William J Carter
Waukee,IA
Summary
Enterprise sales leader with a track record of growing named accounts, closing complex deals, and exceeding quota through executive engagement and solution-led selling. Partners with internal teams and channel partners to strengthen forecasts, expand territory reach, and deliver training that improves market coverage.
Overview
1
1
Certification
29
29
years of professional experience
Work History
Strategic Territory Manager
Check Point Software
Des Moines, IA
05.2022 - 05.2025
- Enhanced channel partner and end-user relationships through consultative value selling, executive alignment, and precise forecasting
- Managed named accounts, end users, and channel partners to develop new client relationships and expand territory bookings
- Coordinated internal teams and delivered partner training, seminars, and presentations to improve customer satisfaction and broaden account reach
Commercial Account Executive
Nutanix
Des Moines, IA
12.2019 - 05.2022
- Engaged senior management to identify business challenges and present tailored Nutanix solutions for modernization, automation, continuity, and hybrid-cloud initiatives.
- Collaborated with marketing, channel sales, operations, procurement, legal, systems engineering, and product teams to navigate complex client organizations and successfully close deals.
- Coordinated with sales engineers on product demonstrations and solution scoping to align client needs with Nutanix offerings.
- Developed new accounts, expanded into additional divisions, and created repeatable business cases across digital cloud infrastructure, storage, and security environments.
Senior Enterprise Account Executive
OneNeck IT Solutions
Des Moines, IA
04.2014 - 12.2019
- Cultivated C-level relationships, directed negotiation strategy, and applied consultative selling to tailor multimillion-dollar solutions to client pain points
- Executed complex deals with Athene ($5.2M), Aviva Investors ($1.7M), Delta Dental of Iowa ($750K), American Equity ($450K), and Danfoss ($350K)
- Exceeded quota across hardware, software, and professional services while earning Presidents Club recognition in 2017 and 2018
- Accelerated enterprise growth in hybrid IT, cloud, hosting, managed services, ERP, professional services, and hardware product lines
Enterprise Account Executive
VMware
Des Moines, IA
12.2011 - 04.2014
- Secured complex enterprise agreements totaling $11.7M with MidAmerican Energy, Principal Financial Group, and Transamerica.
- Accelerated revenue across VMware product lines by building C-level relationships, navigating major-account sales cycles, and applying value-based selling
- Increased Iowa enterprise revenue from $3.5M to $8.5M year-over-year through targeted sales strategies.
- Negotiated enterprise deals, facilitating stakeholder navigation through complex buying cycles to ensure alignment and successful outcomes.
HP Director of Sales
Sirius Computer Solutions
Omaha, NE
12.2009 - 12.2011
- Hired and trained 15-person sales team, driving growth in HP account revenue and enhancing hardware margins through joint HP/Sirius programs
- Collaborated with HP executives on whitespace strategy, competitive account penetration, install-based upgrades, and differentiated co-branded service offerings
- Developed three-year growth plan targeting $33M in 2011, $45M in 2012, and $73M in 2013 revenue
- Managed sales forecasts, pipeline reviews, and territory planning in CRM systems.
- Mentored sales managers on coaching, deal strategy, and client engagement.
- Reviewed proposals, pricing, and contracts for Sirius Computer Solutions deals.
Inside Sales / Senior Enterprise Account Executive
Hewlett-Packard
Omaha, NE & Kansas City, MO
09.1996 - 08.2009
- Developed executive-level relationships, managed enterprise accounts, negotiated pricing, and identified new business opportunities in major Omaha and Kansas City accounts, driving revenue growth.
- Established relationships with key decision makers within assigned accounts to enhance engagement and foster long-term partnerships.
- Negotiated contracts and pricing with enterprise procurement teams.
- Coordinated sales, technical, and delivery teams at Hewlett-Packard to ensure seamless execution of enterprise solutions.
Education
Bachelor of Science - Kinesiology
Northwest Missouri State University
Maryville, MOAssociate of Arts -
Kirkwood Community College
Cedar Rapids, IAGraduate Program - Business Analytics
The Wharton School
Skills
- Value selling
- Consultative selling
- Deal leadership
- Account growth
- Account expansion
- Partner management
- Partner enablement
- Stakeholder alignment
- Contract negotiation
- Executive communication
- MEDDPIC Sales Methodology
- IMPAX Selling
- Value Proposition Development
- Pricing Strategy
- Business planning
- Relationship management
Certification
PMP Certification, School of Business George Washington University
Accomplishments
- Check Point Software: reached 105% of renewal number in the first 7 months, added 14 net-new accounts in 22 months, and reached 90% quota attainment in the first full year.
- Nutanix: achieved 105% TCV quota attainment in 2019, 90% quota attainment in 2020, and 180% quota attainment in Q2 2021.
- OneNeck IT Solutions: exceeded hardware/software and professional services quotas, including 200% in 2016, 380% professional services in 2017, and Presidents Club recognition in 2017 and 2018.
- VMware: closed enterprise license agreements valued at $5.5M with MidAmerican Energy, $3.5M with Principal Financial Group, and $2.7M with Transamerica.
- Sirius Computer Solutions: built a three-year HP growth plan targeting revenue expansion from $33M to $73M while improving hardware margins from 35% to 10%+.
- Hewlett-Packard: named Rookie of the Year in 1996 and reached 130% of quota in 1997 and 1998 while managing three of Omahas largest enterprise accounts.
Timeline
Strategic Territory Manager
Check Point Software
05.2022 - 05.2025
Commercial Account Executive
Nutanix
12.2019 - 05.2022
Senior Enterprise Account Executive
OneNeck IT Solutions
04.2014 - 12.2019
Enterprise Account Executive
VMware
12.2011 - 04.2014
HP Director of Sales
Sirius Computer Solutions
12.2009 - 12.2011
Inside Sales / Senior Enterprise Account Executive
Hewlett-Packard
09.1996 - 08.2009
Bachelor of Science - Kinesiology
Northwest Missouri State University
Associate of Arts -
Kirkwood Community College
Graduate Program - Business Analytics
The Wharton School