Deborah C. Stevenson
3451 Riding Hood Court Castle Rock,CO
Summary
Dynamic sales leader with over 27 years of quota-carrying experience, specializing in the Department of Defense, US Air Force, and US Space Force sectors, pursuing strategic business development or executive account manager opportunities within innovative technology firms.
With an unwavering dedication to public safety and military operational readiness, and a passion for AI, process automation, cloud, cybersecurity, machine learning, and other emerging technologies, I seek to utilize my extensive experience and network of key personnel, program offices (PMO/POR), and operational wings across the USAF and USSF to drive the adoption of next-generation technologies in order to achieve operational success for the customer, along with long-term, sustained growth for the organization. Emphasis on collaboration, innovation, integrity, personal accountability, performance, and excellence guarantees success in enhancing relationships with the customer base, OEMs, and strategic integrators, while expanding existing high-level connections. My experience includes strategic account planning, federal government acquisitions, large strategic multi-year sole source wins, complex deal structuring, development of internal and external go-to-market strategies, driving the adoption of new technologies across the Air Force, including video analytics built upon NVIDIA platforms and GPUs, creating collaborative team cultures, delivering highly profitable projects that exceed financial targets, and fostering key USAF customer relationships, allowing me to effectively defend the account base, drive new business, capture market share, and consistently exceed assigned demand creation and sales targets within the organization.
Overview
28
28
years of professional experience
Work History
USAF and USSF Strategic Program Manager, Worldwide
Motorola Solutions, Inc.
Castle Rock, CO
01.2018 - Current
- Responsible for orchestrating USAF/USSF strategy and driving growth across new and existing customer accounts worldwide.
- Established high-level sales strategies for each U.S. Air Force Major Command (MAJCOM), higher headquarters, program offices, and strategic operational wings.
- Increased service, sustainment, and lifecycle revenues by more than 286% across USAF, USSF accounts over a 24-month period between 2018 and 2020.
- Extensive experience with USAF/USSF acquisition commands and leadership across multiple program offices.
- Developed large, complex, multi-year projects from the discovery phase through execution, resulting in a ten-year sole-source recurring services contract worth $343M, exceeding both target and gross margin goals.
- Initiated and secured a highly profitable, uncapped BPA with USAF/USSF leadership, program offices, AFICC, IMSC, and enterprise sourcing squadrons, as well as top-tier VARs, allowing all USAF/USSF customers to sole-source mission-critical communications solutions, eliminating the need for RFPs, and eradicating competitive threats.
- Drove the adoption of new AI and cloud-based solutions within the Motorola ecosystem, providing advanced situational awareness and data analysis in support of USAF/USSF mission readiness.
- Formulated USSF / USAF strategies for deploying cutting-edge technologies leveraging NVIDIA platforms and GPU technologies, including Avigilon's advanced video analytics, AI-driven public safety solutions, NextGEN 9-1-1, LPR, Counter sUAS technologies, and Command Center Suite that delivers a common operating picture
- Developed and executed a Pacific strategy with PACAF leadership, USARPAC, and MARFORPAC to modernize and sustain mission-critical communications and data networks across all branches of the military throughout the Pacific theater, resulting in a ten-year opportunity worth more than $288 million.
- Created and launched a strategy to capture key competitive accounts, resulting in a single, worldwide USAF/USSF mission-critical Enterprise Land Mobile Radio (ELMR) system.
- Fostered and built key relationships with high-ranking USAF leaders, resulting in an extensive worldwide network to drive ELMR and strategic initiatives around ABMS, JADC2, Integrated Base Defense (IBDSS), and mission-critical communications initiatives.
- Designed and delivered high-level briefs to strategic customers.
- Mentored new Galvin Masters program participants, account executives, and inside sales representatives.
- Managed complex processes and large, cross-functional teams across Motorola to deliver formal RFP responses and strategic, large-scale proposals.
- Awarded the “2020 Sleeve / SPT Sales Person of the Year” award for excellence in driving Air Force strategy and business.
- Engaged in the Galvin Masters organization to include multiple business and charitable activities.
- Assumed leadership responsibilities for MSI's Diversity, Equity, and Inclusion business councils.
- Accurate forecasting, expense management, and budget planning to include profitability and margin determinations on large projects.
Senior DOD Account Manager – Rocky Mountain Region
Motorola Solutions, Inc.
Denver, Colorado
01.2012 - 01.2018
- Generated annual sales from $11M to $22M over six years within DoD field territory.
- Managed relationships and business goals for major USSF/USAF commands, including Global Strike, Space Force (Command), STRATCOM, Nuclear Surety teams, NORTHCOM, MDA, IMSC, ACC, AMC, AFRL, AFLCMC, and AFMC
- Led complex competitive projects that secured new business for Motorola while surpassing targets.
