Charlie Breeding

Fractional AI Sales Leader | $248M+ in Tech Sold to Federal & Enterprise | I help AI companies win new contracts — without a full-time hire | Contract Sales

Greensboro, North Carolina, United States5.7k followers

CCFS-Catalyst Consulting Fractional Sales

ex-Tamr Inc.

ex-Autonomy, a HP company

For a start, see 27+ Recommendations below. If your AI or tech company needs to grow federal or enterprise sales revenue — without the cost of a full-time VP — that's exactly what I do.
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As an accomplished sales leader & sales manager over 25 years, I've directly contributed to success in achieving sales quotas 84% of the time in AI, enterprise software, data analytics, cloud, IT services & business services primarily to the private-sector, large enterprises and Public Sector. Currently, I provide contract (fractional) sales leadership with only a few selected clients (3). Furthermore, I specialize in:✔️ SALES ACCELERATION: Expert in leading high-performing sales teams serving as a sales rainmaker & mgr✔️ EXPERT TRAINER & FACILITATOR: Focuses on personal & professional business growth & development✔️ PARTNER STRATEGY EXECUTION: Proven expertise in new revenue biz dev via partners & alliances✔️ SALES GROWTH: Documented, consistent ability to help clients succeed via differentiated solutions✔️ SALES ENABLEMENT & CUSTOMER SUCCESS: over 15+ years of sales enablement success◆ Education: US Military Academy at West Point, NY ◆ , Systems Engineering ◆CAREER HIGHLIGHTS INCLUDE:✅ Former VP/GM with P&L responsibility growing sales by 67% CAGR over 7 years✅ Over 10 years of Sales Enablement leadership for GTM revenue growth doubling within 5 years✅ Total technology sales to the US Public Sector exceeds $248M in TCV (total contract value)✅ Landed $10M+ single-award contract w/ DoD for software (sole-source justified)✅ Former Director of BD for joint venture of Microsoft & Accenture Federal: 150% of sales goal~ Contact me by booking at meeting at com/cbreeding/30min ~PERSONAL ✔️ Formerly certified in FranklinCovey's "Four Disciplines of Execution" 3-day executive workshop retreat training. Formerly certified in "Challenger Sales" model training series (now owned by Gartner)✔️ Created, designed and delivered many customized sales training & development series; sales enablement expert & accomplished leader (SKOs, onboarding, everboarding, LMS, competencies & curriculum mgt)✔️ Formerly certified to Instruct all 10 Dale Carnegie Courses, a distinction of less than 1% of the 2500 worldwide Carnegie careerists. ✔️ Father to four, grandfather to seven; active in my church and Knights of Columbus✅ I also serve as an Industry Advisor for Technology for the West Point Assn. of Graduates (AOG) Career Network helping fellow graduates find new meaningful work via networking.

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GTM Index

CCFS-CATALYST CONSULTING FRACTIONAL SALESJOB
1. Expert Contract AI & Tech…
  2Y 5M
RWS GROUPJOB
1. Principal Dir., BD - Publi…
  1Y 10M
PRIMER.AIJOB
1. Sr. Sales Mgr, Federal Gov…
  7M
TAMRJOB
1. Federal Sales Mgr ◆ Closed…
  1Y 10M
VERINTJOB
1. Federal Sales Executive ~…
  2Y
SUMTOTAL SYSTEMS,JOB
1. Regional Sales Dir ~ Publi…
  2Y 7M
AUTONOMY, A HP COMPANYJOB
1. Dir of Federal Sales ◆ My…
  2Y 5M
AVANADEJOB
1. Dir, BD
  2Y 9M
KNOWTIONS,JOB
1. VP of Sales, Government
  2Y 11M
AVALTUS, A DIV OF USA INTERACTIVE GROUPJOB
1. Regional Sales Mgr
  3Y 1M

