Sales leader with 25+ years of experience driving FED/SLED markets

Roger Morrison

**********@*****.*** 703-***-**** Sterling, VA linkedin.com/in/roger-morrison-970bb68/

SUMMARY

Seasoned sales leader with 25+ years of experience driving FED/SLED and Law Enforcement market growth. Expert in developing strategic sales initiatives, notably in broadband, identity management/biometrics, and ALPR technologies, resulting in significant revenue increases and market penetration. Seeking to leverage proven track record in sales campaign execution and public sector relationship building as a Regional Sales Director, Business Development Executive etc.

SKILLS

Digital Identity • SaaS/Cloud • Multi-Modal Biometrics • Direct/Federal/SLED Sales • Credential Issuance • Strategic Account Management • Enterprise Scale Solution Sales • Selling ROI/Value Proposition • New

Market/Business Development • C-Level Market Penetration • CRM • IAM • Challenger/MEDDPICC Sales

Approach • Pre-Sale Opportunity Qualification/Assessment • Sales Forecasting • Market Analysis • Contract

Negotiation • VAR/Partner Account Management • PACS/LACS Security Technologies

WORK EXPERIENCE

Breaking Point Solutions (BPS) Montgomery, MN

Director of Broadband Client Initiatives - Contractor Apr 2022 - Dec 2023

•Identified and engaged with state and local entities to promote a project management and funding software application designed to address digital inequity and support applications for broadband grant funding.

•Communicated the cost-effectiveness and strategic planning benefits of the software to government officials, aiding them in the regional broadband expansion process.

•Led targeted sales initiatives focused on Broadband Action Teams, effectively demonstrating the software's return on investment and value in managing broadband projects.

•Delivered grant funding estimates and project management resources to clients, facilitating their understanding and execution of complex broadband expansion undertakings, resulting in a 70% revenue increase across various states.

IProov New York, NY

Regional Sales Director Public Sector Apr 2021 - Apr 2022

•Developed and implemented strategies for scalable sales opportunities within the public sector, focusing on driver's license and identity authentication markets.

•Facilitated the initial phase of a subcontract for identity authentication for the California Department of Motor Vehicles, contributing to enhanced service delivery and increased departmental profitability.

•Expanded the reach of driver's license and identity solutions to multiple states, leveraging the success in California to market iProov solutions to DMVs nationwide.

•Cultivated strategic partnerships with government integrators and key industry organizations, enhancing market presence in the identity management and citizen identity sectors.

NDI Recognition Systems Winter Springs, FL Regional Sales Manager May 2018 - Apr 2021

•Expanded Automated License Plate Recognition technology sales into critical Mid-Atlantic and Federal Government sectors, focusing on law enforcement, public safety, and military installations.

•Generated over $800,000 in revenue through strategic market penetration and secured a $400,000 contract for an ALPR system's initial phase at a major joint military base in New Jersey. Leveraged this success to cultivate immediate sales opportunities in federal markets, with a particular emphasis on military facilities.

Wildfire 5g Minneapolis, MN

Vice President Jun 2016 - Apr 2018

•Conducted competitive market analysis to inform and establish a sales penetration strategy for a novel Wireless Internet Service Provider, enhancing market entry and customer acquisition efforts.

•Developed and executed multi-tiered sales and marketing initiatives, which expanded the subscriber base through strategic multichannel campaigns, contributing to a robust early adopter community.

•Led a sales and marketing team that successfully generated $500K in annual recurring revenue through the sale of pilot ISP subscriptions, while also forging critical infrastructure partnerships with regional utilities.

Agnitio Voice Identification Madrid, Spain

Vice President of Business Development and Sales Jul 2014 - May 2016 • Marketed commercial-off-the-shelf (COTS) solutions to key federal and law enforcement agencies, enhancing product visibility and utilization through strategic partnerships.

•Drove significant revenue growth by securing $1.2 million in bookings through strategic inclusion of Voice ID technology in the Biometrics Approved Products List, facilitating its adoption on GSA schedules.

•Cultivated and maintained productive OEM partnerships, resulting in the seamless integration of Voice ID technology into established COTS products and expanding market presence.

CITI Creative Information Technology Inc Falls Church, VA

Director of Sales & VAR Partner Programs – Identity Management Business Unit Jan 2012 - May 2014

•Closed significant deals leading to over $900,000 in bookings by identifying and capitalizing on HSPD-12 compliance opportunities within various sectors.

•Transitioned the sales approach from a development and consulting focus to a solutions-oriented model, formulating and executing a strategic sales growth plan.

•Led the direct sales team while establishing and overseeing a comprehensive VAR/Partner Program for smart chip identity credential management, enhancing the distribution and implementation of secure identity solutions.

DATASTRIP Inc Oxfordshire England

Director of Sales Federal Agencies and State/Local Law Enforcement Jan 2005 - Jan 2012

•Top Salesperson in company 2005-2012 15m+ bookings

•Directed sales initiatives for mobile identification reader technology, resulting in successful contracts with Department of Defense, Homeland Security—including Transportation Security Administration—and Department of State.

•Fostered strategic partnerships with major integrators including Northrop Grumman Corporation, Science Applications International Corporation, Electronic Data Systems, and others, securing multimillion-dollar contracts.

•Developed new revenue channels within the US Army, Coast Guard, Marine Corps, and port security sectors, enhancing market penetration for mobile automated fingerprint identification systems

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