Richard Ottinger

Mobile: 703-***-****, eMail: adtbau@r.postjobfree.com, Linkedin: https://www.linkedin.com/in/rickottinger/

Senior Executive

Sales and Business Development

PROFESSIONAL HIGHLIGHTS

Senior Sales and Business Development Executive with consecutive record of exceeding revenue targets and increasing market share within the US DoD and International sectors. Experienced leader in developing new Federal Sales territories and executing brand strategies and positions within the territory. Actively participates in the Federal community and establishes and maintains C level relationships across account base. Extensive experience in the Air Force, DISA, DoD, Joint Chiefs, OSD and NATO. Maintains key relationships with system integrator community including ManTech Global Services, Lockheed Martin, and Harris Corporation.

Noteworthy Accomplishments:

Doubled existing DoD revenues in one year exceeding over $8M

Exceeded 125% of quota closing $7.5M and expanded FNS’ reach within CISCO and account base.

Achieved 153 percent of quota closing $11.5M for territory covering DoD, Joint Commands and Air Force.

Develop new strategies and go-to-market with channels for collaboration product lines.

Exceeded 150% of Sales Quota closing $8M.

PROFESSIONAL TECHNICAL SKILLS

Layer 7 Cyber Security

CCDA Cisco Design Associate

Cisco Blackbelt Degree

UNIX Internals

Cisco Unified Communications

PROFESSIONAL WORK EXPERIENCE

Carroll International, Tabor City, NC November 2021 – Present

Director

Perform business development and sale with DoD & Civilian Agencies

Provide sales leadership consulting services with business partners

Grow Company revenue with sales and a portfolio of products and services

Develop business franchise with General Dynamics Mission Systems

ConvergeOne Government Systems, Minneapolis, MN. February 2020 -August 2021

Government Account Manger

Develop Cisco Business Franchise within Federal Government

Develop new account base within Federal Government

Developed strategy and go-to-market plans for collaboration solutions within the Civilian and DOD markets.

Provided C-Level Briefings to key Civilian and DOD leaders.

Drive new opportunity with strategic partners and vendors to include Cisco.

Avocado Systems, Milpitas CA May 2019-February 2020

Vice President Federal Sales

Established indirect sales channels for increased market penetration.

Negotiated teaming arrangements with System Integrators and Cloud Providers.

Established GSA Schedule with Vertosoft to resell Avocado Cyber Products.

Developed Pilot programs with California State and Local Law Enforcement as well as Lockheed Martin, Verizon and ORock Tech.

Provide C-Level Briefings to DoD and Civilian leadership including, SOCOM, Sofwerks, Defensewerx, Systems Command and City of Los Angeles Police Department.

Identified target accounts and markets for funnel development.

GovServ Plus, Alexandria, VA July 2017- October 2018

Vice President Business Development and Sales

Lead team of Unified Communications sales engineers in support of opportunities.

Provided C-Level Briefings to key Civilian and DOD leaders.

Developed strategy and go-to-market plans for collaboration solutions within the Civilian and DOD markets.

Penetrated new Agencies including USDA, resulting in 100% year over year growth.

Increased existing revenues more than 8 Million dollars.

Established strategic partnerships with SEWP, ITES and WITS contract holders.

Drove new opportunity with strategic partners and vendors to include CISCO and Adobe.

Cisco Systems, Herndon VA October 2009 – July 2017

Product Sales Specialist Unified Communications

Develop and execute go to market strategies for driving collaboration products through CISCO channels.

Identify new market opportunities including key competitive takeaways in DOD accounts including OSD, Secretary of the Air Force and Secretary of Defense.

Forecast Collaboration book of business within territory.

Supported sales efforts of CISCO Sales teams as Unified Communications Subject Matter Expert.

Provide C-Level Briefings to key DOD customers as well as strategic CISCO partners.

Polycom, Herndon VA March 2005 – October 2009

Global Account Manager

Developed strategy for capturing key Telepresence opportunities within the DOD including $4.5M with Defense Acquisition University.

Lead the successful capture of NATO Virtual Meeting Room Contract resulting in $40M in sales.

Partnered with Microsoft to develop Unified Communications Strategy throughout DOD.

Established strategic partnerships with channel partners as well as System Integrators including Iron Bow and ManTech.

Received 2008 Theatre Award for top performing Territory

Consistently exceeded quota in 2005,2006,2007 and 2008.

Foundry Networks, St. Louis MO January 2004-March 2005

Regional Sales Manager

Exceeded 150% of 2004 Sales Quota

Manage Foundry Mid-West DOD and Civilian account base.

Lead key takeaway within Air Force.

Federal Network Services, Redmond WA May 2003- January 2004

Regional Manager

CISCO reseller for all CISCO systems and services to the Federal Government nationally.

Exceeded 125% quota closing $7.5M and expanding FNS reach within CISCO and account base.

Developed sales training to drive revenue growth within CISCO.

Provided competitive intelligence to FNS and CISCO leadership.

Actively Participated in all facets of sales process from prospecting to closing.

CISCO Systems, St. Louis, MO July 1993- April 2003

Major Account Manager

Lead Sales and Marketing to the DOD and Civilian Agencies in the Mid-West region.

Drove Sales and marketing of CISCO products and services globally to the Air Force.

Successfully lead the Air Force to standardize on CISCO VoIP for all of the Air Force.

Managed the AFCA and CITS Program Offices resulting in addition of CISCO Wireless and VPN products on the CITS approved Product List.

Implemented Cisco Academy within the Air Force 108 Bases via AFCA.

Novell, Inc., Provo Utah

Marketing Manager

Directed strategic marketing operations to Federal, State & Local Governments in 30 states and to the US Air Force Worldwide.

Successfully grew annual quota expectations of Novell Government Systems Group from $7M in 1990 to $56M in 1993.

Negotiated $40M contract with the State of Kentucky.

Lead Negotiations for Ulana II contract for $45M in new revenue.

Worked with states to standardize on Novell Products resulting in net new sales of over $6M.

Partnered with Air Force to standardize on Novell, including Material and Training Commands, as well as Air Mobility, PACAF and Stratcom

Education

Westminister College, Fulton, MO

Bachelor of Science, Political Science and Business Administration

oPresident, Phi Gamma Delta Fraternity

oWho among Who American Colleges and Universities

oSkulls of Seven Senior Honor Fraternity

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