An accomplished Senior Account Executive with a proven track record for sales and consulting of world-class hardware and software solutions to maximize revenue and market share growth. Expertise includes: Account Management, Project Management, Federal Government and Fortune 500 Sales and Implementations, Business Process and Output Re-engineering, Partnership Development, Strategic Planning, and Professional Services.
Known within the industry for driving business results and maximizing profitability through the delivery of exceptional product quality and service and prudent management of people, technology and processes. Proven ability to manage budgets and sales quotas; set business and team goals; and lead large management teams to achieve project goals and exceed client expectations.
• Won Company award “Account Manager of the Year – 2016” for Federal Government sales and market growth, and quota over-achievement.
• Led team to work directly with copier dealers and IT resellers to ensure that they have the training and expertise necessary to sell and deploy Lexmark hardware and solutions and services to their customers.
• Managed detailed customer technology consulting and training on specific hardware and customized workflow solutions, including demonstrations, technical support/troubleshooting training and general technology training.
Lexmark International, Lexington, Kentucky
Senior Account Manager – Federal/DoD (2015 – Present)
Lexmark Government Solutions (LGS), a division of Lexmark International, Inc. provides the Department of Defense (DoD) and Federal Agencies with a broad range of printing and imaging products, software, solutions and services that help customers to securely print less and save more.
Challenged DoD and Federal Government customers to look at their overall environment in order to drive out costs and inefficiencies, and protect their content with security solutions. Examined the entire lifecycle of a business document, from the time it is generated, until it is discarded or destroyed. Worked with customers to identify solutions that improve processes, increase cost savings, reduce carbon footprint, and build security.
Solutions Technical Sales Consultant / Engineer (2012 – 2015)
Worked directly with the copier dealers and IT resellers to provide the training and expertise necessary to sell and deploy Lexmark Hardware and solutions and services to their customers. Pre-sales responsibilities included providing technical expertise to copier dealer and IT reseller partners, and demonstrating and training partners on new technologies and solutions. Post-sales responsibilities included providing support to dealers and resellers to ensure support standards, assisting on discoveries and assessments with customer accounts, and partnering on customer sales activities to help generate revenue.
Senior Systems Engineer (2007 – 2012)
Supported the customer focus teams in pre-sales and post sales customer activities. Pre-sales responsibilities included providing technical expertise to customers and the customer focus teams, and to demonstrate and train customers on new technologies and solutions. Post-sales responsibilities included providing support to customers to ensure support standards, assisting on discoveries and assessments with customer accounts. The territory included the State and local government, Federal Government, education, and retail industries.
Solutions Architect (2005 – 2007)
Worked closely with the Federal and Healthcare industry and sales teams to qualify opportunities, gather customer requirements, discover customer needs and identify workflow inefficiencies, develop solution design architecture, and pilot and package repeatable industry solutions. Customer-facing activities included performing workshops and discoveries, facilitating customer requirements meetings, performing briefings about Lexmark offerings, participating in industry advisory boards, and customer presentations and discussions at conferences and trade shows. Researched, discovered and developed relationships with several technology partners to facilitate the development of solutions for the Industry or to meet individual customer needs.
Citigroup, Citifinancial Mortgage, Irving, Texas
VP Business Development, Operations (2004 – 2005)
Managed the implementation of multiple projects across several business channels. Process included validating business requirements, auditing the project management process for effectiveness, acting as liaison between the business groups and the technology areas, and providing strategic reporting to senior management on project statuses and operational performance.
Citigroup, Auto Division, Las Colinas, Texas
Senior Project Manager (2002 – 2004)
Managed multiple project teams simultaneously, utilizing the internally developed methodology of Citigroup to implement new systems and application modifications. Implementations included systems such as AS/400, I-Series, FiServ systems, and web-based applications. Responsibilities included building effective project teams, reporting statuses to the CIO, full project life cycle planning, identifying and mitigating inter-project dependencies and code-conflicts with concurrent development, and working with the Business on shifting project priorities to mirror the changing Business objectives.
Blockbuster, New Media Division, Dallas, Texas
Director – Site Content Integration Program Manager (2000 – 2002)
Solely responsible for managing projects to add functionality to the E-Commerce website. Projects exceeded $30 million, dealing with vendors such as America Online, Vignette, Double-Click, WebSphere, LinkShare and MicroStrategy. Responsibilities included working with vendors, Blockbuster IT, and Blockbuster Marketing to select the appropriate solutions for Blockbuster.com website, reviewing pending contracts with vendors, managing budgets, identifying staffing needs, building business requirements, ensuring new implementations integrate into website interface changes made by Site Operations, assisting in the high-level development of test cases with Site Quality, working directly with development teams on and off site, managing development and testing teams, and working within the Corporate Information Technology infrastructure.
The Associates, Las Colinas, Texas
Project Office Director (1997 – 2000)
Managed the Project Office, which included 5-7 Project Managers. Also handled all requests made to the Project Office, and assigned Project Managers to new projects. Other duties include controlling all of the project plans, ensuring Service Level Agreements are utilized, working with the Technical Office Director to assign appropriate technical resources to the projects, addressing staffing concerns, reporting project statuses to senior management, and resolving any escalated situations.
Price Waterhouse, LLC, Global Core Competencies Group, Dallas, Texas
Consultant (1996 – 1997)
As a Project Manager technology consultant in the GCC Group, responsibilities included Lotus Notes database management, support, and development, as well as assisting in the Lotus Notes r4.5 software upgrade, providing development and technical Notes expertise to the CI infrastructure, working with various groups in developing and implementing databases. Major projects include Knowledge Information Transfer statistics generation, Global Benchmarking Alliance database and Internet web page development, and the implementation of internal processes of database maintenance. All projects were managed using the Price Waterhouse Project Methodology.
Lanier Copier Sales Division, Richardson, Texas
Account Manager (1995-1996)
Responsible for copier sales for a specific territory. 70% of all customer interactions were “cold-call” interfaces. On-job training included partnering with peers and classroom training. Sales volumes and trends were reported regularly. Achieved above average sales volumes within three months.
IntellAgent Control Company, Consulting Division, Dallas, Texas
Manager of Customer Service (1993 – 1995)
Managed Consulting Group and Technical Support Areas. Developed a Technical Support Department with tracking tools and monitoring procedures. Create a storage device for the answered call problems and transfer the information into a knowledge database for customer access via the Internet and internal training purposes, train new representatives, formulate reports of data to the CEO and department managers, and database application development for internal operations.
Southern Methodist University, USA, Associate’s Degree in IT and Management 1994
University of Texas at Dallas, USA, Bachelor’s Degree in Management Information Systems 1996