Jay Valdez

408-***-**** ad39e9@r.postjobfree.com

Regional Sales Leader

Sales/Marketing Strategy IT Infrastructure Expertise Federal Government Contracts

Experienced Sales, Account Management, and Business Development Leader Accomplished professional actively pursuing opportunities to drive revenue and market development where strategic vision, expertise in client relations, federal government sales, and revenue growth will be held at a premium.

Expert Command of All Sales Aspects with deep insight, knowledge, and experience in negotiation, marketing, client retention, budgeting, business strategy, team leadership, and accounting.

Results-Focused Business Manager with extensive experience establishing and leading relationships with key stakeholders and decision-makers on both the business and technical side. Well versed in developing new client relationships while gaining new business opportunities from existing accounts.

Effective Communicator with the ability to translate business requirements into technical product specifications, resulting in the recommendation of products and services that are narrowly tailored to meet the unique needs of each client across a variety of industries.

Executive History

2023 June- Present SRS Consulting- Federal/SLED Business Development Director

Building Reseller Team from ground up. Training Team to get up to speed for Federal & SLED. Building Relationships with Vendors & Distribution Teaching Team about Fed buy season & E-rate as 470. Working with HR to get profiles for open positions. I’m an experienced professional and highly skilled and results-driven sales and business development leader with expertise in federal government contracts, IT infrastructure, and marketing strategy. With a strong track record of driving revenue growth and building strategic partnerships. I possess excellent communication and negotiation skills, as well as a deep understanding of market analysis and client relations. My experience in managing GSA contracts and developing sales territories makes me an asset to any organization in the technology or government industries. I hold a degree in PC Repair and have technical proficiency in Microsoft Office and Salesforce. I have a proven track record of success in driving revenue and market development through my expertise in sales, account management, and business development. With experience in various industries, including federal government, education, and technology. My skills in budgeting, team management, and strategic planning make me an asset to any organization looking to expand their client base and increase profitability.

2022- May-June 2023: AMAX Engineering -Federal Sales Executive/OEM-ODM

Managing turn-key AI, HPC, storage and networking solutions from single node to fully integrated cluster rack deployments. Closing MSA negotiations including manufacturing services, inventory management, carrying costs, purchase price variance discussions and forecast management. Handing top-tier corporate customers including value-added resellers, enterprise, and OEM accounts to meet financial targets and boost overall profitability. Customer accounts consisting of startup AI, robotics, imaging, HPCAAS, Cybersecurity appliances, self-automated driving, higher institutions, and federal government departments. Working with Intel and Nvidia and POCs for customers including roadmaps, EOL management and staggered forecasting. Primarily responsible for leading and developing strategic sales goals to drive company growth. Coordinating with multi-faceted cross functional teams including QA, engineering, purchasing, finance, customer service and marketing to draft project deliverables for all customers. Actively involved in prospecting and widening the customer base by qualifying leads and reaching out to potential clients through cold calling and follow-up customer visits. Overseeing day-to-day sales operations, price negotiations, contract writing, order fulfillment, and sales returns. Collaborating in marketing activities such as trade shows to generate leads. Developing customer relationships for retention and potential growth. Preparing formal proposals and bids for statements of work, on site installations, POCs, NPI, supply chain services, logistics, credit terms and customer focused teams.

2016-2022: Information Technology Consultant

Working with NSA, DOE, DOD and DISA to provide products and Service to the Federal Government. Help procure products and services from manufacturers that best suits the customer’s needs.

2015 –May 2016: Allied Telesis, San Jose, CA – SLED West Coast Outside Sales Representative

Manage all Partnerships for SLED Customers. Rebuilding all educational markets.

Go thru all 470’s for E-RATE and participate in all mandatory pre-bids. Follow all sales processes using Sales Force. Meeting and developing all new partnerships to grow revenue.

2012 to 2015: Allied Telesis, San Jose, CA– Director of Federal VAR/OEM

Director of VAR/OEM. Managed five employees Two Outside Sales, and three Inside Sales Reps.

Develop three star partner from scratch and made sure team implemented it. Had weekly calls with the sales team to make sure everyone was achieving their goals and on target. Had weekly call with Executive Leaders to let them

Know where my Team was at and what we need to make the numbers. Worked with OEM’s like HP, Dell and Clear Cube to make sure our products were inside every PC.

