Sales Manager

Nathaniel Paul Jenkins

***** *********** ***, *****, ** 20720 . Phone 202-***-****

. E-mail: ************@*****.***

BUSINESS DEVELOPMENT, SENIOR LEVEL SALES AND IT PROJECT MANAGEMENT

EXECUTIVE

Senior Business Executive with 30 years of Information Technology

experience, 25 of which comprise of business development, consulting and

executive management positions, to include 17 years of providing Business

Develoment; capture and proposal management, C-level sales, formulating IT

project and staffing strategy, budgets, program implementation and

marketing support to fortune 500 companies and the Federal Government.

Verticals and industries experience include health care, finance, non-

profit, telecommunications, utilities, distribution, insurance and the

public sector. Demonstrated abilities and proven performance in all

aspects of turning around a business: profit and productivity improvement,

increasing sales, maximizing efficiencies, team behavior modification and

organizational development. Extensive executive management/business

ownership experience in diagnosing, evaluating, and implementing business

solutions for value-driven results on a grassroots and hands-on level.

P&L Management Sales and Business Development

Budgeting and Expense Control Presentations and Training Key Account

Management/Retention

Contract/Price Negotiation Staff Development and Motivation

QUALIFICATIONS SUMMARY

. . Product Research and . Managed national sales

Business-to-Business Development operation for line of

Sales and Solution . New Product Launch business that met annual

Development . Written Communications sales target in excess of

. Sales Support . Customer Relations $20 million.

Operations and . International Sales and . Generated $200K in sales

Management Solution Delivery of CRM Solution

. International . Articulate, Persuasive Implementations

Business-to-Business Sales Presentations . Market analysis,

Sales . IT Solutions Development industry strategies, and

. Program & Project and Delivery Management market penetration within

Management . Create Staffing respective industry

. Proposal Strategy and Solutions segments.

Development . Management of . Maintain reputation for

. Interpersonal multi-million dollar building and retaining

Relations, Client business units highly motivated sales

liaison and customer . Recruiting and managing teams

relationship senior executive . Consistently identify

management management and capturing

opportunities for

accelerated growth.

Relevant PROFESSIONAL EXPERIENCE

Business Development Manager Consultant, Senior Account Manager,

The Nate Jenkins Group, LP, Sterling, VA. 2006 to Present

. Provide strategic account planning, business development, sales

forecasting, marketing, pricing, training, proposal development and hiring

for all channels for government and commercial clients.

. Provide on a strategy for growth including developing new markets and

acquisitions for clients.

. Provide ideas, thoughts, and practical input relating to its market

success and growth for clients.

. Ability to understand effective governance of a lower middle-market

organization and its level of resources.

. Provide leadership and knowledgeable solutions across a broad range

of customer acquisition strategies.

. Experienced assisting a business in significant and broad growth in

products, services, revenue and profitability, including an international

expansion strategy.

. Provide strategic vision with ability to advise on strategies to

leverage existing relationships and capabilities to penetrate new

markets

. Prospecting and identifying target business that Identified and drove

sourced opportunities

. Position IT Consulting and Staffing solutions and services in the

marketplace

. Lead, grow and diversify territory sales staff for all aspects of

clients business activities including growth opportunities within existing

accounts

. Drove revenue within territories oreign and domestic through new and

existing business

. Created strategic territory plan and systematic approach for

targeting accounts

. Create aggressive approach to identifying and capturing new business

opportunities

. pipeline Development creating meaningful and productive

relationships directly with Federal, State, Local and Commercial customers

. Drafting and implementing successful sales plans

. Create and perform Presentations that show cased customer desired

solutions and services with a focus on ROI and TCO

. Account planning to include Developing strategy for accounts capture

and servicing

. Work as a team player within Regional Sales Team and Marketing

department

. Sell and Close Government and Commercial Accounts

Account Manager, Health and Accident Insurance Producer, Aflac, Inc.,

Greenbelt, MD, 2010 to 2012

. Prospecting and identifying target business.

. Position Secondary Employee Benefits products and services in the

marketplace

. Lead, grow and diversify territory sales staff for all aspects of

Aflac's business activities including growth opportunities within existing

accounts

. Creating strategic territory plan and systematic approach for

targeting accounts

. Create aggressive approach to identifying and capturing new business

opportunities

. Develop meaningful and productive relationships directly with

Federal, State, Local and Commercial customers

. Drafting and implementing successful sales plans

VP, Operations & Business Development, US/India, Genex Technologies, Inc.,

2004 to 2006

. Provided staffing plans, strategies and augmentation for clients IT

Projects internationally.

