Sales Engineer

Career Profile

Senior Solutions Sales Executive with a strong record of accomplishment delivering Advance Strategic Solutions to DOD and IC customers with a proven value and return on investment.

● Grew revenue from $4M yr. to $6M yr. at IC account from 2007 to 2009

● Produced over $8M in Revenue in 2009 with a contract value of $70M over 8 years (Professional Services, Managed PIP (WAN), and CaaS)

● Produced over $10M in Revenue in 2010 with a contract value of $53M over 5 years (Cloud services, Managed IP VPN network, Managed Security Services)

● Achieved 116% YOY growth in 2009 and 2010

● Close Verizon Federal first Cloud contract in 4Q2010

● Strong technical background as a pre-sales system engineer before entering into Federal Sales

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Dexterity and Responsibilities

• 6+ years of Federal and Commercial sales experience for outbound business, driving revenue based on programs/contracts and partnerships.

• Identifies new opportunities, qualify decision to go forward, expand presence, and achieve quota.

• 6+ years’ experience and ability to present at the CxO and Senior Executive Business manager level and public events.

• 4+ years Cleared TS/SCI CI Poly – Senior Solutions Sales Executive with advanced technical/business skills (a team contributor with Systems Integrators and partners).

• 6+ years Pilot Capture initiatives managing proposal cost/price analysis and submit Market Surveys and RFPs for contract awards, working directly with Core Teams to direct strategic product, service and software sales activities.

• Submit product, software and service transformation orders, daily/weekly interface with Sales, Engineering and Program Management ensure customer Purchase Order and Bill of Materials are perfectly align for procurement, delivery. Facilitate weekly program status meeting with internal team members and customers.

• Orchestrate technical responses between multiple departments and Partners to develop a homogeneous solution and ensure the solution address all customer’s requirements and meet the desired end to end business solutions

• Take position as customer’s advocate inside the organization, ensuring timely distribution of deliverables / unique solutions meeting the customer’s requirements.

I am a satisfied customer focused Sr. Solutions Sales Executive for MD/DC/VA territory.

• I hunt and farm Cloud (IaaS, PaaS and CaaS), Professional Service (Staff Argumentation), Managed Security Services, Product and Software opportunities; enabling Managed Strategic Solutions in Defense and Commercial medium to enterprise markets.

• I prospect, Identified, manage sales cycle and close sales opportunities in communities under the Director National Intelligence (DNI), my clients are CIA, National Geospatial-Intelligence Agency, NRO, NSA, DIA, DHS as well as MCIA, JRIP and ONI.

• I fulfill Task Orders requirements for IT Support Services and Security Solutions and Information Assurance through partners (i.e., Cisco, HP, NetApp, Blue Coat and EMC2).

I team with System Integrators and Channel Partners to reveal 2020 tactical and strategic solutions that are adaptable in 2012 for Federal and Commercial enterprises, to deploy solutions across the areas of Data Storage, Virtualization, Cloud services, Data Protection, Networking, Business Continuity and Managed Security Mobility, IT products and software.

Accomplishments/Work Experience

11/2007 – Present

Verizon Federal - VA

Senior Account Manager – TS/SCI - CI Poly Cleared

● Successfully managed multiple Agencies in Federal Market

● Successfully close Federal Cloud deal in September 2010

● Intel, DOD and Civilian responsibilities

● Delivered a $10M / year (TCV $53M five years) complex solution - CaaS, Managed Security Services and ProServ

● Developed positive marketing material, managing opportunities to closure

7/2006 – 11/2007

Narus, Inc.

Senior Sales Engineer – TS/SCI Cleared

● Pre-Sales technical support For Federal and Intel clients

● Served as the technical liaison to engineering, network support, and executive levels

● Prepared and Validated requirements

● Produced Statements of Work documents and project delivery

7/2002 – 7/2006

Internet Security Systems, Atlanta, GA

Senior Security Consultant – TS/SCI – FLS Poly Cleared

● Successfully sold and delivered ISS Site protector suite of products

● Client in Federal DOD, Civilian and Commercial Markets

● Customer facing responsibilities including design, assessments, and deployments

● Ensured regulatory compliance

Additional Employment History Summary

11/07 – Present Senior Account Manager with Verizon Business Federal

07/06 – 11/07 Senior Sales Engineer of Narus, Inc. Mountain View, CA

07/02 – 07/06 Senior Security Consultant’ Internet Security Systems, Atlanta GA

08/99 – 07/02 Program Manager of Predictive Systems, Inc., N.Y, NY

08/98 – 08/99 Sr. Security Consultant of Enterprise Information Services, Vienna VA

03/97 – 08/98 Sr. Consultant of Richard S Carson, & Associates, Inc., Bethesda, MD

11/94 – 03/97 Sr. Consultant of Computer Sciences Corporation, Herndon, VA

09/87 – 04/94 Sr. Communication Analysts of Sprint/Alcatel Data Networks, Reston, VA

01/84 – 09/87 International Project Engineer GTE Telenet/Sprint, Reston, VA

01/80 – 01/84 Sr. Engineer of Computer Sciences Corporation, Herndon, VA

Education

6/1970 Institute Computer Sciences, Philadelphia, Virginia Associate Degree

Data Processing and Systems Maintenance Technology

Strayer University, Ashburn, VA Bachelor's Degree (in process)

Computer Info. Systems completed 103.5-credit hrs.

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