Cyber Security, Telecom, SaaS, Network Sales -possess an active TS/SCI

Patricia A. Carothers

*****************@*****.*** / 703-***-****

linkedin.com/in/patticarothers

Self-motivated, consultative sales professional with an impressive 15+ year career serving various missions to include cyber security, network and telecommunication solutions. I take customer advocacy to the next level and my customers trust and appreciate me for it. I am effective at navigating through any internal process no matter how complicated it is and have worked through numerous company mergers. I work extremely well with my internal echo team and have been very successful in building solid and trusting relationships throughout my career with several C level customers to include Director’s, CIO’s, CISO’s, CTO’s, etc. I have an extensive network to include 900+ LinkedIn contacts which speaks volumes of my networking ability and reach.

EXPERIENCE AND SKILLS

Active TS/SCI with CI Polygraph

Consultative Sales – Cyber Security, Cloud, Data Center, XaaS, IT Transformation/Modernization, Analytics

Federal Sales (Intelligence and Civilian)

Commercial Sales

Direct/Indirect Sales

Client Relationship Development, C-Level to Operations

Strategic/Tactical Sales Planning

Prospecting/Cold Calling/GovWin/Zoom/LinkedIn

C-Level Presentations

Strong commitment to customer (customer advocate)

Excellent Communicator

Problem Solving Skills

Sales Oriented Focus

Contract Negotiations

Competitive and Product Research

Resource Mapping

CRM (Salesforce)

PROFESSIONAL BACKGROUND

Trellix (formerly McAfee and FireEye) Sept 2022 – July 2023

Account Director – Civilian (US Department of Justice and US Department of State)

oServed the DOJ and their individual missions to include Main Justice/JMD, FBI, DEA, OJP, EOUSA as well as the JCOTS program (AT&T).

oFacilitated multiple executive meetings to include Melinda Rogers (DOJ/JMD CIO), Vu Nguyen (DOJ/JMD CISO), Jill Janesek (EOUSA CIO), Greg Hall (EOUSA CISO), Roger Beasley (ATF CIO) among others

oSuccessfully prospected potential new clients through LinkedIn and had meaningful email exchanges which led to multiple meetings and business opportunities.

oIdentified strategic teaming partners for the ITSSS-2 contract (have been working on this bid for years between my time at CenturyLink/Lumen and Trellix and am very familiar with it)

oSwiftly repaired many damaged customer relationships due to neglect during the merger and as a result of my actions, I was able to build a strong funnel for the 2nd half of 2023 as well as 2024.

oServed the State Dept with their existing install base and serving the mission by having a clear understanding of their requirements established by current CIO (Dr. Kelly Fletcher) and Secretary of State (Antony Blinken)

oWorked with several partners and set up teaming discussions to support the new contract EVOLVE scheduled to be awarded in Q3/Q4 2023 (replacing Vanguard 2.2.1)

CenturyLink April 2017 – Aug 2022

Account Director – Intelligence Community, Civilian (Department of Justice)

oSupported a classified program for 2+ years, sold IT circuits through various contracts the customer put out for bid and Lumen subsequently won as a result of the account team putting together a winning proposal.

oWhile serving my classified customer, I was responsible for keeping the customer (Director, Deputy Director, COR’s, Contracting Officers) apprised of new technology, current business, how we can assist and keep customer compliant with Executive Orders, Regulatory issues (NDAA, etc) via in person monthly meetings (outside of Covid).

oServed the DOJ and their individual missions to include FBI, USMS, and DEA (COVERT/OVERT, CONUS/OCONUS sites) through advisor relationships with each agency.

Concert Technologies Jan 2016 – April 2017

Client Account Manager

oManaged and grew 3rd largest revenue generating customer (billed $3M annually) as well as 15 other key customers (Federal and Commercial) $5M annually

oStrong prospecting, presentation skills showcasing Concert’s capabilities to new customers, divisions within account base

oExperienced and knowledgeable with Government contract vehicles (EIS, Networx, Connections II, WITS 3 and other GSA contracts)

Telestream Feb 2006 – Feb 2015

Key Account Manager

oSold complex and technically sophisticated transcoding software to Media companies as well as the Federal Government to include Vantage, Agility, SaaS and servers

oStrong relationship builder and was successful at pulling in deals at critical times to make our numbers

oProvided accurate, consistent forecasts; built robust pipeline of new business opportunities

oHelped facilitate 60 day trials for customers and turned them into sales

oWorked in collaboration with regional sales manager and sales engineer to meet and exceed annual team sales targets (2014 – 25M target, finished year at 137% of quota, 2013 – 20M target, finished year at 110% of quota, 2012 – 27M, finished at 125% of quota)

Assigned territories: Americas US (including Federal Government) and Latin America

FLAG Telecom Jan 2005– Feb 2006

Sales Support Manager

oSupported entire US sales team from within (proposal preparation, RFP responses, customer escalations, etc.)

oManaged entire customer relationship from pre-sales to post-sales support

oBuilt solid relationships with our subcontractors, negotiated best pricing/volume discounts to offer competitive and winning solutions to our customers.

Savvis Communications (formerly Cable & Wireless USA 2002 - 2005

Sales/Customer Retention Account Manager

oResponsible for retention/renewal/upselling of the Top 700 internet, web hosting, and private line customers, at $24M monthly revenue, while minimizing churn

oAccomplishments: Collected $14M in 60 days from customers with the largest delinquent/past due balances. This project reduced the overall days sales outstanding number to 60 for reporting to potential bidders for CWA ownership

Education

Cambria Country Community College, Johnstown PA

Earned 30 credits towards an Associate’s Degree Program (Business Administration)

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