SUMMARY:

Over 15 years’ experience in solution and relationship sales, business development, and marketing in high tech and training, commercial, and federal sectors. Consistently exceeded sales quotas. Possess excellent relationship building and interpersonal skills (oral & written), hunting, negotiating, and closing skills.

EXPERTISE AREA:

• Federal Sales & Contracts
• Business Development
• Market Research
• CRM/Salesforce.com
• Contract Negotiation
• Budget and Forecasting
• Federal Speaking & Seminars
• Marketing Strategy
• Custom Learning Programs
• Channel/Strategic Alliance Programs

WORK EXPERIENCE:

Confidential, Potomac, MD

FEDERAL ACCOUNT EXECUTIVE

Responsibilities:

• Consistently the top producer and over 100% of quota.
• Awarded Sales Excellence Trip given to top 6 sales people in sales organization for over quota attainment
• Developed relationships with VARs and System Integrators to craft solutions and pursue opportunities across the Federal Government.
• Used a Hunter mentality to identify opportunities via lead generation, qualification and prospect development process - utilizing full sale life cycle.
• Designed and deployed sales and marketing strategies, programs and contents to improve sales opportunities.
• Collaborate with sales, product development, global operations and solution engineers to develop strategic sales initiatives.
• Active in government/industry organizations (ADT, TOC) to meet and align with top government decision makers.
• Chosen as Federal Training Officer’s Consortium Program Chairman to select speakers for Annual Institute.
• Utilized CRM software (Salesforce) and tactics to ensure customer service and satisfaction

Confidential, Bethesda, MD

SENIOR ACCOUNT EXECUTIVE

Responsibilities:

• Consistently the top producer and over 100% of quota
• Called on C-Level Senior and Executive level Corporate Decision Makers in Sales, Business Development and Marketing whose target market is the Public Sector- Federal/State & Local
• Sold enterprise and site license agreements to a range of companies that work with DOD, Federal, State, and Local Government and System Integrators.
• Active in government/industry organizations to meet with top IT corporate and government decision makers.
• Utilized CRM software (Salesforce) and tactics to ensure customer service and satisfaction

Confidential, Vienna, VA

FEDERAL BUSINESS DEVELOPMENT MANAGER

Responsibilities:

• Met and exceeded $2 million dollar quota.
• Created capture plans as well as prime and subcontractor teaming relationships with system integrators to pursue federal government business opportunities.
• Called on Federal Senior and Executive level Confidential to determine strategic goals and business plans.
• Identified custom training and consulting opportunities via lead generation and qualification, prospect development, and proposal development - full sales life cycle
• Active in government/industry organizations to meet with top government decision makers.

Confidential, Washington, DC

FEDERAL BUSINESS DEVELOPMENT MANAGER

Responsibilities:

• Continually met and exceeded $2 million dollar quota.
• Managed an inside sales team to sell training to the Federal Government
• Call on Federal Senior and Executive level Confidential to determine strategic goals and business plans.
• Negotiated contracts for training opportunities with Federal, State, and Local Government agencies.

Confidential, Reston, VA

CHANNEL/ALLIANCES PARTNER MARKETING MANAGER

Responsibilities:

• Drove partner sales activities with seminars, trade shows, direct marketing, sales tools, etc.
• Developed strategic and tactical go-to-market plans with Alliance partners; inclusive of PR, advertising, direct mail campaigns, user conferences, seminars, analysts’ reviews, participation in Webcasts, and case/success studies
• Created, designed extranet portal to allow Alliance Partners access to sales and marketing tools to leverage sales opportunities.
• Provided monthly newsletter updates to Alliance partners on current SAGA products and events.

Confidential, Vienna, VA

GOVERNMENT SALES/CHANNEL ACCOUNT EXECUTIVE

Responsibilities:

• Top sales person for government division.
• Recruited and trained system integrators and technology companies for teaming and channel opportunities - KPMG, FileNet, Documentum, and others
• Developed and negotiated teaming relationships with systems integrators to respond to government RFIs, RFPs. RFQs as well as coordinated the proposal development win strategies.
• Develop sales training sessions and manage efforts to improve sales techniques, tactics and best practices.
• Conducted market and competitive analysis to identify target markets for product placement.
• Member of product development committee to design and market new product.
• Participant in strategic marketing and business direction of company.

Confidential, Bethesda, MD

FEDERAL ACCOUNT SALES EXECUTIVE /BUSINESS DEVELOPMENT

Responsibilities:

• Grew the revenue for the territory by 100% and exceeded $2.5 million quota.
• Awarded $1 million conversion project for Department of Energy as subcontractor to Confidential
• Captured federal business via creating niche professional services offering to DOT, Coast Guard, and Military Sealift.
• Spoke at the Federal Imaging trade show on the value outsourcing services than using in-house personnel
• Negotiated with IBM to resell or OEM Confidential ’s data entry and tagging services.

Confidential, Reston, VA

SALES ACCOUNT EXECUTIVE

Responsibilities:

• Exceeded quota of $1 million in first 8 months and exceeded annual quota of $2.5 by at least 20%.
• Grew the territory by 100%.
• Provided services to financial institutions, utilities, pharmaceutical companies, etc.
• Managed $1 million document conversion project for the federal government included needs analysis, contract negotiations, project planning, and implementation.