SEARCH

Director of US Sales Resume Example

Resume Score: 80%

Love this resume?Build Your Own Now
DIRECTOR OF US SALES
Summary

Professional Sales Executive with 20 years of experience in attending to customer needs and converting prospects to increase sales. Accomplished in emphasizing service features and benefits, preparing sales order forms and developing reports. Expert in overcoming objections from prospective customers to maximize sales opportunities. Goal-oriented leader with expertise in telecommunications, technology, and software sales, product management, and executive consulting. Award winning salesperson and sales leader with experience in government, healthcare, and general retail sales. Skilled in developing 4G- 5G strategic marketing initiatives, Customer Acquisition, pricing, and sales incentive programs. Talented in managing complex customer relationships, building partnerships, and collaborating with cross-functional stakeholders including c-level executives, operations, finance, and legal teams. Experience partnering with global original equipment manufacturers (OEM) to cultivate strong relationships and perform as corporate liaison. Known for creating impactful brand experiences and marketing expertise. Knowledgeable in selling to and leading sales operations with the federal and state & local government (FED/SLED); selling products and solutions as it pertains to Cloud Solutions, enterprise level software/hardware. Strategic Senior Product Manager offering advanced knowledge of client acquisition strategy and demonstrated success in maximizing revenue illustrated over 5 years in related roles. Diligent and thorough with an aptitude for increasing brand and product awareness.

