Please tell us a little about your professional background and how long you’ve been in the industry.
I have been in Telecom since 1999 and have worked in sales support, operations and sales management for Competitive Local Exchange Carriers (CLECs) and Managed Services Providers (MSPs). I started my career in a sales support role at TNCI, a long-distance reseller, before joining Granite Telecommunications. While at Granite, I served as Director of Sales and Operations and developed the company’s structured cabling systems division. After six years at Granite, I joined BullsEye Telecom as Strategic Partner Manager. There, I led sales to multilocation businesses, specializing in a range of products including SD-WAN, internet connectivity, and POTS lines. Before joining AireSpring, I served as Director-Partner Sales at Moruga, Inc., a technology solutions broker and full-service MSP, and as CEO of Army Telecom LLC, a vendor agnostic independent field services company focused on carrier services, managed IT, and energy.
Tell us about your role at AireSpring.
My role as a Regional Channel Manager is to develop, maintain and expand the relationships with sales agents throughout the New England region. I work with our channel partners to bring them top-notch service to ensure we offer the best solutions to our customers. My goal is to connect with every master agent and technology service broker (TSB) that we do business with so that we understand their expectations and create a defined critical roadmap from a pre-sales perspective so we can all hold each other accountable throughout the sales process.
Another important part of my role is talking to solutions engineers. When I ran my agency, 90 percent of the time on a first discovery call with a potential customer, I always had the solutions engineer (SE) on the call with me. At the end of every discovery call, if we established next steps, the SE would immediately know which carrier that they were going to engage with. My strategy now at AireSpring is to establish relationships with SEs on the master agent side so when they have that first discovery call, they will remember my name and turn to AireSpring for solutions.
Connecting with agents that I used to support at BullsEye, talking to people within the industry that I know to meet new agents, and meeting face-to-face are all major parts of my role as well. Getting to break bread over lunch, have coffee, and shake hands is crucial, and I look forward to continuing to expand those relationships to drive revenue and help the New England region grow.
What do you enjoy most about working at AireSpring?
I really enjoy working with a team of industry experienced professionals here at AireSpring. My colleagues have the most experience out of any organization I have been a part of in my career, and it has been refreshing. The greatest risk for an agent these days is to go to a carrier that has a polished sales team but an inexperienced operational support system. I saw that happen under my watch at other carriers and have heard the same from others I’ve worked with. It was important for me to join an organization that had experience in these areas.
The awards AireSpring has won recently, including the 2022 Stevie Award for Sales and Customer Service- Back-Office Customer Service Team of the Year and 2022 INTERNET TELEPHONY SD-WAN Product of the Year Award, also make AireSpring a massive differentiator in the industry. The team I work with are experts in both operations and sales and these awards acknowledge that. The AireSpring team’s depth of experience allows us to be taken very seriously. Recently, Telarus partners voted AireSpring as best carrier to work with. Winning the Telarus Partners' Choice Award for the Best Overall Supplier speaks for itself—agents love working with AireSpring.
What are some of your hobbies or interests outside of the office?
I enjoy taking trips to my family home on Martha’s Vineyard and spending weekends on the beach. I coach my son’s flag football team, which is as much fun for me as it is for him. There are probably about 130 kids who play flag football at his school, and all the families come out on the weekend and enjoy it.
I also love to golf. I live in a town south of Boston called Duxbury, known as “Cape Cod without the foot traffic.” It’s very beautiful and there are golf courses along the water, so it’s great to get out there and get your mind off things. I often bring partners out to the golf courses here. I have an office in Plymouth which overlooks Plymouth Harbor and agents love coming down to work for the day and spend time exploring the shops and restaurants in downtown Plymouth.
