Sales Manager
Resume:
LARRY D. THRASHER
**************@*****.***
Washington, DC
Direct IT Services/Software Sales ~Channel Management ~ Business
Development ~ Sales Management
CAREER SUMMARY
Driven results-oriented Business Development executive with expertise in
software, SaaS (Cloud), hardware and services to the Federal, state
government and Fortune 500 companies. Skills include dynamic
communication, business development, capture and managing complex services
engagements, strategic planning, national/global account management,
contract negotiation, project management, sales management, consultative
selling, solutions sales, customer advocacy, problem solving skills, budget
and teaming.
PROFESSIONAL PROFILE
. Over twenty years of successful domestic and international sales &
marketing experience, including executive-level accountability for
strategic partnering, business development, negotiation and management of
multi-million dollar contracts.
. Demonstrated exceptional communication skills in consulting with key
decision makers, delivering powerful presentations, persuasively
negotiating major transactions, steering critical committees, managing
high profile accounts, diplomatically troubleshooting problems, and
effective problem resolution to customer satisfaction issues.
. Historically excelled in defining lucrative marketing programs and
capitalizing on opportunities to strategically drive business growth.
. Decisive, motivating leader with extensive experience in managing and
leveraging sales resources both internally and with partners.
. Maximized sales in current/previous roles by designing and launching
proactive campaigns, developing existing accounts, generating new
business through cold calling, referrals and lead follow-up, customizing
sales strategies to address client-specific needs and developing
solutions that address a client's business problem.
. Successful and extensive business development experience across multiple
federal and state agencies.
. Experience leveraging 3rd party resources for client engagements and pre-
proposal efforts.
. Strong customer advocacy skills throughout the entire sales process
including RFP development/response, contract negotiations and post sales
implementations and support.
. Strong solutions sales experience.
. Extensive experience in sales/business development to federal agencies,
systems integrators, telecommunication and health care markets for both
new business and account management.
. Senior level Business Development strategy creation and execution skills
that lead to the winning of new opportunities.
. Current high-level customer contacts and the ability to leverage these
contacts and relationships into qualified business opportunities.
. Extensive experience building and managing reseller channels and business
partners.
. Ability to manage opportunity pursuits across a long 18-24 month sales
cycle if required.
. Ability to maintain customer relationships with senior Government
officials.
. Superior leadership skills in opportunity identification and
qualification.
. Strong analytical skills to assess customer requirements and competitor
strategies.
. Experience handling both short and long term tactical sales and strategic
long-term opportunities from $50k to $65 million.
PROFESSIONAL EXPERIENCE SUMMARY
Business Development Consultant - MET Laboratories
7/2014 - present
. Responsible for market research regarding company entering the Federal
market.
. Direct business development effort into the Federal government and
partner community.
. Development of Federal marketing programs.
Senior Account Manager - Oakland Consulting 01/2014
- 7/2014
. Responsible for direct and indirect business with Federal civilian and
health care agencies.
. Directly responsible for prime and subcontracting engagements with
Accenture Federal Systems.
. Formed teaming agreement with Accenture for Military Health System
project.
. Formed small business teaming agreement for contracts with CMS.
Reason for change ~ Six month employment contracted ended
Thrasher, page II
Business Development Consultant - Averette & Lee, LLC
11/2012 - 12/2013
. Provider of contract business development, sales and marketing in the
Government market.
. Won task order with FEMA on $46 million call center project.
. Secured Oracle development project with US Army Medical under a $31
million contract.
. Won a $16 million contract for Microsoft services with the state of
Maryland.
. Conducted marketing through agency technology shows, product
demonstrations and networking events.
Reason for change ~ Recruited into Oakland by a long term business
associate
Federal Business Development - Anixter, International
6/2011 - 11/2012
. Direct and indirect sales of communication and security infrastructure
product and services.
. Consistently met or exceeded quarterly forecast by 115%.
. Secured a $27 million contract with DIA.
. Developed and conducted training program, seminars and trade shows to
increase company revenue.
. Increased DoD and Intel customer base by 120% annually.
Reason for change ~ Corporate reorganization due to management changes
Federal Sales/Business Development - DK Consulting, LLC
8/2008 - 5/2011
. Provides IT services, consulting, solutions, implementation, network
management, process improvement and procurement assistance to the
Federal and state government.
. Won $2.3 million contract with Army Medical for remote hosting.
. Succeeded in joining two teams competing for the DHS Eagle II
contract.
. Secured multi year $29.3 million with the state of Maryland
. Built alliance partners with system integrators; SAIC, L-3, ARINC,
UNISYS, ACS and Accenture.
. Secure helpdesk contract with Veterans Affairs.
Reason for change ~ Mutual business decision to scale back Federal business
Sr. Federal Business Sales Executive- Radware, Inc.
1/2008 - 8/2008
. Responsible for sales and developing business within the DOD and
Federal Civilian agencies.