Skills
  • Relationship Management
  • Product Launch
  • Strategic Planning
  • Sales Management, Senior management, Retail Sales
  • Project Management
  • Disaster Recovery & Backup
  • Leadership
  • BYOD
  • Marketing
  • Branding
  • Event Planning
  • Metrics & Analysis
  • Public Speaking
  • Account management, Forecasting, RFP, RFI Contracts & Negotiation
  • Fed Government, SLED, B2B Sales, and Leadership
  • Branding, Managing, Sales Management
  • Budgets, Market analysis
  • Channel Partner Manager
  • C Level, Market, Strategic plans
  • Competitive, Marketing communications, Strategic Planning
  • Competitive research, Materials, White papers
  • Training programs
  • Customer relationship management
  • Clients, Presentations, Public Speaking
  • Proficient in SaaS
Experience
Director of US Sales (Contact)03/2019 to Current4K SolutionsMorristown, NJ
  • Led customer relationship management, support, sales initiatives driving revenue generation.
  • Directed strategic sales within DoD, Federal Civilian, SLED and Healthcare markets.
  • Mobilized execution of key account strategies to foster engagement with government and defense program managers, decision makers, and influencers.
  • Prepared long range strategic plans to grow revenue, market share, and customer satisfaction.
  • Exceeded sales goals by 20%, fostering relationships with 110 new clients.
  • Built partnership relationships with cellular channel partners such as AT&T, Verizon, and T-Mobile.
  • Grew government sales by $50-100K by delivering customer-aligned offers through utilization of costing, pricing, and quoting tools to improve RFP, RFI win rates.
  • Increased business revenue through proactive management of relationships and sales strategies.
  • Retained clients and obtained referrals by promptly resolving customer complaints, providing value and promoting quality.
  • Pursued sales deals by qualifying clients, building individualized proposals and preparing final contracts.
  • Contacted customers via phone and email to explore connections, offer services and cement relationships.
  • Stayed current on industry trends and changes and participated in professional development opportunities to strengthen product and service knowledge.
  • Promoted products at trade shows across region, connecting with prospects and improving market penetration.
  • Maintained active sales contacts with assigned accounts to keep communication open and capture consistent revenue.
Director of Sales Government Sales03/2019 to 03/2020Sonim TechnologiesMorristown, NJ
  • Oversaw strategic relationships for sales channels within Verizon Northeast, Midwest, and West, building strong relationships with external partners and key c-level decision makers, directing 10 sales leadership professionals.
  • Drove sales growth and expansion across Government and Healthcare market segments.
  • Educated sales staff regarding technology needs of public safety industry including software ecosystem, trends, performance indicators, competitive landscape, and business practices.
  • Grow sales, revenues and expand Enterprise/Government/Healthcare customer relationships.
  • Held responsibility for cultivation and care of high-profile customer relationships by utlizing CRM tools.
  • Performed market analysis, conducted market and competitive research, and allocated resources to service customer accounts.
  • Authorized customer contracts, negotiating pricing, and terms.
  • Drove 77% growth in revenue, overseeing sales cycle and implementing innovative sales strategies.
  • Increased annual sales revenue by 20% by establishing customer relationships with Klein and Turtleback.
  • Created and delivered training programs for cross-functional partners to provide strategic and tactical plans for business growth, engaging 500+ Verizon representatives, realizing 90% participation rate.
  • Maintained 99% product knowledge accuracy while performing in high-volume sales position.
  • Performed direct account management for 15+ core FED, SLED agencies comprising $7.45M in sales, working with the customer to optimize and extend business value.
  • Projected more than $5M in sales during 1 Year and achieved 90% of target.
  • Increased repeat customer base by maintaining relationships with high-profile clients and effectively managing service issues.
  • Led sales planning, development and account management for FED, and SLED territory.
  • Oversaw management and implementation of new revenue strategies, sales initiatives and customer engagement tactics, increasing client base 80%.
  • Created presentation materials for Verizon frontline sales, customer relations, and management purposes.
  • Penetrated new markets by investigating competitor products, services and trends.
  • Maintained active sales contacts with assigned accounts to keep communication open and capture consistent revenue.
  • Strategically managed revenue streams by establishing sales targets, deployment strategies and go-to-market initiatives.
  • Built and drove pipeline of new products. Develop a go-to-market plan for DoD FED, SLED targets.
  • Executed strategies for generating demand in both direct and indirect sales scenarios.
  • Achieve annual revenue targets on a quarterly basis by establishing long-term relationship with DoD, FED and SLED accounts/clients.
