Edward J. Collins
Herndon,USA
Summary
Results-driven Field Sales Leader with extensive experience in driving growth of IT services and enterprise solutions in the Federal-Civilian market. Skilled in influencing key decision makers and securing support for substantial IT infrastructure and enterprise deployments. Expertise in exceeding sales targets and fostering strategic relationships to enhance business development.
Overview
21
21
years of professional experience
Work History
Senior Civilian Account Manager – BMC Software Solutions
TD Synnex Public Sector
Herndon, USA
10.2022 - 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.
- Managed annual and quarterly business development planning for TD Synnex Civilian team, including product positioning, resource planning, sales tracking, and relationship development with strategic partners selling BMC Solutions.
- Mentored junior reps on Civilian team, enhancing business acumen and improving 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.
- Achieved 15% year-over-year growth for BMC team.
- In 2024, Achieved 112% of quota and 21% Year over Year growth in assigned territory.
Business Development-Consultant
MGC Solutions
Chicago, USA
01.2017 - 01.2022
- Positioned and sold MGC’s service support offerings (Management Consulting, Human Capital and Learning, Acquisition and Logistics) to civilian government agencies, enhancing service adoption within assigned territory.
- Managed annual business development and market planning for US Federal Government Civilian Market, including product positioning, project management, and strategic partner relationships.
- Secured Business Management and Process Improvement contracts with Prime Integrator Partners at Postal Service, US Geological Service, and Federal Highway Administration, achieving 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
Austin, USA
01.2010 - 01.2017
- Maximized sales of service support offerings (including infrastructure, application, and database support) with civilian government agencies within assigned territory. Clients included 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.)
Palo Alto, USA
01.2006 - 01.2010
- Drove sales for IT infrastructure services and enterprise product solutions across Department of Treasury, Department of Commerce, US Postal Service, and FDIC. Managed strategic account planning and business development activities to maximize sales for offerings including 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.
- Led business development and capture for $80 Million US Postal PPP contract re-compete win in 2009.
- Directed business development for $4 Billion, 10 year IRS Primary Services vehicle (TIPSS-4 Contract) and $95M USPTO IDEAI contract.
Account Executive
Northrop Grumman (Formerly Fed Data)
Mclean, USA
01.2005 - 01.2006
- Sold and managed deployment of $4 million EMC Storage SAN solution at the Federal Deposit Insurance Corporation (FDIC).
- Secured contract and executed $3 million Cisco infrastructure upgrade at PBGC, enhancing IT capabilities.
- Drove sales across IT infrastructure services and enterprise product solutions for Department of Treasury and PBGC, coordinating inside sales teams into cohesive strategy for business positioning and proposal delivery.
- Coordinated account planning activities with alliance partners, driving partner solutions to client base, collaborating with HP, Microsoft, EMC, Dell, and Cisco.
Education
Bachelor of Science - Business Administration
The Citadel, The Military College of South Carolina
Charleston, SCSkills
- Salesforce CRM
- Proposal management
- Opportunity capture
- Business planning
- AGILE Certified
- Microsoft 365
- Siebel
- Peoplesoft
Timeline
Senior Civilian Account Manager – BMC Software Solutions
TD Synnex Public Sector
10.2022 - 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