Robert Brown

Current

Director of Roaming Management at AT&T
Founder & Group Administrator at Wireless Internet Industry Executives (WIIE)

Past

Sr. Director of Carrier Sales at Global Crossing
Director of Sales at Dynegy Global Communications
Director of Sales at Level 3 Communications

National Sales Manager at Telecom Client Services, inc.
Sr. Sales Executive - Key Accounts at Dell
Marketing Manager at Dell
Founder/President at Instant Insight

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4 more...

Education

Northwestern California University School of Law
Colorado Technical University
The University of Texas at Austin

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Recommended

20 people have recommended Robert

Connections

500+ connections

Industry

Wireless

Websites

Robert Brown’s Summary

Senior-Level Management Executive – Solutions-oriented leader with more than 20 years of high-end business development and sales management experience offering expertise in building new company initiatives and customer relations. Recognized for driving results, managing performance, innovative thinking and risk taking. Consistently excels in challenging markets.

Bio

At AT&T Wi-Fi Services, Robert Brown oversees strategic Wi-Fi roaming and managed services partnerships with top brands including Qwest, T-Mobile, Sprint, Verizon, British Telecom, Nintendo, Sony, Microsoft Zune, Nikon, Boingo, iPass and many others. Since joining the company in 2004, he has been instrumental in developing long term relationships with strategic partners, significantly enhancing company profitability and increasing the visibility of the AT&T brand, recognized as an international leader in the design and integration of applications and software over wired and wireless carrier grade networks. At AT&T, our mission is to connect people with their world, everywhere they live and work, and do it better than anyone else.

Prior to joining AT&T Wi-Fi Services (formerly Wayport), Robert held key sales and marketing positions at Global Crossing, Dynegy, Level 3 (formerly Broadwing) and Dell Computer. Robert holds a BS degree from the University of Texas at Austin.

Robert Brown’s Specialties:

Sales Management; Strategic Partnerships; Organizational Development; Business Turnaround; Revenue Growth; Team Building; Outsourcing; Network Operations... in the Telecommunications, Wireless, Computer and Internet sectors.

Robert Brown’s Experience

Director of Roaming Management

AT&T

(Public Company; T; Telecommunications industry)

November 2004 — Present (5 years 1 month)

Responsible for fostering strategic relationships with wireless carriers and telcos, MVNOs, manufacturers of cellular handsets and Wi-Fi enabled consumer devices for wireless internet access worldwide, including Qwest, Verizon, Sprint, Sony, Nintendo, Nikon, Microsoft Zune, etc; Farm relationships with existing customers, create proposals and present solutions to customers, coordinate RFI/RFP responses, facilitate contracts including negotiating deal terms with customers and managing internal responses, organize tradeshow events, customer meetings, and sponsorships, and participate in product development discussions.

Key Achievements
• Closed largest roaming contract with Nintendo to enable seamless Wi-Fi authentication of their Nintendo DS gaming device at McDonald’s restaurants nationwide
• Facilitated first managed services contract for an ASP in Healthcare, ultimately spawning a new Healthcare sales and operations vertical for Wayport, now part of AT&T
Founder & Group Administrator

Wireless Internet Industry Executives (WIIE)

(Wireless industry)

October 2004 — Present (5 years 2 months)

The Wireless Internet Industry Executives (WIIE) group is an international assemblage of executives and professionals with the aim of networking among a community who shares experience and expertise in the wireless internet space.

To join this group, please go here: http://www.linkedin.com/e/gis/53404/1C70CF535C97

To connect with me, please go here: http://tinyurl.com/3el9dk
Sr. Director of Carrier Sales

Global Crossing

(Public Company; 1001-5000 employees; GLBC; Telecommunications industry)

2003 — 2004 (1 year )

Responsible for selling capacity on Global Crossing’s worldwide, fiber-optic IP backbone; providing global IP solutions to resellers, wireless providers, cable operators, internet service providers, fixed line and facilities-based carriers; leveraging the strength and breadth of their service portfolio and network in responding to the voice, video and data needs of their customers.

Key Achievements
• One of top ranked for new booked revenue in 2004
• One of top ranked for new customer contracts executed all year
Director of Sales

Dynegy Global Communications

(Public Company; 1001-5000 employees; DYN; Utilities industry)

2002 — 2003 (1 year )

Managed strategic accounts such as Bell Canada, Broadwing, Universal Access, Looking Glass, FiberNet, OnFiber, Progress Telecom and C3 Communications. Prospected and closed new opportunities with carriers, competitive local exchange carriers (CLECs), systems integrators, Internet Service Providers (ISPs), resellers and business partners/brokers. Created joint sales & marketing programs, teaming customers’ direct and indirect sales channels with Dynegy’s.

