Sales Executive Public Sector

MARGARET COKER

Address: **** ********* *****, ***********, ******** 20155

Phone: 202-***-****

Email: ********@**.***

--SENIOR DIRECTOR DIRECTOR--

QUALIFICATIONS PROFILE

Seasoned, astute, and results-oriented professional, offering extensive experience spanning all areas of technical sales, business development, customer service, and capture management. Highly analytical leader, with the ability to establish and cultivate high performing teams; while consistently driving business growth and acquiring major contracts through solid negotiation skills. Expert at formulating innovative strategies and solutions to complex problems to achieve profitability and repeat business by working with teams and C-level executives. Equipped with outstanding communication skills, essential in fostering rapport with potential and existing clients.

RELEVANT EXPERIENCE

LEVEL 3 COMMUNICATIONS, BROOMFIELD, CO

Director, Capture Management–McLean, VA 2011–Present

- Lead key initiatives toward the acquisition of buy-ins including forecasted sales, resource requirements, and IT investment, in coordination with chief information security officer, senior vice president of product development, and senior vice president of IT development.

- Collaborate with the team to obtain resources from matrix organization in support of large deal pursuit.

- Develop and implement white papers and marketing initiatives to position the company for strategic opportunities; as well as go-to market plans and win strategies to increase customer base within civilian and the Department of Defense markets.

- Expertly handle and allocate bid and proposal budgets.

Notable Accomplishments:

- Provided expert oversight to a team of 20 capture and proposal managers in acquiring large federal opportunities including more than $10B total contract value with the Defense Information Systems Agency (DISA) DoD Defense Information Systems Transmission Services–NETWORX (DCTS-N) and the DISA Global Network Services in 2015.

- Drove key efforts toward the achievement of $2M revenue growth in Q12016 with the new DCTS-N contract.

- Spearheaded capture opportunities that increased existing revenue, while acquiring additional market share including:

- 50B NS2020 enterprise infrastructure solutions (EIS) contract;

- Department of Homeland Security alternate transport;

- Department of Labor;

- Department of Interior; and

- United States Department of Agriculture (USDA).

Director, Civilian Business Development 2011–2014

- Assumed full responsibility in creating and managing business development process, procedures, and pipeline, in alignment with strategic opportunities.

- Established and cultivated in-depth business relationships with market alliance and technology partners including Cisco, Avaya, BroadSoft, Amazon Web Services, and Microsoft; as well as system integrators and resellers including World Wide Technologies and Presidio.

- Organized and managed executive call plans with Level 3 government markets senior vice president, vice president, chief technology officer, and chief executive officer; as well as civilian executives.

Notable Accomplishments:

- Brought significant growth in revenue by $2M in 2014 by leading a team of civilian business developers in creating customer awareness and obtaining opportunities with Veterans Affairs and Department of Health and Human Services (HHS).

- Achieved strategic opportunity by serving as individual contributor for the Department of Homeland Security, acquiring $140M in total contract value with the Unified Communications.

TELSOURCE, FAIRFIELD, NJ

Vice President–Sales Public Sector, Aquative 2010–2011

- Rendered services to Communications Integrator by creating public sector sales channel; as well as North Atlantic Treaty Organization (NATO) and Joint Forces to identify and acquire key opportunities.

- Built strategic partnerships with the federal government for access to federal contract vehicles including:

- Service-disabled veteran-owned small business (SDVSB);

- Woman owned business enterprise (WBE); and

- Large system integrators including Science Applications International Corporation (SAIC)/Leidos and General Dynamics.

Notable Accomplishment:

- Acted as the driving force behind the growth of funnel from zero to 200,000 in first 60 days; as well as achievement of more than $350K sales in the first year.

MICROTECH, VIENNA, VA

Senior Vice President–Collaboration 2009–2010

- Rendered direct supervision to a team of six sales managers to acquire video and unified communications opportunities.

- Managed the preparation and submission of sales compensation plan for sales managers.

- Interacted and developed key relationships with industry technology vendors including V-Brick, Tandberg, Cisco, Avaya, and Polycom.

- Administered the negotiation of platinum partner status for Cisco Gold Partner, acquiring Tandberg.

- Created and executed training requirements for engineers toward Cisco Gold Partner certifications following Tandberg acquisition.

Notable Accomplishments:

- Earned key blanket purchase agreement with USDA for audio/visual equipment and integration

- Performed human resources functions including hiring and recruiting a seasoned team, which resulted to key achievements with Military Health, Veterans Affairs, and Intelligence and Security Command (INSCOM).

POLYCOM, PLEASONTON CA

Director–Department of Defense and Intel Operations–Herndon, VA 2008–2009

- Enforced critical DoD Joint Interoperability Test Command (JITC) product certifications, in coordination with corporate security and engineering.

- Demonstrated adeptness in providing 98% SalesForce funnel accuracy.

- Employed analytical skills in identifying sales opportunities, in collaboration with channel partners.

- Worked in collaboration with channels to develop partner programs and certification requirements; as well as avenues for key DoD channel partner’s certifications.

Notable Accomplishments:

- Exceeded sales target by more than 112% by leading a team of eight sales managers in DoD and Intel.

- Promptly responded and addressed Navy account issues by hiring and building a team, which led to year-over-year growth of $2M.

- Partnered with NATO customer to develop and implement video communication and telepresence systems in NATO headquarters resulting in the attainment of $40M sales.

VERIZON BUSINESS, BASKING RIDGE, NJ

Director–Business Development Civilian Agencies–Ashburn, VA 2004–2008

- Oversaw key strategic accounts including the United States Senate, the Treasury, and the Department of Homeland Security.

- Coordinated with DHS integrators for DHS Eagle contract vehicle; while facilitating executive business briefings with customer executives at US Senate, General Services Administration, DHS Federal Emergency Management Agency (FEMA), Immigration and Customs Enforcement (ICE) Headquarters, and US Coast Guard.

- Directed the provision of a two-year business development funnel comprised of prime contractor and subcontractor opportunities; as well as development of strategies including messaging, partnering, and pricing.

Notable Accomplishments:

- Sold VoIP solutions to the US Senate, which significantly brought revenue growth by $40M,

- Overachieved $48M annual sales for security infrastructure through the Transportation Security Administration (TSA).

- Acquired a $60M-Security Operations Center for TSA.

AMERICAN MANAGEMENT SYSTEMS/CGI, FAIRFAX,VA

Director of Business Development–DHS 2004–2008

- Closely collaborated with the senior director to establish DHS practice and achieve account growth.

- Built executive networks with TSA chief security officer, Executive Office of the President cyber executive, FEMA chief information officer, and Commonwealth of Independent States chief information officer.

Notable Accomplishment:

- Led market penetration which resulted in revenue recognition of more than $5M with professional security services through coordination with DHS system integrators.

Earlier Career

AT&T, DALLAS, TX

Director Internet Programs

OTHER EXPERIENCE

AT&T, DALLAS, TX

Technical Director–Defense Information Systems Agency (DISA) Video Services–Global (DVS-G)

Technical Manager/Chief Financial Officer

EDUCATION

Master of Science in Information Management: MARYMOUNT UNIVERSITY, ARLINGTON, VA

Bachelor of Arts in Government and Politics: GEORGE MASON UNIVERSITY, FAIRFAX, VA

PROFESSIONAL AFFILIATIONS

American Council for Technology and the Industry Advisory Council (ACT-IAC)

Armed Forces Communications and Electronics Association (AFCEA)

International Tokamak Physics Activity (ITPA)

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