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• Responsible for full cycle Account Management, from User Adoption, Retention to Expansions• Guide clients to realize full value from their contracted services, ensuring client success and maximizing retention• Ensure all strategic and target accounts are aware of relevant products, services and benefits that will contribute to their success and align to mission objectives• Effectively uncover new business opportunities by utilizing a proven combination of email marketing automation, warm call strategies, deep discoveries, uncover business challenges, identify procurement processes and creating sense of urgency around contract execution • Develop and execute training programs for new Account Management staff on-boarding in major North-East markets o Maintain 97% client retention o Uncovered multiple verticals with little or no past performance

Account Portfolio: Department of Defence (Army, Navy, Air Force), Department of State, Defense Media Activity, Environmental Protection Agency and National Science Foundation • Responsible for helping our Federal Enterprise Clients meet their strategic objectives, by ensuring their digital communications success• Guided clients to realize full value from their contracted services, ensuring client success and maximizing retention• Ensured all strategic and target accounts are aware of relevant products, services and benefits that will contribute to their success and align to mission objectives• Achieved or exceed revenue targets and renewal rate targets across assigned clients• Enhanced business relationships to leverage additional up-sell opportunities, including custom integrations• Captured prospect referrals for the inside/outside sales team• Worked with key clients to ensure their willingness to reference our work and abilities• Assisted in uncovering future product needs and trends for the Product Development Team• Worked with Client Services and Solutions Consultants to ensure successful implementations for all clients

• Manage the full sales life cycle to secure new and manage existing clients in North American territory• Primary job responsibilities include finding net-new business, demonstrating software capabilities, building pipeline, engaging multiple organizations, clearly identifying procurement process, driving contracts through execution and growing existing business• Lead a team including a Business Development Representative and Sales Engineer on individual efforts to support common goals• Responsible for various marketing efforts including search engine optimization, trade shows and various campaigns to generate brand awareness • Develop and manage strategic partnerships with Salesforce.com, Oracle, SAP, etc., to drive interest and new revenue

• Primary responsibilities included acquiring net-new license business and growing existing client base in the State & Local market• Specific product set focus on but not limited to Oracle CRM On-Demand, Siebel CRM, Oracle Fusion CRM, Right Now technologies, Oracle E-Business suite and Peoplesoft Applications with high emphasis on SAAS offerings • Consistently achieved daily, weekly and quarterly metrics for call volume, pipeline build and client demonstrations• Secured and grew several reseller and solution implementation partners relationships • Expanded relationship with channel partner ACS/Xerox to seven additional engagements• Successfully completed and implemented Sandler and Costigan training techniques resulting in a more effective and consultative sales approach and substantially higher win rate • Utilized several tools and forum’s to identify new prospects and business• Continuously developed excellent rapport with clients and partners to ensure greater trust and shorter sales cycles• Successfully demonstrated SAAS Hosted ROI in cost savings with emphasis on security to traditionally on premise mindset customers • Proactively identified and established rapport with all players including executive sponsors, business users, procurement and its specific process in detail, resulting in shorter sales cycles and accurate forecasting

•Responsible for the entire “Life Cycle” of the sales process, from sourcing, cold calling, following up on leads, building new relationships, presentations and proposal development to assisting with pre-implementation process •Additionally responsible for account management, renewals and expansion of existing relationships for clients ranging from small to Fortune 500 companies•Constantly maintaining an up to date understanding of Industry related advancements, new regulations, and current events that aid in building new relationships and maintaining current ones via subject matter expertise •Utilized a highly consultative sales method with a strong emphasis on truly understating the customers need in order to execute the most appropriate sales strategy, subsequently increasing the win rate•Religiously perform in-depth due diligence on each client prior to meetings and always ask the tough questions necessary to qualify out non-buyers and maintain a short sales cycle with strong prospects•Constantly maintaining a high level of activity via cold/warm calls, following up on daily leads, presentations, developing proposals, and negotiating strategic offers and contract terms to consistently close new and maintain/expand existing business •Continuously trained new staff/team members on client presentation skills and sales strategy’s•Worked closely with management and marketing on strategic messaging and positioning for new product/service releases•Secured a number of large clients to include: Travelers Insurance, Primerica, Commerce Bank, etc. •Overall maintained a 94% renewal rate with existing customers and consistently ranked amongst the top two producers in my respective division during my tenor

•Responsible for the entire “Life Cycle” recruiting process relating to all levels of management by identifying multiple resources through a high volume of phone/email correspondence and networking with industry professionals •Source potential candidates through variety of techniques, present/sell opportunities, facilitate interest by highlighting long term potential and overall benefits, close candidate on expectations, qualify, screen, and negotiate the compensation for mid to executive level positions in; Contracts Management, Procurement, Subcontracts Management, Proposal Management, Pricing, and Acquisition Support•Also responsible for screening a full range of Government 1102 personnel to be included on proposal efforts for Acquisition Support and Program Management engagements directly with Government agencies and/or Subcontracts with large or small organizations •Perform background and employment reference verification as well as provide recommendations to client hiring managers in regards to best potential prospects•Additionally responsible for business development efforts through marketing of company’s contracts management advisory, acquisition support, and placement services on a constant basis