. Experienced working with Congressional Committees and in briefing all

levels of executive management and government, including political

appointees up to and including the Secretary of a Department.

. Provided business developmental support and sales solutions that

increase client's revenue and gross profit by at least 20 percent.

. Establish client base and develop and build of solid accounts for

software and tools sales.

. Prospect and made executive calls to build upon business potential

internationally.

. Interface and consult with top management to build and maintains

account relationships and customer satisfaction.

. Performed due diligence work to include gathering and building upon

account information to leverage technical sales.

. Sold solutions to business needs using knowledge of IT software

solutions, design and implementations.

. Sold project based consulting projects and technology solutions with

the intent of meeting company quotas and goal expectations.

. Oversaw P & L, strategic account planning, business development,

sales forecasting, marketing, pricing, training, and hiring for all

channels in US and India.

. Directed sales force of 10 and operational support staff of 120

people.

. Accounted for more than 25 percent of company's revenues.

. Developed company's volume licensing structure and negotiated volume

licensing agreements with partners.

. Participated in developing and creating OEM partner sales program

. Managed the strategic planning process for channel marketing

programs.

. Excelled in Project Sales Manager role as one of two senior

managerial positions supervising inside sales team with direct customer-

relations and inside sales-support functions.

. Sold, designed, and managed solutions projects with average total

margins of 50 percent

. Designed and prepared customer-specific technical support packages

and closed sales to major customers

. Oversaw strategic account planning, business development, sales

forecasting, marketing, pricing, training, and staffing for US and India

projects.

Deputy Project Executive, Sr. Project Manager, IBM Global Services, BCS,

2000 to 2005

. Managed large complex programs with budgets in excess of $100 million

. Business Process Reengineering which had clients realize the full

benefits of IT modernizations.

. Have overall responsibility for both the practice and business

results, including engagement deliverables, client satisfaction, quality

assurance and profit expectations.

. Managed capture activites in the areas of COTS implementations on

multiple IT platforms, as well as Business Requirements Analysis, Systems

and Application Programming and Testing, Network Services,

Telecommunications, Call Center and Desktop Technical Support Services

including vendor services relationship management for over 30 engagements

worldwide.

. Directed staff of 15 CRM software sales associates and held full P &

L responsibility for them.

. Oversaw 10+ accounts nationally, generating more than $20 million in

revenue.

. Handled strategic account management of CRM Solution implementation

opportunities.

. Supervised all sales activities including seminars, training events

and joint marketing.

. Oversaw volume licensing agreements for all products sold nationally.

. Created 50+ software application, desktop and network technical

support solutions

. Defined and developed strategic applications using enterprise

application software solutions. Provided tailored product presentations,

application studies, financial justification

. Customer and field advocate in relaying concerns and issues related

to products and services. Identified and created complex call center

solutions, using a variety of software and hardware Researched, identified,

and tracked existing project data for performance objectives

. Prepare draft briefing packages for documentation discussions with

key stakeholders.

. Conducted Software engineering analysis and submit recommendations to

the clients

. Monitored and researched Engineering Change Proposals and System

Improvement Requests

Turn-Around Experience Accomplishments: Turned around and effected

recovery of several large failing accounts for the IBM Corp.

Engaged as a Program Manager for the project clean and reversal

team for IBM Corp. Initiated changes to processes and procedures

for the daily operations for a large utility company client of IBM

which was 2 months behind schedule and in the red from a P/L

perspective. Revamped the Operations and PMO offices and

procedures, tightened accounting and reorganized the staffing to

correct the problems. The net result was the project finishing 1

month early and within the original budget.

Start-up Experience Accomplishments: Started Genex Technology in

2004 with 2 partners. Sought out investors, created business plans,

did market research and analysis to determine best operational

approach. Company sold in 2007 for over 5 million dollars.

Mergers & Acquisitions Accomplishments: Transitional Manager during

the acquisition of Wang Global, USA by Getronics, Inc. of The

Netherlands. Was responsible for coordinating efforts for both

companies to include resource allocation, budget matters, cultural

inclusions and facilitated the handover of all US Commercial

contracts to include customer facing and executive briefings.

EDUCATION

UMUC, Rockville, MD, Bachelors Candidate, Computer Information Systems

Management, 1999

Boston University, Boston, Mass., Certificate, Project Planning and

Control, 1999

ITT Tech., Springfield, VA, Certificate, Computer Operations and

Management, 1980

Gwynn Park Sr. Hg. Sch., Brandywine, Md., High School Diploma, 1979

Salary: $120K+ Comm. Travel: Up to 80% Annual Sales Quota Acheived,

20M Sales Staff Managed, 15

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