JAMES JAFFKE

OBJECTIVE
A position that leverages my strengths and experience with building, operating a
nd growing a successful business, abilities to devise and execute winning strate
gies to close business deals and my background with managing business support op
erations.
EXECUTIVE SUMMARY
An experienced sales and operations executive with a strong track record of succ
ess in large, global, technology-based manufacturing organizations. Held key l
eadership roles at NEC Corporation, Cisco Systems and Motorola. Successfully st
ructured and negotiated large/complex deals with major service providers includi
ng Verizon, at&t, Comcast, NEC, GlobalCrossing and Sprint.
Directly managed all aspects of running business operations in both the technolo
gy manufacturing and services sectors including Engineering, Manufacturing, Sale
s, Marketing, Contracts & Purchasing, Field Services, Customer Support, Accounti
ng, Finance and Business Administration with full P&L responsibility.

Strong background in technology-oriented markets including telecommunications, c

able TV and data networks. Served as GM of a $500M business unit involved with
the design, sale and support of leading edge optical systems including SONET an
d DWDM.
Takes an owners approach to business and has a demonstrated record of growing bo
th top and bottom line performance.
STRENGTHS
* Hands on experience in successfully managing all aspects of business operation
s both in product and services arenas.
* Well developed negotiation skills with experience in closing business with som
e of the largest companies in the world.
* Success in managing and growing businesses in large, complex, global technolog
y environments.
* Strong leadership and people motivation skills.
* Deal structuring, bid strategy, RFP response
* Effective in large, global, highly matrixed corporate environments.
EDUCATION
Post Graduate JD Work, University of Loyola Law School, Chicago 1977~1980
BA- Political Science/Pre-Law, Illinois Benedictine University 1973~1977

PROFESSIONAL EXPERIENCE
MOTOROLA, INC. (General Instruments Division) March 2008 ~ December 2
010
A $21B global technology leader specializing in network solutions for the cable
provider industry as well as hand held devices and associated networking for bot
h commercial and consumer communications markets
Director- Technical Services Marketing & Contracts
Reporting to the VP of Technical Services Operations, lead initiatives associate
d with the development and expansion of the Services practice within Motorolas c
able industry sector. Drive, deliver and expand global portfolio of $100M+ in v
ery profitable service sales.
> Initiate and lead development of new technical support service offerings inclu
ding Service Level Agreements (SLAs), Professional Services and Hosted Services
;
> Market and develop customer value propositions to help promote Motorolas techn
ical support services portfolio;
> Leadership role in aligning service offerings and Go-to Market strategies acro
ss all global theaters (EMEA, APAC, LATAM);
> Serve as Services lead in all major RFP responses and major contract negotiati
ons;
> Drive closure and manage all services contracts, and drive revenues through ti
mely renewals;
> Enlist support and gain buy-in from Sales, Engineering, Operations, Legal and
Finance;
> Develop processes and systems to manage Services business globally.
CISCO SYSTEMS, INC. June 2005 ~ March 2008
A $50 billion global technology leader specializing in advanced network solution
s for Enterprise, Service Provider, and Residential applications.
Deals Director - Sales Operations
Recruited by and reported to Ciscos Sr. Vice President of Sales for the U.S. Se
rvice Provider market. Charged with the formulation and leadership of cross-fun
ctional negotiation teams consisting of Legal, Finance, Sales, Channels, and Ser
vices representatives of all levels and other organizations as required in struc
turing and closing large, complex, multi-faceted, multi-Billion dollar agreement
s with some of Ciscos largest customers and channel partners.
Represented the SVP and other senior sales management at the negotiation table,
and leverages this position to also act as a change agent internally to help Cis
co become more aligned with the needs and expectations of the top revenue produc
ing customers including AT&T/SBC and Verizon among others.
> Worked with Sales Leads, Cisco Global Deals Desk and representatives of produc
t BUs, Services, Finance and Legal to develop winning bid strategies and craft R
FP responses;
> Lead cross-functional teams in closing Multi-Billion dollar deals including pr
oducts, services and Go-To-Market programs with major service providers;
> Lead cross functional teams in securing strategic wins in Tier 2 service provi
der accounts including global network deployments for Savvis ($30M); and XO Com
munications ($20M initial award with Go-To-Market potential of $60M+)
J & Js 2003-2005
Owner
Purchased, re-structured, operated and sold a small retail specialty business
NOVA Gaming, Inc. 2001 2003
President and Board Member
Orchestrated the restructuring and sale of a small low-profit business, and leve
raged that business to launch and operate a new and very profitable business mod
el.
Quanta Services 1999 2001
General Manager
Established a start-up operation focused on supplying engineering, installation
and technical support services to the telecommunications industry.
* Grew revenues to $20M and achieved profitability within the first year of oper
ations;
* Personally directed business development and negotiated contracts with major m
anufacturers and service providers for global network deployments including Cisc
o, NEC, Nortel, Lucent, Cable & Wireless and GlobalCrossing
NEC AMERICA OPTICAL NETWORKING DIVISION 1985 - 1999
A division of NEC Corp,, a $10 billion global technology company focused on opti
cal network solutions for Service Provider applications including SONET and DWDM
technologies.
US VP & General Manager
As GM I recruited and lead a talented team aimed at changing NECs traditional ma
rket approach and succeeded with increasing revenues from $80M to over $500M tar
geting key accounts such as AT&T, Sprint and GlobalCrossing.
Initially recruited by NEC to manage Contracts and Purchasing functions in suppo
rt of their U.S. Public Networks business. Gravitated into broader and increasi
ngly responsible roles ultimately being appointed General Manager of NECs Optica
l Networking Division for North America.
> Personally spearheaded efforts to win and deploy one of the first global optic
al networks employing WDM technology at GlobalCrossing- $250M initial award.
> Led team in winning global deployment of Next Gen optical networking gear with
at&t. Total sales exceeding $1B
> Personally negotiated agreement with Sprint for deployment of optical systems
for over half of their long distance network. Total sales exceeding $500M
Other Positions Held at NEC-
* Director of Business Operations
* Manager of Contracts & Purchasing
Satellite Business Systems (an IBM partnership) 1983 1985
Sr. Contracts Manager
Negotiated and administered procurement contracts for custom designed network co
mmunications systems to support SBS satellite-based high speed data network. As
sisted clients with requirements definition, sourced and qualified potential ven
dors, generated and managed RFPs, lead bid evaluation teams, drafted and negotia
ted contracts, and conducted post-award performance monitoring.
Rockwell International 1981 1983
Contract Manager
Drafted, negotiated and administered contracts for the sale of large call distri
bution systems primarily to the U.S. airline market.