Costa Chatjiantoniou
Ottawa
Summary
The key message to leadership to is “Elevate individuals to be the best versions of themselves”. Through “Coaching to a cause” and building trust with the team. I have had great success with the teams I have created and nurture. Removing obstacles and being strategic with our processes. Creating a team that is overachieving and looking down at quota is what I do. Leveraging both the Art and Science of sales, looking both at a telescope view and microscope view. To not just sell today but build long term repeatable growth within the organization.
Overview
21
21
years of professional experience
Work History
Head of Sales, Sherweb Cloud Services
Sherweb
12.2021 - Current
- Met with clients, delivering presentations, and educating on product and service features and offerings.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Established and cultivated solid business relationships with new or existing customers.
- Closed lucrative sales deals using strong negotiation and persuasion skills.
- Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Facilitated regular team meetings to discuss challenges, successes and strategies.
- Trained and coached sales team members on best practices for customer service and sales techniques.
Enterprise Sales Director
Canada & Central US, Allstream Business Inc
10.2020 - 12.2021
- Moved into a strategic role to help drive Allstream’s big picture for growth
- Top Sales team North America for 2021 YTD
- Achieved 110%+ of team quota for Q1&Q2 2021, on track to achieve 100%+ for Q3
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Built relationships with customers and community to establish long-term business growth.
- Recruited, trained and mentored salesforce of 12.
- Overseeing special projects as well my standard business project to grow the brand
- Member of the Allstream Business Strategy team, which has a focus on growing the innovation of Allstream within our product scope and customer segmentation
- Member of the 15-person Allstream Sr leaders’ group – where we meet bi-annually to drive direction and growth of the organization
- Allstream Steering committee member
- Working directly with the Product Business Unit leaders to position their products within my team and meet sales targets.
Enterprise Sales Manager
Allstream Business Inc
11.2018 - 10.2020
- Represent Allstream on an executive level across Canada &
- Central US, Hands on Manager – overseeing the Canadian Direct Field
- Sales team
- (Allstream growth engine for Canada)
- Top Sales team North America for 2020 YTD
- Top Sales team in 2019 – 3 of my team in the top 5 Account
- Executives throughout North America
- QoQ growth of 19% (2019 Stats)
- Member of the Allstream Business Strategy team, which has a focus on growing the innovation of Allstream within our product scope and customer segmentation
- Member of the 30-person Allstream leaders’ group – where we meet bi-annually to drive direction and growth of the organization
- Working directly with the Product Business Unit leaders to position their products within my team and meet sales targets
- Work with my fellow managers to execute the company’s vision as a unified front
- Manage the quarterly forecast and work with my team to achieve our committed amount
- Manage the quarterly forecast and work with my team to achieve our committed amount
- To help my team members to be better sellers and so they achieve their personal growth objectives
- Working with the marketing team on campaigns and lead generation objectives
- Supporting regional team members so they can achieve they sales goals, helping them to get to the next level as a sales professional
- Represent Allstream on an executive level across Canada
Unified Communications Account Executive
Allstream Business Inc
12.2017 - 11.2018
- Executive with a focus on acquiring new logos and growing over Monthly Reoccurring Revenue
- Working with various product groups within Allstream to help refine our offering to win the new logos
- Well versed in all solutions and product offerings – to make my customers treat me as a trusted adviser
- Sharing my experiences with the colleagues on how to move customers to the Cloud
- Strong track record on closing large opportunities and RFPs
- Quota over achiever 167% of Quota Q1 2018, 118% of Quota
- Q2 2018, 251% of Quota Q3 2018
- Working closely with the Canadian team to help mentor team members with less Unified Communications solution selling experience
- Participate in regional events representing Allstream and its abilities for Out of the box thinking, as “we can’t” is not an option.
Vice President of Global Sales
Aheeva Technologies
10.2016 - 12.2017
- Oversee the global sales force (both Direct and Channel) for all of Aheeva Premise, and Cloud based sales
- Review and maintain sales budget for all regions – with local teams to meet and exceed quotas in the region
- Present brand awareness in new regions, brought new territory managers to create a true channel friendly company
- Increased revenue 12% from 2016 to 2017
- Redefined a more structured Channel program
- Grew markets in EMEA and Latin America (Channel focused)
- Forecast and maintain national sales quotas for all global regions
- Work closely with the executive team to drive direction of the
- Aheeva as a brand
- Oversaw analysis of competitive product offering, allowing sales to build a strategy (by region)
- Created the Aheeva Sales Process to streamline our efforts
- Set quarterly and annual sales targets for regional Territory
- Managers
- Participate in National and International Trade Show
- Manage strategic relationship for Aheeva – bringing on new and relevant industry partnerships
- Nurturing growth within the sales team – allowing my team to meet and exceed their potential
National Open Solutions Channel Manager
Mitel
02.2014 - 10.2016
- Maintain the Canadian distribution channel for Mitel’s Open
- Solutions portfolio (7 Distributors)
- Maintain the Canadian Reseller channel program for Mitel’s
- Open Solutions portfolio (293 partners)
- Matter expert for Telco Channel Managers – helping to maintain relationships (5 Canadian Telecommunications
- Companies)
- Increased Channel Revenue 24% in 2015
- Forecast and maintain national sales quotas for all Open
- Solutions products
- Onboard new partners both reseller and distributors
- Conduct training seminars for external partners and internal team members (Sales/Technical)
- Center of Excellence designation for Canada for all Open
- Solutions products
- Manage supply chain relationship with internal Mitel teams for
- Canadian inventory
