stars (USFL) as an offensive lineman after graduating from UND.

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After losing some of his playing weight, Jay was hired by ADC (now Commscope) in Minneapolis as an inside salesperson in 1983. 

 

Key accomplishments

  • Promoted after 11 months to an Account Manager for the Great Lakes region (set the record for fastest to field sales). 

  • Exceeded his quota (137%) in his first year and landed multiple new customers. 

  

Jay was then hired by Granger Associates (start-up in San Jose,CA and now part of Nokia) to serve as their salesperson in the Midwest in 1985. 

 

Key accomplishments

  • Won the rookie of the year sales award

  • Significantly exceeded his quota in his first two years. 

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Granger was then acquired by DSC Communications (now Nokia) which was based in Dallas, TX. 

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Key accomplishments

  • Promoted to first management position as Director of Sales in 1987 and relocated to Reston, VA

  • Exceeded his quota for 1987 - 1991 and was awarded President's Club each year.

  • Opened up the first-ever DSC office in Chicago covering all DSC products to all customers in the Midwest

  • Exceeded quota for both 1989 and 1990.

  • In 1991, Jay led a small team that won a $300M RFP issued by Ameritech (now AT&T) for Access Technology.  It was the largest award ever to an access technology supplier.

  • Jay was promoted to Regional VP of Sales in 1992 and hired a team of 40+ sales, sales engineers, and support people to implement that contract which totaled well over $2B in the next 15 years. 

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In 1994, Jay was promoted to VP of Access Sales for the US and was responsible for all Access Product sales and service to the Regional Bell Operating Companies. He and his family relocated to Dallas where Jay grew the business by 31% in 1994 totaling $450M in sales

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From 1995 to 1997, Jay was asked by the CEO of DSC to use his market knowledge to lead product development as a VP/GM of Broadband Products, International Access Products, and finally Internet Products.  He had full P&L responsibility for each Business Unit developing unique and differentiated products for the global communications market including AIrspan (Wireless Broadband) and Internet Off-load (4 patents awarded).  

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In late 1997, Jay was promoted to VP of North American Telco Sales where he managed a team of 170 salespeople located throughout the US.  As he began to manage larger sales teams, he realized that he needed better processes to insure that salespeople were focused on growing net-new business by selecting the best opportunities to work on with a written plan to ensure success.   This was the start of a 25-year journey that created SMS/PPS!

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Key accomplishments:

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  • In 1999, he grew bookings by 28% using SMS/PSS techniques which exceeded $1B in sales for the first time.

  • Led the Integration of the NA sales organization after the acquisition of DSC by Alcatel in 1998.

 

In 1999, Jay was promoted to Group Vice President of Sales and Marketing for Alcatel USA leading a team of 600 sales and marketing professionals covering all customers in the US - reporting to the CEO of Alcatel USA.

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Key accomplishments:

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  • Grew business in 2000 by 31% over 1999 and exceeded his quota of $5B billion using the SMS/PSS modules.

  • Signed both AT&T and Verizon to multi-billion dollar contracts for Access Networking Equipment (ADSL and FTTH) using SMS/PSS techniques and RFP/Q WIN Planning

  

In 2002, Jay was recruited back to join ADC (now CommScope) as the Senior Vice President of Global Sales, Marketing, and Customer Service where he served as a Section 16 officer.  Jay led a team of 400 sales, customer service, and marketing professionals.  He was instrumental in helping ADC return to growth after multiple quarters of shrinking revenue.

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Key Accomplishments:

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  • ·In Q1 of 2003, ADC reported their first quarterly growth (8%) since 2001 while reducing headcount 16% using SMS/PSS

  • Used SMS/PSS to identify the salespeople that could deliver new business, top-grade those that could not (~20%), and brought in new talent to drive revenue growth.   

 

In 2004, Jay established Sales Management Solutions (SMS) Consulting Services to offer his portfolio of sales processes to help technology companies optimize their selling processes, drive revenue growth, and improve their go-to-market functions.

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Key Accomplishments:

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  • Secured contracts with Microsoft, Reflect Systems (IP Video Broadcasting), GENBAND/Ribbon (Media Gateways), Aktino (Copper bonding), Carrius Technologies (IP Access Gateways), and others.

 

Jay was recruited to join Somera in 2004 as the SVP of Global Sales and Marketing where he transformed the sales and marketing function (80 professionals) from transactional selling to value/solution selling using SMS. 

