ED HERNANDEZ
Hutto
Summary
SLED Account Executive with a strong history at Gordian, generating over $62M in new business sales. Specializes in business development and contract negotiation, with a focus on fostering customer relationships and implementing digital transformation solutions. Proven ability to maximize revenue and enhance market presence in the public sector.
Overview
26
26
years of professional experience
Work History
SLED ACCOUNT EXECUTIVE
Gordian
Austin
12.2022 - Current
- Drove new business revenue in Texas, achieving over $62M in sales since January 2023.
- Engaged with Senior Technology, Financial, Procurement, Facilities/Construction, and Executive leadership in SLED market segment.
- Assumed a previously underperforming territory in December 2022 and revitalized sales efforts.
- Established a robust new logo pipeline of $100M projected through November 2025.
- Built a targeted sales model focusing on State Agencies, Local Government, K-12 Education, and Higher Education.
- Maximized multiple Cooperative Purchasing Contracts including BuyBoard, Sourcewell, OMNIA, PACE, and Equalis.
- Conducted 4 to 6 sales presentations weekly to strengthen sales pipeline.
- Leveraged extensive Public Sector sales experience to connect with key decision makers.
SLED ACCOUNT EXECUTIVE
CASK LLC
Austin
11.2021 - 12.2022
- Cultivated relationships with SLED customers and ServiceNow teams to deliver transformational solutions.
- Utilized ServiceNow platform to address complex business challenges across various domains.
- Provided expertise in Governance Risk Compliance, HR Service Delivery, and IT Service Management.
- Enhanced operational efficiency through Asset Management and Operations Management strategies.
- Supported Business Management and Customer Service Management initiatives for improved outcomes.
- Streamlined Security Operations and Health and Safety processes to bolster organizational resilience.
CENTRAL REGION SALES MANAGER
CALAMP CORPORATION
Austin
03.2021 - 03.2021
- Collaborated with various industries including transportation, logistics, and government to deliver critical insights.
Leveraged connected intelligence to facilitate smarter decision-making for businesses.
Designed platforms and smart devices that offer real-time asset tracking and monitoring.
Improved safety measures while optimizing costs and productivity for clients.
FOUNDER /CEO
EXCYTE SOLUTIONS
Austin
08.2019 - 03.2021
- Established company within seven months, achieving positive cash flow by month three.
- Secured State of Texas DIR SaaS contract #449 and Region 8 ESC TIPS Cooperative Purchasing agreements.
- Closed contracts totaling $175K and $340K with new logo SLED clients.
- Founded ExCyte Solutions, a minority and HUB certified IT and telecom services reseller.
- Provided comprehensive voice, data, security, and cloud solutions from over 200 suppliers.
- Specialized in business technology consulting, legacy-to-cloud migration, and digital transformation.
- Executed procurement and contract negotiations to enhance operational efficiency.
- Developed telecommuting strategies for remote worker enablement across various sectors.
GOVERNMENT CLIENT EXECUTIVE - TOLA REGION
AVENU INSIGHTS & ANALYTICS
Austin
10.2018 - 09.2019
- Achieved stellar sales in business development and direct sales of SaaS solutions in government and education sectors across four states.
- Expanded sales pipeline from $2.5M to $7.5M, achieving 300% of annual quota within one year.
- Secured digital transformation projects for three county governments, totaling $3.3M in value.
- Provided tax compliance analysis, automated payment options, and noncompliance services to clients.
AREA SALES DIRECTOR
XEROX CORPORATION
Albuquerque
01.2017 - 06.2018
- Spearheaded sales of managed print services to State and Local Government and K-12 Education customers in Rocky Mountain region.
- Drove $6M in equipment sales and $25M in leases and managed print services.
- Achieved $5M in new logo sales and $4M in base business during rebuilding year.
- Increased sales pipeline by three times within the same timeframe.
- Led team of seven Client Managers and one Managed Print Sales Specialist to enhance performance.
- Re-aligned sales team to support existing customers and pursue new opportunities effectively.
- Built sales pipeline over 200% within first six months of 2017.
- Provided geographic sales expertise to drive market penetration.
REGIONAL SALES DIRECTOR
WINDSTREAM COMMUNICATIONS
Albuquerque
10.2009 - 01.2017
- Recruited, trained, and supervised a team of 6 Account Executives and 2 Sales Engineers.
- Drove $20 million in annual sales revenue, surpassing Total Billed Revenue targets for Commercial Enterprise and SLED.
