Jim Mass
Atlanta
Summary
Dynamic business development leader with a proven track record at CIENA, driving revenue growth through strategic sales initiatives and CRM implementation. Expert in lead generation and customer relationship management, I successfully built a $5.5 million sales pipeline and secured key partnerships, showcasing my ability to deliver results in competitive markets.
Overview
8
8
years of professional experience
Work History
Director of Business Development- Autonomous Inventory Drones
Sientis
01.2024 - Current
- Company Overview: A Nokia Venture
- Spearheaded global sales initiatives in the Manufacturing, Distribution, 3PL, Supply Chain, and Warehouse sectors
- Developed a $5.5 million sales pipeline from a zero baseline within one year by prioritizing strategic outreach and relationship building
- Played an instrumental role in securing the company’s first 5 customers and establishing a foundation for future business in 2025
- Enhanced prospecting methods and introduced a new CRM system to streamline lead tracking and opportunity management
- Represented the company at numerous trade shows and networking events across the United States, driving brand awareness and client engagement
- A Nokia Venture
Account Director – Regional Service Provider (West)
CIENA
01.2023 - 01.2024
- Drove revenue across a 22-state territory, successfully closing deals that included hardware, software, and services such as DWDM/Optical Transport and XGS-PON
- Generated over $1 million in revenue in the final two weeks of the 2023 fiscal year through strategic negotiations and client acquisition
- Collaborated with partners and consultants on RFPs, effectively converting joint efforts into significant new business opportunities
- Managed average sales cycles of six months, with deal sizes approaching $500,000 each
Regional Sales Manager / Inside Sales / Business Development – Midwest Enterprise
CIENA
01.2019 - 01.2023
- Served as a trusted advisor to enterprise accounts across five states, employing a blend of email, cold calling, and social media outreach to generate leads
- Implemented targeted campaigns to identify and secure new business opportunities, leveraging tools such as ZoomInfo, SalesLoft, and LinkedIn
- Collaborated closely with channel partners through account mapping and training sessions, culminating in the historic NFV deal that exceeded $5 million in revenue
- Coordinated with cross-functional teams—including engineering, finance, and product management—to execute comprehensive network infrastructure projects
Channel Senior Manager – Southeast
CIENA
01.2017 - 01.2019
- Accelerated the adoption and growth of Ciena solutions by partnering with VARs and Tier 1 service providers
- Led Lunch & Learn sessions and comprehensive training programs to build partner awareness and drive sales
- Consistently met sales quotas, earning Honors Circle recognition for outstanding performance
Business Development Executive
Iron Mountain
Account Manager
CGP Coating Innovation
Account Manager – Graphic Systems Division
Fujifilm
Education
Diploma - Communications
Georgia Southern University
Skills
- Business Development
- Lead generation
- CRM implementation
- Sales strategy
- Customer relationship management
- Revenue Growth & Pipeline Management
- B2B & Consultative Sales
- Strategic Planning & Territory Management
- Channel Partner Training & Onboarding
- Technical & Enterprise Solutions
- Lead Generation & Sales Cycle Optimization
- Cross-functional Team Leadership
Early Career Experience
- Business Development Executive, Iron Mountain
- Account Manager, CGP Coating Innovation
- Account Manager, Graphic Systems Division – Fujifilm
Timeline
Director of Business Development- Autonomous Inventory Drones
Sientis
01.2024 - Current
Account Director – Regional Service Provider (West)
CIENA
01.2023 - 01.2024
Regional Sales Manager / Inside Sales / Business Development – Midwest Enterprise
CIENA
01.2019 - 01.2023
Channel Senior Manager – Southeast
CIENA
01.2017 - 01.2019
Business Development Executive
Iron Mountain
Account Manager
CGP Coating Innovation
Account Manager – Graphic Systems Division
Fujifilm
Diploma - Communications
Georgia Southern University
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