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Resume Gary Williams

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Gary P. Williams has over 20 years of experience in product development, marketing, sales, and leadership. He has a proven track record of success in start-ups, turnarounds, and established companies. His areas of expertise include new business development, sales strategies, product launches, and operational improvements. He currently serves as Vice President of Product Management and Marketing at Broadview Networks, where he has delivered strong growth and increased revenues.

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GARY P. WILLIAMS 906 Ridgewood Road  Millburn, NJ 07041  610.306.9279  gary.p.williams1@gmail.com EXECUTIVE PROFILE Over 20 years of success in developing and launching new products, accelerating early market adoption, and driving revenue, increased profit margins, and greater market share in start-up, turnaround, and established companies. Entrepreneurial executive with solid history of creating innovative solutions that quickly resolve challenging business issues and set strategic direction based on market opportunities and internal competencies. Recognized for delivering strong results and building high performance teams of top industry and functional talent. Collaborative, yet decisive leader skilled in developing and empowering staff, building synergies among diverse personalities, and rallying teams around corporate direction and goals. Available for relocation. AREAS OF EXPERTISE New Business Development – Strategic Market Planning – Sales & Marketing Strategies – B2B & B2C Selling Sales Force Development – Leadership Training & Development – Negotiations – Budgeting & Forecasting P&L Management – Organizational Design & Change – Turnaround Management – Project Management Product Development & Launch – Process & Productivity Improvements – Operational Streamlining PROFESSIONAL EXPERIENCE BROADVIEW NETWORKS, NJ 2009 – Present Vice President of Product Management & Marketing Created product strategies to enhance and grow $450MM annual revenue stream through transformative leadership, which included redefining the product portfolio direction and product management processes. Focused the executive team on an improved product mix of legacy and new advanced services. Selected Accomplishments:  Produced 47% growth in the flagship Voice over IP (VoIP) product within 10 months.  Increased base revenue by $4.5M in the current year through selective tactical price increases with no impact to customer retention.  Restructured and expanded the Product organizational into product development and product management expertise, which aligned skills with tasks to deliver improved results and focus through the entire product life cycle.  Leveraged Six Sigma to dramatically improve the product life cycle management process resulting in a single-year ROI of $750K.  Developed new products and enhanced existing products including MS Outlook integration, Automatic Call Distribution (ACD) system, Call Recording, Fax-to-Email, Software as a Service (SaaS), Infrastructure as a Service (IaaS) and Metro Ethernet resulting in new revenue streams and increases in targeted revenues. COMCAST, NJ & PA 2000 – 2009 Vice President of Business Services  2007 – 2009 Directed all operations of a division that grew to $39M with 58% profit margin, encompassing sales, marketing, operations, fulfillment, finance, P&L management, forecasting, and market planning. Managed $15M expense and $7.8M capital budgets. Led team of 70, plus matrixed group of 4 finance and marketing staff. Motivated internal technical operations, construction, network operations, engineering, and customer service teams to support Business Services activities. Selected Accomplishments:  Grew revenue from $20M to $39M in 2 years, while delivering 58% operating cash flow and 33% free cash flow by creating organizational structure and building fully functional teams.
