Sales Manager

WILBUR L. BAKER

(***) *** – **** **** Bright Rocket Way, Ellicott City, MD 21042

******.*****@*******.***

CAREER OBJECTIVE

Exploring career opportunities to utilize sales, business development, communications and

management abilities in a Federal Sales Management assignment.

SUMMARY

Over 20 years of extensive professional experience selling information technology products and

services to federal, state and local government and commercial accounts.

PROFESSIONAL EXPERIENCE

Enterprise Account Manager, Hewlett Packard Corp., Bethesda MD 2006 - 2010

• Hired to manage large Federal accounts with responsibility for sales of desktop computers,

servers, storage systems, software and services.

• Complete knowledge of federal account strategic IT strategy, acquisitions, and budget process

• Development of yearly business plans to meet and exceed sales of 20 million revenue

objective

• Organized and implemented business partner strategic plans to respond to large agency wide

desktop bid

VP, Federal Operations, The Citadel Group, Inc., Frederick, MD 2002 - 2006

Recruited to establish federal government programs from contract negotiations, business

development to closing sales.

Successfully negotiated and administered GSA STARS, GSA Schedule 70, and Army White Sands

Missile Site BOA Contracts.

Managed business development and new business opportunities with partners to capture IT

opportunities through teaming.

Developed business plans to achieve Civilian and DOD Agency goals.

Sold 4.2 Million IT products and services revenue to Civilian and DOD Agencies.

Sales Manager, Candle Corporation, El Segundo, CA

2000 – 2002

• Lead six-member Federal Account Team selling software products to manage/

measure/monitor performance and availability of systems/applications for mainframes,

distributed, middleware and web base systems.

• Designed and launched highly successful Federal systems integrator’s strategy, which

significantly increased new business/accounts.

• Recruited, trained, mentored and developed new team members.

• Consistently attained 100% of assigned product and services quota.

Major Account Manager, Dell Computers, Austin, TX 1998 -2000

• Hired to manage key Federal accounts with responsibility for sales of software, services,

storage systems, personal computers and servers.

• Increased sales growth by successfully achieving challenging $40M annual quota.

• Coordinated sales contracts, technical support teams and internal sales to meet goals.

• Designed, launched and directed Internet programs to sell products and provide superior

customer support, and service.

Regional Sales Manager

Government Technology Services, Inc., Chantilly, VA 1996-1998

• Brought into organization to spearhead seven-member account team selling software, UNIX

workstations, microcomputers, networking products and services to Federal civilian agencies.

• Effectively managed sale of products/services from 11 IDIQ and numerous BPA Federal

contracts.

• Contributed $115M annual revenue stream.

• Developed and initiated sales programs that successfully competed for IT opportunities in the

Federal marketplace.

• Designed sales programs to uncover government IT budgets and potential projects.

• Successfully integrated actions of outside sales, inside sales, marketing, program management,

and bids department.

• Coordinated final sales strategy that successfully competed for identified IT projects in

Federal civilian agencies.

Jostens Learning Corporation, Phoenix, AZ

Area Vice President 1994-1996

• Managed all sales, Internet, marketing, account management and business development

programs throughout Maryland, Virginia, Kentucky and Washington, DC. Led a team of six

regional managers, one Customer Services Director, and 30 Field Training/Technical Support

Personnel. Managed a $25M revenue stream.

• Restored credibility with existing account base following corporate acquisition. Realigned

sales territories to capitalize upon core competencies.

• Redesigned processes and streamlined complex selling cycle, resulting in less time required to

close the deal.

Branch Manager

IBM Corporation, Bethesda Md.

1985-1994

Designed tactical sales, business development, marketing and promotional plans for the placement

of a complete portfolio of IBM Products including large and mid-range systems, software and

hardware and PC Networks. Concurrent responsibility for marketing affiliated IBM service

programs, i.e. wiring, cabling, systems integration, training and field support.

Ranked #2 in profit contribution and #1 nationwide for expenses in 1994.

Established an internal marketing center to manage a complete portfolio of mass marketing

programs to augment direct field sales activities.

Built an automated customer and competitive database system to support field operations.

Achieved/surpassed all revenue and profitability objectives.

Responsible for management of 10 direct sales teams (totaling over 100 employees) and a total

revenue greater than $100M

EDUCATION

Howard University, Washington, D.C.

Business Administration

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