Chris Castle
Kearneysville,WV
Summary
Results oriented sales professional with extensive public sector experience. IT hardware and enterprise software sales, strong account management and client relationships skills. Strengths include the ability to build strong customer relationships while applying strong analytical, strategic thinking, creative, and problem solving skills to ensure achievement of objectives and sales goals. Have a high success rate closing business in complex, highly competitive, technical sales environments within the public sector and systems integrator market.
Overview
12
12
years of professional experience
Work History
Enterprise Account Executive
ServiceNow, Inc.
01.2023 - Current
- Established strong relationships with key enterprise customers, driving customer satisfaction and retention.
- 73% year-over-year growth in 2023 within the Tribal Nations
- Conducted thorough market research to identify emerging trends and adjust sales strategies accordingly.
- Collaboration with C-level executives across Tribal Nation governments and enterprises to understand priorities prior to positioning licenses
- Established quarterly special interest groups calls for customers and prospects to increase ServiceNow awareness and increase collaboration within the territory
- Created strategic roadmaps for ServiceNow platform expansion
- Leveraged CRM tools to track customer interactions, ensuring seamless communication across multiple touchpoints.
Enterprise Account Executive
ServiceNow, Inc.
08.2021 - 01.2023
- Led a hi-performing sales team, dedicated to supporting the Department of Energy Science Labs and Power Administrations.
- Cultivated strong client relationships through regular communication, needs assessment, and solution alignment
- Collaborated with Cross-Functional teams to develop tailored ServiceNow solutions, to address the customers priorities
- Conducted presentations and product demonstrations to Department of Energy stakeholders, effectively communicating the value proposition of ServiceNow solutions.
- Led negotiations, closed deals, and managed contract renewals, resulting in increased revenue and customer satisfaction.
- Consistently exceeded sales targets by proactively identifying and pursuing new business opportunities.
- Collaborated with internal teams to develop tailored solutions for complex client needs, resulting in increased revenue.
- Delivered comprehensive product presentations and demonstrations, showcasing the value proposition to potential clients.
- Provided regular progress reports to senior management, highlighting successes and areas for improvement.
- Participated in trade shows and conferences, representing the company''s brand on a national level.
- Facilitated client success by maintaining open lines of communication and addressing concerns promptly, fostering long-lasting business relationships.
Federal Account Executive
Paragon Micro Inc.
08.2020 - Current
- Leveraged my professional network within NASA & Department of Energy to grow under-developed agencies for the company
- Cultivated strong relationships with key decision-makers, leading to successful upselling and cross-selling opportunities.
- Responsible from managing sales cycle from lead generation, sourcing, deal registration submissions, quoting, order processing & customer follow-up
- Leveraged existing company capabilities & vendor relationships to quickly align with customer initiatives
Regional Sales Manager - Federal
Quantum Corporation
03.2019 - 06.2020
- Managed large Federal Civilian Territory - NASA, DOT, DHHS, EPA, USDA + more
- Grew a historically underdeveloped territory by 123% in Quantum FY20'
- Sold in to both new and existing customers through cold-calling, customer relationships and strong partner alignments: FAA ASTI, NASA JETS, ISS EPA Atlanta, DOT FHWA.
- Strategically targeted multi-agency Federal Civilian territory based on IT budget and upcoming initiatives
- Managed a large partner network by aligning with their agency strengths
- Facilitated face-to-face meetings with federal end users to create new Quantum install base and expanded our footprint where already established.
- Maximized use of social networking sites: LinkedIn, Twitter, Instagram and others to promote company solutions and events
Sr. Account Executive
Akira Technologies Inc
06.2018 - 03.2019
- Managed Federal Civilian agencies - NASA, Energy, Treasury, USDA and others
- Closed $3.5M Cisco Titration Solution in to IRS (net new customer for Akira)
- Sold $1.4M worth of Solarwinds IT Management Software across NASA & Energy
- First Field Account Executive ever at Akira. Established Civilian account base from ground up adding new customer logs to Akira Technologies portfolio of customers. (NASA Johnson, Stennis, Marshall, Kennedy, Argonne, Brookhaven, KAPL, NREL, OLM, IRS, BLM and more)
Federal Account Executive
Affigent LLC
02.2012 - 06.2018
- Established strong relationships and business growth through Systems Integrators such as SAIC, General Dynamics, Lockheed Martin, Leidos, Boeing, Jacobs Technology, Abacus, Moriah, Barrios, etc
- Sold $15+ million worth of Oracle engineered systems, software and services to support the NASA SGSS program
- Year over Year account growth by > 42%
- Produced >90% in organic sales growth within NASA since 2012
- Achieved and surpassed annual quota goals in target agencies (NASA/Energy)
- Established and maintained a multi-million dollar Oracle Enterprise License Agreement (ELA) that included all Oracle Database Software licenses used by NASA agency-wide
- Handled complex contract negotiations with multiple manufacturers, resulting in multi-year agency-wide software agreements
- Completed a five year, agency-wide Juniper BPA for the Department of Energy. This contract had no product or service limitations, encompassing all Juniper offerings
- Held over 98% of all NASA Oracle Enterprise Software support contracts
- Work closely with manufacturers (Oracle, EMC, Riverbed, Juniper, etc.) to map accounts, solidify relationships, and facilitate customer meetings, resulting in higher margin deals
Education
Associate of Science - Computer Science/Network Security
ECPI University
Manassas, VA2002
Skills
- 20 Years Experience Selling to Federal Government & Systems Integrators
- Strong Account Development - Versed in Establishing & Managing Agency-Wide Contracts
- Strong Customer Relationships
- Excellent Vendor Relationships
- Self-motivated/hunter
- Results Oriented
Timeline
Enterprise Account Executive
ServiceNow, Inc.
01.2023 - Current
Enterprise Account Executive
ServiceNow, Inc.
08.2021 - 01.2023
Federal Account Executive
Paragon Micro Inc.
08.2020 - Current
Regional Sales Manager - Federal
Quantum Corporation
03.2019 - 06.2020
Sr. Account Executive
Akira Technologies Inc
06.2018 - 03.2019
Federal Account Executive
Affigent LLC
02.2012 - 06.2018
Associate of Science - Computer Science/Network Security
ECPI University
Similar Profiles
Subhrajit DubeySubhrajit Dubey
Senior Manager, Support Account Mgt Services at SERVICENOW, INC.Senior Manager, Support Account Mgt Services at SERVICENOW, INC.
SWATHI PARISESWATHI PARISE
Senior Staff Software QA Engineer at ServiceNow, Inc.Senior Staff Software QA Engineer at ServiceNow, Inc.
EMILY ABDNOUREMILY ABDNOUR
Senior Manager, Program Management – STEP EDU at SERVICENOWSenior Manager, Program Management – STEP EDU at SERVICENOW
Jerry ShewbridgeJerry Shewbridge
Operator Foreman at Superior Paving CorpOperator Foreman at Superior Paving Corp
Jeffrey HerbstJeffrey Herbst
HVAC Superintendent at Breeden Heating & AirHVAC Superintendent at Breeden Heating & Air