As the Client Solutions Executive (CSE) I am responsible for identifying, developing and closing professional services engagements business through the following activities.• Manage strategic territory and account plans individually and aligned with the product teams• Work in collaboration with the Advisory, Solutions Architecture, Delivery and offshore Proposal Desk teams to develop proposals and deliver compelling sales presentations• Maintain forecasts for services deals in line with account team and meet quarterly targets for bookings and contract execution• Manage relationships with decision makers in key SLED accounts in NC, SC, MD. VA, DC and PA.• Gather customers’ requirements and understand their goals, objectives, strategies, decision-making and procurement processes• Position VMware services to meet customers’ technology and business outcomes

BDM supporting Account managers, Product Specialists and Partners for SLED accounts in the South East, Mid Atlantic, NYC and NE regions. Primarily focus on developing Managed Services in larger SLED accounts.

Grow Advanced Services and SMARTnet contacts. Designed outcome-centric offers with a focus on Security Services, Managed Services, and Remote Managed Services (RMS).CUSTOMER TARGET: Higher Education and State and local government agencies in Maryland, Virginia, Washington, D.C., and New Jersey.STRUCTURE OVERVIEW: Support 11 Account Managers with oversight of approximately 150 combined accounts. Oversee two inside sales professionals.SALES PERFORMANCE: FY 2013 achieved $38M – exceeded quota by $3M. FY 2012 achieved $34M in Service Sales. Captured over $70M in contracts since May 2010.Develop solutions-focused customer relationships with public sector clients. Leverage Advanced Service capabilities and promote advanced technology solutions including:• Planning, design, and implementation (PDI)• Data Center Services• Application Management and Migration Services• Security Assessment and Optimization• Core network routing optimization• Unified Communications and Collaboration Services (voice, video, data) – (PDI)• Wireless and Mobility (PDI)• Manage all client facing communication while coordinating schedules with Project Managers, confirm receipt of all contract deliverables, and ensure customer satisfaction through diligent and consistent follow-up.• Lead cross-functional teams to architect solutions to meet customer’s specific requirements.• Develop sales documents that establish Cisco commitments and maintain customer expectations.

* Comprehensive overview of my work and achievements with NCR. Individual positions and career progression is listed in subsequent positions. * Recruited and led Capture Management Team in North America, South America, Europe, and Asia to develop Managed Services opportunities in the international travel industry. Identified business development opportunities with federal contractors in cross-functional team environment. Established key relationships with large integrators including HP, Lockheed Martin, Northrop Grumman, and BAE Systems.SELECTED ACCOMPLISHMENTS• Key personal wins include: Amadeus North America – $46M; Sabre Latin America – $16M; Sabre Europe – $18M. Solution components included offshore help desk, remote network management, onsite service, asset refresh and redeployment.• Instrumental in building relationships and trust that resulted in a $46M contract capture with Amadeus North America; secured two additional contract renewals for $32M and $16.• Secured over $51M from major travel industry contracts for Self Service and Managed Service Solutions; customers included Hertz, Amadeus, Sabre, Delta, American Airlines, and US Airways.• Increased marketplace positioning and visibility for competitive bidding opportunities for network-centric procurement contracts with the Air Force, Army, DoD, DHS, NIH.

Services sales lead for Self Service and Managed Service solutions. Negotiated multi year services contracts and renewals totaling over $51 million from Hertz, Amadeus, Sabre, Delta, American Airlines and US Airways. Solution elements included near shore/offshore help desk and field services for desktop, kiosk, network, and server.

Responsible to implementation a Managed Service program for ATM networks throughout Latin America. Provided onsite support to local sales team to design, implement and negotiate a $10 million ATM outsourcing pilot at HSBC Brazil. Solution included rental of 350 ATM's, software development, remote management, and transaction processing.

Recruited Capture Managers in NAMER, EMEA and APJ to develop Managed Services opportunities. Key personal wins include Amadeus NAMER $46 million, Sabre CLA, $16 million and Sabre EMEA $18 million. Solution components included offshore help desk, onsite service, asset refresh and redeployment.

Generated $110 million in networking products and Managed Services within the Mid Atlantic region. New account wins at Marriott, St. Paul Companies, Legg Mason, USF&G, HIS, CAIS, and Maryland State Government.