Sales Manager
Resume:
THOMAS J. KIRBY, JR.
********@*****.***
EDUCATION:
Mid-America Christian University
Master’s in Pastoral Counseling, December 2017
Strayer University
Bachelor of Science, Economics, March 2012
SUMMARY:
Award-winning Sales Executive with proven success in developing and driving client-focused solutions that propel revenue and solidify competitive market position. Fuels new revenue by zeroing in on client needs and providing leading-edge solutions and technologies to help transform the business, improve operations, reduce costs, and strengthen their bottom line. Experienced and successful in startup, turnaround, and Fortune 500 environments, and in public and private sectors. Quickly establishes trust with clients and cultivates lasting relationships. Consistently "hits the ground running" with a thorough and complete understanding of products, competitors, markets, customer base and untapped business opportunities. Hungry entrepreneur looking for more stability and the opportunity to succeed.
Skills:
Consultative / B2B / Solutions Sales
Business Development
Emerging Technologies / Services
Multimillion-dollar Contract Negotiation
Software as a Service/Hosting/Compliance
Account / Territory Management
Market Identification / Expansion
Client Relationship Management
Sales Team Leadership
Communication / Presentation
Representative Clients:
AT &T, CVS, Compaq Computers, EDS, General Electric, Hughes Networks, IBM, Iridium, Motorola, Nextel, Raytheon, District of Columbia, Baltimore City, State of Maryland(Department of Corrections, State Police, Courts, and HHS), Department of Commerce, and other Local, State, and Federal Government Agencies
Selected Career Achievements:
Rolled out new sales program and branded marketing campaigns for cloud (SaaS) services; introduced 5 separate products to international client base in 1 year, tripling annual revenue.
Developed and marketed SaaS partnering and market penetration plan for Federal, State, and Local government marketplace
Assisted in helping city government alleviate budget deficit by providing solution that consolidated disparate platforms across agencies; decreased costs and streamlined operations.
Recognized with numerous awards for outstanding sales performance, including Master’s Club (multiple years), President’s Club (multiple years), Gold Club (multiple years) and Sales Excellence Club (multiple years).
Built and led sales team that grew expansion territory from <$300K to $3+ million in 2 years.
Turned around underperforming team; doubled revenue to $2.4 million in less than 2 years.
EXPERIENCE:
11/14 to Neotech International, LLC, Waldorf, Maryland
Present Owner
Neotech International, LLC is incorporated in the State of Maryland, and has been in business since 2014. In my role I build and execute business development plans for minority business to help them penetrate state, federal, and commercial clients. Major Clients and opportunities won:
Paniaguas Enterprises:
oDepartment of Army, Fort Meade Infrastructure Upgrade
oMidasco, Infrastructure upgrades for City of Arlington and State of Maryland Department of Transportation
oAT&T, Developed and won approval for vendor participation, won mobility tower infrastructure upgrades
oCrown Castle, Mobility tower infrastructure upgrades
oAgora Publishing, partnered with Verizon to win data center upgrade, fiber ring construction and internet connectivity
oPrince George’s County, infrastructure upgrade, Route 4
oI-comm: State of Maryland Department of Transportation, I-70 traffic camera upgrade
American Express:
oBrand awareness project with small businesses in the DC/MD area
BMMJ Network Services:
oDigital Reality, data center decommissioning
Jupiter Cybersec:
oVeteran’s Administration, professional services, Oracle upgrade project
10/12 to AT&T, Hanover, MD
11/14 Territory Sales Manager
World leader in communications, business solutions and entertainment. Serving 95 percent of the Fortune 100 companies providing IP communications, as well as IT products and services including managed services, security, mobility, collaboration and professional services.
Responsible for providing strategic solutions and managing various Solution Provider organizations and customers within a five state territory.
Delivering technical solutions that meet a wide variety of customer technology and financial needs. Solutions include hosting, SaaS, Microsoft 365, collocation, network, and infrastructure products.
Managing RFP responses including executive summary, return on investment (ROI) analysis and solutions design to develop customer-specific proposals and presentations.
Effectively partnered with internal/external clients and organizations as needed
Identified key industry trends that drove marketing initiatives, generated demand and drove technology solutions with the client base to achieve revenue growth and the NSR goals of the organization.
10/10 to BROADSOFT, Gaithersburg, MD
06/12 SaaS Specialist
Leading provider of innovative IP-communications services to more than 425 telecom service providers’ networks and a top industry player in the convergence of voice, video and data communications, with operations in 65 countries
Directed/supported international sales team; identified/developed new business opportunities for Cloud/Managed Hosting services, including web collaboration, video conferencing, and SMS tools.
Key role in tripling annual revenue; conducted market tests/evaluations, negotiated contracts, and developed branded marketing campaigns; worked with sales teams to win new business.