- Established New Mexico and West Texas as top-performing sales regions year-over-year within Windstream's 65 US markets.
- Achieved recognition as Top 10 Sales Director nationally each year; ranked as Top Sales Director in Western Region from 2010 to 2016.
- Earned President's Club Award annually with quota performance between 116% and 165%.
- Led sales initiatives for Fortune 500 telecom firm providing broadband, internet, phone, digital TV, and security services to commercial enterprise, state and local government, and education sectors in Western region.
GENERAL MANAGER - SOUTHWEST REGION
MITEL NETWORKS
Albuquerque
05.2007 - 10.2009
- Increased market share by over 30% in Enterprise and Public Sector sectors.
- Achieved President's Club recognition in 2008 with 127% performance against goals.
- Provided sales and mentorship support to seven Sales and Engineering team members, driving VoIP and Data Networking solutions.
VP OF SALES AND MARKETING
ABBA TECHNOLOGIES, INC
Albuquerque
12.2001 - 06.2007
- Formed and led 16-member sales organization targeting Federal, State/Local, Education, and Commercial markets in NM, AZ, and CO.
Drove sales growth from $19 million to $52 million by expanding service offerings and enhancing client engagement.
Oversaw hardware and IT maintenance contract negotiations to maximize revenue potential.
SENIOR ACCOUNT EXECUTIVE
EMC CORPORATION (now DELL)
Albuquerque
01.2000 - 01.2001
Education
Bachelor of Business Administration - Management
University of Albuquerque
Skills
- Business development
- Sales strategy
- Contract negotiation
- Public sector expertise
- Digital transformation
- Customer relationship management
- SaaS solutions
- Territory revitalization
- Strategic planning
- Project management
- Effective communication
- Relationship building
- Presentation skills
- Team leadership
- Territory management
- Performance tracking
Significant New Logo Career Wins
- USAF Phase IV, $50m annually
- State of Texas Transportation, $40m
- CenturyLink FACS, $30m annually
- Dept. of Energy - Los Alamos, $30M
- Department of Defense - WSMR, $27m
- State of NM Taxation and Revenue, $17m
- State of NM DoIT, $15m
- Region 16 ESC, $186k/monthly MRR for five years
- Public Service Company of NM, $12.7m
- Austin ISD, $10M
- Nueces County TX, $8m
- City of Brownsville, $6m
- UC-Riverside HPC, $6m
- UCLA HPC, $5m
- LSU HPC, $4m
- City of Houston Municipal Utilities, $3.2m
- Los Angeles Unified Schools, $3.1M
- Santa Ana Unified Schools, $3.0m
- Leander ISD TX, $2.9m
- Cypress-Fairbanks School District TX, $3M
- UNM HPC, $3m
- University of Arizona HPC, $2.9M
- El Paso Community College, $1.5m
- ERCOT TX, $1.4M
- Texas Children's Hospital, $1.2M
Summary Of Credentials
- New business development specialist
- Multi-million-dollar producer year over year
- IT, Telecom, SaaS, software and services sales
- Top team building and leadership award winner.
- Fortune 500 account management expertise
- National Sales Director Awards in IT and Telecom
- Sales to federal, state, and local governments
- Expertise with RFPs, contract bids and proposals
- Top 10% revenue producer in numerous roles
- Native English and Conversational Spanish
Accomplishments
Multiple President's Club Awardee
Timeline
SLED ACCOUNT EXECUTIVE
Gordian
12.2022 - Current
SLED ACCOUNT EXECUTIVE
CASK LLC
11.2021 - 12.2022
CENTRAL REGION SALES MANAGER
CALAMP CORPORATION
03.2021 - 03.2021
FOUNDER /CEO
EXCYTE SOLUTIONS
08.2019 - 03.2021
GOVERNMENT CLIENT EXECUTIVE - TOLA REGION
AVENU INSIGHTS & ANALYTICS
10.2018 - 09.2019
AREA SALES DIRECTOR
XEROX CORPORATION
01.2017 - 06.2018
REGIONAL SALES DIRECTOR
WINDSTREAM COMMUNICATIONS
10.2009 - 01.2017
GENERAL MANAGER - SOUTHWEST REGION
MITEL NETWORKS
05.2007 - 10.2009
VP OF SALES AND MARKETING
ABBA TECHNOLOGIES, INC
12.2001 - 06.2007
SENIOR ACCOUNT EXECUTIVE
EMC CORPORATION (now DELL)
01.2000 - 01.2001
Bachelor of Business Administration - Management
University of Albuquerque