Terry Marks
Round Rock,TX
Summary
Successful Senior Sales Executive with experience encouraging client communication to achieve significant growth using proven strategies. Proficient in product monetization and mobilization approaches to boost long-term revenue generation. Successful relationship-builder capable of cultivating client partnerships and working with cross-functional staff at all levels. Respected company resource with comprehensive software/application development abilities. Leverage superb communication skills to effectively communicate value of services and solutions.
Overview
26
26
years of professional experience
Work History
Senior Public Sector Account Director
Ivanti
01.2022 - 01.2024
- Accomplished, results-driven Sales Leader with 18+ years of experience driving revenue and market share growth. Record of success creating and implementing sales strategies and solutions aligned with customer business objectives.
- Successful relationship-builder capable of cultivating client partnerships and working with cross-functional staff at all levels. Respected company resource with comprehensive software/application development abilities. Leverage superb communication skills to effectively communicate value of services and solutions.
- Managed existing accounts to retain existing relationships and grow share of business.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
Federal Business Development
Ivanti
02.2021 - 01.2022
- Liaised with sales, marketing, and management teams to develop GTM solutions increasing pipeline for Pub Sector team by 23% YOY.
- Aligned Public Sector goals with customer outcomes and increased pipeline, as well as shortening sales cycles.
- Forged strong relationships with clients, sales & channel partners fostering loyalty and encouraging repeat business.
- Monitored Government trends to proactively adjust business strategies for sustained competitive advantage.
Public Sector Business Development Director
Informatica
05.2014 - 02.2021
- Responsible for all State and Local Gov clients
- Working to introduce best fit solutions from Informatica's wide solution set including Big Data, Master Data Management, ETL, ILM & Masking.
- Contributed to industry events and trade shows to showcase products and gather industry intelligence.
- Delivered compelling presentations to key stakeholders that effectively communicated value propositions aligned with their interests, driving buy-in for proposed projects or partnerships.
- Cultivated strong network of industry contacts, leading to increased collaboration and referral opportunities.
- Established clear performance metrics for Business Development team that encouraged accountability and fostered results-oriented work environment.
- Data Integration on premise and in Cloud
- Data Quality
- Data Masking
- Master Data Management
- Application Modernization & Consolidation
- Product Information Management
- Big Data
Senior Account Manager Federal DOD
Dell Technologies
09.2009 - 08.2013
- Managed relationship for US Navy & OCONUS accounts
- Exceeding $40 million annual quota.
- Worked extensively with my outside field team and skilled ISV, and partners to deliver timely solutions to assist our front line solders as well as training for up and coming war fighters.
- Experience selling complex enterprise solutions to assist war fighters.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
Sales Manager
Dun & Bradstreet
01.2008 - 09.2009
- Manage team of Inside Sales Consultants to acquire new business through multi channel lead source
- Responsible for inbound lead management with a 15 - 20% close rate goal
- Conducted side by side daily call coaching, one on one call flow trainings, took calls at their desk for the day as a reward if they hit metrics and got 1/2 day off
- Work hard Reward hard
Director of Learning & Development Sales
Dun & Bradstreet
08.2006 - 01.2008
- Learning and Development leader for Sales and Corporate strategies and initiatives
- Build out Sales Methodology Skills training for front line sales via phone
- Delivered "how to" sales trainings for new hires as well as seasoned team members
- How to Demo Effectively, BANT which is not MEDPIC, Negotiation sales via phone.
- Streamlined onboarding processes for new hires, reducing time to full productivity.
- Collaborated with department heads to identify skill gaps and tailor training programs accordingly.
Global Account Manager
Dell Technologies
12.2000 - 01.2006
- Inside Global Account manager for Whirlpool, Kimberly Clark, & Nike.
Regional Director
Smoothie King (SKFI)
01.1998 - 12.2000
- Regional Manager resposible for 7 store locations in the Houston area as well as 5 locations in the Austin area
- Responsibilities included staffing, P&L, QA and Marketing.
Education
Louisiana State University
01.1998
Skills
- Government SLED CXO Sales experience
- Multi-Channel Marketing
- SFDC Pipeline Growth and hygiene
- Consultative Selling Complex SaaS solutions
- Extensive personal network SLED and Channel Partners
- Account relationship management
- Extensive experience with Request for Proposal (RFP) process
Running, Cooking
Enjoy running on the weekends with my family as well as a good cook out.
Timeline
Senior Public Sector Account Director
Ivanti
01.2022 - 01.2024
Federal Business Development
Ivanti
02.2021 - 01.2022
Public Sector Business Development Director
Informatica
05.2014 - 02.2021
Senior Account Manager Federal DOD
Dell Technologies
09.2009 - 08.2013
Sales Manager
Dun & Bradstreet
01.2008 - 09.2009
Director of Learning & Development Sales
Dun & Bradstreet
08.2006 - 01.2008
Global Account Manager
Dell Technologies
12.2000 - 01.2006
Regional Director
Smoothie King (SKFI)
01.1998 - 12.2000
Louisiana State University