221 Hopwood Road
Collegeville, PA 19426
(610)409-9130
Email: skel@atxmail.com


Steven P. Kelley


SUMMARY:

Telecommunications Professional with recent experience in T-Carrier, ATM, DSL, Cable-Modems, ISDN, Frame Relay and SONET wireline technologies, and specialized background in wireless AMPS/(N)AMPS analog and CDMA, TDMA, and FHMA digital and packet-switched (CDPD) wireless data environments.


EXPERIENCE:

ATX TELECOMMUNICATIONS SERVICES LTD.
 Bala Cynwyd, PA (CLEC, LD Carrier)
[CONTRACT]
www.atx.com
Position: Product Manager
Reports to: ATX Partners
Responsibilities:
June 1997 - January 1999
  • Develop new product plans, create sales and distribution channels and develop sales & marketing support tools, negotiate contracts with carriers and product vendors and incorporate into company operations.
  • Plan, Direct and Implement Local Telephony resale of Bell Atlantic services and create plan to transition services to include inbundled, and in-house, facilities-based switching on Lucent 5E. Negotiated contracts with Lucent and Bell Atlantic for local resale and local equipment.
  • General Management/P&L responsibility for $6.2M Wireless SBU with 8-person staff.
  • Develop products/services through entire life cycle, including contract negotiations, competitive analysis, pricing, billing specifications, sales and marketing support tools, training, launch and growth.
  • Add'l tasks: Y2K compliance, FCC/PUC, 911, and tax regulatory compliance and involvement with switched and dedicated Data, LD and local telecomm services.
    Accomplishments:
  • Turned around wireless business unit in one year from a Net Loss of over $500k to a Net Profit of $400k through implementation of careful market segmenting, fraud & bad debt management.
  • Grew revenues 25% over 1997 to $6.2MM through direct sales, partnership and agent channels.
  • Successfully launched paging program in 1997 and grew to $300k program in 6 mos.
  • Presented 1998 Managerial Award of Distinction for reduction of expenses and growth of new business.


    GEOTEK COMMUNICATIONS, INC.
    Montvale, NJ
    www.geotek.com
    Position: Product Development Mgr.
    Reports to: V.P. - Product Development
    Responsibilities:
  • Conduct pre-product research to determine customer needs and develop business plans, product revenue forecasts, and justification for development. July 1996 - June 1997
  • Project Manage software development, testing and integration with radio hardware components
  • Manage development group of 25 hardware and software engineers in Tel Aviv, Israel.
  • Write specifications and interface with engineering to develop technical requirements.
  • Complete marketing, training and promotional literature and coordinate launch with PR.
    Accomplishments:
  • Managed pre-launch integration testing, trial introduction and customer readiness for two major hardware products and four software products. (Geotek Messaging(, Geotek PC-Voice Dispatch(, Credit Card (Wireless POS) and the GPS-based, Automatic Vehicle Location application)
  • Launched four new software products in last five months, including all supporting activities.
  • Developed next-version functional specifications for LAN-enabled products and new Windows 95/NT 4.0 32-bit product user interfaces.


    COMCAST CELLULAR COMMUNICATIONS, INC.
    Wayne, PA
    www.comcastcellular.com
    January 1995 - July 1996
    Position: Product Mgr.-Wireless Data
    Reports to: General Mgr. - Data
    Responsibilities:
  • Develop wireless data business plans with financial forecasts and managed product marketing and promotional budget with staff of two.
    Accomplishments:
  • Created Product Plans/Marketing Programs to support budgeted revenue projections of $2 million in year two of operation.
  • Developed products in targeted vertical and horizontal markets including Health Care, Manufacturing and Law Enforcement and "Smartphone" internet packet data phone.


    AMERITECH CELLULAR SERVICES
    Farmington Hills, MI
    www.ameritech.com/products/wireless/
    August 1993 - December 1994
    Position: Mgr.-Wireless Data Marketing
    Reports to: Director of Marketing
    Responsibilities:
  • Create detailed business plans for Paging, Cellular, and Cellular Digital Packet Data and implement to develop target markets.
  • Develop direct and indirect area distribution channels for wireless voice and data services.
    Accomplishments:
  • Created $250,000 in revenue in year 1 of operation from wireless data in 1994.
  • Established joint marketing programs with NEC, Novell, IBM, Compaq and local system integration organizations to create additional value over competition.
  • Managed three large installations of wireless PBX & cellular backup telephone systems, creating additional product and service revenues.
  • Project-managed CDPD data deployment RF engineering efforts to match customer needs with phase one in the 1st Qtr of 1995, 75% metro-area coverage/commercial availability.
  • Developed the Ameritech Wireless Data Solutions product line. (the Wireless Field Partner(tm), Wireless Field Messenger(tm), and Wireless Field Merchant(tm) [Credit Card Authorization] product groups)


    BELLSOUTH CELLULAR CORPORATION
    (CELLULAR ONE) Waukesha, WI
    www.bscc.com
    Positions: Major Account Exec.
    Reports to: V.P. - Sales
    September 1992 - August 1993
    Responsibilities:
  • Promote wireless voice and data service to area corporate accounts.
  • Provide support to other AE's on data-related service requests.
    Accomplishments:
  • Major Account Executive Position: Number 3 out of 40-member sales team in '93 (263% of quota).
  • Worked with corporate to develop and obtain feedback on the IBM/BellSouth SIMON communicator product.
  • Directed a 300% increase in wireless data revenues in 1st half-1993.


    EDUCATION:

    UNIVERSITY OF WISCONSIN
    May 1992
    B.B.A., Marketing Major
    Pi Sigma Epsilon Sales and Marketing Fraternity

    SEMINARS AND CORPORATE TRAINING:

    1997 Advanced Product Management Models
    1996 Advanced Telephony and Data Transmission Systems
    1994 Integration of Wireless into the LAN
    1994 Cellular Digital Packet Data Protocol
    1994 Wireless Data Markets for Paging, Cellular and CDPD
    1994 Transport Control Protocol/Internet Protocol in-depth
    1993 Wireless Data Applications for Business
    1993 Inside the Cellular Network and RF Engineering
    1992 BellSouth Consultative Selling Strategies


    - Fluency in MS Windows 95/98/NT OS, MS Office including MS Project - basic VB knowledge.
    - Motorola iDEN system development and deployment - CD-ROM based training
    - In-process of completing PMI certification.
    - Basic knowledge of IP Telephony including available gateways, codecs and network interface components. General familiarity with Lucent Packstar.