Sales Manager

John Wolaver

***** ******* **** ***

Great Falls, VA 22066-1155

571. 345. 8100

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

Objective: A national account manager, business development, or program

management position with a firm that has a high value,

differentiated solution set. A career opportunity that leverages

the depth of my operations background and experience resulting in

significant revenue and margin contribution.

Summary: Results-oriented sales leader in the technology and

communication fields. Able to formulate and execute ideas while

routinely delivering results. Depth of experience in national and

global account management, as well as sales management, in a

technical environment. Adept at cross-functional team development

and program management. Full financial accountability and

strategic account planning background. Self-confident and highly

motivated.

Key Strengths: Proficient sales and customer relationship skills. Proven

executive-level relationship management skills. Expert

understanding of the sales process. Strong at negotiating and

closing deals. Outstanding verbal, written and listening skills.

Effective public speaker. Efficient organization and time

management skills. Experienced with MS Office suite.

Professional Gartner, Inc., Arlington, VA

Experience: Director, Consulting. Benchmark Analytics (2008 -

Present)

. Developed and executed a sales strategy to reverse a 2 year

revenue decline. Expanded existing and developed new

business for the IT Benchmark Analytics practice for public

and commercial sector clients.

. Created executive relationships and increased business across

territory.

. Quickly established credible leadership in the practice.

. Designed and taught solution-sale best practices worldwide.

. Introduced value selling model and created differentiated

client solutions.

Eyak Technology, LLC., Dulles, VA (2007 - 2008)

Director of Federal Sales

. Led federal sales team for DoD and Civilian Agencies

. Sales leadership contributed to increase revenues from $92MM

in 2006 to $200M in 2007 for 5th ranked SBA 8(a) Federal

Prime Contractor.

. Negotiated and closed new, multi-year contracts worth over

$170.M.

. Developed strong cross-functional teams to create a

differentiated global solution sets and support structures

for clients.

John Wolaver

Page Two

Wolaver Transport, LLC., Poland, ME (2004 - 2007)

President and CEO

. Acquired 20-year old motor freight transportation company.

. Established vital GAAP-compliant accounting system.

. Turned around company operations and met current OSHA and DOT

regulations for facilities, dispatchers, and maintenance

teams.

. Compliant with optimum functioning.

Startec Global Communications, Inc., Potomac, MD (2000 - 2003)

Chief Operating Officer

. Improved all performance measures for this international long

distance service provider.

. Developed emerging global markets.

. Increased revenues by $6M per quarter and achieved positive

EBITDA

Management Consultant (1995 - 1999)

Acting and/or Interim COO / VP of Sales

. Technology and telco start-ups with oversight in sales,

marketing, business development, and operations for several

clients.

. Elcotel, Inc., Automata, Inc., United Telesis, Inc.

Sprint Corporation, Inc., Kansas City, MO (1990 - 1995)

Director, Partnership Sales and Marketing, Consumer Services

Division,

. Led business development and partnership marketing sales

programs for consumer markets division.

. Grew the businesses top line revenues and bottom line margin

objectives to exceed plan. P&L manager. Managed strategic

deal development.

. Instituted measurable business goals, objectives and sales

programs.

. Built strong cross-functional teams to ensure organizational

success.

. Grew executive level relationships with key clients.

MCI Telecommunications, Inc. Washington, DC (1983-1990)

Director, Corporate Sales and Marketing

. Responsible for product development, sales and marketing for

business segment.

. Introduced new products for national and major account

business and strengthened client relationships.

. Business goals exceeded year over year growth objectives and

business plan.

John Wolaver

Page Three

Education: MBA, Economics & Business Strategy

The Wharton School, University of Pennsylvania

Philadelphia, PA

MA Finance & Statistics

Central Michigan University, Mount Pleasant, MI

BA Philosophy, Epistemology, and Logic

Purdue University, West Lafayette, IN

Military: U.S. AIR FORCE (1969 - 1996)

Combined active and reserve duty. Chief of Command & Control,

442nd Fighter Wing Whiteman Air Force Base, Missouri

Rank: Lieutenant Colonel

. Command responsibility for aircraft flight operations, reporting and

control. Directed officer and enlisted personnel as flight examiner

aircraft commander and managed command post operations.

. International jet transport pilot, strategic airlift flight experience

on Lockheed C-141 Starlifter and C-5 Galaxy aircraft. Pilot experience

includes 6,000+ flight hours and combat tours in Vietnam and Operation

Desert Shield / Storm. Received numerous awards and decorations for

meritorious service.

. Active US Department of Defense Top Secret SSBI security clearance.

. Licensed Airline Transport Pilot (ATP) awarded by Federal Aviation

Administration (FAA) with pilot-in-command type ratings on several jet

aircraft.

Contact this candidate