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Work Background
Dell TechnologiesServices Account Executive
Aug. 2022Austin, Texas, United StatesProfessional Expertise - Dell Technologies: Federal Services Account Executive Strategic Pipeline Management:
Proactively oversee DHS pipeline at Dell, Proficient in supporting various sales lifecycle aspects, including opportunity identification, qualification,, pursuit strategy, and contracting processes. Identify top opportunities through detailed capture strategies. Specialized focus on engaging key stakeholders across government agencies. Customized Proposal Development:
Expertise in presenting proposals tailored to DHS needs. Demonstrate expertise in responding to government programs and optimizing proposal effectiveness through cross-functional collaboration. Sales Forecasting and Priority Establishment:
Excel in comprehensive sales forecasting and establishing strategic priorities. Proven track record in effective sales planning, ensuring cross-functional teams remain focused on achieving goals in the dynamic government project landscape. Sales Expertise with Government Key Stakeholders:
Proven success in meeting/exceeding sales quotas within the government sector at Dell. Showcase strong influencing, presentation, and professional sales skills tailored to engage government key stakeholders effectively. Navigate complexities and government sales cycles. Relationship Building:
Adept at nurturing long-term strategic relationships with executive-level decision-makers in government entities. Focus on understanding and addressing unique challenges, fostering trust, and ensuring mutual success. Professional Accomplishments: Over 20 years of distinguished Sales/Business Development experience with a proven success record. Successfully sold and delivered services within the DHS, demonstrating deep sector understanding. Effective management of business development and delivery efforts in the government sector. Establishment of robust relationships within the DHS marketplace. DHS Clearance Eligible. Top Secret Clearance Eligible.
Dell TechnologiesIT Services Sales Leader
Aug. 2019 - Aug. 2022Round Rock, TexasDell Technologies | August 2019 - Present | 3 years | Round Rock Innovative projects that deliver cutting-edge results do not run themselves, I lead a team of talented services sales representatives. Staff, Develop, and Retain top talent while providing them with tools and abilities to exceed their sales quotas, and advance professionally. Responsible for coaching new and tenured reps to develop solution selling skills and productive behaviors
Work cross-functionally with segment teams, Marketing, Finance, Operations, Project Management, and other lines of business with a high level of organizational agility Strategically align SSRs with ISRs for the best support for our internal customers. Deliver the overall performance of DTS Services (entire direct portfolio)
thoughtful leader for the development and implementation of Service Sales who can set visions, and goals and lead complex initiatives spanning across services and our business partners. Frequently recognized as a top performing leader within the organization.
Dell TechnologiesIT Technologies- Inside Sales Specialist
Oct. 2015 - Aug. 2019Round Rock, texasResponsible for driving the services attach rate for Preferred Public Accounts Effectively articulates the value proposition associated with Dell’ s services. Recommends services solutions considering customer needs and Dell interests. Builds relationships the Core/Field Team based on knowledge around Dell’ s services. Stays abreast of current industry trends and how Dell’ s customers are being impacted to help solve specific market challenges in targeted industries. Leverages cross-functional resources to achieve results/meet customer needs. Effectively prioritizes multiple tasks while ensuring the ISR and customer’s needs are met. Makes decision based on an appropriate amount of information/data analysis - Be a subject matter expert and administer trainings around our top services - Relationship focused sales.
- Tasked to drive the services portfolio ranging from warranty renewals and pro-support to business solutions services
- Drive the inside sales representative’s service attach by researching historical trends and coaching to behaviors
- Utilize reporting to uncover services opportunities and drive conversations around total solutions with the inside sales representatives.
- Manage a relationship with an After Point of Sale Renewals Specialist in order to drive leads to each other’s pipe.
- Conduct out bounding to drive current penetration in acquisition, retention and development accounts.
- Some involvement with field team to scope opportunities.
- Account/acquisition focused, individual responsible for:
- Average-to-high revenue spend and/or account complexity within assigned business.
- Higher strategic value within assigned business.
- Sell Dell services by responding to inbound or placing outbound customer call, determining needs, overcoming objections, and providing solutions. - Establish customer relationships with appropriate customer personnel such as purchasing, management.
Prestige Financial Group | Family Hertiage Life Insurance CompanyRegional Sales Manager
Mar. 2015 - Jul. 2015Austin, Texas Area• Managed a team of sales professionals to provide supplemental insurance plans for small to mid-sized businesses and individuals in Texas.
• Developed sustainable career paths for agents, emphasizing leadership, integrity, and commitment.
• Achieved rapid growth within Family Heritage Life, contributing to the organization's success in Austin, TX.
TMX FinanceGeneral Manager Finance
Jun. 2013 - Jan. 2015Austin area, Texas• Strategically drove revenue for the largest location in Texas, managing a $4.2M accounts portfolio.
• Led district business strategies to maximize KPI results and achieve sales goals.
• Developed strong business relationships, managed financial responsibilities, and provided ongoing coaching.
AT&TSr. Sales Manager
Aug. 2002 - Apr. 2013Austin Area, Texas• Apply dynamic leadership talents toward directing all store operations consistent with corporate values, standards, and practices to include formulating strategic business decisions based on analysis of regular sales reports to improve bottom-line results.
• Drive business growth by recruiting, hiring, and supervising top-performing sales teams, along with creating effective training / development programs in coordination with corporate objectives to ensure consistency among store operations.
Sound Paging Inc LLC.CEO / President / Owner
Jan. 1996 - Jan. 2001• Strategically steered start-up operations for 2 retail wireless locations within a competitive Northwest Region to include recruiting, training, and managing customer-driven teams to represent major carriers (i.e. T-Mobile, Verizon, Nextel) and attain all sales quotas.
• Instrumental in employing diverse industry and company knowledge to improve sales results, product awareness, and brand imaging.
United States Department of DefenseGeneral Service GS4/ 6- Quality Control Coordinator
Jan. 1990 - Jan. 1996Assigned work at Naval Air Station Barbers Point, Oahu Hawaii.
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