Job: Tamr Inc. — Federal Sales Manager ◆ Closed 3 new DoD Contracts for AI/MDM · 2019-12 – 2021-10 · 1y 10mo — Tamr (tamer of data) is a MDM (Master Data Mgt.) provider and clients include USAF, DoD, DHS, USN, IC and US Army. ✅ Led sales of AI/ML for MDM (master data mgt.) and associated data analytics solutions to the DoD and IC ✅ Led all RFX responses and Capture Management processes, positioning White Papers, and leading all sales growth activities achieving quota. Left the company when two key Post-Sales delivery leads left the company, so couldn't deploy what we sold.
Job: Autonomy, a HP company — Director of Federal Sales ◆ My sales team exceeded Sales Quota · 2012-01 – 2014-06 · 2y 5mo — Autonomy, acquired by HP in 10/11, I was hired to recruit & manage a team of six Account Executives providing enterprise-class software & AI solutions to the Federal Government. ✔️ Only one of two Sales Directors who achieved quota out of four leads. ✔️ Led GTM planning & account planning execution, onboarding excellence, reliable forecasting & pipeline management with world-class coaching expertise ✔️ Working effectively with HP, drove revenue via resellers and system integrators achieving our team sales quota with on-premise & SaaS solutions. ✔️ Please see 5+ LinkedIN Recommendations below for evidence of my leadership and bizdev/sales management-leadership skills. Only one of two Sale…
Job: SumTotal Systems, LLC — Regional Sales Director ~ Public Sector ◆ President's Club X2 ◆ #1 Percent of Quota · 2014-12 – 2017-07 · 2y 7mo — SumTotal Systems provides SaaS software solutions to over 16 US Government agencies, part of Skillsoft ✅ In 2015 and 2016, I earned #1 Percent of Quota growth awards, and earning President's Club both years out of over 200 reps managing all US Public Sector clients & new contract wins. ✅ Agency client wins included over 15 new Federal & State agencies with- and through key partners and alliances. ✅ I also led and quarterbacked the successful FedRAMP certification process success working with the 3PAO, our CISO and Engineering teams over 14 months. A ‘restructuring’ of the sales force eliminated my job position in June’17. See my manager, colleagues & partner Recommendations below.
Job: Avaltus, a Div of USA Interactive Group — Regional Sales Manager · 2002-01 – 2005-02 · 3y 1mo — Software startup, I was recruited to sales manage a 12 state region + Public Sector selling a enterprise-wide suite of software components calling on Fortune 1000 companies & FedGov at senior levels. ✔️ I sold several large deals including GE Capital and the DoD (via TRW) exceeding quotas each year. ✔️ Worked with Product team to create customized versions of our LCMS software solution for bespoke use cases. The company, a division of USAi (formerly USA Networks Interactive Group, now USA Interactive Group) ceased company operations laying off all 65 employees in '05.
Job: Avanade — Director, Business Development · 2009-04 – 2012-01 · 2y 9mo — Avanade Federal Services LLC - a joint venture of Microsoft & Accenture -- provides technology solutions (software) and related services to the Federal Government. ✔️ I led the BizDev team and client relationships for the US Army, DoD, DHS, USPS and GSA specializing in the Microsoft technology stack & software solutions. ✔️ Finished FY'11 at 150% of my direct sales quota at above margins while growing existing client base. ✔️ Accenture Federal LLC acquired Avanade Federal in Dec., 2011 and due to duplication, laid off along with 50% of Avanade Federal employees with generous severance and letter of reference from the CEO below. Avanade is a joint venture between Microsoft and Accenture w…
Job: Verint — Federal Sales Executive ~ Partners, Channels, Alliances & Direct · 2017-11 – 2019-11 · 2y — Founded in '94, Verint, Inc. (VRNT) is a NASDAQ publicly traded technology solutions company with 4000+ worldwide associates producing over $1.3B/year. ✔️ Verint solutions help organizations address two areas of the Actionable Intelligence market— Customer Engagement and Cyber Intelligence. ✔️ Managed several new account wins at undisclosed agencies. ✔️ Led the business case for FedRAMP certification justification to our CISO and senior management. - Left the company to assist one of our children's serious health condition recuperation. Verint Systems works with over 25+ Federal government agencies. See CEO and my manager's recommendations in my profile.
Job: Knowtions, Inc. — Vice President of Sales, Government · 2006-02 – 2009-01 · 2y 11mo — Responsible for large multi-million sales quota while assisting the CEO in business development infrastructure, sales management, lead gen, capture and closing sales with referencable clients. ✔️ Landed large, multi-million dollar IDIQ contract with DoD over three years to support "largest ERP implementation in the world" via ITEC4 through Army PEO-EIS tripling the sales within 21 months. ✔️ Led website improvements, research and recommended SFA-CRM tool, inside sales generation sourcing, led teaming and partnering strategies, capture management & sales RFP responses, SOW proposals, oral presentations and client executive briefings. ✔️ Reference letter from the Chairman of the Board statin…
Job: CCFS-Catalyst Consulting Fractional Sales — Expert Contract AI & Tech Sales, Sales Mgt. & GTM Lead · 2024-05 – present · 2y 3mo — With over 25+ years of experience, Catalyst Consulting Fractional Sales (CCFS) delivers revenue growth via expert sales & sales management focused on private- & public-sector revenue growth, new contract wins, AI strategies, enablement improvements, CRM & forecasting best practices, and strategic GTM execution. Currently, I have 3 clients (by design) whom I perform contract sales revenue growth results: ✔️ www.intelligine.ai ✔️ www.mandelbulbtech.com ✔️ www.precisecybersolutions.com CCFS provides fractional, contract sales & sales management for AI and technology solutions both B2B (private-sector) and public-sector (Federal Gov't) who consistently brings new clients & contracts. ✅ AI S…
Job: Primer.ai — Sr. Sales Manager, Federal Government · 2021-10 – 2022-05 · 7 mo — Primer.ai is a Silicon Valley startup focusing on AI, specifically NLP in data analytics use cases for intelligence for the DoD. ✔️ Achieved and generated sales wins for NLP Data Platform (SaaS) for intelligence analysis to DoD entities with- and through partners and alliances. Resigned with all four of my peers in Federal sales within 3 months of one another due to product reliability and instability.
Job: RWS Group — Principal Dir., Business Development - Public Sector ◆ Spearheaded 5 new contracts · 2022-07 – 2024-05 · 1y 10mo — Led and contributed to 10+ winning proposals, 29 bid responses, and alliances management resulting in new capabilities sold in data analytics and intelligence analysis for an AI (neural machine) software solution to the DoD, Civilian, IC and Federal Healthcare agencies. ✔️ Quarterbacked & spearheaded 5 new contract wins in my first 18 months (Civ, DoD & IC) ✔️ Worked with Federal Government client agencies for AI and ML software for intelligence analysis ✔️ Led a robust teaming-partner and capture management process that identified & qualified new business pipeline over $10M RWS (SDL Inc.) is 7500 employees in 85 Global Offices with revenues $700M+ who created the first machine translatio…
School: United States Military Academy at West Point — B.S., Systems Engineering

Skills

Business Advisory ServicesGrowth StrategiesSales Enablement SoftwareAI SalesGovCon StrategyROI OptimizationTechnical LeadershipRevenue GenerationStrategy ExecutionPartnershipsGovernment ContractingSales EnablementProgram FacilitationFacilitationTraining FacilitationFederal Government ContractsArtificial Intelligence (AI)Artificial Intelligence for BusinessBusiness Development ConsultancyRevenue & Profit Growth

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Charlie Breeding

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