Sales Manager

ROBERT G. ARMEL

***** ***** *** ****** • Reston, Virginia 20194

703-***-**** • ***.*****@*****.***

SENIOR SALES PROFESSIONAL • TECHNICAL ACCOUNT EXECUTIVE

Dynamic business development and sales professional with an extensive history of launching sales operations, identifying product growth opportunities and delivering record-setting sales. Specialize in high-tech sales within the government and military markets. Known for consistently gaining access to key decision makers and executive-level personnel. Adept at competitively positioning products and creating customized solutions that lead to repeat contracts. Energetic communicator who builds rapport with customers and thoroughly explains products to overcome obstacles. Big picture thinker who effectively leads the development of long-range business strategies that secure high-margin contracts.

AREAS OF EXPERTISE

Key Account Growth • Business Development • Solution Sales • U.S. Government Sales

Developing Relationships • Executive-Level Presentations • Territory Startup

Sales Cycle Management • Problem Resolution • Government Acquisition Process

Quotas have ranged between $1M - $38M

PROFESSIONAL EXPERIENCE

INDEPENDENT SALES CONSULTING 2010 - Current

ASG FEDERAL, INC. • Reston, VA • 2008-2010

Privately held software company with $400 million in 2008 revenue and more than 200 products.

Federal Account Executive

Recruited to oversee all aspects of sales and business development for Navy, Marine Corps, Air Force and Department of Defense. Focus on building relationships and penetrating to decision makers to quickly identify opportunities for a new territory. Call at the very highest client level, presenting solutions to key decision makers. Continuously research target organizations and industry news for possible projects.

• Successfully established greenfield territory from startup to $5 million pipeline within 1 year.

• Capitalized on existing contacts to develop relationships with the Chief Technical Advisor for the entire Marine Corps, CIO for the Department of Defense Education Authority (DODEA) and contract lead for Air Force (Lockheed Martin).

TRIUMFANT, INC. • Rockville, MD • 2007-2008

Startup company focusing on the use of artificial intelligence to reduce the cost of service desk operation.

Senior Account Executive, Government Sales

Provided senior-level sales and solution consultation to key decision makers within Department of Defense, all intelligence agencies, Department of Energy and Department of Homeland Security as well as major government contractors. Partnered with clients to identify needs and determine product suitability, maximizing business opportunities.

• Created a pipeline of $85 million with just a single product.

• Identified a $40 million project with EDS to provide call center support software that would significantly reduce IT costs and improve contract profitability.

• Developed relationships with key government contractors such as Northrop Grumman, EDS, Lockheed Martin, CSC and General Dynamics.

ROBERT G. ARMEL • Page 2 • ***.*****@*****.***

UGS • Herndon, VA • 2006-2007

Software company with $2.4 billion in annual revenue during time of employment.

Enterprise Sales Executive, Department of Defense and United States Army

Led new business development efforts with senior executives to secure strategic sales opportunities and effectively manage sales cycle within startup accounts. Partnered with pre-sales organization to demonstrate product benefits, identify client needs and successfully position solution for maximum client ROI. Utilized existing industry contacts to gain quick penetration to key decision makers.

• Identified 2 large opportunities each valued at $25 million, one for a troop mobilization project with the Army, the other for the logistics modernization program.

COMPUTER ASSOCIATES • Herndon, VA • 2004-2006

One of the world’s largest IT management software providers with offices in more than 45 countries.

Sales Executive, United States Navy

Directed all aspects of the sales cycle for a greenfield territory with the Navy, overseeing product demonstrations, negotiations and closing to win over business from industry-leading competitors. Led sales efforts for products, services and education while simultaneously maintaining integrator, VAR and reseller relationships. Focused on researching clients, market and industry to effectively tailor solution proposals.

• Established relationships with CIO and Deputy CIO of the Navy as well as CIO of the Marine Corps Systems Command.

• Identified and developed a major contract for worldwide inventory and asset management of the Navy’s computer servers.

BEA SYSTEMS • Tyson’s Corner, VA • 2003-2004

Developer of application server technology. Now part of Oracle.

Manager, Department of Navy

Recruited to manage Navy account and increase product penetration for the company’s application platform suite solution. Identified decision makers within individual programs to establish relationships and secure presentations for future initiatives. Simultaneously maintained relationships with key integrators such as EDS, CSC, Raytheon, AMS, NGIT, Lockheed Martin, BearingPoint and Mitre.

• Discovered a $3 million project opportunity and achieved pending contract for upgrade of all Navy afloat-to-field servers.

• Engaged in solution development for 10 of the 47 Capital Investment Funded Navy Programs for FY04.

SYMANTEC • Reston, VA • 2000-2003

One of the world’s largest software companies specializing in security, storage and systems management solutions.

Senior Account Executive, Public Sector

Oversaw all large sales initiatives company-wide, focusing on relationship building to drive revenue with federal (DoD, NIH and Interior Department), state and local (education and hospital IDS organizations) clients. Traveled frequently nationwide to assist geography representatives with account penetration, negotiation and close. Supported entire client lifecycle to ensure customer satisfaction and repeat sales.

• Recognized with “Inner Circle” Award for achieving $48 million in revenue against a $37 million quota.

• Achieved $10 million in enterprise security software sales with DISA CERT and secured approval for all member organizations to use the company’s security programs, allowing quick contract approval.

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BMC SOFTWARE • Bethesda, MD • 1999-2000

Recognized leader in business service management with $1.86 billion in 2008 revenue.

Account Manager, National Defense Agencies

Individual contributor providing new business development, relationship building and account management for a large sector that included DISA Megacenters, NSA, FBI, CIA, NIMA, NRO and AAFES.

• Secured $2.5 million in revenue within less than 2 years, exceeding quota by 60%.

• Identified a $9.5 million opportunity with the Army Air Force Exchange Service to provide enterprise database tools.

PLATINUM Technology, Inc. 1998-1999

National Account Manager DoD & Army Business and relationship building / development for PLATINUM

solution offerings as well as account development and management within the territory (DISA, Megacenters,

Defense Medical, JSSC, OSD CIO’s office and council, DISC4, & PEO STAMIS).

LOGICON I-CASE 1996-1998

National Account Manager All revenue from the Federal Government, with majority focus on Department

of Defense customers / organizations (DISA, DFAS, DLA, GCCS, multiple Air Force commands, IRS, SEC,

MTMC, Joint Specified and Unified Commands & US Army).

SUN MICROSYSTEMS • Account Manager 1991-1996

Revenue from Army organizations, commands, PMOs and PEOs within the Washington, D.C. geographical area. Secured major contracts with PM TACMIS, PM TOPS, PM ITP, PM AWIS AND MTMC.

DATA GENERAL CORP. • Federal Account Manager 1987-1991

Quickly promoted to oversee key accounts within civilian agencies and select DoD accounts. Identified and closed $167 million software/hardware contract for USGS, as well as contracts with US Customs Service.

Brought U S Customs Service Drug Interdiction Centers into full operation.

Commercial Account Manager 1984-1987 National and International revenue from 1 of DG’s largest Hospital Information System VAR’s.

QUOTA ATTAINMENT

Made 17 quota clubs in my sales career

EXTENSIVE TECHNICAL EXPERIENCE THAT INCLUDES:

1) Teaching computer programming

2) Systems programming

3) Managing Installations

PROFESSIONAL DEVELOPMENT

Computer Programming – International Academy

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