David Washington

David Washington

Work History

Work History
2009 - Present

Regional Vice President


Regional Vice President of Sales – PGi Enterprise Solutions Group: Mid-Atlantic Region

Lead PGI’s Collaboration Services, Cloud Computing, and Software as a Service (SaaS) Business for Global, Enterprise & Federal clients

  • Charged with building and establishing a sales organization in the Federal & State Government and the MajorCommercial Enterprise markets of the U.S. (DE, DC, KY, MD, NC, OH, PA, VA, and WV). Tasked to significantly increase current revenue levels across the entire market region.
  • Lead a team of (12) Level Account Executives, Account Managers, and Solutions Executives to Market Dominance through Virtual Meeting Expertise and Value Based Selling. Evidenced by Revenue Growth resulting from the capture and retention of customer capital by accurately determining their communication needs, effectively demonstrating ourSaaS, Audio & Web Collaboration expertise, and efficiently delivering value via our solution portfolio.
  • Create and maintain customer relationships at the C-Level: CEO, CFO, CIO, CTO, etc.
  • Hire, train, and retain new talent. Evaluate team performance and move resources to growth areas. Conduct Bi-Weekly Coaching and Development discussions with each team member.
  • Leverage forecasting, pipeline management, and demand generation skills to achieve revenue objectives.
  • Profit &Loss management (P&L). Maintain headcount and expenses within suggested guidelines.
  • Build and manage a channels and partner ecosystem to diversify routes to market and facilitate sales growth.
  • Promoted from Director of Sales to Regional Vice President of Sales in 2009.
2006 - 2009

Managing Principal


Managing Principal/Solutions Executive – Dell Advanced Solutions Group: Northeastern United States

Managed Dell Services and Solutions for Healthcare & Life Sciences clients in Northeastern United States

·Generated $30 Million in Growth Revenue with P&L responsibility. Directed 2 Regional Sales Managers , 10 Account Executives, 5 Inside Sales Representatives, 4 System Consultants,

And Strategic Channel Partners.

·Led team of Solutions Executives, Consultants, Solutions Architects, and Deal Structure Analysts to capture complex Infrastructure Consulting, Software as a Service (SaaS), End User, and Computing (EUC) services opportunities for Dell.

·Created and maintained customer relationships at the C-Level: CEO, CFO, CIO, CTO.

·Designed and led Marketing Campaigns to successfully capture market share.

·Captured several key acquisition accounts worth more than $15million.

East Coast Regional Sales Manager – Dell Services Solutions Group

Managed and coached 8 Sales Representatives in selling services and solutions for 25 states

  • Grew Dell Services and Solutions revenue in Higher Education and Healthcare clients. Achieved $30 Million Quota at 119% of Sales Plan in 2007.
  • Created and Led Marketing Campaigns to capture market share.
  • Led cross-functional solutions sales teams of Dell and partner professionals, utilizing input from marketing resources within the organization. Utilized resources in other territories for exceptional situations.
  • Performed business development, marketing, customer satisfaction efforts, revenue growth, and Profit &Loss management (P&L). Leveraged forecasting, pipeline management, and demand generation skills.

East Coast Regional Sales Manager – Dell Acquisition Group

Managed and coached 8 Sales Representatives in selling products, services, and solutions for 25 states

·Captured and retained new Higher Education and Healthcare clients. Achieved 105% of Sales Plan in 2006. Retired $11 Million Quota Responsibility in 2Q FY07.

2005 - 2006

East Coast Regional Sales Manager


East Coast Regional Sales Manager – NG CS & CSLS: Commercial, State & Local Government Sales

Managed and coached team of 13 Sales Representatives in sales of products and solutions for25 states

  • Led cross-functional solutions sales team composed of NG and partner professionals. Achieved $52 million in 2005 at 11% profit.
  • Built a sales team comprised of Account Managers, Pre-Sales Engineers, and Solution Sales Leaders.
1996 - 2005

Territory Manager


Territory Manager – IBM Commercial Business

Managed and coached team of 7 Territory Representatives covering Maryland, Virginia, Washington, DC

·Developed and implemented business strategy, created business plans and sales strategy utilizing ibm.com, partners, and face to face IBMers to achieve business objectives including revenue, profit, customer satisfaction, and more.