As Subject Matter Expert (SME) in Cloud/Managed Hosting technology; educated account teams and customers in understanding how SaaS technology could be leveraged to enhance data center/IT strategy.
Strengthened revenue, new business development opportunities, and add-on revenue at existing clients by cultivating relationships at the C-level/executive-level.
Maximized return on resource utilization by qualifying opportunities in key areas including financial state, budget, outsourcing utilization, and growth objectives.
Trained customers and account teams on new product offerings and enhancements.
2007 to VERIZON BUSINESS, Hanover, MD
2010 Senior Solution Specialist
Global business unit of Verizon Communications; provides advanced IP communications, as well as IT products and services including managed services, security, mobility, collaboration and professional SaaS services
Established/managed relationships with new Public Safety and State/Local Government vertical markets. Major accomplishments include:
Maryland State Police
Oracle Professional Services
VOIP update for police barrack
Department of Corrections
Fiber/Outside Construction for several facilities including Maryland Correctional Institutions in Jessup, Cumberland, Hagerstown, and Baltimore City.
Increased annual revenue from almost zero to more than $8 million within 2 years.
Pioneered new solution offerings that generated substantial new revenue, including Sexual Offender Internet Monitoring, Identity Theft Tracing, and CAD solutions.
Spearheaded a public/private partnership between Constellation Energy and Baltimore City to address the city’s green energy initiatives.
Provided solution that enabled correctional institutions to implement remote grievance hearings, saving more than $1.2 million per year in transportation costs; achieved 100% ROI within 6 months.
Enabled the area Social Security offices to achieve federally mandated turnaround time on application processing and to better allocate resources by providing them with document management, interactive voice response (IVR), and call tracking/prioritization/routing solutions (Social Security Internet Monitoring)
Helped public safety organizations to optimize resources via Cyveillance Sex Offender Monitoring solution.
Provided solutions to Baltimore City government including Oracle database products, email/web security solutions, call center design/implementation, and Baltimore City 311
2006 to FLUKE NETWORKS, Washington, DC
2007 Regional Sales Manager (Federal)
Global subsidiary of the Danaher Corporation; designs, develops, manufactures, and sells commercial electronic test and measurement instruments for scientific, service, educational, industrial, and government applications.
Recruited to establish sales organization for entry into the Federal, State, and Local Government space.
Hired/coached/trained sales representatives and engineers that developed and implemented hardware/software application management and security solutions to drive new revenue.
Developed relationships with 3rd-party carriers, creating new marketing channels with AT&T, Verizon, Sprint, GTST, and Federal Agencies (DOD and Civilian).
Provided expertise on Carrier Branded Managed and Professional Services, VOIP management, and WAN troubleshooting technologies.
2004 to VERIZON-ESG, Washington, DC
2006 Senior Account Manager (Local/ State Government)
Verizon Enterprise Solutions Group (ESG) manages design, operation and maintenance of end-to-end integrated network solutions for large business, government and education customers.
Cultivated relationships with agency CIOs and key executives; managed 3 sales reps and 1 engineer.
Led new sales, managed customer relationships, and partnered with Verizon’s executive, legal, and finance teams to meet customer expectations and protect the existing $25 million revenue stream.
Led team in winning $19+ million in new revenue with industry leaders like: Cisco, Nortel, and Alacatel
Defined sales strategy, negotiated multimillion-dollar contracts, and managed 3rd-party integrator relationships, as well as GSA/WITS contract schedules, and custom commercial contract vehicles.
Oversaw solutions including wi-fi implementation at the DC public schools, digital technology to improve accountability for the DC Lottery, E911 technology infrastructure, and E411 call center automation build out.
1999 to SPRINT-GSG, Vienna, VA
2004 Branch Sales Director Atlantic Region
Managed team of up to 10 Account Executives and Managers selling to new and established customers in the Northern VA, Maryland and Washington D.C. area.
Earned President’s Club Award, and Manager of the Month for 5 months of 2001; delivered as much as 208% of quota and was ranked #7 out of out of 37 in U.S job classification.
Transformed underperforming group of sales representatives into cohesive, top-performing team that delivered unprecedented revenue growth by providing clear goals, accountability standards, and highest levels of client service; improved customer retention and solidified long-term client relationships.
PREVIOUS EXPERIENCE:
VERIZON EBS, Corporate Account Manager II, 994 – 1999
MCI, Account Manager / Sales Representative, 1991 – 1994
Built new business with Fortune 500 companies and consistently exceeded sales objectives, winning numerous Gold Club, Sales Excellence, and President’s Club awards.
TRAINING:
Challenger Sales Model, Holden Sales Training in Sales Leadership and Coaching, Sales Methodology, Sales Performance, and Solution Selling • Salesforce.com training
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