Sales Manager
Resume:
TIM W. ATKINSON
**** ***** ***** **********, ** *0895
**********@*****.***
PROFILE
• Solid track record of success in sales, sales management, and delivery of professional services solutions.
• Broad technology experience including Business/IT Strategy alignment, ERP, CRM, Application Development
and Outsourcing/Managed Services.
• Deep experience with Telecom/Media, Public – Federal, State and Local, and Not for Profit Sectors.
• High-energy leader and coach with the discipline and skills to build highly effective sales teams.
PROFESSIONAL EXPERIENCE
March 2009 to present
ENGAGE CONSULTING, LLC Kensington, MD
Managing Director
• Leading a strategic business development and consulting firm focused on accelerating revenue for clients.
• Since inception, we have acquired 16 clients and built a sales pipeline over $200M on their behalf.
• Designing an Emergency Communications System for a foreign government with a consortium of partners.
• Negotiating the sale of one of the client companies for over 5X multiple of current annual revenue.
• Positioning a mobile voice enabling software product within DHS and DHHS departments
May 2007 to March 2009
TERRESTAR NETWORKS, INC. Reston, VA
Executive Vice President, Sales and Marketing (1/09 to 3/09)
Senior Vice President, Commercial Programs (5/07 to 12/08)
• In a pre-revenue environment, built and led the Sales and Marketing team to sell and market TerreStar's services
through development of distribution partnerships and strategic alliances targeting both Public and Private sector
markets.
• Identified, developed and formulated the AT&T Mobility Distribution Agreement targeting Federal, State and Local
government users, the first of its kind between a traditional mobile player and a satellite communications service
provider for delivering an integrated satellite/cellular mobile service offering.
• Defined business development and sales strategy for strategic partnerships with Mobile Communications Carriers for
the mass market of mobile customers, major government systems integrators, and key commercial corporations.
February 2005 to May 2007
CGI TECHNOLOGY AND SOLUTIONS INC. (formerly AMS) Fairfax, VA
Vice President, Communications Sector, South
• Served as co-leader of the Communications Sector in the US, approximately a $100M practice.
• Developed industry strategy and solution offerings including next generation mobility services and product
development, 4G migration strategies, and co-build partnership models for next generation network
deployment.
• Identified, qualified, and managed large transformational outsourcing programs with two telecomm carriers.
Subsequently awarded strategic roles in accomplishing the transformations and providing client oversight for
the managed services components of the outsourcing relationships.
April 2000 to January 2005
SOLVENET, INC. Bethesda, MD
President, Founder
• Founded a boutique consultancy providing business strategy, operations improvement, sales process efficiency and
effectiveness services to a variety of clients across the Not-for-Profit and Professional Services sectors.
• Sales and business development efforts resulted in over $15M of direct revenue for client companies.
• Worked with the principals of the client firms to craft business strategies, review and reengineer business operations,
establish and implement sales process discipline, and re-engineer the sales and BD teams.
• Identified and secured cost-savings for clients in the BD and sales cost centers against achieved “Win Rates”.
• Engaged the AMS Telecommunications and Media Sector in late 2003 (now CGI) as an “Agent of Change” to assess,
realign and reengineer the sales team and to establish a sales process discipline.
March 2001 to March 2002
NOBLESTAR SYSTEMS CORPORATION Reston, VA
Director, Sales and Alliances
• Built a Global Sales Team consisting of approximately 20 salespeople in 10 offices in the US and Europe, positioned
to achieve $100M in annual professional services revenue by 2004.
• Expanded both a Public Sector and Commercial Sales pipeline and customer base.
• Designed and deployed a common sales process for all sales and business development efforts.
• Reengineered the sales team across geographies and vertical Lines of Business.
• Reduced the overall Cost of Sales to approximately 8% of revenue achieved.
April 2000 to March 2001
APPTUS, INC. Reston, VA
Co-founder, Principal Sales and Marketing Leader
• Joined three partners to establish an Application Infrastructure and Managed Services Provider.
• Defined and managed sales, marketing, and partner development, focused on Fortune 5000 companies.
• Sold outsourcing of day-to-day management of business critical applications, including e-Commerce and e-Business,
messaging, and line of business packaged applications.
• The seed and angel funding ultimately proved insufficient to foster the growth model projected.
May 1989 to April 2000
CAP GEMINI AMERICA Vienna, VA
Senior Vice President, Southeast Division Manager (1/99 to 4/00)
Vice President, Mid-Atlantic Unit Manager (1/95 to 1/99)
Client Services Executive-Mid-Atlantic Unit (6/89 to 1/95)
• Grew the company’s presence in the Southeast to over 600 staff during 1999 serving clients in both the Public and
Diversified Commercial Sectors.
• Increased revenue from $66M in 1998 with $11M in profit to $83M in 1999 with $16M in profit.
• Doubled sales from $76M in 1998 to $142M in 1999, and raised staff retention from under 70% to almost 90%.
• Spun off a separate Division to manage two major clients, The United Way and the US Chamber of Commerce,
representing over $125M in outsourcing workstreams over a ten-year contract period.
• Sold and delivered major ERP projects including PeopleSoft at Fannie Mae, Oracle at the US Chamber of Commerce,
and SAP at Millennium Chemical.
• Developed the Mid-Atlantic business from a marginally profitable $5M operation in 1995, to a $50M operation in
1997, with over 20% profit margins and the team from 45 to over 200 with over 85% staff retention.
• Realized the sales, revenue, and profit benefits of a newly energized, solution-oriented sales force.
• Sold and delivered the first fixed price project in company history.
• Exceeded quota in first full year of service and every subsequent year as a Client Service Executive.
May 1982 to May 1989
ERNST & WHINNEY, LLP Washington, DC
Senior Manager-Practice Director, Association Services Group (6/87 to 5/89)
Manager (10/85 to 6/87) Senior Consultant (10/1983 to 10/85) Staff Consultant (6/82 to 10/83)
• Built the Association Services Group and enhanced it’s reputation and credibility across the United States.
• Delivered a 100% increase in the Association Services Group’s billings and collections in 2 years.
• Expanded the client base from less than 20 to over 50 in a two-year period.
• Broadened the scope of services provided to clients and substantially increased billable rates.
• Generated the first operating profit for the group during the first full year in the assignment.
• Participated in over 100 client engagements on behalf of Information Systems Consulting Group.
EDUCATION
MBA Concentration in Finance/Information Systems, University of South Carolina Columbia, SC
BS Business Administration & Economics, University of South Carolina Columbia, SC
AFFILLIATIONS
Board Member, Greater Washington Board of Trade and Fairfax County Chamber of Commerce
Member, NVTC, North American Telecommunications Association and U.S. Chamber of Commerce
2
Chairman, Corporate Donations, Holy Redeemer “Angel Fund” Scholarship Program
3
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