JOHN W.

ROBINSON
Weston, Florida 33326 (954)579-4463 johnwrobinson10@yahoo.com

EXECUTIVE-LEVEL DIRECTOR: Business Development / Channel Sales Information Technology

Dynamic thought leader and expert-level innovator with 20 years of impressive accomplishments in business development and channel sales. Significant skills in building sustainable internal/external relationships, energizing communications, and leveraging existing and new resources to implement business plans and generate profit. Skillfully identify, evaluate, and develop strategic new business opportunities and boldly negotiate productive partnerships. Provide extensive support for customers, B2B relationships, and staff, rapidly assessing and resolving complex challenges. Strong agent in creating competitive advantage across multiple distribution channels, industries, and government agencies to identify and exceed client needs. Business Strategy & Intelligence Channel Sales/Market Development Aggressive Prospecting Full Life-Cycle Project Management Continuous Process Improvement Team Leadership Negotiate & Engage Channel Partners Fortune 500, Public, Governmental Account Partnerships High-Level Customer Service Penetrate Multiple Markets/Channels Strategic Planning Resolve Customer Concerns Sustainable Customer/B2B Relationships Product Presentations Entrepreneurial Diligence Internal/External Communication of Customer Needs Executive-Level Account Contacts Account-Based Marketing Plans Hands-on Mentoring New / Existing Business Development Creative & Comprehensive Solutions

PROFESSIONAL EXPERIENCE Gov Connection, Inc. 2009-Present Business Development Manager Responsible for strategic accounts in southeast, K-12, State and Local Government, Higher Education. Portfolio includes data centers, hardware, software and services in the Public Sector IT segments. 2010 Performance exceeded 129% to plan. UNITED DATA TECHNOLOGIES, INC., Miami, Florida 20072009 Leading supplier of IT, telephony and audio-visual equipment/services to the public sector and federal government. 80 employees. Director of Federal Sales Directed UDT sales to federal government, Department of Defense, Air Force, FDA, and US Marshalls. Packaged hardware and services to meet specific client needs. Remotely supervised outside sales staff in Washington, D.C. area. Managed 8(a) application process and GSA schedule. Started up federal sales business division from scratch, methodically addressing all necessary details, such as working through the 8(a) application process. Built pipeline to $3+M in just 45 days from start-up. Captured $150K in services and products with US Army account, expanding existing business by adding System Integrators to contract vehicles. Established reputation as Subject Matter Expert on developing Federal business opportunities. Director of Public Sector Sales Managed all aspects of sales, account management, customer service, and mentoring to increase sales. Recruited, hired, and coached 14 inside-sales representatives and account managers, traveling on-site for hands-on supervision and follow-up. Maintained regular communication with customers, increasing satisfaction. Developed productive B2B relationships with customers/vendors, and robust pipelines.

JOHN W. ROBINSON Page 2 johnwrobinson10@yahoo.com UNITED DATA TECHNOLOGIES, INC. Director of Public Sector Sales (continued) Increased sales 7% 1st quarter 2009, exceeding quarter-over-quarter/year-over-year records. Surpassed annual quotas at 19% or better consistently. Re-organized sales teams/territories using salesforce for CRM tool, creating pipelines. Initiated routine sales and update calls, improving communication, enhancing efficiencies, maximizing motivation, and ultimately leading to increased sales. Drove new customer development, building productive relationships with the account team. Maintained critical B2B relationship between Hewlett-Packard and UDT to service 17 largest school districts throughout State, shifting internal perception of Public Sector sales from outstanding performance. Adjusted techniques from Fortune 100 company to smaller organization masterfully, successfully transferring skills as well as results. HEWLETT-PACKARD COMPANY, Omaha, Nebraska 1992-2007 Global IT industry leader in personal computers, server infrastructure, and consulting services. District Sales Manager, US Public Sector Developed entirely new sales team, with $1.2B initial quota for 7 US territories. Chartered support for major HP Public Reseller. Created and executed divisional plan, including go-to-market strategies, identifying potential partners, and collaborating with marketing on campaign design. Collaborated with cross-functional staff at all levels of the corporation, from financial services and engineering to customer services in Mexico. Trained staff on closing sales with end-user level partners. Achieved 110% of initial $1.2B goal, executing strong foundational sales plan. Sustained cohesive sales team without any turnover, establishing respected presence and SME resource within the public sector partner community. Streamlined communication channels to include regular on-site training and joint sales calls initiated by HP and targeted directly at resellers. Earned 34 Awards of Excellence and respect of staff at all levels of the organization for getting things done, even within the constraints of a huge corporation.

Manager, Business Development, US Public Sector Directed field sales team in identifying, developing, and closing new business opportunities. Targeted potential K-12, higher education, state/local government accounts. Resolved issues with factory production for defcon 5 customer. Facilitated call center transition in Mexico, planning and delivering executive briefings. Negotiated $10M new contract with New York Presbyterian Hospital, beating out major competition in Dell, Lenovo, and Gateway in reverse auction. Increased product delivery and customer satisfaction, expertly creating specialized team to expedite orders during peak times.

EDUCATION Bachelor of Arts in English, University of Kansas, Lawrence, Kansas PROFESSIONAL DEVELOPMENT French Language Institute Summer School, University of Grenoble Professional Selling Skills, I, II and III, Xerox