Results-driven Sales and Business Development Executive eager to offer cross-functional leadership, territory management, and communications talents toward supporting an employer in achieving key performance objectives. Particularly astute at developing and cultivating key coalitions and relationships within the marketplace.
Sales Process Oversight • Database / CRM Management • Concept Development • Staff Training
Policy-Making • Community Relations • Networking Strategies • Program Implementation
Relationship Cultivation • Viability and Longevity Planning • Business Expansion
Business Process Development • Consultative Selling
Strong analytical background with the ability to work independently on multiple projects with specialized experience in information management, financial analysis and budgetary planning, tactical product branding and exposure initiatives, sales and marketing methodologies, operational efficiency practices, conflict management and effective communication techniques, research and data analysis, strategic planning, organization development and change management.
Skilled at managing multiple projects and leading teams in cross-functional, concerted efforts.
Knowledgeable in numerous facets of business expansion thus aiding in bottom line revenue increases.
Excel in defining and implementing policies, procedures and operational systems that boost productivity, efficiency and quality of the organization.
Proven ability to adapt strong process knowledge and technical skills to diverse organization needs.
Demonstrate dynamic leadership qualities and strong communication skills in successfully steering planning meetings and delivering comprehensive strategies.
Capable of in-depth research and data analysis with the purpose of improving brand awareness and product exposure to various market segments.
Develop and implement numerous protocols and policies with the purpose of identifying and resolving relevant client issues in a proactive manner.
Stay abreast of most up-to-date research and data in order to offer most viable services to client base.
Resolve issues quickly through careful data analysis including technical and functional information.
Actively collaborate with multidisciplinary teams and departmental resources to optimize operational efficiency.
Consistently exceeded yearly team sales targets with 100% team quota attainment year-to-date on $2.6M. (immix)
Spearheaded sales within previously unchartered state and local sales territory and sold $1.7M in IBM Websphere and DataPower new licenses. (immix)
Instrumental in driving Tivoli new license revenue through immix for Northrop Grumman/Air Force Weather Agency. (immix)
Selected to participate in several immix task forces. Goals included streamlining account manager processes, maximizing sales performance, and strengthening value proposition to immix clients. (immix)
Individually responsible for uncovering the unauthorized use of JetForm Filler product in the Bureau of Alcohol, Tobacco and Firearms (ATF). This led to $1M+ purchase of JetForm Filler site license. (JetForm)
Spearheaded alliance with regional Xerox print team to grow JetForm Central sales in the public sector. (JetForm)
Account Manager, IBM Public Sector Software Sales
Primary responsibilities: Developed IBM brand specific sales campaigns to maximize agency IT goals to align with product capabilities.
Prepared and delivered timely responses to RFQs/RFIs/RFPs, and monitored/managed existing maintenance agreements.
Negotiated contract terms & conditions, including FAR/DFAR clauses, commercial flow-down terms & conditions from manufacturers or partners, periods of performance, and payment schedule.
Generated quotes for complex software and hardware configurations (including maintenance agreements).
Worked closely with government end users, program managers, contracting specialists, contracting officers, resellers, and prime contractors.
Daily multitasking, including managing a large pipeline of 100+ opportunities at a time.
Managed customer queries and objections in a proficient manner.
Drove complex and strategic deals through requirements, approvals, and procurement.
Built relationships with customers by providing quality customer service and serving as their trusted adviser.
Leveraged contract vehicles to achieve best value for customers (GSA, SEWP, CHESS/ESI BPA).
- Account Manager, Reseller Sales, Intelligent Decisions
- Inside Sales Representative (Federal Civilian Sector), JetForm Corporation
- Writer, National Association of Chain Drug Stores (NACDS)
Bachelor of Arts C Communication Studies / Minor C Creative Writing, Virginia Tech
Training - IBM Websphere Solution Sales Professional
Training - Sales Training, TDS Consulting
Training - Federal Procurement & Contracting Essentials; Fundamentals of Selling Technology in the Federal Government, immixGroup
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