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Key accomplishments:

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  • Improved company profitability by 23% and grew revenue by 11% in 2005 while top-grading much of the sales team using SMS/PSS Account reviews and CAMPS focus

  • Signed agreements with AT&T, Verizon, Sprint, and T-Mobile and rolled out the Industry’s first comprehensive Asset Management Service

  • Participated in the sale of Somera to Telemar Networks

  

Jay was recruited to serve as the Senior Vice President of Global Sales for Spirent in 2006 leading a team of 300 sales and support professionals

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Key Accomplishments:

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  • Grew sales 11% YoY and delivered the highest booking quarter in 2 years in Q4 2006 using SMS/PSS to specifically target new customers and applications

  • Increased yearly bookings by 21%  launching a company-wide initiative to drive SMS/PSS business case selling methodology to focus on the economics of test and measurement versus differentiating on a technical level.

  • Implemented Global Key Account Management and grew the year-over-year business with Cisco by more than 30%.

  

Jay joined Telmar Network Technology in 2007 as the SVP of Global Sales and Marketing managing a team of over 100 sales and marketing professionals. 

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Key Accomplishments

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  • Exceeded Annual Operating Plan for 2008 by 10% and drove margin levels up 9% to all-time highs using Core SMS.

  • Completed significant upgrade (>60%) of sales organization using SMS to staff his team with hunters who could sell solutions and value and closed contracts with Verizon, CenturyLink, AT&T, Frontier, and many more.

  • Won new global multi-million dollar services agreements with Nokia and GENBAND (now Ribbon) using SMS.

 

Jay was recruited in 2006 to be the first SVP of Global Sales and Service for Cambium Networks after it spun out of Motorola.

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Key Accomplishments:

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  • Grew company-wide sales 17% YoY while increasing the International business by over 30% using SMS/PSS and WIN Planning

  • Top-graded 30% of the sales/sales management to hunters using SMS top-grading techniques.

  

Jay was recruited to serve as the SVP of Global Sales and Business Development for Airvana which CommScope acquired Airvana in late 2015.

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Key Accomplishments

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  • Closed the first order for OneCell (new indoor O-RAN solution) using SMS/PSS within 4 months of joining

  • Exceeded EBITA targets by 28% in 1st year by using SMS/PSS

  • Signed field trial contracts for OneCell with 5 major global wireless operators (Vodafone, Telefonica, AT&T, M1 Singapore, and América Móvil)

  • Participated in the sale of Airspan to Commscope

   

Recruited by Steve Picket (former CEO of Telmar) to lead Global Sales and Marketing at RigNet in 2016 which is wireless communication, SaaS (AI/ML), and cybersecurity service provider, where he also served as a Section 16 officer. Nearly all sales were sold "as a service" providing monthly reoccurring revenue.

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Key Accomplishments:

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  • Drove the Digital Transformation of RigNet from selling marked-up connectivity services to value-selling “Digital Service Solutions” using the SMS Top-Grading model. 

  • Exceeded the company Plan for revenue ($205M) and EBITDA ($30M) in 2017 insuring the company bonus plan paid out for the first year since 2013 using SMS CAMPS and WIN Planning

  • Grew sales from $205M to $239M (17%) in 2018 in a flat energy market by implementing proven SMS processes and penetrating new markets.  Continued revenue growth in 2019 while increasing EBIDTA by 18%.

  • Personally identified an undervalued AI/ML Company (Intelie) using the SMS CAMPS model and drove the recruitment and final acquisition.  Grew YoY revenue by 127% in 2018 and over 100% growth in 2019.

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Recruited by Charlie Vogt, CEO of DZS to serve as the SVP of Sales.  DZS is an Access provider to global Service Providers

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Key Accomplishments:

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  • Used SMS/PSS to insure all salespeople were focused on winning new logos and expanding the mix of products our current customers were buying.

  • Delivered the first +$100M booking quarter ever in DZS history in Q4 of 2020 and followed that with 7 consecutive +$100M quarters.

  • Delivered a record $504M in bookings in 2021 which was 62% higher than in 2020 ($301M) in spite of the challenging supply chain issues

  • Grew backlog to a record $225M in 2021 which was 315% higher than in 2020 ($71M).

  • Delivered 105 net new customers driving over $75M in new bookings in 2021 and 2022.

  • Was integral in the acquisition of three companies that significantly expanded our portfolio with Software (Rift and ASSIA) and Optical Transport (Optelian).  Developed extensive training programs to ensure the existing sales team could properly engage with customers

  • Hired and top-graded ~30% of the sales staff to meet the changing mix of products/ solutions

  • Won 3 new Global Tier 1’s in 2022 who will purchase Access and Orchestration products

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