Sales Manager

Barbara Austin

571-***-**** *******.*.******@*****.*** LinkedIn

Self-motivated, proactive business development professional with extensive experience in the public sector marketplace. Highly energetic and results-oriented, dedicated team player and excellent communicator.

Career Highlights

RightStar Systems Inc.

RightStar is a BMC and Atlassian solutions partner providing ITSM and DevOps lean-agile support services.

Account Manager (January 2020 to Present)

Exceeded sales quota in first nine months closing $4.2M in revenue

•Manage a large portfolio DoD and CIV agencies with a focus on growing and hunting new business.

•Execute full sales cycle between end user, contracting, order processing, channel partners, and manufacturers.

•Close complex ITSM software and service opportunities up to the C-Level.

•Strategize with internal marketing team and VARs on email campaigns, events, and outreach activities to grow pipeline.

•Drive strategic account planning sessions with partner AMs to create roadmaps and identify areas for growth.

•Conduct QBRs with partners to review pipeline, initiatives, and marketing activities.

•Collaborate with internal teams to identify technical requirements, develop proposals, and respond to RFP’s.

immixGroup, Inc.

immixGroup is a value-added distributor helping manufacturers and channel partners grow their public sector business.

Manager, Lead Generation (January 2019 to January 2020)

Increased lead gen by 68% within first three months; achieved $15M in revenue in 12 months.

•Revamped a team of 11 responsible for securing meetings between the client and the government customer.

•Created a competitive and fun environment by establishing metrics to increase visibility and accountability.

•Mentored team on cold-calling strategies, messaging techniques, and time management.

•Accelerated campaign outcomes by implementing “floor days” generating 11+ new leads per event.

•Advised manufacturers on target profiling, campaign strategies, and messaging for optimal results.

Database Manager Business Development (November 2014 to January 2020)

Developed an indirect sales model contributing to $23.7M in revenue the first year.

•Created a proprietary database to quickly identify technology specific leads using the federal IT dashboard as a backbone.

•Supervised the yearly analysis of over 2000 major IT programs, their funding offices, and key contacts.

•Developed procedures and guidelines for data integrity making the database a sought-after source for lead generation.

•Supported immixGroup sales teams and clients providing actionable intelligence on government agency organizations, initiatives, and relevant programs.

•Organized and presented external sales enablement trainings on the “Fundamentals of Selling IT to the Federal Government.” Solely responsible for increasing attendance/sales by 860% capturing $153K within first year.

•Received Quarterly Nomination; “Urgency, Focus, Ownership.”

Business Development Consultant (January 2013 to November 2014)

Recruited by immixGroup after 9-month consulting engagement.

•Provided services to AT&T, immixGroup, Prognosis, and Deltek.

Barbara Austin (Page 2)

Deltek-GovWin (January 1987 – November 2013)

GovWin is a cloud-based market research software (SaaS) providing comprehensive federal market intelligence and analysis to government contractors.

B2B Sales Representative

Hand-picked by VP, Sales to assist with aggressive revenue goals; closed $52K within first 90 days with average subscription price of $4K.

•Cultivated a solid pipeline of qualified prospects through research, cold-calling, and persistence.

•Successfully applied public sector and product knowledge to quickly become of trusted advisor.

•Executed 50+ calls per day that resulted in 6+ product demonstrations a week.

•Managed full sales cycle to include prospecting, needs analysis, web demonstrations, negotiation, and closing sales.

Assistant Manager, Customer Success

Improved customer response times by 36% contributing to the highest renewal rates in company history.

•Served as senior advisor and team lead to 29 CSM’s responsible for $30M in renewal quota.

•Transitioned team from reactive to proactive with a focus on being a valuable business partner, driving product usage, retention, and growth through strategic advisory.

•Designed operational processes and escalation procedures to provide value through the delivery of high-level process management and implementation of best practices.

•Monitored accounts to ensure consistent activity and account growth as well as proper triage for at risk accounts.

•Managed all customer escalations and collaborated with cross-functional teams to ensure successful outcomes.

Manager, Federal Market Research

Consistently achieved 110% of monthly production goals; improved client deliverables by 42%.

•Directed 8 analysts responsible for data collection, research, and analysis on the public sector marketplace.

•Introduced best practices for identifying, qualifying, and analyzing government procurement opportunities.

•Designed formal QA reviews around content value, timelines, and accuracy to meet customer expectations.

•Established workflows and performance dashboards to maximize efficiency and productivity.

•Served as a subject matter expert in specific areas of government-wide contracting.

•Received All-Star Award; “Exceptional Performance.”

Crisis Manager

Repeatedly called-on to evaluate and reorganize struggling divisions resulting in increased productivity and revenue.

Recent Professional Certifications

Toastmasters, Train the Trainer, Rockhurst (leadership), Dale Carnegie (presentation, sales, customer service, leadership), DiSC by Wiley, Atlassian Sales Professional Accreditation, and BMC Sales Badges

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