Carter Williamson
Sandy,USA
Summary
Dynamic and results-driven Strategic Sales Executive with a proven record of driving multimillion-dollar revenue growth across global technology leaders including IBM, Okta, Verizon Connect, and Wind River Systems over the past 15 years. Expertise spans cloud infrastructure, SaaS, IoT, and embedded software, with success building long-term enterprise partnerships in aerospace, defense, and governement sectors. Skilled in consultative, solution-based selling, aligning complex technologies—such as hybrid cloud, edge computing, and AI-driven analytics—with customer business outcomes. Recognized for exceeding quotas, developing C-level relationships, and collaborating cross-functionally to deliver measurable ROI and innovation at scale.
Results-driven professional with background in managing high-value client accounts. Achievements include driving client satisfaction and loyalty through tailored account strategies. Known for exceptional teamwork and adaptability in dynamic environments. Proven skills in relationship management and strategic planning.
Qualified [Desired Position] with proven ability to manage and grow key client relationships. Successfully led initiatives that enhanced customer satisfaction and retention. Demonstrated expertise in contract negotiation and strategic account planning.
Overview
32
32
years of professional experience
1
1
Certification
Work History
Key Account Manager-Aerospace, Government, and Defense
Wind River Systems
01.2023 - 01.2025
- Strategic and technology-focused Key Account Manager driving growth across aerospace, defense, and government with Wind River’s intelligent edge, real-time operating systems, and cloud-native software solutions.
- Provide strategic sales direction on 15 Key and Strategic accounts across the USA, in the Aerospace & Defense Vertical Sales Team.
- Build executive relationships with Tier 1-2 prime defense contractors, program offices, and Government labs.
- Partnered with aerospace and defense clients to deliver DO-178C–certified real-time operating systems (RTOS) and software solutions ensuring flight safety and regulatory compliance.
- Building Strong Relationships: Establishing and maintaining strong relationships with key clients in Aerospace and Defense understanding their business needs and acting as the main point of contact between the clients and the company.
- Co-selling engagements with AWS, AMD, Nvidia, SAIC, NXP, Xliinx, Microchip, and Intel.
- Understanding Customer Needs: Closely collaborating with customers, gain insights into their requirements and pain points.
- Sales and Revenue Generation: Driving sales opportunities within the assigned key accounts.
- Account Planning and Strategy: Developing and implementing account plans and strategies for key clients in Aerospace and Defense.
- Negotiation and Contracts: Directly involved in negotiating contracts, pricing, and terms with clients.
- Customer Success and Support: Ensuring customer success and satisfaction is critical.
- Market Analysis: Keeping an eye on market trends, competitor activities, and changes in the industry landscape.
- Reporting and Analytics: Regularly providing updates, progress reports, and sales forecasts to management.
- Value Selling and MEDDPICC Methodology: Trained and certified.
- Proficient in Salesforce.com, Clari, Microsoft Office, ChatGPT, LinkedIn Navgator, ZoomInfo, Govwin.
- Team lead collaborating with Inside Sales, System Engineering, Professional Services, Executive Leadership, and CRO.
- Engaged with Finance, Legal, and Operations to process complex sales wins.
- Weekly forecast with first- and second-line managers to discuss deal progression and pipeline building.
- Developed Win Plans and Account Planning by building out territory.
- Regular use of Zoom, Microsoft Teams, and Google Meet for internal and external meetings.
- Travel 2-3x a month for onsite customer/prospect visits.
- Researched customer and prospects 10k’s to understand business priorities and initiatives.
- Attended trade shows and conference to engage with customers.
- Collaborated with the Renewal Team position upsell opportunities with 3/5 year contract extensions.
- Top Performer: 115% of on-target earnings in 2024.
Enterprise Regional Sales Manager
Okta (Auth0)
01.2021 - 01.2023
- At Okta, I help customers connect the dots between identity and business outcomes.
- Expand relationships and orchestrate complex deals across more diverse business stakeholders.
- Holistically embrace, access, and utilize the channel/alliances to identify and open new, uncharted opportunities.
- Work as a team for the most efficient use and deployment of resources.
- Champion Okta to prospective clients at sales presentations, on-site visits and product demonstrations.
