Experience

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  Self-Employed

  • Director Of Business Development

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  Self-employed

  • Director Of Business Development

    • Jul 2008 - Present

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  Level 3 Communications

  • Washington, DC

  • Federal Government Sales Executive

    • Dec 2003 - Mar 2005
    • Washington, DC

    • Selling Fiber Optic Network Solutions to Civilian Government Agencies. • Set systematic goals and plans to produce effective product penetration within 6+ Civilian Agencies. (Agriculture, Labor, Transportation, Energy, Education, HHS, VA, NASA.)• Account Executive of the month following 6 months of hire. • Developed strategic sales approach that consolidated multiple networks within Dept. of Health and Human Services. Provided expanded productivity while reducing cost• Responsible for closing $8 million in sales revenue year one and + $22 million year 2

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  Sprint

  • Washington, DC

  • Federal Sales Executive

    • 2001 - 2004
    • Washington, DC

    • Responsible to place wireless systems within 7 Civilian government agencies• Expanded wireless communications from Voice to Data, defining IT applications for wireless access• Developed a strategic sales process using consultative approach vs. hardware placement, with problem solving through applications rather than hardware presentation.• Created and published sales solution presentation featuring wireless application/data • Exceeded Quota from 1st month of hire. No Ramp Up.

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  KPMG Federal Business Consultant

  • Federal Government Sales Consultant

    • Dec 1999 - Dec 2001

    • Defined consulting opportunities within the Departments of Transportation, Agriculture, Energy, Interior, Commerce, HUD and Education. Targeted 37 within 6 months.• Compared and /Contrasted opportunities with Information Solutions: Supply Chain Management, Customer Management, Finance Management, Knowledge Management, Document Management, e Learning, e Procurement, e Strategy, and e Process. Produced $ 9 million dollars in revenue in 6 months.• Constructed a network of Congressional and C-level contacts for guided penetration into Profitable consulting opportunities.• Prioritized defined programs in terms of available resources and capture techniques.• Managed complete process for revenue achieved of $18 million dollars on a sales plan In excess of 16 million dollars. Over Achievement.

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  Dynatech/Qualmetrics

  • Washington, DC

  • V.P. Federal Sales and Marketing

    • 1990 - 1999
    • Washington, DC

    • Responsible to place wireless systems within 7 Civilian government agencies• Expanded wireless communications from Voice to Data, defining IT applications for wireless access• Developed a strategic sales process using consultative approach vs. hardware placement, with problem solving through applications rather than hardware presentation.• Created and published sales solution presentation featuring wireless application/data • Exceeded Quota from 1st month of hire. No Ramp Up.

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  Convergent Technoologies/UNISYS

  • Washington, DC

  • Regional Sales Manager Federal Government

    • 1985 - 1990
    • Washington, DC

    • Built entire sales, administrative, and support organization for resale of proprietaryand UNIX based computer systems for exclusive sale through third party resellers to the U.S. Government. This effort was a ground up build requiring implementation and placement of all facets of government selling into one cohesive Team. • Drafted and implemented contracts, criteria and strategy for the U.S. federal market.• Recruited, trained, and developed sales people who produced in excess of $40 million in sales revenues. • Sales Manager of the year 1988, 1989, 1990.

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  Xerox Corporation

  • Multiple/Sales Manager

    • 1979 - 1985

    • Extensive training in all phases of sales, marketing, account, and major account marketing, and management.• Presidents Club 5/6 years, Highest Sales Achiever first year 1979, Vertical Marketing Sales Leader 1981, Hi Revenue National Achiever 1982, National Sales Training Recruiter of the year 1982 thru 1984, Leading revenue producing Sales Manager 2 years. National Demonstration and Presentation award 1984, Outstanding Product Manager 3 years,