·Recognized as IBM Top Talent.

·Achieved 100% of $106 Million Quota in 2004 which represented increase in growth of 12.6%.

·Delivered 12% growth in 2003 after inheriting a territory with 3 year revenue decline record.

Territory Sales Manager - ibm.com, Dallas Sales Center: Commercial Business, Dallas, TX

Managed and coached a team of 12 Inside Sales Territory Representatives covering Western Pennsylvania & Northeastern Ohio

  • Maximized revenue and profit, maintained client satisfaction, and supported the execution of the Territory Business Plan achieving 100% of $128 Million Quota.
  • Grew 2002 year to year revenues by 14%.
  • Named Management Team Focal for IBM Storage Solutions in March 2002 and for IBM Global Financing in April 2002.
  • Grew the sales territory by 12% in the first year. Booked $128,000,000 revenue in 2001.
  • Awarded Top 10% of North America, Best fest 2001, San Juan Puerto Rico.

Client Representative - IBM North American Sales & Services, Kansas City, MO

Created client relationships to enhance business opportunities for IBM

·Identifyingand Close business opportunities .Coordinated key marketing and sales activities, including, creating forecast projections 12-36 months out, identifying key decision makers, organizing executive briefings,and securing appropriate resources from the IBM team to satisfy client consulting, software, hardware, and services needs.

·Sold value rich products and services with opportunities ranging from $10,000 - $1 million plus in the Retail/Wholesale Distribution, Media /Telecommunications, & Insurance Industries.

·Recognized for exceptional performance - Global Mid Market Business Leadership Award, 2000.

·Awarded the distinction of 100% Club for Marketing Excellence in 1998 and 2000.

·Achieved 110% of a 20 Million Quota in 2000. Achieved 107% of $12.5 million sales objective, 1998




Boston University
IBM Territory Executive Program

Boston University, Executive Leadership Center School of Management, Boston, Massachusetts IBM Territory Executive Program, February 2003

1992 - 1996


Texas A&M University

Presidential Achievement Award, Texas A&M, 1992 - 96-A 4-year Full Tuition Academic Scholarship RESI Scholar, Texas A&M University, 1994 - 96-Research based scholarship funded by The National Science Foundation Buck Weirus Spirit Award, Texas A&M University, 1996-The highest award for student leadership offered by Texas A&M University Who’s Who Among Students in American Universities & Colleges, TAMU, 1995 - 96Brother of the Year, Alpha Phi Alpha Fraternity INC., TAMU , 1994

Activities and Societies: Executive Vice President of Student Government,TAMU, 1995 - 96 Student Senator, College of Liberal Arts, TAMU, 1995 President of Alpha Phi Alpha Fraternity INC. , TAMU, 1994 - 95 Texas A&M University Honors Student Council, 1993 – 94




  10 years of People Management Experience 10 years SaaS & Cloud Computing Sales Experience 15 years of Solution Sales 15 years of Profit &Loss management (P&L) 15 years of Managed Services Experience 15 years of Marketing Experience 15 years of IT Consulting & Services Sales Experience 15 years of Program/Project Management 15 years of VAR & Channel Experience                             15 years ISV Sales Experience 15 years of Enterprise Systems Sales Experience 15 years of Business Development Experience Industry expertise in:   Healthcare Government Communications Retail Distribution Banking    


Proven Consultative Sales & Marketing Solutions Leader with expertise in building and leading high performance sales teams. Trademark skills in cultivating executive level client relationships by establishing consultative partnerships and delivering relevant solutions with measurable results. Clientele spans the Fortune 100/500/1000, Federal & State Government, Healthcare, and Education arenas. Held leadership positions with Dell, IBM, Northrop Grumman, and PGi (Premiere Global Services).


10 years of People Management Experience10 years SaaS & Cloud Computing Sales Experience15 years of P&L management 15 years of Managed Services Experience15 years of Marketing Experience15 years of IT Consulting, Services,& Solution Sales Experience 15 years of Program/Project Management15 years of ISV, VAR,& Channel Experience 15 years of Business Development Experience Industry expertise in Healthcare, Government, Communications, Retail, Distribution, and Banking