Sales Management and Business Development

Robert N. Turner, MBA

**** ***** ***** **** ******** Springs, CO 80919 ***************@***.*** 719-***-****

Direct/Channel Technology & Services Sales Contract Implementation

A Leader in Providing Technology Solutions and Facilitating Marketing Efforts

Distinguished Sales Leader with over 20 years of experience in initiating and implementing multi-year, multimillion-dollar contracts with both domestic and international private, public and Federal government sectors. Achieves sales results and drives strategy by encouraging and leading teams to achieve personal and business targets. Excels in pulling external and internal resources together to formulate business strategy and direction with specialties in product go-to-market, business development and operations. Demonstrated knowledge in the latest enterprise cloud and data management technologies to deliver cutting-edge solutions and services. Focuses on creating the company image by fostering client trust and demonstrating expert knowledge in products and services offered.

Dedicated and collaborative team builder that is skilled in working effectively with cross-functional teams to achieve company objectives.

Effective and engaging sales leader experienced in instructing partners across multi-state and international.

Responsible for successfully and efficaciously spearheading strategic growth in underdeveloped global territories.

Customer centric combining business acumen with analytical depth to create positive business outcomes and cultural awareness.

Professional Experience

INSIGHT PUBLIC SECTOR - $7B, Global Technology Reseller

Field Account executive – USAF / 2015 - 2018

As Global Account Executive I’ve defined and implemented strategies focused on building relationships with Federal Government clients within the USAF, utilizing the NETCENTS-2 contract. Direct sales and leading a team that connects our Enterprise Air Force clients, (AFSPC/24th&25th Air Force), with Cloud, Data Center, Unified Communications, Wireless, HCI, Cyber, and HW/SW technology solutions from world-class, best-of-breed vendors that help them achieve their organization's mission. Increased revenue by 900%, GP by 12X.

BOB TURNER LLC. – Technology Consulting Services

Owner/Consultant - Technical Sales Management, Business Development & Project Management 2012 – 2015

Collaborated with Federal government DoD and Civilian agencies and Oil & Gas Exploration companies. I enabled the achievement of new business development goals by conducting direct sales, team management, project coordination, RFP contract capture and lead development expertise for Managed IT Services, cloud, security, VoIP, and business application software. Representing solutions from Dell, StorageCraft and MindShift.

Improved sales capture processes through development of cost modeling; closed deals exceeding $1M in value.

Formulated strategic marketing plans and diligently prospected for clients to generate new business for clients.

CYALUME TECHNOLOGIES, INC. – Manufacturer of Tactical Solutions and Training Services/Solutions

Channel Sales Manager / Sales Manager-CTS Inc. 2011 – 2012

Reporting directly to the company CEO, I exceeded the revenue goals by developing and implementing strategic sales marketing plans with channel partners and through direct sales of tactical training solutions and managed services. The results were achieved by fostering strong and lasting working relationships; productively seeking and responding to RFP and direct-

Robert N. Turner, MBA ***************@***.*** 719-***-**** Page 2

Professional Experience (Continued)

inquires in worldwide territories and mitigating risks for new hardware and software opportunities. Managed staff and organized product training programs with Federal, (DoD & Civilian), SLED, major accounts and international organizations.

Generated $5.5M in new business through expansion of product offerings and services.

Developed and executed go-to-market sales marketing strategy for both direct and indirect channels.

Managed GSA, NAMSA and other IDIQ procurement contracts.

Worked with partners such as Saab, Cubic, SRI, Raytheon and Rheinmetall.

GOVERNMENT ACQUISITIONS, INC. – SMB Technology Reseller

Government Sales Specialist, Public Sector and Major Accounts 2005 – 2010

Developed and implemented strategy for the acquisition of federal DoD and civilian government enterprise IT solutions and professional services contracts for $250M VAR. Devised business plans with vendors and partner resources. Directly sold Hardware, Software, Professional and Managed Services. Partnered with all major systems integrators such as Northrop Grumman, EDS, General Dynamics, SAIC, Telos and Raytheon. Used GSA, NIH ECS III, and SEWP contracts.

Represented ECM, EDM, BI, ERP, RFID, Security, Cloud and OS technology for industry leaders such as Dell, Oracle, HP, IBM, VMware, SAP, Documentum, Red Hat, Quest, EMC, Symantec, Cisco and others.

Managed remote sales team, contract capture management team and strategic sales.

Successfully negotiated contracts, including $9.0 Billion ENCORE II.

Grew territory from $1.3M to $14.0M annually in a worldwide market.

STANDARD REGISTER CORPORATION – SaaS Division of Document Solutions Manufacturer

Business Development Technical Consultant, SMARTworks Desktop Solutions 2004

Established business migration and application plans with internal, vendor, regional and national healthcare accounts. Migrated SaaS solutions and served as a technology expert for the SMARTworks Desktop Solutions program.

Served reputable and well-known clients including Aurora Healthcare, Kaiser Permanente and Cleveland Clinic.

Developed sales processes and implemented training for a 72-member team over a nine-state territory.

Led high-stakes initiatives valued at over $250K.

ADDITIONAL EXPERIENCE

IKON North America 2003 – 2004, Strategic Account Executive

Regional territory selling technology systems and professional services, grew territory 600%.

PKWare, Inc. 2002 – 2003, Sales Manager -

Directed $15 million domestic sales and customer service organizations for software developer to commercial, public sector and channel partner customers. Migrated to solution selling methodology and grew revenues 28%.

XEROX CORPORATION 1994 – 2002, Document Solutions Executive – USAF and Commercial Accounts / Sales & General Manager/ National Account Team / Business Sales Consultant and Enablement

Executive management of regional and national Business Services accounts. Personnel, Sales, P&L, and Strategy responsibilities of key Fortune 500 accounts and USAF. Numerous recognition awards including President’s Club.

Education

M.B.A., Executive Business Management and Leadership, Jack Welch Institute-Strayer University, Welch Scholar, (4.0)

B.S., Business Management and Communications, Northwest Missouri State University

Principle Centered Leadership - Stephen Covey Institute for Executive Development

Areas of Training, Certification & Service

Recipient, Malcolm Baldridge Quality Award. Numerous Self-Paced Technical Training Courses and Certificates. Train-the-Trainer for Sales, Management and Quality Process Management. Quality Process Management, General Electric – Six-Sigma Executive Program. Microsoft and Windows Professional Training. Cloud: Azure, AWS, Google. CompTIA A+, Networks, Data Centers, Telecom/UC, Security, BPO and SaaS/PaaS. Project Management, Personnel Development, Contract Pricing. Cisco ELA 2.0, EMC Data Protection Suite/Proven Professional. Nutanix and Simplivity HCI training. NetApp Sales Certification, CRM, Salesforce.com Sales Tools. Citrix Certified Sales Professional, F5 Networks Certification. Symantec DLP Certification. Volunteering: Civil Service Commission, Vice-Chair; SCORE Certified Small Business Mentor, Vice-Chair; MCC, Trustee.

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