- Cultivated strategic relationships at command level to drive business opportunities and synergy.
- Achieved consistent territory growth of 12% to 43% annually through targeted strategies.
- Formulated and implemented collaborative go-to-market strategies across various sales channels.
- Directed teams to produce winning customer proposals, achieving a 99% success rate on bids.
- Expanded project pipeline by over 200%, emphasizing service contract opportunities.
Federal, Mid-Atlantic and North Central Sales
Motorola Solutions / Motorola AirDefense Solutions
Atlanta, GA
01.2007 - 01.2012
- Generated growth and revenue across federal markets through comprehensive solution sales involving hardware, software, and services.
- Recognized as a President's Club recipient with consistent attainment of over 115% of quotas.
- Founded and led Motorola Leadership Council for inside sales, driving leadership development.
- Navigated complex DoD deals effectively from initial concept through final closure.
- Cultivated strategic partnerships within Federal and DoD environments to maximize business potential.
- Possessed thorough understanding of federal market structure, contracting procedures, and channel operations.
- Partnered with Federal Channel to enhance VAR relationships through training and support for complex deal closures.
- Sustained relationships with decision-makers, achieving high-volume accounts characterized by loyalty and retention.
Small / Medium Business Sales Rep for Mississippi and Tennessee
IBM Corporation
Atlanta, Georgia
01.2000 - 01.2007
- Drove revenue growth in new and existing IBM accounts, managing territory exceeding $14 million.
- Achieved IBM 100% Club recognition across multiple years for exceptional performance.
- Graduated from IBM Leadership Development Program and Advanced Leadership Development Program.
- Received Manager’s Award and led Rep Advisory Council to enhance team collaboration.
- Mentored new hires, ensuring their successful integration into IBM culture and operations.
- Managed all IBM resources and facilitated channel partnerships to close deals effectively.
- Conducted territory planning, account research, and accurate forecasting to optimize sales strategies.
- Delivered executive presentations to stakeholders, including IT Managers and CEOs.
Large Enterprise Account Manager
ICG / NikoNET Inc.
Atlanta, Georgia
01.1998 - 01.2000
- Managed top-tier accounts generating over $6 million annually.
- Increased product revenue by 30% through strategic sales of new features.
- Cultivated relationships with clients to drive additional sales opportunities.
Education
Bachelor of Science - Business Administration And Management
University of Colorado
DenverUS Army Basic Training and Chemical School - Chemical Warfare Operations
US Army Chemical Corps
Anniston, AL06-2006
Skills
- Salesforce proficiency
- SPIN selling techniques
- SalesWay certified
- Advanced presentation skills
- Air Defense (ACE Engineer) certification
- Microsoft Office proficiency
- Six Sigma certification, Yellow belt
- Adobe applications
- Google Suite
- Vendor, OEM, and integrator relationship management
- Business development
- P&L management
- IBM sales training
- Strategic alignment
- Effective negotiations
- Strategic planning
- Relationship building
- Team collaboration
Military Experience
United States Army, Chemical Operations Specialist, E4, Graduated top of class., Served in an active reserve unit for 8+ years., Advanced to squad leader / platoon leader., Received many awards for leadership and team building.
Affiliations
- Galvin Masters: Philanthropic Projects to support at risk youth and veterans
- Children's Hospital of Colorado: Ambassador Family; raised awareness, funds and supported NICU families
- Crohn's and Colitis Foundation of America: Board member for the annual "Take Steps Walk"
- CHERUBS: Ambassador family responsible for supporting other families across the United States
Accomplishments
- Galvin Masters Inductee
- Multiple 100% Clubs
- CEO Circle
- Leadership and Advanced Leadership Development
- 2020 Strategic Projects (SPT) Sales Professional of the Year
References
References available upon request.
Timeline
USAF and USSF Strategic Program Manager, Worldwide
Motorola Solutions, Inc.
01.2018 - Current
Senior DOD Account Manager – Rocky Mountain Region
Motorola Solutions, Inc.
01.2012 - 01.2018
Federal, Mid-Atlantic and North Central Sales
Motorola Solutions / Motorola AirDefense Solutions
01.2007 - 01.2012
Small / Medium Business Sales Rep for Mississippi and Tennessee
IBM Corporation
01.2000 - 01.2007
Large Enterprise Account Manager
ICG / NikoNET Inc.
01.1998 - 01.2000
Bachelor of Science - Business Administration And Management
University of Colorado
US Army Basic Training and Chemical School - Chemical Warfare Operations
US Army Chemical Corps
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