Walter Hoffman
Chevy Chase,MD
Summary
Proven leader in government sales with a strong background in negotiation and business development. Demonstrated success in expanding territories and forming strategic partnerships. Consistently surpass sales quotas by implementing effective sales and marketing strategies. Experienced in leading dynamic sales teams to exceed targets. A highly motivated and hardworking professional dedicated to enhancing business performance. Adaptable and driven, excels in both individual and team roles. Resourceful and results-driven, with a passion for growth and efficiency. Committed to meeting company needs and increasing service value.
Overview
34
34
years of professional experience
Work History
Senior Sales Executive
Oritain
07.2024 - Current
- Expanded market presence by pursuing lucrative leads and seeking to close deals.
- Developed relationships with high-profile clientele by successfully employing both SPIN and Challenger sales techniques.
- Shaped sales approaches to individual clients, facilitating relationships with customers and driving revenue from $0 to $450,000 in 6 months.
- Delivered compelling presentations to prospective clients, showcasing the value of company offerings and driving business growth.
Vice President Government Sales
TransUnion
10.2021 - 08.2024
- Collaborated with senior management to develop strategic initiatives and long term goals.
- Demonstrated proficient leadership skills to motivate employees and build competent teams.
- Delivered strong financial performance (134% of quota in 2024) despite challenging sales conditions by being persistent, methodical and tactful.
- Negotiated high-value contracts that maximized profitability while mitigating risks for the organization.
- Grew business through expansion of existing relationships and the establishment of new clients.
Strategic Government Account Executive
Fiserv
06.2020 - 10.2021
- Utilized CRM software effectively to track client interactions, maintain accurate records, and inform future sales strategies.
- Identified and developed new prospects to grow business and achieve corporate sales goals.
- Assisted in the development of competitive proposals for government bids, resulting in numerous contract wins (115%of quota).
Director, Government Credit & Capital Markets
Equifax
06.2013 - 06.2021
- Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
- Proactively identified potential risks and implemented mitigation strategies to minimize negative impacts on projects and client relationships.
- 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.
- Exceeded $20M sales quota in first year by revitalizing key client relationships.
Director of Strategic Accounts
Javelin Strategy & Research
04.2010 - 06.2013
- Determined direction for strategic 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.
- Traveled nationwide to visit stakeholders, prospects and existing clients, generating additional business opportunities.
- Delivered consistent revenue growth by cultivating strong relationships with C-suite executives at large financial institutions and government agencies.
President / Founder
Hoffman Advisory Group
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.) - Business
Loyola University Maryland
Baltimore, MD05.1993
Bachelor of Arts (B.A.) - Economics
Williams College
Williamstown, MA06.1989
Skills
- Sales & Marketing Strategies
- Negotiation Skills
- Business Development
- Territory Development
- Partnership Expansion
- Pipeline Management
- Sales Team Leadership
- Start-Up Sales
- Pipeline management
- Closing deals
Priorexperience
- CREDITXPERT INC. (CX), Baltimore, MD, 2002 - 2004
- JUPITER MEDIA METRIX, Baltimore, MD, 1998 - 2002
- LENDING TREE, Charlotte, NC, 1997 - 1998
- REMARKETING SERVICES OF AMERICA, Buffalo, NY, 1994 - 1997
- HSBC, Buffalo, NY, 1989 - 1994
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
Bachelor of Arts (B.A.) - Economics
Williams College
Master of Business Administration (M.B.A.) - Business
Loyola University Maryland
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