  • Developed and maintain strong relationships with new and existing Federal clients in order to increase revenue.
  • Leveraged partners and other business relationships to increase leads, business revenue and margin through information technologies.
Vice President Strategic Partnerships (Contact)12/2018 to 03/2019DoFormsCranford, NJ
  • Directed formulation and implementation of partner strategy, collaborating with sales professionals and stakeholders to grow partner relationships with systems integrators, technology partners and resellers.
  • Designed business plans for use with partners, tracking progress to goal and achievements.
  • Enhanced operational performance by developing effective business strategies, systems and procedures.
  • Supported lead generation efforts through various channels.
  • Partnered with c-level executives, Product, Marketing, Field professionals to accomplish sales goals.
  • Monitored program performance metrics and outcomes.
  • Build best in class relationships with customers.
  • Spearheaded establishment and implementation of partnership program, initiating program with 10 partners yielding $5M in sales in first year.
  • Attained optimal time-to-value through implementation of new customer on-boarding experience and capitalizing on expansion opportunities with existing customers, resulting in generation of $10M in revenue in first year.
  • Orchestrated process improvements resulting in increase in customer retention by 35% through enhanced customer communication and understanding of customer pain points.
  • Realized increase in landing page conversion rate of 22% and increase in traffic of 25% through redesign of company website.
Channel Partner and Reseller Product Manager01/1998 to 12/2018VerizonBasking Ridge, NJ
  • Promoted through roles of increased scope and accountability, advancing from Retail Sales Manager, to Area Project Manager of B2B Marketing and Sales Operations, to Project Manger of Device Marketing, CMB and Channel Marketing Operations, to Indirect Senior Product Manager of Connected Devices before assuming role of Channel Partner and Reseller Product Manager.
  • Oversaw partner relationship management, contract negotiation, and coordination of product launch and lifecycle efforts, managing 10+ direct reports.
  • Develop and implement effective reseller recruitment strategy. Work with marketing and Legal teams to generate interest for companies to become resellers. Effectively communicate benefits and opportunities available.
  • Served as a key member of the Government Solutions team, helping to advance our market and technical strategy.
  • Collaborated with Verizon's Legal team and others to manage complex contract negotiations.
  • Develop and manage the sales pipeline by engaging with prospects, partners, and key customers.
  • Researched and analyzed public sector industry gaps and trends, competitive landscape, work with customers to identify problems, and work with internal stakeholders – map inputs to prioritize product strategy and roadmap features.
  • Leverage deep product knowledge to demonstrate solution selling techniques, uncover prospect and customer challenges and deliver valuable solutions to FED, SLED and Healthcare.
  • Onboarded and launched 160 new channel partners for new market expansion, driving incremental sales volume.
  • Created a vision and strategy for respective business/sales teams, provided leadership in achieving maximum sales, profitability and growth. Used sales data, SLA's and metrics to implement systems and processes to grow and improve sales team. As a Senior-Level Product Manager I had to understand the marketplace and trends, able to find solutions to shortcomings in sales numbers through actively managing opportunities.
  • Identified new product opportunities and third-party solutions.
  • Facilitated creation of key marketing communications for advertising, White Papers, and collateral materials for events.
  • Successfully sold to and lead sales operations with the federal and state & local government (FED/SLED); selling products and solutions as it pertains to Cloud Solutions, enterprise level software/hardware.
  • Presented product vision and strategic plans to c-level executives, and cross-functional business units.
  • Held accountability for leading division to achieve revenue and profitability goals.
  • Executed six large scale product implementations within five years, generating $1M+ in revenue.
  • Identified and developed new channel relationships with technology partners, distributors, VARs and VAD's, connecting client business needs with top security solutions resulting in $10M in sales thru BuSS store.
  • Tracked KPI's and other metrics for partners and resellers demonstrating partner performance that resulted in 100% trackable leads and $5M to $10M in sales through identification of opportunities to improve sales via implementation of product knowledge card for Verizon Representatives.
  • Provided forecasting reports for partners showing lead submission and collaborated with management to develop strategy and objectives on quarterly and annual basis.
  • 10+ years of B2B enterprise, experience in selling to Federal Civilian, DOD.
  • Directed national and global project implementations for numerous initiatives with budgets ranging from $40M to $100M+.
