Deborah Cotter Email & Phone Number

Halethorpe, Maryland

Washington D.C. Metro Area

Selling Ikon software and hardware solutions into major accounts Fortune 1000 and aboveSell and manage prospects of senior-level relationships (Director, VP, CIO, CFO)Responsible for hunting/prospecting and closing business across a geographical territory.Develop and implement plans for capturing new customers and penetrating existing customers for cross-sell business opportunities.Grow and manage a balanced pipeline across assigned territory achieving new business revenue growth.Utilize and follow the solution sales methodology and CRM administration.Responsible for presentations, proposals, pricing and product demonstration to customers

Business development in the areas of information management and document lifecycle management Foster, maintain and grow relationships with senior level management at Medstar Health SystemResponsible for hunting/prospecting and closing business across assigned territory.Develop and implement plans for capturing new customers and penetrating existing customers for cross-sell business opportunities.Grow and manage a balanced pipeline across assigned territory achieving new business revenue growth.Oversee negotiation process and ensure pricing, profitability, operation, contract, and on-boarding requirements are achieved.Sell and manage prospects of senior-level relationships (Director, VP, CIO, CFO)

Business development the areas of storage, security and service to mid-size and large companiesAbility to foster and maintain relationships with software and hardware vendorsLead with solution sales to create growth within sales cyclesWork with technical staff to develop and move sales cyclesManagement and growth of current accountsConduct product webinars and demonstrations alone and with partners

Employ value-add solutions selling to establish and expand relationships with key executives and decision makers within each customer organization in the territory.Lead with complex services/solutions sales cycles and worked in close cooperation with Xerox sales, service and management personnel to achieve results.Coordinate and align planning objectives with a pipeline development process to grow and develop territory revenue.Introduce and market new product lines to current and non-customers Responsible for developing and maintaining strategic plans and accurate forecasts for territory and accounts.Responsible for conducting quarterly business reviews with customers to build and expand partnership between Xerox and key accounts.Conduct product demonstrations and webinars for current and prospective clients.Increased overall territory revenue by more than 25% in less than two years, over 100% of goal for 2 years.

Responsible for marketing and selling Xerox's color solutions to legal marketplace.Develop and execute territory sales plan. Gain access to key customers and analyze document workflows to develop value-add solutions.Increased color installations by 50% in two yearsEducate, train and motivate direct line sales representatives in color marketplace and sales.Conduct product demonstrations for current and prospective clients as well as direct line sales representatives Conduct market analysis in territory of product/market trends and that of the competitors.Ranked in the top 5% of the Sales force for 2002.

Understand customer's strategic plan and directionUse Quality processes and tools to resolve an account development issues and escalate when necessary.Managed 4 law firms nationwide, responsible for expanding solutions throughout locations in the U.S.Coordinate post contract implementation with field sales representatives.Assist with national contract negotiations between customer and Managed Accounts Contract ManagerAssist local level account executives with bids and ongoing customer support.Effectively responded to and won two $2M+ contracts for Xerox.President Club Winner 2000.

Responsible for acquiring new business through prospecting, networking and relationship building.Responsible for new business development and lead generation through cold calling and prospecting.Responsible for implementing and managing current and prospective Xerox contracts.Protected and successfully grew existing base of assigned accounts, and ensured excellent customer support was provided to each account.Frequently responded to bids, pricing requests and performed sales presentations and demonstrations.Achieved over 100%+ of quota every month for 1998 and 1999.