Gary P. Williams Page 2 of 3  Led region with 11th largest market opportunity size to deliver 5th highest sales volume by building and motivating high performance sales and marketing teams. COMCAST, NJ & PA 2000 – 2009 Vice President of Business Services  2007 – 2009 (continued)  Doubled market share from 5.6% to 11.3% and customer base from 14.5K to 29K within 2 years by developing market strategy, establishing presence in marketplace, and introducing market-specific sales contests, incentives, and recognition programs.  Identified and met strategic marketing needs left unaddressed by company headquarters through creation of award-winning marketing campaigns, outside sales kits and collateral that were adopted nationally, plus co-branding marketing initiatives with Bloomberg and Best Buy.  Improved efficiency of marketing expenditure, market penetration, and sales force productivity by creating and leveraging market and customer analysis tools to segment marketplace, create vertical campaigns and targeted sales blitzes, and identify product use and acceptance in marketplace.  Drove on-time or ahead of schedule deployment of new services and capabilities by instituting project management discipline for product and process implementation. Director of Product Development, Business Services  2005 – 2007 Drove national business development in SMB market through new product launch, external partnership development, pricing and market strategy definition, and product/engineering/IS requirements definition. Partnered with engineering teams to lead technical development/evaluation and IS requirements creation. Managed team of three contract employees, plus multiple local and remote organizations in matrixed reporting structure. Selected Accomplishments:  Created a new $85M annual revenue stream by developing and launching company’s first two voice services within 6 months. These products grew in two years to 200K lines at $35 in monthly revenue each.  Established support required to create these brand new voice services by managing development of RFI to evaluate potential partners and leading vendor analysis and selection process.  Ensured clear communication of product definitions and requirements to all supporting groups by defining product requirements and future enhancement timelines, as well as creating product services descriptions and technical requirements documents.  Secured partner contracts and service agreements by collaborating with legal staff to develop agreements and negotiating contracts with vendors. Director of Business Voice Services  2003 – 2005 Promoted to direct all facets of Business Voice Services nationwide, plus wholesale residential voice services to partner company, including customer service, technical operations/engineering, regulatory compliance, and P&L management. Charged with integrating, optimizing, and transitioning Denver-based residential services acquisition with over 100 employees to partner company. Selected Accomplishments:  Reduced headcount of residential services group by 10%, while improving internal morale and collaborations by restructuring management staff and realigning reporting structure.  Demonstrated remote team management abilities through 40%+ travel to Denver providing career development, conflict resolution, motivational leadership, and organizational effectiveness planning.  Eliminated $10M of costs in first year by reducing expenses 35% through development of effective organizational structure and decrease in redundant software, operations, and external telecom costs.  Transitioned residential services acquisition to partner company and eliminated $15M annual negative cash flow through interactions with C-level officers, corporate business development, corporate legal, engineering, operations, customer services, IT/IS, and finance groups.
Gary P. Williams Page 3 of 3 Director of Network Planning, Sales Engineering & Vendor Management  2000 – 2003 Directed all network planning encompassing layout, locations, equipment design, and budget for start-up business unit. Led sales engineers to meet customer-specific requirements by creating custom designs. Developed and managed $234M network capital and $21M expense budgets. Provided oversight and direction for 20 employees. Selected Accomplishments:  Established successful start-up environment by hiring, training, and leading team of 20 engineers, planners, and consultants.  Enabled engineering to plan, build, and operate state-of-the-art telecommunications network through process and procedure development.  Saved $1M in annual costs by negotiating 35% reduction in network lease expenses. AT&T, NJ 1995 – 2000 Director of Planning & Program Development  1999 – 2000 Manager of Planning & Program Development  1998 – 1999 Manager of Business Development  1995 – 1998 Promoted to lead 17-member team in developing and implementing network capacity improvement plans and technology deployment programs. Drove business development efforts and activities for company expansion into local markets. Developed action plans, assessed opportunities, and created contract term sheets. Selected Accomplishments:  Expanded service area coverage from zero to 4.4M homes within 3 years by creating and implementing network and program plans.  