Muctar Ibrahim
Piscataway,NJ
Summary
Highly driven Sales & Consulting with a proven track record of success in Federal Government Contracting. Recognized for securing multi-million-dollar contracts and supporting critical missions at esteemed federal agencies including Federal Civilian (FedCiv), Federal Military (FedMil), Federal Law Enforcement (FedLaw) and Intelligence Community (IC). I created and sustained high level engagements with key C-Level stakeholders to consistently deliver exceptional results, reflecting advanced Sales acumen.
Overview
12
12
years of professional experience
Work History
ACCOUNT DIRECTOR - RESEARCH INTELLIGENCE - US FEDERAL GOVERNMENT
Elsevier
01.2024 - Current
- Cultivate consultative relationships with key stakeholders in Federal Government agencies (Federal Civilian (FedCiv), Federal Military (FedMil), Federal Law Enforcement (FedLaw) and Intelligence Community (IC).
- Persistent focus on pipe generation strategies and execution to seed, land and expand new and existing accounts
- Identify opportunities for upselling and cross-selling to grow Elsevier's presence within key accounts
- Aggressively hunt new logo through research, targeted outreach and industry event participation to liaise with pertinent stakeholders
- Develop key customer stakeholder relationships and drive customer satisfaction at assigned accounts
- Develop and drive the overall long-term strategy for the account, aligned to customer business objectives
- Successfully used the challenger methodology to grow territory by 10% in base revenue through farming and exceeded new business quota by 5% at 105% of YTD target.
- Provide strategic guidance on Elsevier's products to address agency needs, ensuring seamless implementation and client satisfaction
- Identify upselling and cross-selling opportunities to expand Elsevier's presence within government accounts
- Stay updated on government policies, regulations, and industry trends to advise Elsevier's leadership
- Collaborate with marketing and sales teams to tailor messaging and outreach strategies
- Actively participate in industry events to promote Elsevier's thought leadership
SOLUTION SALES MANAGER - RESEARCH INTELLIGENCE - US FEDERAL GOVERNMENT
Elsevier
06.2022 - 01.2024
- Developed and executed strategic sales plans for prospect at target agencies to influence decision-making.
- Surpassing the sales target by achieving 115% of new solution target exceeding quote by 15%.
- Cultivated strong relationships with agency stakeholders to influence decision-making.
- Analyzed agency challenges, delivering tailored research intelligence solutions.
- Coordinated cross-functional efforts to ensure seamless solution delivery and exceptional client experiences.
- Crafted persuasive sales presentations, proposals, and demos highlighting Elsevier's value proposition.
- Led negotiations and secured contracts, achieving favorable terms while maintaining company standards.
- Monitored sales metrics, pipeline growth, and revenue progress for management reporting.
- Gathered customer insights to contribute to product enhancements and improvements
SENIOR MANAGER, INSTITUTIONAL LICENSING SALES - US FEDERAL GOVERNMENT
Springer Nature
01.2019 - 02.2021
- Built and maintained strong client relationships, surpassing revenue and sales growth targets achieving 157% of quota.
- Translated customer requirements into formal agreements, leading to client acceptance of solutions.
- Drove sales growth by expanding customer and product portfolios using a consultative approach.
- Analyzed market trends for future sales planning, producing sales reports and maintaining a healthy pipeline.
- Represented Springer Nature at sales calls and conferences, positioning as an industry expert.
MANAGER, INSTITUTIONAL LICENSING SALES - US FEDERAL GOVERNMENT
Springer Nature
04.2015 - 12.2018
- Managed portfolio development and business strategy within the US Federal Government sector
- Built relationships and developed new business opportunities across diverse industries
- Monitored industry trends and client needs to drive revenue growth
STRATEGIC ACCOUNT EXECUTIVE, - ENTERPRISE SOLUTION SALES
Xerox Corporation
09.2012 - 04.2015
- Develop and execute a robust sales strategy to drive new business and manage existing enterprise accounts
- Own the full sales cycle, from prospecting to closing, ensuring a seamless and consultative experience for customers
- Leverage CHALLENGER sales methodologies to uncover customer needs and present tailored solutions
- Work cross-functionally with peers and internal stakeholders to deliver value-driven outcomes and exceed targets
- Maintain strong relationships with enterprise-level clients, ensuring long-term success and retention
Education
Bachelor of Science - Business Management
St. John's University
Jamaica, NY05.2011
Skills
- Sales Pipeline Management
- Government Contracting
- Relationship Management
- Strategic Challenger sales
- Contract Management
- Account Management
- Solution, SaaS, AI
- Data Insights
- Analytics
Timeline
ACCOUNT DIRECTOR - RESEARCH INTELLIGENCE - US FEDERAL GOVERNMENT
Elsevier
01.2024 - Current
SOLUTION SALES MANAGER - RESEARCH INTELLIGENCE - US FEDERAL GOVERNMENT
Elsevier
06.2022 - 01.2024
SENIOR MANAGER, INSTITUTIONAL LICENSING SALES - US FEDERAL GOVERNMENT
Springer Nature
01.2019 - 02.2021
MANAGER, INSTITUTIONAL LICENSING SALES - US FEDERAL GOVERNMENT
Springer Nature
04.2015 - 12.2018
STRATEGIC ACCOUNT EXECUTIVE, - ENTERPRISE SOLUTION SALES
Xerox Corporation
09.2012 - 04.2015
Bachelor of Science - Business Management
St. John's University
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