Business Development Mid-Atlantic

Sean McCarthy

***** ********** *****, ***********, ** 20120 – 703-***-**** ***********@*******.***

PROFILE

Results driven leader with a proven track record of leading sales teams by coaching, strategy development, pipeline management, forecasting, problem solving, reporting, customer relationships, and growth. Results include developing the Mid-Atlantic from $4M to over $30M, quota attainment in 20 of 22 years, deal sizes ranging between $100K to $22.4M, managing teams from 1 to 28 team members, and closing countless new business logo’s closed.

WORK EXPERIENCE

FEDSAVVY STRATEGIES

Director, Sales Aug 2023-Present

Responsible for sales, marketing, business development, and alliances for FedSavvy Strategies

Solutions include competitive intelligence, market research, black hats, battle cards, account planning, pipeline development, mergers & acquisition and other offerings currently under development

Closed and created the first partnership agreement for FedSavvy with G2Xchange in Q1, 2024

Established sales activity processes, outreach planning, pipeline management, event marketing program and lead tracking process, none of which existed prior to joining the company

FedSavvy Strategies is a service provider supporting some of the largest to mid-size government contractors pursuing opportunities across the Federal Civilian, DOD, and Intel agencies

ORACLE Corporation Jan 2022- Aug 2023

Director, Alliance & Channels – Federal

Managed Oracle’s Partner Network (OPN) for Oracle’s Federal SaaS and Business Applications DOD and Civilian teams. These applications include SaaS Fusion ERP, Fusion HCM, Fusion SCM, EPM, AI/ML, and CX

Also responsible for Oracle’s legacy Business Applications including PeopleSoft, EBS, Lawson, Oracle Cloud Infrastructure (OCI), and others within OPN

Achieved 130% of quota in 2022 and 110% in 2023

Developed and maintain meaningful relationships with sales teams, executive leadership, industry leaders, key account teams and other stakeholders

Liaison between Oracle Federal DOD and Civilian account sales teams and strategic alliance partners

Lead regular reviews of joint pipelines with alliance partners to support opportunities

Drive engagement between sales and alliance partners for contract discussions, activities, and negotiations

DLT SOLUTIONS, a TD SYNNEX COMPANY Feb 2020 – Dec 2021

Director, Sales

Managed a team of 12 Account Mangers to achieve $30M in bookings for the Applications, Analytics & Incubation divisions of DLT

Interface daily with senior leadership of the companies within my divisions to sales activities, marketing programs, Federal contract support, and all other aspects of selling into the Federal Government for our partners

Responsible for over 100 software and hardware manufactures and OEM’s ranging from start-ups to multi-billion dollar companies to establish and grow their presence and revenue in the Federal, SLED, and Healthcare markets. These include companies like Appian, Ivanti, Pluralsight, Veritas, Symantec, Hazelcast, Galvanize, and others

Oversaw the Secure Software Factor (SSF). The SSF is a dev/sec/ops lab.

CAMPANA & SCHOTT

Senior Account Manager, Business Development Jan 2015 – Jan 2020

Campana & Schott helps our clients digitally transform their workforce, IT systems, infrastructure, and customer experiences. Solutions include enterprise UX/UI, RPA, Cloud migrations, AI/ML, web development, using an agile delivery model

Sold solutions into Treasury, IRS, ACF, USDA, the Federal Reserve and other Federal and State Agencies.

Commercial customers included Altria, CSC, Medstar Health, Astrazeneca, Verizon

Achieved quota cloud 4 of 5 years with quota of $2M

INFORMATION BUILDERS, INC. 2009 - 2014

Director, Sales

Attained quota 19 of 22 years while with Information Builders with quota ranging from $1.2M to $20M

Managed a team of 11 account executives located throughout North America while running the Channels program

Created critical business initiatives for sales growth, pipeline management, new market penetration, customer retention, while improving margins and market share

Solutions included Business Intelligence & Analytics (Webfocus), and Enterprise Integration (iWay middleware)

Worked with partners including KPMG, Unisys, CSC, SAIC, Lockheed, IBM, GDIT, Microsoft and others

MICROSTRATEGY

Sales Director 2006 - 2008

Responsible for the development and execution of the sales strategy for the Mid-Atlantic Region consisting of Virginia, Maryland, DC, and Delaware for accounts 2 Billion and above

Successfully rebuilt the Mid-Atlantic sales team from 1 Account Executive to 6 and 2 Business Development Reps by hiring, mentoring, and participating in all aspects of selling

Closed significant deals at Geico, Fannie Mae, Freddie Mac, Circuit City, Montgomery Public Schools, Astra Zeneca, Discovery Communications, Advisory Board, TRX, and others

INFORMATION BUILDERS, INC. 1991 - 2006

Regional Sales Director, Mid-Atlantic

Managed a sales team of 28 including 7 account executives, 7 systems engineers, 2 inside sales reps, marketing, customer support, and administrative support

Solutions included Business Intelligence & Analytics (Webfocus), and Enterprise Integration (iWay middleware)

Increased the overall revenue from $3M per year to over $30M while reducing overall headcount

Consistently made quota 10 of the 12 years while missing by less than 10% after substantial quota increases

The Mid-Atlantic team sold some of the company’s largest deals over that time period including multiple $1M, $5M, and $10M dollar deals with Verizon, CSC (now GDIT), Altria, Astra Zeneca, Federal Reserve, and the largest $21M to the State of Maryland for a custom built budgeting application highly reliant of Webfocus, iWay, and IBI consulting

Recipient of many sales awards including presidents club, largest deal, and most new name business

EDUCATION

BA - Economics Montclair State University, Montclair, NJ

Contact this candidate