In this role, my focus is on account management and building relationships with a diverse group of internal and external personnel to identify opportunities and ensure deals are completed accurately and in a timely manner. I focus on achieving revenue goals; forecasting revenue accurately on a weekly, monthly, quarterly schedule; developing a pipeline of opportunities; and qualifying and closing deals for a set of defined customers in a segment. Key responsibilities in this position are listed… Show more In this role, my focus is on account management and building relationships with a diverse group of internal and external personnel to identify opportunities and ensure deals are completed accurately and in a timely manner. I focus on achieving revenue goals; forecasting revenue accurately on a weekly, monthly, quarterly schedule; developing a pipeline of opportunities; and qualifying and closing deals for a set of defined customers in a segment. Key responsibilities in this position are listed below. • Manage all aspects of the customer account with respect to Service deal transactions.• Drive the execution of customer-facing activities to conclusion in a quality, timely, and correct manner.• Manage service pricing and margins according to agreed-upon terms.• Coordinate with cross-functional teams (Commercial Finance, AS delivery, Operations, etc).• Sell solutions based on a current and new portfolio of service offers including TS and AS.• Understanding and effectively navigating customers’ and partners’ procurement process.• Properly qualifying opportunities to ensure optimization of Cisco resources.• Drive Multi-year Services Contract Renewals and high attach rate with assigned customers.• Collaborate with cross-functional teams to create and manage account plans using all relevant data (renewals, new product funnel, potential upgrades, and end-of-support situations).• Maintain and develop existing and new customer relationships through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimize the quality of service, business growth, and customer satisfaction.• Monitor and report on market and competitor activities and provide relevant reports and information. Show less

Cisco's MISL program drives growth and positive business outcomes by securing and retaining veteran talent through a strong onboarding program designed to accelerate the veteran transition into future sales leaders for Cisco. The program builds problem solvers with a consultative approach and the ability to clearly communicate complex ideas.Key learning objectives: Cisco sales and renewal motions, understanding of Cisco's various products and services, sales processes, Customer… Show more Cisco's MISL program drives growth and positive business outcomes by securing and retaining veteran talent through a strong onboarding program designed to accelerate the veteran transition into future sales leaders for Cisco. The program builds problem solvers with a consultative approach and the ability to clearly communicate complex ideas.Key learning objectives: Cisco sales and renewal motions, understanding of Cisco's various products and services, sales processes, Customer Experience metrics, stakeholder interaction and management. Show less

Served our nation in demanding, high-profile assignments as Deputy Chief of Staff, Director of Operations, Commander, Battalion Operations Officer, Branch Chief, and Team Leader for multi-star commands and operational units throughout the world, including multiple combat tours in Iraq. Expert in identifying, planning and executing the introduction of new technologies and enterprise-wide initiatives and programs resulting in improved mission readiness and reduced operating costs. Led… Show more Served our nation in demanding, high-profile assignments as Deputy Chief of Staff, Director of Operations, Commander, Battalion Operations Officer, Branch Chief, and Team Leader for multi-star commands and operational units throughout the world, including multiple combat tours in Iraq. Expert in identifying, planning and executing the introduction of new technologies and enterprise-wide initiatives and programs resulting in improved mission readiness and reduced operating costs. Led command initiatives that delivered 30% reduction in processing time for administrative actions and coached project managers on 25+ initiatives across the Army Reserve that ultimately delivered ~$10 million in annual cost savings.Led 100+ staff on initiatives at 3-star command that delivered 10X improvement in military readiness ratings across U.S. Army Reserve.Secured approval from senior leadership and automated our CRM/Workflow processes and reduced operating costs by 25%.Directed annual headcount planning process for 3-star command headquarters, orchestrating alignment among 15 stakeholder groups to streamline headcount budget request. Demonstrated adept negotiation skills to achieve consensus and secure approval for a reduced budget, successfully bringing it down from an initial request of $12 million to a more efficient $5 million.Led inter-disciplinary task force that reduced Army retirement processing times by 93% and achieved $1.5 million in annual cost savings. Show less

Managed $10 million book of business in hardware, software, and services across DOD portfolio. Supervised and coached teams of project managers, consultants, enterprise architects, and analysts.Led pursuit, won and delivered Hyperion analytics reporting system implementation for new logo, national professional services customer.Conducted strategy consulting engagements with commercial customers, advising them on best of breed practices and capabilities for design of corporate… Show more Managed $10 million book of business in hardware, software, and services across DOD portfolio. Supervised and coached teams of project managers, consultants, enterprise architects, and analysts.Led pursuit, won and delivered Hyperion analytics reporting system implementation for new logo, national professional services customer.Conducted strategy consulting engagements with commercial customers, advising them on best of breed practices and capabilities for design of corporate performance reporting tools. Show less

Led pursuit and landed new logo with telecommunications customer account. Drove 10X increase in services revenue from initial contract award to fully developed account over 2-year period.Led pursuit and won Cognos analytics reporting system implementation for national retail bank account as part of overall SAP implementation. Led pursuit and landed new logo transportation customer account. Drove 25% increase in services revenue from initial contract award to fully developed… Show more Led pursuit and landed new logo with telecommunications customer account. Drove 10X increase in services revenue from initial contract award to fully developed account over 2-year period.Led pursuit and won Cognos analytics reporting system implementation for national retail bank account as part of overall SAP implementation. Led pursuit and landed new logo transportation customer account. Drove 25% increase in services revenue from initial contract award to fully developed account over 12 months. Show less

Led Capture Team and landed new logo Defense & Aerospace account (NASA) and supervised consulting team on-site over 2-year period, growing the account by 5X in revenue.

Developed innovative county-wide strategic planning process and facilitated 12 stakeholder groups, resulting in consensus funding of $1.5 million for new county service initiatives, against requests of $5.0 million. Subsequently, authored article detailing experience, which was nationally published and directly contributed to county being awarded its first Distinguished Budget Award from the Government Finance Officers Association of the United States and Canada.