John Carson Email & Phone Number

Fulton, Md

In 2021, recruited by Emily Crawford, Central Area VP, to assume responsibility for Exelon & Constellation. Managed extended sales and customer experience team and closed a $115M network transformation award. The win directly impacted 3 members of the team that were awarded Chairman's Club for FY '21 which recognizes the Top 1% of sales professionals. Awarded Manager of Excellence.Promoted by Chuck Moser to Client Executive Managing GEICO. Subsequently, added to my charter, I was assigned to lead a team and drive business transformation initiatives with T. Rowe Price based on performance at GEICO.

Columbia, Md

Promoted to play critical role in expanding domestic and global sales of corporate business solutions portfolio. Oversee key accounts including Northrop Grumman, Bechtel, GEICO, Discovery Communications, Allegis, T Rowe Price & Exelon.• Discovery Communications: Generated $4 million in sales vs. prior $150K by developing new data center and corporate LAN/WAN architecture and selling first TelePresence unit.• GEICO: Drove sales from $150,000 to $50M. Won all major franchises for Cisco; EN, Contact Center, Collaboration and CISG. • Allegis: Highlights include first UCS sale in Mid-Atlantic region 2010, Secured 10,000-seat unified communications competitive displacement of Avaya, won global network refresh and drove annual sales to over $10M.• Washington Gas & Light: Attained $5 million competitive displacement of Extreme Networks’ LAN and NT WAN.• Strategic Alliance: Partnered with Northrop Grumman to capture corporate IP telephony standard and program wins for Department of Navy and Department of Army.• Campaign Development: Co-developed Juniper on the Ropes internal campaign; gained SVP executive sponsorship to drive cross-team collaboration on Business Unit product development.• Awards: Sales Achiever (8 Years), Sales Champion (2 Years), Manager of Excellence (2 Years), 2016 Chairman's Club.

Herndon, Va

Recruited by Regional Manager to reestablish and manage dormant AOL DataCenter business; first Eastern area hire in more than two years post-Internet bubble collapse.• Internal Collaboration: Partnered with local and global teams as well as business units to execute business plan.• Results: Drove AOL’s global data center business to profitability and increased operating income.

Hanover, Md

Managed mid-Atlantic Metro Optical Sales post June acquisition of ONI.

San Jose, California, United States

Mid-Atlantic Regional Sales Director — Managed market development for ONI Systems prior to its IPO and acquisition by Ciena in 2002. Developed a new market and partner channel. Grew sales from $0 to $26M and built out a hybrid sales and engineering team.• Wins: Led contract negotiations and delivered strategic wins with AOL, Dominion Telecom, XO Communications, Verizon, Defense Information Systems Agency (DISA), and Department of Energy.• Compliance: Led ONI initiative to attain OSMINE compliance; collaborated with AOL to develop Command Line Interface (CLI).• Sales Results & Recognition: Drove $26 million in sales in fiscal 2002, 13% of ONI's company’s global sales volume.Attained 2002 ranking as #1 global-producing regional director, earning Top Gun Award.

Ottawa, Ontario, Canada

Director, Mid-Atlantic & Federal Optical Sales — Hand-picked by VP of Sales for new position chargedwith aggressively driving new sales goals that were not being met by existing field sales.• Business Planning: Developed and executed business plan for new organization focused on creating sales andmarket for Nortel OPTera 5200 product line.• Sales Results: Increased sales from $500,000 to over $10 million.• Award: Attained Circle of Excellence in 1999 for reaching 240% of goal.

Santa Clara County, California, United States

Promoted into new role to develop, lead, and implement sales, marketing, and relationship building in high-profit potential, competitive, new sector composed of six U.S. states plus Pacific Rim. Initiated segmentation of sales campaigns for federal government business sector. Member of new management team that restructured U.S. sales. • Talent Identification & Leadership: Hired, trained, motivated, directed, and tracked performance of six-member federal sales team; identified other senior account managers who had potential to contribute to federal sales efforts. • Wins: Captured major first-time accounts including Veterans Administration, Department of Energy (LLNL, LANL), NASA AMES, U.S. Marine Forces Pacific, Fort Shafter, Schofield Barracks, Osan Air Force Base, and Kunsan Air Force Base. • Sales Results: Grew sales from $6 million to $25+ million within 24 months, an over 400% increase in sales volume.

Santa Clara County, California, United States

Planned and executed business plans for DoD accounts on national level. Accounts included U.S. Army, U.S. Navy, U.S. Marine Corps, U.S. Air Force, and Tri-Care. Extensive nationwide travel to meet with key decision makers, identify client needs, engineer and price proposals, and close deals. Participated in technical project planning. • Team Leadership: Led field sales in DoD procurement process, pricing and contract negotiations, and technical sales presentations; played key role in closing of complex sales agreements. • Sales Strategies: Targeted new business opportunities and created and executed a series of highly refined and well-targeted sales efforts. Coordinated sales through network of resellers and IDIQ contracts. • Communications: Kept communication open with DoD Account Managers, field representatives, and senior-level federal personnel through routine visits and consultations. • Sales Results: Increased DoD sales 63% within six months, from $6 million to $10 million; closed multiple high-dollar contracts and exceeded corporate profit-margin standards.

Developed and implemented sales, marketing, technical projects, and account management programs for major accounts including U.S. Department of Agriculture, Federal Deposit Insurance Corporation, Nuclear Regulatory Commission, Department of Labor, International American Development Bank, Department of Commerce, Department of Energy, State Department, U.S. Congress, NASA, NIH, HHS, and Library of Congress. Each account had critical, complex system requirements. • New Wins: Negotiated new contracts with USDA, U.S. Forest Service, Department of Labor, Nuclear Regulatory Commission, FDIC, and Health and Human Services, including National Institutes of Health. • Ranking: Ranked in top 5% of sales representatives in 1995, attaining 160% of goal; exceeded sales goals 1993 through 1995 with an average of 135% of quota; attained market penetration and strategic architectural wins in accounts formerly held by competition. • Sales Results: Grew sales from $4 million to $20 million.