- Build effective working partnerships with your Okta colleagues.
- Develop and execute solution sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings.
- Land, adopt, expand, and deepen sales opportunities with large Enterprise accounts.
- Enterprise Sales Expertise: Skilled in full-cycle sales from prospecting to close.
- Strategic Account Management: Expanded footprint within existing enterprise customers.
- Solution Selling: Applied a consultative, business-value approach.
- Partnership Development: Collaborated with channel partners, system integrators, and technology alliances.
- Technical Acumen: Strong understanding of IAM, SSO, MFA, API security, and lifecycle management technologies.
- Pipeline & Forecasting: Managed multi-million-dollar pipelines in Salesforce.
- Customer Success Focus: Partnered closely with Customer Success Managers.
- Industry Experience: Deep domain expertise across sectors such as financial services, healthcare, public sector, and technology.
- Leadership & Collaboration: Mentored SDRs and collaborated cross-functionally.
Enterprise Client Partner
Verizon Connect (formerly Telogis)
01.2016 - 01.2021
- Strategic and results-oriented Enterprise Sales Executive with a proven track record of exceeding multimillion-dollar quotas across SaaS, telematics, and technology markets.
- Track Key Performance indicators (KPIs) and Return on Investment (ROI) throughout the deployment process.
- Top tier strategic team-contributor tasked to drive new and existing revenue for the top-strategic enterprise accounts.
- Strategically built strong relationships in a quick timely manner across different markets.
- Consistently exceeded annual quotas ($2.5M–4M+) by leading full-cycle enterprise sales focused on fleet, asset tracking, and mobility solutions.
- Developed and executed strategic account plans to expand Verizon Connect’s footprint.
- Partnered with C-level, operations, and IT executives to deliver data-driven solutions.
- Leveraged a consultative approach to position Verizon Connect’s telematics and SaaS products.
- Collaborated with cross-functional teams—including Marketing, Product, and Customer Success.
- Maintained disciplined pipeline management and forecasting accuracy in Salesforce.
- Achieved >90% customer retention through proactive renewal and upsell strategies.
- Served as regional mentor to new Account Executives.
- Winners Circle Club 2018, 2019, 2020
Senior Cloud Account Executive
IBM
01.2013 - 01.2016
- Results-driven Storage and Cloud Sales Representative with a strong record of exceeding enterprise sales quotas at IBM.
- Experienced in leading complex solution sales across hybrid cloud, data storage, and AI infrastructure environments.
- Skilled at partnering with CIOs, IT leaders, and line-of-business executives.
- Adept at consultative selling, aligning IBM’s storage, data resilience, and cloud portfolio with customer objectives.
- Consistently achieved 100-120% of annual sales targets by leading enterprise sales across IBM Cloud.
- Guided C-level customers through hybrid cloud adoption strategies.
- Partnered with key enterprise accounts to design and deploy cloud migration, AI workload optimization, and data protection solutions.
- Collaborated closely with IBM technical architects, product specialists, and business partners.
- Expanded wallet share within strategic accounts through proactive relationship management.
- Managed multimillion-dollar pipelines in Salesforce with disciplined forecasting and strategic account planning.
- Led customer presentations, demos, and executive briefings focused on ROI, TCO reduction, and modernization outcomes.
- Coordinated joint go-to-market efforts with IBM ecosystem partners.
- Recognized as a top performer for driving customer success and contributing to regional revenue growth.
Partner Sales Manager, High Definition Visual Communications (HDVC)
Panasonic System Network Company of North America
01.2011 - 01.2012
- Built growth-focused strategies and program implementations within assigned territory.
- Exceptional territory management skills including account prioritization, travel planning and sales forecasting.
- Promoted new and key products to the customer base through demonstrations and presentations.
- Ensured targeted quality user representation of Panasonic products and solutions.
- Maximized optimal territory dealer representation and coverage.
- Increased awareness and demand for products by collaborating with internal departments.
- Drove marketing, enablement, education and sales activities for 2.5K dealers and key internal stakeholders.
- Minimized channel conflict by teaming with segment sales leaders.
