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 marketing background with the ability to work independently on multiple projects simultaneously with specialized knowledge of outside sales methodologies, client development practices, presentation skills, as well as forming collaborative relationships both internally and externally.   

         Successfully contribute to business development by using proactive prospecting techniques to generate sales, applying advanced communication and interpersonal relation skills.

         Use knowledge of markets to effectively introduce products and services.

 

         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. 

         Actively collaborate with multidisciplinary teams and departmental resources to optimize operational efficiency.

 

         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

 

 

         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).

 

Inside Sales Representative

 

         Primary responsibilities:  Market fixed price, custom application development solutions to Commercial sector.

         Supported one account executive.

         Work with SalesForce.com CRM database to prospect for new business.  Prospecting accomplished through cold calling with a small number of warm calls.

         Conduct research on potential and previous customers utilizing Yahoo Business and Hoovers Online.

 

Account Manager, Reseller Sales

 

         Primary responsibilities:  Sold hardware and software products to federal civilian government agencies as well as government integrators.

         Researched federal RFPs and submitted bids.

         Attended reseller training with companies such as Cisco and Nortel Networks.

         Spearheaded marketing efforts with Executive Leadership Council.

         Spearheaded marketing efforts with Industry Advisory Council.

 

Inside Sales Representative, Federal Civilian Sector

 

         Primary responsibilities:  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.

         Spearheaded alliance with regional Xerox print team to grow JetForm Central sales in the public sector.

         Inside sales support to two-person civilian sales team. 

         Attended sales and marketing training on JetForm products as well as training with JetForm integrators.

         Attended industry conferences such as FOSE.

         Assisted account managers with on-site client presentations.