Sales Representative
Resume:
Delfin “JR” Lazo
**** ***** ***** ****** *****://www.linkedin.com/in/jrlazo
McLean, VA 22101 ********@*****.***
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Summary
High-performing enterprise software account manager driven to increase sales in established accounts simultaneously reaching out to prospects, with over 5 years of experience improving federal agencies’ IT systems & services by identifying initiatives and mandated requirements, providing recommendations, and implementing problem-solving technology products. Education
9/2008 – 6/2012 George Mason University, Fairfax, Virginia Bachelor of Science in Business Sales & Marketing. Coursework included persuasion, entrepreneurship, psychology, information systems operations management, marketing, economics, and intrapersonal communication.
Work Experience
8/2017 – 12/2017 Cask Technologies, LLC, Account Executive
• Assisted federal-civilian agencies in improving IT Service Management Delivery Systems by qualifying customer requirements and providing end-to-end account management.
• Collaborated with various teams across the organization to generate proposals in response to government RFQs/RFPs.
• Presented quarterly sales activity and progress to Cask’s senior executives, and provided weekly sales activity to management, to track attainment of business objectives.
• Attended and coordinated networking, marketing, and workshop events to address the requirements and critical needs for both customers and partners.
• Periodically presented business plans to executive leadership to review attainment of business objectives and, if needed, adjust business strategy accordingly. 4/2017 – 8/2017 Solarwinds, Inc., Sales Executive
• Generated Net-New revenue for established accounts (DOT, USDA, Treasury, and GSA) by working with their IT organizations and providing them enterprise applications to enhance IT network monitoring and cybersecurity.
• Met with customers and IT professionals to identify IT roadmap/requirements and provided recommendations based on market research/proof of concept.
• Collaborated with Technology Partners (ServiceNow) to ensure delivery of applications.
• Managed CRM (SalesForce) to track prospecting and marketing activities on prospects and customers, and maintained a quarterly quota over $400K.
• Presented monthly sales pipeline to senior executives, and submitted weekly sales revenue forecast to track attainment of business objectives.
• Completed 12-week certification course, certifying as a subject matter expert for SolarWinds IT Network Monitoring & Cybersecurity Applications. Delfin “JR” Lazo
1708 Great Falls Street https://www.linkedin.com/in/jrlazo McLean, VA 22101 ********@*****.***
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4/2015 – 3/2017 DLT Solutions, Senior Sales Representative I
• Generated net-new revenue by providing streamlined solutions to federal customers based on IT requirements, providing market research information to improve current systems to initiate purchase requisition, submit proposals/quotes in accordance with government RFQs/RFPs, and reviewing awarded government contract for quality assurance..
• Collaborated with various groups within DLT, such as Sales Support (i.e. Migration Specialist, Engineering) and Operations (i.e. Accounting, Contracts, Order Management), to generate and submit proposals.
• Collaborated with federal customers to qualify IT requirements, identify solutions, and analyze and submit cost estimates for products and services.
• Successfully managed various government contracts by serving as a single point of contact to resolve disputes with invoices and contract terms.
• Conducted financial research to determine the pricing strategy for various contracts.
• Presented quarterly forecast reports to DLT senior management to track gross margin attainment, and discussed adjustments to sales strategy to meet financial goals.
• Collaborated with internal auditors to recognize and mitigate Sales Process inefficiencies that resulted in increased productivity for both Sales and Operations teams through the successful implementation of new policies and procedures.
• SEWP V Champion--functioned as a Quality Assurance Analyst for the DLT sales force for approving and submitting proposals/ordering documents, in accordance with SEWP V Terms and Conditions.
• Firm understanding of Contract Vehicles (GSA, SEWP V, CIO-CS), Federal Acquisition Regulations, and FITARA, resulting from continuing collaborations with DLT’s Contracts team and conducting Sales Process/Cycle training sessions for new team members.
• Recipient of DLT ‘Pinch-Hitter’ Award (FY ’16) by generating a total value $20M in revenue for awarded government contracts, resulting in nearly $700K in gross profit and increased sales revenue by nearly 100%.
10/2012-3/2015 Capitol Office Solutions, LLC, Account Executive
• Engaged with clients and customers to improve Document Workflow systems that resulted in increased profitability, cash flow, and employee productivity, by providing consultative assessments and recommending solutions such as Workflow Analysis, True Cost Analysis, Proof of Concept, and Strategic Plans.
• Recommended procurement solutions based on customer requirements, including various financing options (e.g., $1 buy-out and FMV), and service contracts (e.g., T&M, FFP). Delfin “JR” Lazo
1708 Great Falls Street https://www.linkedin.com/in/jrlazo McLean, VA 22101 ********@*****.***
3
• In FY’ 14, generated over $250K in Sales Revenue for products and services, $100K of which was net-new business, by engaging with C-Suite and key decision makers and cultivating partnerships through sound counsel and streamlined execution.
• Independently maintained over 100 new and current clients in the Tysons Corner, VA area, primarily engaging businesses ranging from 25 to 700 employees. Utilized Talon CRM system and Microsoft365 to manage day-to-day activity with prospects and clients, and to provide weekly Forecasted Sales Pipeline.
• Conducted a minimum of 80 cold-calls, 7 on-site appointments, and 2 proof of concepts, while maintaining CRM to track attainment of business objectives.
• Presented quarterly forecast of sales pipeline to Capitol Office Solutions senior management. 5/2012-9/2012 Coca-Cola Company, Sales Intern
• Independently sold and distributed Glacéau products, including Vitaminwater and Smartwater, to local business in Virginia, Washington D.C., and Maryland.
• Negotiated and developed business relations with key decision makers acquiring additional shelf space which resulted to a 40% increase of Glacéau products from the previous trimester in the Mid-Atlantic region.
• Provided weekly updates on progress in sales and addressed problematic situations with viable action plans, and utilized management skills to create a business plan to optimize day-to- day responsibilities.
Additional Information
• Attended 1-week SCRUM Methodologies Workshop (Aug. 2017).
• Affiliated with extra-curricular organization Pi Kappa Alpha, American Marketing Association, and Toastmasters.
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