Edward J. Collins
Herndon
Summary
An Experienced Field Sales Leader with a time-tested record of driving pacesetting growth of IT services and enterprise solutions/products in the Federal-Civilian market. Knowledgeable advisor with a talent for influencing key decision makers and winning their support for major deals involving significant IT Infrastructure and Enterprise Deployments.
Skilled account management professional with proven track record in fostering client relationships, driving revenue growth, and managing complex accounts. Known for strong focus on team collaboration, adaptability, and delivering results. Expertise includes strategic planning, client communication, and problem-solving. Highly reliable and flexible in meeting changing business needs.
Overview
21
21
years of professional experience
Work History
Senior Civilian Account Manager – BMC Software Solutions
TD Synnex Public Sector
01.2022 - Current
- Manage the selling and positioning of BMC Software solutions (Cloud and OnPrem Licensing and Support) into the US Federal Civilian Government Marketplace. Key clients include the Department of Transportation, NASA, Department of Interior, US State Department, Dept of Treasury, and other independent agencies.
- Manage Annual and Quarterly Business Development planning for the TD Synnex Civilian team which includes Product positioning, Resource Planning, Sales tracking, and relationship planning/development with strategic TD Synnex authorized partners selling BMC Solutions.
- Mentor and provide Guidance to the junior reps on my Civilian Team inorder to drive business and proactively increase customer satisfaction.
- In 2022, Obtained 110% revenue and margin goal in BMC Software Sales
- In 2022, Generated $5.2 Million in Net New BMC license sales outside of the renewal business
- In 2023, BMC team obtained 15% Growth Year over Year.
- In 2024, Achieved 112% of quota and 21% Year over Year growth in assigned territory
Business Development-Consultant
MGC Solutions
01.2017 - 01.2022
- Responsible for planning and positioning MGC’s service support offerings (Management Consulting, Human Capital and Learning, Acquisition and Logistics) with civilian government agencies within assigned Civilian Government territory. Clients include the Department of Transportation, Department of Interior, US State Department, U.S. Postal Service, and other independent agencies.
- Manage Annual Business Development and Market planning for the US Federal Government Civilian Market which includes Product positioning, Project management, and relationship with strategic partners.
- Captured Business Management and Process Improvement contracts engagements with Prime Integrator Partners at Postal Service, US Geological Service, and Federal Highway Administration with a total contract value of $7M.
- In 2019, Obtained 105% of revenue quota and 122% of margin dollar goal.
- In 2020, under the pressure of COVID-19 , obtained 100% of renewal contract base. On target to obtain 102% of annual revenue and profit goal.
- In 2021, obtained 106% of Existing and New Bookings quota.
Account Sales Executive, Advanced Customer Support Services
Oracle Corporation
01.2010 - 01.2017
- Responsible for Maximizing sales of service support offerings (including infrastructure, application, and database support), with civilian government agencies within assigned territory. Clients include the Department of Transportation, Department of Interior, US State Department, Department of Agriculture, U.S. Postal Service, and other independent agencies.
- Exceeded sales goal for 3 consecutive years (2011-2016), averaging 104% of quota each year.
- Closed sale of the company’s largest support offering, Solution Support Center, with US State Department and US Postal Service, which generated annual revenue of $4.7 Million over 2 years.
- Spearheaded, captured, and managed a 5-year Master Services Agreement with the U.S. Postal Service, valued at $1.3 Million annually.
- Captured $2 Million database migration lead with the Department of Interior for relocation of FBMS data center in addition to closing $1.5 Million in support services for an R12 database upgrade with the FAA.
Client Sales Executive, Enterprise Services
Hewlett Packard Corporation (Formerly EDS Corp.)
01.2006 - 01.2010
- Drove sales for the entire portfolio of IT infrastructure services and enterprise product solutions within the Department of Treasury, Department of Commerce, US Postal Service, and FDIC. Managed overall strategic account planning and business development activities to maximize sales for portfolio offerings that included infrastructure support, applications management/development, and business process outsourcing.
- Exceeded sales quota by 116% and 103% in 2009 and 2008, respectively. Managed a $280M pipeline.
- Won a $12 Million task order for a wireless deployment with the U.S. Postal Service in 2007.
- Secured a $16 Million 4-year application development contract with the IRS Chief Counsel in 2009
- Business Development and Capture Lead for the US Postal $80 Million PPP Contract Re-compete Win in 2009.
- Business Development Lead for the $4 Billion, 10 Year IRS Primary Services vehicle (TIPSS-4 Contract) and the USPTO IDEAI Contract with a Contract value of $95M
Account Executive
Northrop Grumman (Formerly Fed Data)
01.2005 - 01.2006
- Drove sales for the entire portfolio of IT infrastructure services and enterprise product solutions with the Department of Treasury and Public Benefit Guaranty Corporation (PBGC). Assumed business development role that included coordinating inside sales teams’ efforts into one cohesive strategy for positioning business, proposal development and delivery of product and services.
- Coordinated Account planning activities with alliance partners to drive their solutions to my client base. Worked with partners such as HP, Microsoft, EMC, Dell, and Cisco.
- Secured contract and installed $3 Million Cisco infrastructure upgrade at Pension Benefit Guarantee Corporation (PBGC)
- Sold and managed deployment $4 Million EMC Storage SAN solution at the Federal Deposit Insurance Corporation (FDIC)
Education
Bachelor of Science - Business Administration
The Citadel, The Military College of South Carolina
Charleston, SCSkills
- TECHNICAL: Extensive Annual and Quarterly Business Planning, Capture Management, Bid and Proposal Management
- SOFTWARE: Microsoft Office, Siebel, Peoplesoft, Salesforce, AGILE Certified
Timeline
Senior Civilian Account Manager – BMC Software Solutions
TD Synnex Public Sector
01.2022 - Current
Business Development-Consultant
MGC Solutions
01.2017 - 01.2022
Account Sales Executive, Advanced Customer Support Services
Oracle Corporation
01.2010 - 01.2017
Client Sales Executive, Enterprise Services
Hewlett Packard Corporation (Formerly EDS Corp.)
01.2006 - 01.2010
Account Executive
Northrop Grumman (Formerly Fed Data)
01.2005 - 01.2006
Bachelor of Science - Business Administration
The Citadel, The Military College of South Carolina