- Work closely with Field and Technical Marketing on growth targets for regional and national growth
- Conduct new product launches with Product Management
- Set quarterly and annual sales targets for regional Channel
- Managers
- Participate in National and International Trade Show events as matter expert in Open Solutions
Regional Channel Manager
Aastra Telecom
04.2013 - 02.2014
- (Acquired by Mitel)
- Maintained Regional Canadian distribution Channel
- Relationship for Eastern Canada (3 Distributors)
- Maintained the Canadian Reseller Channel relationship for
- Eastern Canada (85 partners)
- Supported National Bell Canada and Regional Bell Aliant relationships
- Forecast and maintain regional sales quotas
- Regional Channel recruitment efforts
- Conducted training seminars for reseller partners (Sales/Technical)
- Conducted new product launches with Product Management
- Participated in National and International Trade Show events
Product Sales Manager Unified Communications
Interwork
11.2009 - 12.2012
- Communications
- Interwork Technologies
- Increased revenue annually on average 40%, increased gross margin by 26%
- Engagements with Vendor relations, helping to on board vendors new vendors to the Voice / Unified Communications portfolio
- Managed all Value-Added Reseller relationships (with a voice and UC focus) in all regions of Canada and the US (approx
- 800 partners)
- Conducted and oversaw all sales and marketing efforts for the
- Voice and UC practice for Interwork both on a VAR and Vendor level
- (tradeshow, webinars, email campaigns, and telemarketing)
- Conducted product sales forecasts monthly – reporting to management – outlining trends and new opportunities
- Managed over 10 vendor lines each numerous products and services
- Created and administered training programs for Sales and
- Technical staff for internal purposes at Interwork Technologies
- Created Pre-Sales material “battle cards” to be used by regional and inside sales teams
- Conducted routine follow up communications with existing
- VARs to forecast sales opportunities and inform them about new products and solutions to create opportunity
- Helped to coordinated trade show events and participated in multiple shows on the floor and as an industry expert.
Director of Client Integration (Product Director)
Vocantas Inc
06.2006 - 03.2009
- A key resource for sales, marketing and development teams for all aspects of identifying and analyzing client system requirements
- Lead a team of developers (5)
- Directed the design and development of Vocanta’s core IVR and Voice solutions for product improvements and enhancements
- Lead custom solution creation for business partners
- Advised corporate direction with regards to strategies for new and upcoming technology trends
- Reduced final client acceptance phases by 50% through effective project management and monitoring of ongoing project milestones and reviews, with feedback from beta testing teams
- Reduced final client acceptance phases by 50% through effective project management and monitoring of ongoing project milestones and reviews, with feedback from beta testing teams
- Improved business development with our development clients by 300% via implementation of new processes and procedures to streamline deliverables and recycle common tasks
- Developed project questionnaire to quickly capture required data for accurate and timely project quotations
- Created detailed technical design documentation for the development team
- Wrote all technical documentation for all released solutions (user guide, administrator guide)
- Conducted routine follow up communications with existing clients for customer feedback
- Created working prototype software solutions (demos) for the sales team, or for client requirement approval
- Increased solution sales by 200%, increased client requirement approval by 100%.
Tier 3 Telecom Support Engineer / Pre-Sales Engineer
Pronexus inc
06.2002 - 06.2006
- Technical resource between Sales team member and client
- Developed and maintained new/existing IVR systems
- Installed and configure multiple telecom interface signaling technology
- Troubleshoot and configure PBXs
- Researched and suggested equipment that would help to complete the customers full project needs
- To help their return on investment (ROI)
- Completed routine internal maintenance for in house server farm
- Implemented a lease license server to allow potential customers to use an unlimited evaluation, outside of our regular evaluation version which was crippled and limited
- This decreased new customer wait time, to complete the sales cycle
- Lease server project became new corporate revenue stream
- Wrote all technical documentation for all released solutions (user guide, administrator guide)
- Created working prototype software solutions (demos) for the sales team, or for client requirement approval.
Education
Bachelors - Computer Science
Carleton University
Ottawa, ON1995
Skills
- Strong communication and technical skills (written and verbal)
- Dynamic public speaking
- Proven history meeting corporate objectives and sales revenue targets
- Several years of team-work experience with strong team
- Training and orientation skills
- Diverse management experience in global markets
- Extensive knowledge of the Cloud and Telecom markets in North America (including Mexico)
- IT solution designing and integration
- Several years of team management
- Successful supervision for technical installation and
- Implementation processes
- Highly motivated, reliable, and very productive under minimal
- Supervision
- Strong ability to problem solve, in highly stressful situations
- And under tight deadlines
- Constructive Feedback
- Pipeline Growth
- Business Networking
- Sales Process
- Solution Selling
Timeline
Head of Sales, Sherweb Cloud Services
Sherweb
12.2021 - Current
Enterprise Sales Director
Canada & Central US, Allstream Business Inc
10.2020 - 12.2021
Enterprise Sales Manager
Allstream Business Inc
11.2018 - 10.2020
Unified Communications Account Executive
Allstream Business Inc
12.2017 - 11.2018
Vice President of Global Sales
Aheeva Technologies
10.2016 - 12.2017
National Open Solutions Channel Manager
Mitel
02.2014 - 10.2016
Regional Channel Manager
Aastra Telecom
04.2013 - 02.2014
Product Sales Manager Unified Communications
Interwork
11.2009 - 12.2012
Director of Client Integration (Product Director)
Vocantas Inc
06.2006 - 03.2009
Tier 3 Telecom Support Engineer / Pre-Sales Engineer
Pronexus inc
06.2002 - 06.2006
Bachelors - Computer Science
Carleton University
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