Steven Burns
Temecula,CA
Summary
Results-driven Sales Manager with proven success in leading sales teams to achieve targets and expand market reach. Skilled in developing effective sales strategies, fostering client relationships, and identifying new business opportunities. Demonstrated ability to improve team performance through coaching and motivational techniques. Consistently enhanced revenue growth by implementing innovative sales tactics and optimizing operational processes.
Overview
22
22
years of professional experience
Work History
Enterprise Account Manager
Hewlett Packard Enterprise
01.2018 - 03.2024
- EAM covering NAVWAR and PEO C4I
- Sole EAM supporting PMW 160 CANES program (The largest program in HPE’s Navy account portfolio)
- On target earning FY22 124%, FY23 104%
- Added territory of Point Migu and Port Hueneme in Sept 2023
- Providing presales to post sales customer service
- Building channel partner and distributor relationships (98% of business was indirect)
- Producing quotes and setting the price/profit margin in the account
- Leading and collaborating internal team resources to prepare contract bid proposals
- Submitting bids through multiple contracts (SEWP, DLA-TLS, GSA, ITES CHESS).
Inside Sales Account Manager
Hewlett Packard Enterprise
01.2018 - 03.2024
- US Navy ISAM Jan 2021- Mar 2024
- Federal Healthcare ISAM (DHA, VA, CDC) 2018-2021
- OTE: FY18 105%, FY19 110%, FY20 86%, and FY21102%
- Responsible for personal account business plan
- Performed team lead duties responsible for 20 ISAMs (2020-2022)
- Driving opportunities under 500K through entire sales cycle
- Responsible for quarterly forecasting
- Creating all direct quotes for the account and assisting channel partners with the quoting process
- Participating in DHITS and HIMSS and AFCEA West conferences
- Performed outbound calling and scheduling discovery calls
- Qualifying online leads and delegating them to the appropriate territory manager
- CRM (SFDC) account manager for the entire team.
Carrier Account Manager
CH Robinson
05.2017 - 01.2018
EMU Supervisor
Baylor-Scott White
01.2012 - 05.2017
- Performed on-call hospital scheduling for the neuro department and shift scheduling for the EMU
- Maintained patient records archival system
- Responsible for vendor engagement for equipment purchasing and servicing.
Electro Neuro Diagnostic Technician
Baylor-Scott White
08.2008 - 05.2017
- Provided direct patient care for the epilepsy monitoring unit (EMU), the cardiovascular ICU, and the neurological ICU
- Performed on-call neurodiagnostic services for the hospital
- Assessed patients during and after all epileptic events
- Maintained monitoring equipment.
Lead Petty Officer
United States Navy
05.2005 - 05.2008
- Managed Internal Medicine, Pulmonology, Gastroenterology, Cardiology, and Neurology departments at Camp Lejeune Naval Hospital
- Responsible for 18 active-duty members and 5 government employees
- Performed EEGs and NCS testing for the neurology department.
Assistant Lead Petty Officer
United States Navy
08.2002 - 05.2004
- Performed all duties required by the Lead Petty Officer at Naval Air Station Pensacola Clinic.
Field Corpsman
United States Navy
05.2002 - 08.2002
- Overseeing first responder care for 100-400 Officer School Candidates while training in the field
- Provided sick call twice daily for 100 candidates in training.
Education
BS in Business Administration -
University of Texas at Dallas
12.2017
Skills
- Customer Relationship Management
- Government Regulations
- Pipeline Management
- Client Engagement
- Customer Presentations
- Sales Strategies
- Key Account Management
- CRM proficiency
Accomplishments
- Signature Deal 2022
- DoD ISAM of the year 2021
- Presidents Club 2021
- Signature Deal finalist 2020
- Pipeline Quarterly Growth award Q3 2019
Personal Information
Title: ENTERPRISE Account manager
References
Upon request
Timeline
Enterprise Account Manager
Hewlett Packard Enterprise
01.2018 - 03.2024
Inside Sales Account Manager
Hewlett Packard Enterprise
01.2018 - 03.2024
Carrier Account Manager
CH Robinson
05.2017 - 01.2018
EMU Supervisor
Baylor-Scott White
01.2012 - 05.2017
Electro Neuro Diagnostic Technician
Baylor-Scott White
08.2008 - 05.2017
Lead Petty Officer
United States Navy
05.2005 - 05.2008
Assistant Lead Petty Officer
United States Navy
08.2002 - 05.2004
Field Corpsman
United States Navy
05.2002 - 08.2002
BS in Business Administration -
University of Texas at Dallas
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