Dedicated and results-focused Sales Management Executive eager to contribute

proven technical acumen, relationship-building strengths, and  leadership talents toward actively supporting the employer in optimizing revenue and bottom-line profitability. 

 

 

Senior Account Executive & Sales Manager adept at prospecting, educating, selling, and servicing accounts in highly competitive markets.  Offer close to a decade of experience in the technology sector and proficiency in strategic/solution sales, especially with federal, commercial and state government agencies.  Excel in strategic partnership-building, contract negotiations, territory management, sales team development, major account development, and client relations.  Highly skilled in dealing with C-level executive decision-makers. Equally talented in sales management roles and as a top-producing team member.

 

Selected Achievements:

 

         Secured multiple six-figure transactions including one strategic Enterprise License Agreement during first quarter with VMware, surpassing assigned quota by 15%.

         Produced almost $2.5M in Q2 10, exceeding quota by more than 20%.

         Demonstrated exceptional relationship-building skills to secure 105% of 2008 quota for DLT Solutions.

         Signed new accounts and managed existing clients to meet annual sales quota of $2.3M for Oracle.

         Handpicked to train, mentor and develop junior sales representatives at Oracle based on proven leadership capabilities and sales accomplishments.

         Exceeded quarterly targets throughout FY 05 at Oracle by as much as 125%.

         Produced $557,808 in net new revenue opportunities in last quarter of FY 04.

 

 

VMware, Inc., Reston, Virginia, 2009 to Present

Senior Account Executive

         Spearhead commercial account development for government and education clients while leveraging comprehensive network of Premier Partners within territory as well as VMware Product Specialists and Systems Engineers.

         Facilitate Value-Added Reseller and Partner training programs and serve as team lead over territory s Channel, Professional Services, Education, Support and Business Development units.

         Demonstrate exemplary talents in strategic solution sales by collaborating with IT leaders such as Dell, HP, EMC, NetApp and Cisco to effectively position complete solutions to customer base.

 

DLT Solutions, Inc., Herndon, Virginia, 2007 to 2009

Technology Sales Manager      (2008 to 2009)

         Steered business development among government and education clients spanning Maryland, Washington, D.C., New York, Ohio, Pennsylvania and Virginia with annual quota of $6.2M.

         Strategically coordinated, promoted and managed onsite Oracle Tech Days to successfully uncover new customers and revenue sources.

         Fostered, nurtured and maintained relationships with system integrators such as EDS, CGI and Capgemini to assist in multi-million dollar RFP responses.

         Exceeded pipeline goal by 125%+ in both Core Technology and Oracle Enterprise Applications.

 

Continued

 

 

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Professional Experience continued

 

Commercial Team Lead / Field Sales Manager         (2007 to 2008)

         Directed, motivated, and led three Inside Account Managers in ramping up new Oracle Commercial Sales Division.

         Steadily expanded client base through local marketing campaigns, local user groups and influencing customer attendance to Oracle-sponsored technology events and webinars.

         Exceeded quota for DLT Solutions FY at $1.8M+ for new industry focus area.

         Consistently achieved personal ($150K) and team ($250K) weekly pipeline production goal.

 

Logenix International LLC, Alexandria, Virginia, 2005 to 2007

Director of Business Development C Commercial, Non-Profit & Federal Government

         Drove business growth within accounts such as USAID, Department of Defense, Department of State and Department of Health and Human Services as well as their contracting organizations.

         Proactively uncovered opportunities worth over $350K in revenue and $80K in gross profit within first six months of employment.

         Logistically teamed with USAID contracting organization for agricultural-based program in Lebanon allowing client to deliver equipment and humanitarian aid at 20% reduced cost.

 

Oracle Corporation, Reston, Virginia, 2002 to 2005

Senior Account Manager          (2002 to 2005)

         Marketed and sold new Oracle software licenses and services to both potential and existing install base customers in the government sector.

         Expertly and confidently negotiated, finalized and administered contracts with C-Level executives.

         Orchestrated seamless and cooperative efforts among partners, branch managers and consultants to maximize territory sales through providing state-of-the-art solutions to customers.

 

Business Development Consultant C Federal / Civilian / Intel         (2002)

         Propelled Oracle s growth within federal government community by coordinating sales meetings with organizations/agencies such as Lockheed Martin, General Dynamics, Defense Intelligence Agency, Department of Energy, and Department of Veteran Affairs.

         Oversaw disposition of all OTS leads within Aerospace and  Defense vertical market.

         Diligently followed up on OTS leads and existing pipeline opportunities to capture $1.4M in core technology revenue.

 

 

Colorado State University, Fort Collins, Colorado, 2001

B.A., Sociology, Concentration in Criminal Justice      B.S., Psychology

 

 

Miller Heiman Advanced Concepts, in progress

Miller Heiman Strategic Selling, 2009

Dale Carnegie Power Presentations, 2007

Sandler  Winning, Inc., 2004

Huthwaite Spin Selling, 2004

BayGroup Situational Sales Negotiations, 2004

Franklin-Covey What Matters Most Time Management 2004

 

 

 

 

 

 

 

 

Date

 

 

Hiring Agent Name

Title

Company Name

Address

City/State/Zip Code

 

Dear__________________:

 

I am currently seeking a challenging career opportunity in a senior-level sales capacity and am submitting my resume for your review.  In advance, thank you for your time and consideration.

 

As indicated in the accompanying resume, I bring to you a significant background in driving new business development, well-developed expertise in government and commercial account management, and a solid ability to train, develop, lead and manage highly productive sales team members. To complement these qualifications, I offer sharp organizational, communication, prioritization, presentation and relationship-building skills which are paramount in major account development.    

 

As a proactive contributor to your organization, you will find me to be a stellar leader committed to supporting you in achieving your revenue and profit objectives through superior performance, insight, and initiative. I am confident that I could be a valuable asset to <insert name of organization>, and look forward to interviewing with you in the near future.

 

Sincerely,

 

 

 

Yyyyyy x. yyyyyy