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SUMMARY:

• To contribute my experience and expertise to a growing or established Federal IT reseller or software manufacture in either a Business Development, Account Executive, Partner Business Manager or Sales Management role.
• I am a Federal Sales and Business Development professional with nearly 10 years of government IT sales and contracting experience.
• I would consider myself a creative problem solvers who combines a complete knowledge of the government procurement process with a solutions sales mindset.
• I approach sales and business development from the customer/partner’s perspective; “what challenge of theirs am I solving and/or value to this partnership am I adding.
• I’m passionate about growing business units and territories and have successfully done so at multiple stops.
• My business philosophy is pretty simple; if you have a great product, are easy and good to work with, and outwork the competition, the rest tends to take care of itself.

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PROFESSIONAL EXPERIENCE:

Confidential

Federal Account Executive

Responsibilities:

• Manage >$4.7M active pipeline
• Consistently identify, develop and close opportunities ranging
• Sold and managed multiple enterprise wide software licensing agreements
• Won position as software licensing provider - including ELAs, bulk purchases and single license buys - as a named subcontractor on a 10 year IDIQ in support of an Confidential
• Recruited multiple vendors to our GSA schedule resulting in letters of supply or commitment (efforts are still ongoing) including MalwareBytes, Pure Storage, Adaptiva, Attunity
• Participated in and wrote heavy portions of wining proposals both for my territory and well as helping other Account Executives
• Increased accounts invoiced, number of invoices, number of quotes sent, consistently on a month over month basis.
• Presented “Federal go to market 101” to over 40 vendors and partners
• Managed complex licensing agreement for a very high visibility Federal program

Confidential

Director of Sales - Federal

Responsibilities:

• Responsible for all aspects of sale cycle including; prospecting, lead generation, qualification, presentation, product demonstration, negotiation and closing new business
• Implemented partner reseller / “government aggregator” ecosystem
• Responsible for all Federal Business Development and capture activities
• Secured positions on multiple teams both pre RFP and post award for Confidential and Intel accounts
• Rapid pipeline growth in both Federal and Mid-Atlantic territory

Confidential

Director - Business Development, Minority Partner

Responsibilities:

• Helped grow Confidential from a single client into a profitable, stable and growing organization representing 9 IT Professional Services organization.
• Established a shared services consulting model comprised of small, agile, complimentary IT Professional Services companies.
• Created a partner ecosystem of companies representing all socioeconomic categories allowing our team members to leverage each other’s contract vehicles, designations and capabilities to supply the customer with a complete and easily awardable solution.
• Acted as lone Federal Account Manager for Genilogix, a Confidential client, and HP Software professional services / reseller partner.
• Closed largest Federal deal in Genilogix history that included entire HP Software “applications testing stack” and over $2M is associates professional services.
• Transformed Genilogix’s Federal practice into profitable business unit for first time in company history.
• Closed largest Federal deal in history of two client organizations.
• Use Salesforce to maintain pipeline of over 30 opportunities and million.
• Influenced over $4 million in Software sales.
• Helped place FTEs in Confidential, Civilian, IC and State agencies.
• Created teaming and subcontracting agreements with multiple top 20 Federal System Integrators.
• Provide clients with sales and marketing support including long term positioning, branding, teaming solutions and identifying new customers and opportunities.
• Identified developed and ultimately retained new strategic clients

Confidential

Government Account Manager

Responsibilities:

• First hire of Confidential ’s HP Software business unit. Grew from minimal dollars in 2008 to the in 2009 for the HP Software Confidential .
• Accounted for over 80% of HP license sales at Confidential leading Confidential to be named
• Consistently identified, developed and closed opportunities in the ranging
• Managed Sales floor of 7 Account Representatives.
• Presented at HP Software Universe 2010.
• Closed $3.2 million deal with US Department of Veterans Affairs, named one of Confidential ’s 6 most strategic wins on FY2010.
• Integral in establishing a $10.7 million BPA with USMC.
• Integral in securing Confidential ’s position as HP Software’s largest Federal partner increasing sales from $3 million in 2008 to $47 million in 2010.
• Managed Confidential Software State and Local practice at Confidential June 2008 - February 2011
• Managed pipeline of 30 - 80 opportunities.
• Executed over 240 transactions.
• Managed Texas Department of Information Resources contract for Confidential Software.
• Helped double revenue in Confidential State & Local business from 2008 to 2009.