DAWN M. COSME
5635 River Road * Bryans Road, Maryland 20616
202.374.3415 * 

MANAGER: Territory Accounts & Business Development

Highly successful accounts and business development manager with 15+ years of
experience in producing multimillion dollar revenue growth, accelerating
territory development, and driving market dominance.
 * Promote exponential growth of multimillion dollar territories through expert
strategic prospecting, targeted marketing, and proposal development.
 * Deploy expertise in federal government, business-to-business, and private
consumer sales to ensure competitive edge across a range of industries and client
bases.
 * Propel competitive positioning through comprehensive market analysis, client
needs assessment, and solution selling, tailoring product and service innovations
to individual client needs.
 * Shepherd contracts throughout the sales cycle, from first contact to
post-close, providing an exemplary customer experience through relationship
building, issues resolution, and service excellence.
 * Drive corporate outreach and effectiveness by cultivating enduring
partnerships with industry-leading international organizations and high profile
clients.
 * Exceed ambitious revenue and operational goals through strategic planning,
industry forecasting, and performance analysis and optimization.
 * Spur account acquisition, retention, and growth through tactical innovation,
including direct and multichannel marketing and sales automation technologies.

Market Dominance * Competitive Positioning * Multimillion Dollar Revenue Growth
* Needs Assessment
Solution Selling * Product & Service Innovation * Territory Development *
Government Contracts
Business-to-Business (B2B) Sales * Direct & Channel Marketing * Market Analysis
* Forecasting
Strategic Planning * Issues Resolution * Prospecting & Networking * Relationship
Building * Profitability
Executive Presentations * Partnership Development * Cost Containment * Account
Acquisition & Retention

PROFESSIONAL EXPERIENCE

LEXMARK INTERNATIONAL, INCORPORATED, Washington D.C. * 2007-Present

Senior Enterprise Account Manager-Department of Defense
Define and exceed revenue targets through expert lead generation, needs
assessment, and solution selling. Produce exponential growth in Department of
Defense account base through stellar strategic networking, proposal development,
and contract negotiation. Promote market dominance by providing exemplary client
care through all stages of the sales cycle, from initial contact to post-close.
Devise innovative product and service solutions to grow existing accounts. Deploy
outstanding interpersonal and communication skills to build enduring
relationships with key clients, executives, and stakeholders.

Key Contributions:
 * Consistently exceeded established quotas, including producing 121% and 140%
of targets for 2008 and 2009 fiscal years, respectively.
 * Negotiated $3.8M Blanket Purchase Agreement (BPA) with the Department of
Defense's Education Activity (DoD EA) division.
 * Secured $3.2M project with the Air National Guard Readiness Center.
 * Grew multimillion dollar client base within 18 months through strategic
prospecting, client and competitor analysis, and proposal development and
presentation.
 * Developed first ever Lexmark Department of Defense Share Point Pilot with
Common Access Card (CAC) capabilities for the Naval Health Clinic at Quantico,
Virginia.

LEXMARK INTERNATIONAL, INCORPORATED continued:
 * Modified Security Technical Implementation Guide (STIG) requirements,
partnering with the Defense Information Systems Agency (DISA) to accelerate
systems analysis capabilities across the DoD.
 * Spearheaded highly successful client networking events at Washington D.C.
Solution Center and planned and executed remote-access webinars for clients
unable to attend live meetings.
 * Won numerous honors for superior performance, including earning Circle of
Excellence award and Achiever's Club status for 2 consecutive years.

LEARNING TREE INTERNATIONAL, Washington D.C. * 2006-2007

Federal Account Manager-Enterprise Sales and Curriculum Development
Devised product and service solutions for civilian and government client base.
Defined client needs and tailored product offerings for line of personal and
professional development software. Built and expanded account bases for consumer
and commercial clients through lead generation, proposal development, targeted
marketing, and strategic networking. Interfaced with clients at all
organizational levels, from support staff to administration to senior leadership.
Conducted contracts through all stages of the sales cycle to acquire and retain
key accounts. Established lucrative partnerships to boost corporate outreach.

Key Contributions:
 * Developed account base across a range of functions, including human
resources, information technology (IT), and customer service.
 * Captured key accounts with numerous agencies of the Federal Government,
including the Social Security Administration and the Department of Defense.
 * Secured lucrative partnership agreement with the United States Department of
Agriculture (USDA) Graduate School.
 * Deployed advanced sales automation tools to maximize lead generation and
strategic outreach.

OFFICEMAX ENTERPRISE SOLUTIONS, INCORPORATED, Washington D.C. * 1995-2006

Business Development Manager/Technology Sales Specialist
Generated exponential growth of Federal Government client base. Outlined revenue
goals and business forecasts, exceeding targets by tailoring prospecting, sales,
and service solutions to market conditions and client needs. Captured civilian
and government accounts through exemplary client care at all stages of the sales
cycle, from quote development and contract negotiation to project execution and
closing.

Key Contributions:
 * Reliably met and exceeded ambitious sales targets, producing up to $13.6M in
annual revenue.
 * Boosted US Department of Agriculture market share from $2M to nearly $6M in 3
years.
 * Generated 130% of quota 2 years running.
 * Earned National Sales Council recognition by ranking in top 10% of sales
professionals for 2 years back-to-back.
 * Received numerous awards for outstanding performance, including the Inner
Circle Award for 6 consecutive years.

Selected Additional Experience:
 * OFFICE FURNITURE CONCEPTS-Regional Government Sales Coordinator (1994-1995)
 * NATIONAL ELECTRONICS WARRANTY-Senior Customer Service Representative
(1993-1994)

FORMAL EDUCATION

Bachelor of Science
Radford University, Radford, Virginia