2010 to 2012: Allied Telesis, San Jose, CA – Lead Federal Outside Sales Representative

A demonstrated record of success and achievement at this leading $100MM provider of IP/Ethernet network solutions to a global client base, marked by a series of promotions to positions of increased influence, authority, and accountability.

As Lead Federal Outside Sales Representative, fulfill a critical role driving revenue securing agreements with federal government accounts, with authority over a Regional Sales Manager and Inside Account Manager. Cultivate strong contacts with prospective clients while strengthening existing account relationships, working with a network of engineers, IT managers, and CIOs to develop new business opportunities.

Outstanding performance in sales, delivering an increase in sales from $4MM to a present level of $8.5MM, accompanied by a 25% YOY growth in new business; key wins include a $4MM contract for products and services with Oakridge Labs.

Fostered relationships of trust and confidence with major accounts that include Oakridge National Labs, the Defense Intelligence Agency, the CIA, and multiple Air Force bases.

Continually erode the market share of industry-leading competitors that include Cisco, offering unsurpassed levels of quality client support and service in the areas of network solutions, fiber connectivity, IT infrastructure, LAN security, and other products.

Gained invaluable expertise in achieving compliance with the Trade Agreements Act, sourcing components from authorized TAA Designated countries to qualify for sale to the federal government.

2009 to 2010: Regional Account Manager, Southeast Region

Exercised decisive business leadership to direct sales and business development efforts in a territory encompassing the Southeastern United States, forging relationships with key enterprise clients, government agencies, small businesses, and institutions of higher education. Established contact with key decision-makers to secure on-site customer meetings; created and led presentations showcasing the features and benefits of the company’s diverse portfolio of products.

Shepherded the territory through a period of massive growth, expanding revenue to $12MM and achieving 111% of goal, anchored by deals that included a $7MM contract with the Prince George Public School District.

2007 to 2009: Inside Sales Manager

Met the challenge of driving significant gains in revenue and operational excellence across the East Coast, with authority over a team of 5 staff members and accountability for all recruitment, hiring, and training. Continually tracked new business opportunities, creating responses to RFIs, RFPs, and RFQs to bid on new contracts, securing up to $30MM in new sales across the territory.

Leveraged proficiencies in SalesForce and Pivotal to build a customer database, empowering the creation and delivery of highly focused marketing campaigns.

Applied significant technical knowledge to engage in intelligent discussions with clients, recommending products narrowly tailored to meet the unique needs of each account.

2001 to 2007: Hilltop Corporation (GV Enterprises)

– Owner, Loan Broker

Pioneered the launch of this mortgage brokerage with a staff of 13 professionals engaged in the sale of ‘A’ paper and subprime loan products. Achieved and sustained a pipeline of $30MM each month.

Coordinated the execution of professional training and development opportunities to increase the efficiency, productivity, and effectiveness of the staff.

Led the creation of purchase and refinance contracts encompassing all key terms agreed to by the customer and financing bank.

PROFESSIONAL DEVELOPMENT & TECHNICAL SKILLS

Coursework in PC Repair, A+ Prep – Career Dynamics International

Technical Skills: Microsoft Word, Microsoft Excel, Microsoft PowerPoint, SalesForce

Education

Silver Creek High School San Jose California Graduated 1987

Leadership & Sales Expertise

–Expertise in Federal Contracts/Marketing

–Developing and Executing Sales Strategy

–Establishing Contact with Key Influencers

–Managing GSA Contracts

–Developing Sales Territories

–Effective Team Management Experience

–Securing Revenue Growth

–Building Strategic Partnerships

–Managing Key Client Contacts

–Market and Competitor Analysis

–Communicating with Management

"Jay has an outstanding character and passion for selling technology into the federal sector. I met him at Allied Telesis. He's a true negotiator and dedicated to providing excellent services and consultancy for his contacts. His honesty and confidence will add value to any team. We need employees like Jay who can continuously interact and build long-term relationships while closing top dollars with the customers and partners."

Mary L.

"Jay has been a tremendous asset to our company and federal sales team. I am confident Jay could be successful in any line of business because of his strategic approach, his personable personality, and his astute knowledge of whatever he puts his focus on. Jay has also taken on a leadership role in our company offering guidance and training to fellow employees who are still in the learning curve. His direction and training have been critical in helping other sales reps on the team excel and grow professionally and personally.”

John K.

Contact this candidate