ELIZABETH CHAVEZ
Long Beach,CA
Summary
Knowledgeable Account Executive with proven track record of managing complex federal accounts and fostering strong client relationships. Successfully navigated government procurement processes and achieved significant contract wins. Demonstrated strategic planning and negotiation skills in high-stakes environments.
Overview
15
15
years of professional experience
1
1
Certification
Work History
Federal Account Manager - USSF / STRATCOM
Pure Storage
Los Angeles, CA
09.2023 - 01.2025
- Successfully established and closed flagship account that exceeded quota by 400%.
- Brought in the largest DoD account in history of company at $9.2M within first fiscal year.
- Ensured to capture $15M in growth CY25 in follow-on contracts.
- Successful and complete disrupt and rip/replace of incumbent OEMs for storage refresh BPA..
- Pipeline for CY25 in excess of $50M.
- All growth fostered from greenfield and whitespace.
- On average, exceeded 100% of net new opportunities per quarter.
- Partnered with System Integrators, FFRDCs, VARs, OEMs and other AEs to create solution based BOMs and requirements.
- Ensured compliance with all government regulations pertaining to contracting, security clearances, pricing structures, and reporting requirements.
- Increased client satisfaction by building strong relationships with federal agencies and providing tailored solutions.
Federal Account Executive - Space Force
Gartner, Inc
Los Angeles, CA
09.2020 - 08.2023
- Surpassed sales targets 260% first year, obtained Winner's Circle
- Maintained higher contract retention rates, with NCVI commission growth of 25% first year supporting SSC SZQZ - Legacy Space
- 2021 brought in two new logos under Space and Missile Systems Center LA AFB - Office of CIO S6 & SMC CIO ZA collectively worth approx $4M first year
- Identified 5 new PEOs and multiple IT/CIO led programs across newly structured Space Systems Command
- 100% retention on renewal services at SMC ECX through the whole contract ending 2022 When ECX was then dissolved under new PEO
- Sales planning, development and team and account management for PACAF, Creech AFB, SSC SZQZ, SSC BMC3, SSC Space DEN, and LA AFB territory
- 50% of sales Initiated upselling of new aligned products with higher revenue value, greater retention, and client satisfaction effectively capturing the organization
- 80-90% prospect conversion success rate - discovery and qualification proposals and capability alignments
- Pipeline and sales management with Gartner CRM tool - weekly reporting to upper management - IAs, QBR, PEPs
- Two new logos in the pipeline to achieve WC in 2023
- Created custom solutions-driven campaigns to meet client needs across multiple media platforms.
Senior Federal Account Executive
IMPRES Technology Solutions
Santa Fe Springs, California
04.2017 - 09.2020
- Exceeded quota every year with last year as AE surpassing by 320% of a $1M GP quota
- Effectively closed one of the largest 3-year BPAs within the company bringing in approx $27M in revenue over the BPA lifecycle, with 30% GP in the final year of a $5M OY3 - achieved by renegotiating pricing on obsolete part numbers with the OEM, in turn creating an opportunity for a new HW/SW refresh RFQ to be executed in our favor
- Proven ability to exceed sales activity targets and assigned quota on a quarterly / annual basis - surpassing sales quota up to 200% annually
- Proficiently and effectively managed and won large DHA EUD contracts estimating over $50M
- Lead AE managing all three territories across the US - Air Force, DISA, COCOMs
- Prior support of DHA, Army and VA
- Tasked to support and submit Army ITES-4H contract proposal
- Closed multiple hardware, software and services accounts for Ft Bliss, Fort Bragg, Shaw AFB, and Army EUD opportunities
- Fluent in Federal GWACS, purchasing requirements, required business terminology and contract vehicles such as SEWP, GSA, CIO-CS, 2GIT, CHESS (ITES), FEDLINK, ESI, and bid-boards FBO, Fedbid, GSA Advantage etc
- Handle forecast accuracy on a monthly / quarterly / annual basis utilizing CM tools, reporting back to management on weekly, monthly basis
- Collaborated on, led efforts and solidified a contract win on Air Force 2GIT GSA BPA contract as a prime
- Strategize partnerships with larger System Integrators (SI) WWT, CDW, Dell Fed, HPE, Lockheed, KBR, NGC, and GDIT
- Managed, mentored and trained inside sales reps and account executives
National Sales Representative & Business Development Lead
Recon Nutrition
Los Angeles, CA
09.2013 - 08.2016
- Established largest sales account - Australian Sports Nutrition which brought in 80% of annual sales
- Grew existing accounts by 100% in the first year on road
- Established new accounts by planning and organizing daily work schedules to call on existing or potential sales outlets
- Promoted to National Sales Lead third year with the Company
- Contributes and managed team effort by arranging and organizing conferences and tradeshows such as LA Fit Expo and Olympia
- Recommendation of changes in products, service, and policy by evaluating results and competitive developments - this included formulations of pre-workouts, SARMs, BCAAs
- Identified new targets, developed new business opportunities, and presented product lines to customers to upsell
- Achieved 100% of sales goals and service targets
Program Analyst
ECS Federal
Orlando, FL
03.2010 - 09.2013
- Company Overview: Govt Contractor to US Army PEO STRI
- Monthly & Metrics Reports
- Yearly Financial reports for Government Task Orders
- Support over 400 government contractors regarding all aspects of task order related travel and contracting activities
- Created online and remote ISO compliant filing structure and managed travel document control
- Liaise with all Government Representatives on task order related manners as well as being the point of contact for all sub consultant companies and vendors
- Successfully managed the migration of ECS contracts offices to E2 Solutions Government system and implementation of the ECS project office utilizing E2 Solutions
- Analyzed program data to provide input for key decision making and strategic planning
- Validated results and performed quality assurance to assess accuracy of data
- Reviewed program implementation plans to assess risk and feasibility
- Leveraged on-site observation and personal interviews to identify team and individual strengths
- Reviewed internal systems and organized training plans to address areas in need of improvement
- Govt Contractor to US Army PEO STRI
Education
Human Movement Studies -
University of Western Australia
High Standing Graduate -
Mandurah Senior College
Certification
- Multiple OEM certifications - Dell, VMWare, Splunk, HPE
- Anti-Terrorism Cert - PEO STRI
Clearance
DoD Government Secret Clearance - Expired
Timeline
Federal Account Manager - USSF / STRATCOM
Pure Storage
09.2023 - 01.2025
Federal Account Executive - Space Force
Gartner, Inc
09.2020 - 08.2023
Senior Federal Account Executive
IMPRES Technology Solutions
04.2017 - 09.2020
National Sales Representative & Business Development Lead
Recon Nutrition
09.2013 - 08.2016
Program Analyst
ECS Federal
03.2010 - 09.2013
High Standing Graduate -
Mandurah Senior College
Human Movement Studies -
University of Western Australia