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Hybrid Cloud Solutions Digital Transformations IT Modernization
Federal Contract Management Account Development Project Management
Offer seasoned professional background in business development and customer retention in federal, SLED (state, local and education (SLED), and commercial markets.
- Strong expertise in defining, developing, and capitalizing on opportunities to drive high-volume sales revenues through cutting-edge IT solutions and services.
- Outstanding confidence and poise; skilled at market research, networking, prospecting, demand generation, executive-level relations, event planning, negotiating, and major account management.
- Able to analyze current market trends to plan sales strategies, optimize competitive positioning, devise dynamic presentations, and promote products with persuasive conviction.
- Excel at project management, converting challenges into opportunities, delivering training, and connecting with people from diverse cultures and backgrounds.
Hewlett Packard Enterprise, Herndon, VA, 04/16 11/17
Partner Sales Representative
Drove revenues and market share by leveraging exceptional talents in strategic planning, enablement, and alignment with HPE sales, value-added resellers, distributors, and alliances.
Consistently exceeded partners sales targets in Commercial and SLED markets.
Effectively navigated complete sales cycle for opportunity with Virginia State agency valued at $900K.
Project-managed innovative proof of concept to reduce customer TCO and secure $1M new logo.
Captured 112% of $49M quota in FY 2017 and achieved 15% business growth year over year.
Winner of Enterprise District MVP Award and three-time recipient of Enterprise Recognition Award.
NetApp, Vienna, VA, 07/14 12/15
Channel Sales Representative
Cultivated sales channel partners in commercial and SLED markets (e.g. CDW, ePlus, IronBrick) to markedly increase partners revenue by 30%, resulting in recognition within NetApp Achievers Club.
Orchestrated demand generation events, trainings, account planning, and mapping sessions to maximize impact and reach of NetApp s portfolio of hardware, software, and cloud solutions.
Hewlett-Packard, Herndon, VA, 07/09 07/14
Partner Specialist Representative Federal
Crafted and delivered compelling cost and technical proposals to generate demand and bolster revenue for HP Federal Storage via VAR community.
Helmed enablement and training for diverse territory of partners comprising SIs, 8(a)s and SDB.
Fostered, nurtured, and maintained productive relationships with VARs and distributors (including C-level executives) spanning GovConnection, CDWG, Iron Bow, Arrow, Synnex, and Avnet.
Contrived teaming strategy for major GWACs - SEWP, ITES, NETCENTS, and agency-specific BPAs.
Dramatically amplified Indirect Federal Storage business from 27% in 2009 to 75% in 2013.
Presented with multiple awards during tenure including two US Channel Awards, two US Channel Recognition Awards, eAward for Leading the Charge in Federal, and Winners Summit award.
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GTSI Corp (now Unicom Government), Herndon, VA, 05/05 06/09
Federal Client Executive & Program Manager - Justice BPA 04/08 06/09
Resourcefully expanded scope of BPA to include data center and private cloud solutions.
Significantly surpassed quota after signing new business at DEA Intel, Civil, Criminal, and JMD.
Produced $3M by converting DEA SUN/Linux environment to HP Blade, VMware and NetApp.
Won Top Client Executive Civilian II award in 2008.
HP Alliance Manager 05/05 04/08
Skyrocketed practice from $91.5M in 2005 to $143M within two years by uncovering and capitalizing on opportunities for HP Federal within GTSI sales force.
Served as integral member of capture team for major GWACs such as SEWP, ITES-2H, and Agency specific BPAs.
Winner of several performance awards including HP Circle of Excellence, GTSI Top Performer Award, and GTSI Platinum Club.
IronBow Technologies, Herndon, VA, 01/03 06/05
Federal Account Executive
Delivered sales of information technology solutions to US Federal Courts, Department of Treasury, and Internal Revenue Service, including long-term agreements within undeveloped territory.
Program-managed US Court LAN BPA contract including vendor teaming and pricing decisions.
Closed Symantec ELA with US Federal Courts through Administrative Office of US Courts.
Acquired $6M by forging strategic vendor relationships with HP, Cisco, Symantec, EMC, and Veritas.
Propelled revenues from $500K to $5M through Treasury Bureaus and CSC Prime Modernization.
Presented with HP Circle of Excellence for outstanding contributions.
EMC Corporation, Vienna, VA, 04/02 to 11/02
Federal Account Manager
Designed and presented high-impact sales proposals for automated network storage solutions to penetrate new accounts with U.S. Courts, U.S. Mint, and CFTC in less than six months.
Attained several first-time contract awards for EMC with U.S. Courts and Department of Treasury, and successfully sold first CX600 on civilian sales team.
GTE Internetworking, Vienna, VA, 02/00 to 04/02
Federal Account Manager
Consistently exceeded sales quotas with Department of Treasury, Health and Human Services, Department of Commerce, U.S. Office of Personnel Management, and several smaller agencies.
Rapidly promoted from position as Federal Account Representative based on achieving 100% of quota and securing $950K CERTAN contract with National Institutes of Health.
Exhibited exemplary sales performance to earn recognition in President's Club, 2001.
National Journal Group, Washington, DC, 11/97 to 02/00
Advanced from initial roles as Accounts Receivable Manager and Sales Associate to drive territory growth among federal and state government, trade associations, and non-profit organizations.
Produced $895K in 1999, surpassing sales projection by nearly 30%.
Bachelor of Science, Finance cum laude, Bridgewater State College, Bridgewater, MA
Certificate in Procurement and Contracts, University of Virginia, Falls Church, VA
ITIL v3 Foundations Certified
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