Enabled capacity for new product launch and services provisioning by developing network fundamental plans and program plans for 14 product lines in 53 markets.  Delivered $16M in annual cost reductions by developing and managing program to convert business customers to AT&T facilities.  Reduced network operating costs, while increasing service capacity by negotiating dedicated and switched access service agreements with competitive access providers (CAPs).  Enabled company to enter local markets in seven states through successful lease negotiations with utility and telecommunications companies. Additional Experience: Senior Account Executive and Information Systems Staff Member with AT&T Network Systems, NY & NJ Technical Staff Member and Project Engineer with Comcon, NJ EDUCATION & CERTIFICATIONS RUTGERS UNIVERSITY GRADUATE SCHOOL OF BUSINESS  Master of Business Administration (MBA) in Finance RUTGERS UNIVERSITY COLLEGE OF ENGINEERING  Bachelor of Science in Electrical Engineering SIX SIGMA BLACK BELT (NOV. 2010) AFFILIATION & VOLUNTEERISM National Ski Patrol  Hunter Mountain Volunteer Patroller of the Year, 2008 Millburn-Short Hill Little League Coach

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Resume Gary Williams

  • 1. GARY P. WILLIAMS 906 Ridgewood Road  Millburn, NJ 07041  610.306.9279  gary.p.williams1@gmail.com EXECUTIVE PROFILE Over 20 years of success in developing and launching new products, accelerating early market adoption, and driving revenue, increased profit margins, and greater market share in start-up, turnaround, and established companies. Entrepreneurial executive with solid history of creating innovative solutions that quickly resolve challenging business issues and set strategic direction based on market opportunities and internal competencies. Recognized for delivering strong results and building high performance teams of top industry and functional talent. Collaborative, yet decisive leader skilled in developing and empowering staff, building synergies among diverse personalities, and rallying teams around corporate direction and goals. Available for relocation. AREAS OF EXPERTISE New Business Development – Strategic Market Planning – Sales & Marketing Strategies – B2B & B2C Selling Sales Force Development – Leadership Training & Development – Negotiations – Budgeting & Forecasting P&L Management – Organizational Design & Change – Turnaround Management – Project Management Product Development & Launch – Process & Productivity Improvements – Operational Streamlining PROFESSIONAL EXPERIENCE BROADVIEW NETWORKS, NJ 2009 – Present Vice President of Product Management & Marketing Created product strategies to enhance and grow $450MM annual revenue stream through transformative leadership, which included redefining the product portfolio direction and product management processes. Focused the executive team on an improved product mix of legacy and new advanced services. Selected Accomplishments:  Produced 47% growth in the flagship Voice over IP (VoIP) product within 10 months.  Increased base revenue by $4.5M in the current year through selective tactical price increases with no impact to customer retention.  Restructured and expanded the Product organizational into product development and product management expertise, which aligned skills with tasks to deliver improved results and focus through the entire product life cycle.  Leveraged Six Sigma to dramatically improve the product life cycle management process resulting in a single-year ROI of $750K.  Developed new products and enhanced existing products including MS Outlook integration, Automatic Call Distribution (ACD) system, Call Recording, Fax-to-Email, Software as a Service (SaaS), Infrastructure as a Service (IaaS) and Metro Ethernet resulting in new revenue streams and increases in targeted revenues. COMCAST, NJ & PA 2000 – 2009 Vice President of Business Services  2007 – 2009 Directed all operations of a division that grew to $39M with 58% profit margin, encompassing sales, marketing, operations, fulfillment, finance, P&L management, forecasting, and market planning. Managed $15M expense and $7.8M capital budgets. Led team of 70, plus matrixed group of 4 finance and marketing staff. Motivated internal technical operations, construction, network operations, engineering, and customer service teams to support Business Services activities. Selected Accomplishments:  Grew revenue from $20M to $39M in 2 years, while delivering 58% operating cash flow and 33% free cash flow by creating organizational structure and building fully functional teams.
