Walter Hoffman
Chevy Chase,MD
Summary
Performance-driven sales leader with a strong history of accomplishment in sales during many years in the field. Talented communicator who negotiates strategic contracts, handles simultaneous tasks, and manages projects independently. Experienced player-coach who consistently exceeds goals. Proficient in training and coaching employees to maximize group success.
Overview
18
18
years of professional experience
Work History
Senior Sales Executive
Oritain
Washington, DC
07.2024 - Current
- Developed relationships with high-profile, C-Level government clientele at federal agencies such as commerce, state, DLA and foreign governments in Canada, Sweden and the Netherlands
- Successfully introducing new scientific technique to clients
- Shaped sales approaches to individual clients, facilitating relationships with customers and driving revenue from $0 to $450,000 in 6 months
- Created and delivered compelling presentations to prospective clients, showcasing the value of newly created scientific offerings and driving business growth
- Track government opportunities via multiple contracting vehicles and manage company’s response
Vice President Government Sales
TransUnion
Washington, DC
10.2021 - 08.2024
- Created strategic sales initiatives, sales plans, and long-term goals for government vertical
- Created government vertical for start-up fintech company (Sontiq) focused on data protection and breach response and managed integration when acquired by TransUnion
- Demonstrated strong leadership skills to motivate and mentor sales team while managing a direct book of business
- Delivered strong financial performance (134% of quota in 2024) by being persistent, methodical and tactful
- Leveraged relationships at high levels within the government
Strategic Government Account Executive
Fiserv
Washington, DC
06.2020 - 10.2021
- Identified and developed new prospects to grow payments business and achieve corporate sales goals
- Lead the development of competitive proposals for government bids, resulting in numerous contract wins (115% of quota)
- Utilized CRM software effectively to track client interactions, maintain accurate records, and inform future sales strategies
Director, Government Credit & Capital Markets
Equifax
Reston, VA
06.2013 - 06.2021
- Managed cross functional team while managing key accounts individually selling data and data management solutions
- Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth
- Led cross-functional teams to exceed benchmarks for SLA delivery, staying on top of challenging schedules with multiple competing timelines
- Increased revenue over 10% for 6 consecutive years by expanding government exposure beyond a small group of government accounts to a broad base of government and pseudo-government (Fannie Mae / Freddie Mac) accounts
- Introduced and implemented Equifax’s first SaaS solutions to clients
Director of Strategic Accounts
Javelin Strategy & Research
Washington, DC
04.2010 - 06.2013
- Determined direction for strategic banking, lending and financial services accounts by researching competitive landscape, market insights and communication across stakeholders
- Navigated complex organizational structures to connect with key decision-makers in target accounts, ultimately securing lucrative contracts, growing sales over 50% in 3 years
- Helped clean up, formalize and prepare sales organization for sale of company
- Delivered consistent revenue growth by cultivating strong relationships with C-suite executives at large financial institutions and government agencies
President / Founder
Hoffman Advisory Group
Fredericksburg, VA
02.2007 - 06.2010
- Hired and managed employees to maximize productivity while training staff on best practices and protocols
- Prepared annual budget forecasts and monitored performance to meet organizational objectives
- Doubled agency premium in 18 months
- Negotiated purchase of business, financing, transfer of assets and assumption of lease
- Managed all office operations including sales, technology, facilities and staffing
- Prepared company for successful sale in 2010
Education
Master of Business Administration (M.B.A.) - Marketing
Loyola University Maryland
Baltimore, MD05.1993
Bachelor of Arts (B.A.) - Economics
Williams College
Williamstown, MA06.1989
Skills
- Sales forecasting
- Contract negotiation
- Team leadership
- Revenue generation strategies
- Strategic planning
- Pipeline Management
- Sales Team Leadership
- Customer relationship management
- Strategic alliances
- Quota achievement
- Sales metrics analysis
- Territory management
Prior Experience
- CREDITXPERT INC. (CX), Baltimore, MD, 01/01/02, 12/31/04
- JUPITER MEDIA METRIX, Baltimore, MD, 01/01/98, 12/31/02
- LENDING TREE, Charlotte, NC, 01/01/97, 12/31/98
- REMARKETING SERVICES OF AMERICA, Buffalo, NY, 01/01/94, 12/31/97
- HSBC, Buffalo, NY, 01/01/89, 12/31/94
Public Sector Relationships
Federal Reserve System
USDA
Department of Treasury
Office of the Comptroller of the Currency (OCC)
Department of Homeland Security
Department of State
Office of Economic Advisors
Federal Deposit Insurance Agency
Fannie Mae
Freddie Mac
Timeline
Senior Sales Executive
Oritain
07.2024 - Current
Vice President Government Sales
TransUnion
10.2021 - 08.2024
Strategic Government Account Executive
Fiserv
06.2020 - 10.2021
Director, Government Credit & Capital Markets
Equifax
06.2013 - 06.2021
Director of Strategic Accounts
Javelin Strategy & Research
04.2010 - 06.2013
President / Founder
Hoffman Advisory Group
02.2007 - 06.2010
Master of Business Administration (M.B.A.) - Marketing
Loyola University Maryland
Bachelor of Arts (B.A.) - Economics
Williams College
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