Strategic Account Manager, US / International Sales
Avistar Communications
01.2010 - 01.2011
- Developed key partnerships with OEM providers and performed direct sales of unified collaboration solutions to enterprise accounts globally.
- Sold Avistar/Citrix, IBM Lotus Sametime, and Microsoft OCS and Lync integrated desktop video solutions.
- Grew Citrix OEM business by 130% in first 6 months by engaging with Global Account Team.
- Leveraged video technology to reduce time to market by 35%.
Regional Account Manager, Mountain Southwest Region
LifeSize Communications, A Division of Logitech
01.2008 - 01.2010
- Forecasted, formulated marketing and territory plans, and managed strategic partner and customer relationships as team leader.
- Presented and sold to large-end customers in assigned regions.
- Grew regional quarterly revenue 100+% in 1st 12 months.
- Negotiated and closed largest and most strategic contracts in territory.
Territory Sales Manager—Rocky Mountain Region
BT (British Telecom) Conferencing
01.2001 - 01.2008
- Successfully grew revenue in region & regularly exceeded quota.
- Established company presence in new states while adding more new accounts in each successive year.
- Implemented the largest education video conferencing network in the world at the Utah Education Network.
Enterprise Account Manager
Hello Direct
01.2000 - 01.2001
- Enabled Enterprise customers with video conferencing technology that resulted in up to 40% reduction in travel expenses.
Enterprise Account Executive
Gateway Computers
01.1993 - 01.2000
- Lead the expansion of the Gateway sales team into the San Francisco Bay area.
- Consistently exceeded revenue targets, delivering $5-$7 million annually.
- Managed strategic relationships with key Fortune 100 accounts in the financial and communications sectors.
Education
Mass Communications -
University of South Dakota
Vermilion, SDSkills
- Enterprise Account Management
- Strategic Sales
- Cloud & Infrastructure Solutions
- Identity & Access Management
- SaaS-based IAM
- SSO
- MFA
- Zero Trust architectures
- Edge & Embedded Systems
- Real-time OS
- Intelligent edge
- DevSecOps software
- IoT & Telematics
- Fleet management
- Connected asset solutions
- Consultative Solution Selling
- Channel & Ecosystem Partnerships
- Pipeline Development
- Forecast Accuracy
- Salesforce CRM
- MEDDIC/MEDDIPICC
- Data-driven forecasting
- Cross-Functional Leadership
- Relationship selling
- Cross-functional collaboration
- Sales lifecycle management
- Account management
- Sales quota achievement
- Revenue generation
- Account retention
- CRM software proficiency
- Social media marketing
- Business strategies
- Multitasking
- Team building
- Contract negotiation
- Organizational skills
- Interpersonal skills
- Goal setting
Certification
- CSP - Certified Sales Professional
Timeline
Key Account Manager-Aerospace, Government, and Defense
Wind River Systems
01.2023 - 01.2025
Enterprise Regional Sales Manager
Okta (Auth0)
01.2021 - 01.2023
Enterprise Client Partner
Verizon Connect (formerly Telogis)
01.2016 - 01.2021
Senior Cloud Account Executive
IBM
01.2013 - 01.2016
Partner Sales Manager, High Definition Visual Communications (HDVC)
Panasonic System Network Company of North America
01.2011 - 01.2012
Strategic Account Manager, US / International Sales
Avistar Communications
01.2010 - 01.2011
Regional Account Manager, Mountain Southwest Region
LifeSize Communications, A Division of Logitech
01.2008 - 01.2010
Territory Sales Manager—Rocky Mountain Region
BT (British Telecom) Conferencing
01.2001 - 01.2008
Enterprise Account Manager
Hello Direct
01.2000 - 01.2001
Enterprise Account Executive
Gateway Computers
01.1993 - 01.2000
Mass Communications -
University of South Dakota
Professional Development
- IBM Global Sales School
- IBM Top Gun Training Certified
- Challenger Sales
- MEDPICC and Value Selling sales methodology certified
Sales Achievements
- Presidents Club and Winners Circle: 2024
- Winners Circle: 2020
- Winners Circle: 2019
- Winners Circle: 2018
Winners Circle
Verizon Connect
2018, 2019, 2020