  • 2. Gary P. Williams Page 2 of 3  Led region with 11th largest market opportunity size to deliver 5th highest sales volume by building and motivating high performance sales and marketing teams. COMCAST, NJ & PA 2000 – 2009 Vice President of Business Services  2007 – 2009 (continued)  Doubled market share from 5.6% to 11.3% and customer base from 14.5K to 29K within 2 years by developing market strategy, establishing presence in marketplace, and introducing market-specific sales contests, incentives, and recognition programs.  Identified and met strategic marketing needs left unaddressed by company headquarters through creation of award-winning marketing campaigns, outside sales kits and collateral that were adopted nationally, plus co-branding marketing initiatives with Bloomberg and Best Buy.  Improved efficiency of marketing expenditure, market penetration, and sales force productivity by creating and leveraging market and customer analysis tools to segment marketplace, create vertical campaigns and targeted sales blitzes, and identify product use and acceptance in marketplace.  Drove on-time or ahead of schedule deployment of new services and capabilities by instituting project management discipline for product and process implementation. Director of Product Development, Business Services  2005 – 2007 Drove national business development in SMB market through new product launch, external partnership development, pricing and market strategy definition, and product/engineering/IS requirements definition. Partnered with engineering teams to lead technical development/evaluation and IS requirements creation. Managed team of three contract employees, plus multiple local and remote organizations in matrixed reporting structure. Selected Accomplishments:  Created a new $85M annual revenue stream by developing and launching company’s first two voice services within 6 months. These products grew in two years to 200K lines at $35 in monthly revenue each.  Established support required to create these brand new voice services by managing development of RFI to evaluate potential partners and leading vendor analysis and selection process.  Ensured clear communication of product definitions and requirements to all supporting groups by defining product requirements and future enhancement timelines, as well as creating product services descriptions and technical requirements documents.  Secured partner contracts and service agreements by collaborating with legal staff to develop agreements and negotiating contracts with vendors. Director of Business Voice Services  2003 – 2005 Promoted to direct all facets of Business Voice Services nationwide, plus wholesale residential voice services to partner company, including customer service, technical operations/engineering, regulatory compliance, and P&L management. Charged with integrating, optimizing, and transitioning Denver-based residential services acquisition with over 100 employees to partner company. Selected Accomplishments:  Reduced headcount of residential services group by 10%, while improving internal morale and collaborations by restructuring management staff and realigning reporting structure.  Demonstrated remote team management abilities through 40%+ travel to Denver providing career development, conflict resolution, motivational leadership, and organizational effectiveness planning.  Eliminated $10M of costs in first year by reducing expenses 35% through development of effective organizational structure and decrease in redundant software, operations, and external telecom costs.  Transitioned residential services acquisition to partner company and eliminated $15M annual negative cash flow through interactions with C-level officers, corporate business development, corporate legal, engineering, operations, customer services, IT/IS, and finance groups.
  • 3. Gary P. Williams Page 3 of 3 Director of Network Planning, Sales Engineering & Vendor Management  2000 – 2003 Directed all network planning encompassing layout, locations, equipment design, and budget for start-up business unit. Led sales engineers to meet customer-specific requirements by creating custom designs. Developed and managed $234M network capital and $21M expense budgets. Provided oversight and direction for 20 employees. Selected Accomplishments:  Established successful start-up environment by hiring, training, and leading team of 20 engineers, planners, and consultants.  Enabled engineering to plan, build, and operate state-of-the-art telecommunications network through process and procedure development.  Saved $1M in annual costs by negotiating 35% reduction in network lease expenses. AT&T, NJ 1995 – 2000 Director of Planning & Program Development  1999 – 2000 Manager of Planning & Program Development  1998 – 1999 Manager of Business Development  1995 – 1998 Promoted to lead 17-member team in developing and implementing network capacity improvement plans and technology deployment programs. Drove business development efforts and activities for company expansion into local markets. Developed action plans, assessed opportunities, and created contract term sheets. Selected Accomplishments:  Expanded service area coverage from zero to 4.4M homes within 3 years by creating and implementing network and program plans.  Enabled capacity for new product launch and services provisioning by developing network fundamental plans and program plans for 14 product lines in 53 markets.  Delivered $16M in annual cost reductions by developing and managing program to convert business customers to AT&T facilities.  Reduced network operating costs, while increasing service capacity by negotiating dedicated and switched access service agreements with competitive access providers (CAPs).  Enabled company to enter local markets in seven states through successful lease negotiations with utility and telecommunications companies. Additional Experience: Senior Account Executive and Information Systems Staff Member with AT&T Network Systems, NY & NJ Technical Staff Member and Project Engineer with Comcon, NJ EDUCATION & CERTIFICATIONS RUTGERS UNIVERSITY GRADUATE SCHOOL OF BUSINESS  Master of Business Administration (MBA) in Finance RUTGERS UNIVERSITY COLLEGE OF ENGINEERING  Bachelor of Science in Electrical Engineering SIX SIGMA BLACK BELT (NOV. 2010) AFFILIATION & VOLUNTEERISM National Ski Patrol  Hunter Mountain Volunteer Patroller of the Year, 2008 Millburn-Short Hill Little League Coach