JAMES SCOTT CHRISTNER

SALES BUSINESS DEVELOPMENT STRATEGY TELECOMMUNICATIONS

e-mail: schristner@hotmail.com

www.linkedin.com/in/jscottchristner/

phone: +1-805-637-6350

EXPERIENCED SALES AND BUSINESS DEVELOPMENT DIRECTOR

Sales and Business Development professional creating unique technology and business solutions by matching
customers needs to the corporations leading edge capabilities. Drives internal buy-in of these solutions to
achieve product and service market acceptance
Twenty-five years domestic and international business development, marketing, and sales for both startup and established telecommunications companies.
Specializes in the USA and Asia-Pacific regions
Product and Sales Engineering Management
Subject matter expert for advanced technology programs
o Satellite Ground Systems and VSAT Networks
o IPTV and Satellite Broadcast Networks
o GSM, 3G and 4G/LTE, WiMAX and Microwave Networks
o DVB-H, DVB-SH, CMMB, MediaFLO Satellite Mobile TV Networks

PROFESSIONAL EXPERIENCE
Director, Sales and MarketingInternational, Comtech Systems, Orlando, FL

July, 2010 Aug, 2014

Generated funnel of almost $80M from previously untapped military and commercial markets in Asia and India

Sales and account management for Asia and India resulting in revenues of nearly $10M

Led RFP/RFI responses for troposcatter, wireless, satellite and wireline technology technical solutions including
equipment selection, overall proposal process management and publication resulting in sales of over $20M

Re-purposed corporate marketing material, authored white papers and industry articles, and spoke at industry events.

Principal, Pacific Telecom Consultants, Goleta, CA

July 2009 July, 2010

Developed over $5M in new market Sales Channels as consulting Business Manager for Forsk-Asia Mobile
Network RF Planning and Optimization Software Tools

Consulted for Asian and Western companies entering new TELECOM and SATCOM markets.

Authored and presented Next Generation Network Seminar for Globecomm Systems at ITU Caribbean event

Managed installation project for Large 9.0m Satellite Earth Station in Singapore

Director Business DevelopmentInternational, Globecomm Sys., Hauppauge, NY

Feb, 2007 July, 2009

Developed and managed solutions that combined wireless, satellite, broadcast, IPTV, and Mobile TV technologies
resulting in $5M in revenues in new markets

Led proposal efforts that included technical solution, equipment selection, overall organization and publication
resulting in more than $8M in revenue.

Product Manager selecting technology alternatives, strategic partners, candidate manufacturers, and targeted
company investments. Managed account and partner technical team relationships.

Generated sales and marketing material, white papers, company presentations, and spoke at industry events.

SCOTT CHRISTNER
e-mail: schristner@hotmail.com

www.linkedin.com/in/jscottchristner/

phone: +1-805-637-6350

Director|Technical Marketing|Product Management|Applications Engineering

Superconductor Technologies, Inc, Santa Barbara, Ca

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2001 Feb, 2007

Increased product line revenues to $10M/yr from $4M/yr through aggressive management of product marketing
group and evaluated market needs via customer surveys, development of requirements, and marketing campaigns.

Selected and qualified Chinese manufacturer for product line reducing costs by more than $25M over four years and
ensuring product line survival. Led introduction of products into the China market.

Generated company cost/benefit studies, ROI models, and technology presentations

Competitive analysis of CDMA, CDMA2000, GSM, WCDMA and TD-SCDMA standards and market trends for
strategic business planning.

Led Sales Engineering group supporting sales to domestic carriers (Alltel, Verizon, Sprint, T-Mobile, AT&T).

Incorporated product benefits into world-leading RF network planning and optimization software suite.

Director, Enterprise Solutions Marketing, Globecomm Systems, Inc., Hauppauge, NY

1999-2001

Developed Call Center Disaster Recovery Service and managed account of the first services offered by the company
with revenues totaling more than $40M.

Managed account, wrote business and pricing strategies, sold direct services, and led technology development team.
Evaluated and selected a Call Center Software solution for this service.

Led the patent team and generated patent documentation for the Disaster Recovery IP over VSAT-based solution.
This was one of the first deployments of a Cisco VoIP service.

Advanced Systems Engineering Manager, L3 Communications, Hauppauge, NY

1997-1999

Led the Sales Engineering team supporting the Sales and Marketing Group in both domestic and international sales
generating more than $50M in related revenue over two years.

Evaluated customer requirements and developed solutions incorporating satellite earth stations, VSAT networks,
Internet infrastructure, voice processing and compression, cellular and wireless local loop networks, and other
technologies.

Product Development Manager/Technical Sales Manager, GeoPhone Company

1995-1997

(Spin off of below Glynn Scientific, Inc)

Managed Technical Sales Support team for this private $1M/yr and 15 employee VSAT start-up. Efforts resulted in
private investor funding of the company for over 5 years.

DoD Radar Related Companies

Glynn Scientific, Inc., Annapolis, MD
Program Manager

1981-1995
1988-1995

Litton Industries, College Park, MD

Systems Engineer, Amecom Division

1985-1988

Texas Instruments, Lewisville, TX

Systems Analysis Engineer, Defense Suppression Division

1981-1985

SCOTT CHRISTNER
e-mail: schristner@hotmail.com

www.linkedin.com/in/jscottchristner/

phone: +1-805-637-6350

page 3

ASSOCIATIONS, DEVELOPMENT, & EDUCATION

COMPUTER PROFICIENCY:

Microsoft Office

INDUSTRY PARTICIPATION:

Articles and speaker at US, Global, and Asia TELECOM industry events

ASSOCIATIONS:

IEEE

OTHER LANGUAGE:

Chinese - Basic Conversational Mandarin

EDUCATION

B.S., Electrical Engineering, University of Michigan, Ann Arbor, MI , 1980

EXPERTISE
Business Development and Growth

Managing Marketing Groups

Middle East/APAC Relationships

Managing Sales Support Groups

Strategic and Tactical Planning

Planning Network Deployments

Technical Sales & Marketing

Qualification of Manufacturers

Market Research and Analysis

Product Management

Design of Complex Networks

Speaking at Industry Events

Acquiring New Sales Channels

Closing Sales