  • Oversaw three enterprise wide software projects, defining growth strategy, hiring software and marketing teams, and establishing project benchmarks and milestones growth in subscription offer sales representing 55% uplift in revenue growth.
  • Worked closely with the Sales and Marketing teams to drive awareness of the Channel Reseller Program through events, webinars, digital campaigns, co-marketing initiatives and other marketing-related activities.
  • Performed as creator and single point of contact for Verizon International Site allowing 500+ Verizon B2B sales representatives access to BuSS partner eco system, automating sales process and doubling revenue increasing from $5M to $10M.
  • Implemented LinkedIn ad campaigns, yielding 20+ sales leads per month, Sales and Services campaigns to 1 in 2.5 and online social media to 1 in 3.4, equating to 26.5% growth.
  • Achieved 95% customer retention rate through implementation of innovative renewal strategy, installing customer portal to allow representatives to proactively monitor renewal dates.
  • Enhanced customer relationships through implementation of win/win negotiation strategies to maximize contract value and resulting in achieving 95% close rate.
  • Built OEM strategy constructing verticals for sales teams and ensuring partnership architecture in place to support growth of Verizon OEM portfolio yielding $5M in optimized marketing spend and $10M in top line revenue growth in first year.
  • Spearheaded impactful brand experiences through crafting of innovative event and experience designs for trade-shows and exhibits culminating in generation of 50 to 100 leads per event with sales closure rate of 85%.
  • Devised National Sales Battlecard and GTM Marketing Solution for integration with CRM, resulting in creation of efficiencies that generated $4M+ in sales revenue.
  • Collaborated with staff engineers to optimize product testing processes.
  • Devised global market segment strategy by partnering with colleagues to craft high-impact market campaigns and support new product launches.
  • Partnered with internal and external agency teams to create innovative strategies and implement marketing plans that drive awareness, engagement and product adoption.
  • Created sales and marketing campaigns to drive lead generation for channel partners.
Education and Training
Bachelor of Business AdministrationMarketingStrayer University BachelorPiscataway, NJ
Associate of Science: Business Administration and ManagementUniversity of PhoenixPhoenix, AZ
Emergency Medical Technician CertificateCochise CollegeSierra Vista, AZ
  • Credentials
  • Certified Project Management E-business (PME)
  • IS-00144 Telecommunicators Emergency Response Taskforce, FEMA
Activities and Honors
  • Employee of the Quarter HQ Q1-Q2, 2016; Q2, Q3, Q4 2018.
  • Employee of the Quarter NEA Q2-Q3 2014; Q1 2015.
  • Verizon Winners Circle Top Store Manager, 2012.
  • 1 Assistant Manager in Region, 2011.
  • 1 Store in Total Volume, 2011 & 2012.
  • 1 Store in District in Total Volume, 2009, 2010, 2011, and 201
Professional & Community Involvement
  • Technical Proficiencies Microsoft Office Suite, SaaS, Salesforce, Jira Platform, Clarity, CRM, GTM, Project Management software, and Pricing/DACC Mapping.
  • New Jersey State Forest Firefighter.
  • Firefighter, Morris Township Fire Department.
  • Fire Officer and Fire Safety Officer, Morris Township Fire Department.
  • Field Specialist, Team Rubicon, Disaster and Humanitarian Relief.
  • Firefighter, EMT, Wildland Firefighter, Rural Metro Fire Department.
  • Rural Metro Explorer Program.
Websites, Portfolios, Profiles
  • https://www.linkedin.com/in/keith-lombard-1bb87641/
Certifications
  • Salesforce
  • First Aid/CPR
  • Axiom Sales
  • AMA's Business Grammar Workshop
  • Fire Fighter 1, L-180, S-130, S-190
  • ICS -700 Incident Command, NIMS I-100, IS-00101, ICS 200
  • Wildland Urban Interface Preparedness/Mitigation, FEMA
  • FEMA/ Federal Disaster Operations, FEMA
  • Hazardous Materials Responder Level 1
  • Hazmat Decontamination, Miken Safety Group, Inc.
  • Hazmat Operations, State of NJ
  • Hazmat OPS Mission Specific, State of NJ
  • TIMS Responder Training, State of NJ
  • Instructor Development, State of NJ
  • Incident Safety Officer - Fire Suppression
  • Pump Operations
  • Atlantic BLS, Atlantic Health System
  • Heavy Lifting, Shifting, Stabilizing and Building Shoring Techniques, Paratech, Inc
Build Your Own Now

DISCLAIMER

Resumes, and other information uploaded or provided by the user, are considered User Content governed by our Terms & Conditions. As such, it is not owned by us, and it is the user who retains ownership over such content.

Resume Overview

Companies Worked For:

  • 4K Solutions
  • Sonim Technologies
  • DoForms
  • Verizon

School Attended

  • MarketingStrayer University Bachelor
  • University of Phoenix
  • Cochise College

Job Titles Held:

  • Director of US Sales (Contact)
  • Director of Sales Government Sales
  • Vice President Strategic Partnerships (Contact)
  • Channel Partner and Reseller Product Manager

Degrees

  • Bachelor of Business Administration
    Associate of Science : Business Administration and Management
    Emergency Medical Technician Certificate
    CredentialsCertified Project Management E-business (PME)IS-00144 Telecommunicators Emergency Response Taskforce, FEMA

Similar Resumes

View All
Director-of-US-Sales-resume-sample

Director of US Sales

K Solutions

Morristown, New Jersey