Key Achievements
• One of top ranked for new booked revenue three straight quarters
• One of top ranked for new customer contracts executed all year
Director of Sales

Level 3 Communications

(Public Company; 1001-5000 employees; LVLT; Telecommunications industry)

1996 — 2002 (6 years )

Note: worked for the former IXC Communications and Broadwing, which was acquired by Level3.

Led a team of eight Sales Executives responsible for $70 million annualized revenue. Planned and built customized network solutions for global strategic accounts, including competitive local exchange carriers (CLECs), Internet Service Providers, cable operators, content distribution companies, resellers and brokers. Developed some of the largest and most strategic initiatives and equity deals with the Broadwing executive staff, including multi-million dollar leased capacity and dark fiber projects. Created joint sales & marketing programs, teaming Worldcom’s and Sprint’s direct and indirect sales channels with Broadwing’s.

Key Achievements
• Facilitated a 5-year $264 million contract for UUNET, an MCI WorldCom company at the time, now part of Verizon
• Assisted in negotiations of $200 million buy/sell agreement with Bell Canada/Teleglobe
• Achieved President’s Club status
National Sales Manager

Telecom Client Services, inc.

(Privately Held; 11-50 employees; Telecommunications industry)

1994 — 1996 (2 years )

Managed a team of five sales executives responsible for telecommunications systems sales (e.g. PBX, key systems, Centrex, speed dialers, call accounting machines, and operator services) for large hospitality, property management and multiple-dwelling unit clients. Developed customer account plans including analysis, pricing, sales forecasts, operational feasibility, and capacity planning. Coordinated and oversaw administrative and technical support in the design, development & implementation of advanced operator services & zero plus (0+) long distance blocking.

Key Achievements
• Negotiated $2 million reseller agreement with Metromedia to manage credit card authorizations for long-distance calls made by vacation property renters.
• Coordinated installation of replacement telephone speed dialers into hundreds of East Coast vacation properties within days of Hurricane Gordon making landfall.
Sr. Sales Executive - Key Accounts

Dell

(Public Company; 10,001 or more employees; DELL; Computer Hardware industry)

1993 — 1994 (1 year )

Sold PCs, laptops, servers, peripherals and software to key enterprise and Fortune 2000 accounts.
Coordinated and oversaw administrative and technical support in the design, development, and implementation of complex network infrastructure sales.

Key Achievements
• Top ranked sales executive in “DellWare” division five consecutive quarters.
• Secured an average of $15 million in new contract revenue annually.
Marketing Manager

Dell

(Public Company; 10,001 or more employees; DELL; Computer Hardware industry)

1992 — 1993 (1 year )

Created and implemented customer-loyalty incentives for all Dell customers. Partnered with leading hardware/software manufacturers to design sales promotions. Authored inbound and outbound telemarketing scripts for Service & Support sales team. Developed “roll-out” campaigns for new PC/laptop/server lines. Managed advertisement purchases in major trade magazines & national newspapers. Assisted in the implementation of automated sales tracking and reporting systems.

Key Achievements
• Increased sales of extended warranty contracts by 1000%
• Was key player in getting Dell computers sold over QVC and Home Shopping Network, which today is one of Dell’s more profitable sales channels
Founder/President

Instant Insight

(Partnership; 1-10 employees; Computer Software industry)

1988 — 1992 (4 years )

Partnered with a Dell senior executive and formed Instant Insight as a strategic vertical marketing initiative aimed at drawing new buyers for Dell who were novice PC users. Wrote, produced and directed dozens of video-training programs on PC products and software. Managed advertisement purchases in newspapers, magazines, radio and TV. Coordinated production and placement of several infomercials. Handled production, fulfillment and distribution, including vertical marketing to both wholesale and retail clients.

Key Achievements
• Was first educational product line offered inside DellWare catalog, which was Dell’s catalog for software & peripherals

Robert Brown’s Education

Northwestern California University School of Law

JD/ Law , Law , 2008 — 2014 (expected)
Colorado Technical University

MBA , Concentration in Marketing , 2008 — 2010 (expected)
The University of Texas at Austin

Bachelor of Science , Mass Communications , 1990 — 1996

Additional Information

Robert Brown’s Websites:

Robert Brown’s Interests:

Experienced in business development and sales in wired and wireless services, including, voice and data over IP, ATM, Frame Relay, Private Lines, Optical (OCX), Wi-Fi, Wi-Max, and other telecommunications. Also enjoy playing live music and cutting tracks in the studio, traveling the world, and fostering lifetime relationships with friends, colleagues and business associates.

Robert Brown’s Groups:

Wireless Industry Executives, DallasBlue Business Network, DFW Interactive Marketing Association, DFW Entrepeneur Network, Alumni of University of Texas at Austin, Wireless Factors, UPSA, TopLinked.com, MyLink500, Wireless Internet Industry Executives (WIIE), LION, Sales & Selling Innovators

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