. Won a 'full and open' contract during first 180 days with the FDA for
$345k of a $3.6 million contract for system modernization within the
cyber security group.
. Recruited and trained new reseller partners, adding over $3.2 million
to the pipeline in four months.
. Secured $4.8 million, four year contract with the Department of
Agriculture.
. Won a multi-year support and service contract with Southeast Army
Medical Command.
. Consistently exceeded quarterly forecast by 120%.
. Top Federal revenue producer in 2008.
Reason for change ~ Personally recruiting into DK Consulting after Radware
closed Federal sales group
Business Development Consultant - Group III Solutions
1/2006 - 11/2007
. Provided business development and sales for in establishing a
government presents in the mid-Atlantic region.
. Conducted marketing through agency technology shows, product
demonstrations and networking events.
. Closed $4.7 multi year opportunity with the state of Maryland.
. Secured a three year, $3.1m hardware and services contract with
District of Columbia public schools.
. Exceeded forecast by 120%.
. Formed partnership with SDVO business to win US Navy Medical
opportunity valued at $5.8 million.
Reason for change ~ Company lost product line and closed business
Sr. DOD Program Manager - Entrust, Inc.
9/2002 - 12/2005
. Tasked as program manager for NSA test and certification program.
. Closed two DoD contracts within first 120 days for $530k of a $3.3
million IDIQ contract.
. Developed small business teaming relationships to close $4.7 million
security opportunity with the FAA.
. Closed multi year services contract with the Navy for system
modernization in cyber security division.
Reason for change ~ Entrust failed to secure NSA/DOD certification and
reduced DOD focus and sales force
Thrasher, page III
Regional Business Sales Manager - Agilent Technologies (Hewlett-Packard)
5/1999 - 9/2002
. Developed AT&T and AT&T Government Solutions into a $65+ million
account.
. Instrumental in developing go-to market strategy for ISP's and ASP's.
. Closed a $37 million multi year contract with DISA and AT&T Government
Solutions.
. Developed and trained a nationwide sales channel program and system
integrators.
. Secure $4.2 million contract with Delta Airlines for software license
and program management.
. Won a full and open contract with Walter Reed Army Medical
. Ranked first in revenue generation for FY 2000 and first in "team"
revenue for FY 2001.
. Secured teaming agreement with USi and Children's Hospital.
Reason for change ~ Workforce reduction of 3,000 people due to failed
dot.com market.
Director of Channel/Partner Programs - XDB Systems
4/1996 - 4/1999
Sales Manager - XDB Systems 1/1995 -
4/1996
. Built and managed a reseller channel and partner program.
. Developed a $65 million+ direct and indirect territory in the mid-
Atlantic market.
. Negotiated and closed a $14 million contract with the NYC Port
Authority.
. Exceeded annual quota by 205%+.
Reason for change ~ Personally recruiting into Hewlett Packard (Agilent
Technologies)
Senior Account Manager - Computer Associates, Inc.
6/1993 - 12/1994
. Closed a $36.0 million contact with The US Army Personnel Command.
. Closed $27.5 million multi year system integration and staffing
contract with DLA.
. Exceeded $6.8 million annual quota by 145%.
. Compass Club sales leadership award for 1995.
Reason for change ~ Recruited by former Oracle Vice President to run sales
at XDB
Senior Account Executive - Oracle Corporation
3/1990 - 6/1993
. Secured $50 million IDIQ contract with DLA.
. Secured $2.3 million dollar software and services contact with
Bethesda Naval Medical.
. Expanded the DLA CTOL contract into Federal civilian, increasing
contact and customer base by 135%.
. Top sales producer for FY 1993, exceeded $6.5 million quota by 170%.
. Presidents club member.
Reason for change ~ Oracle lost the DLA IDIQ contract and was directly
recruited by CA
Vice President Sales - Printer Systems Corp.
7/1985 - 3/1990
Director of Channel Sales
Partner Sales Manager
. Increase company revenue by 135%.
. Built and managed inside and outside sales team.
. Secured national contracts with, Ochsner Health Systems, Children's
and John Hopkins Hospitals.
. Built and managed a reseller network of forty-five partner companies
in the USA and Canada.
Reason for change ~ Personally recruiting into Oracle
District Sales Manager - Entr Computer Centers
6/1984 - 7 /1985
Product Marketing Manager 8/1982 -
6/1984
Reason for change ~ Company was sold and moved HQ out of state
Computer Specialist - US Army Corp of Engineers
10/1976 - 8/1982
Professional Development
Target Account Selling Account Business Planning
Strategic Selling
New Strategic Selling
Spin Selling
Project Management
Sandler sales training
Additional Personal/Business Accomplishments
United States Coast Guard Captain (commercial)
Boy Scout Leader - U.S. Marine Corp Marathon
Over twenty years as director of local community non-profit group
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