DARREN FERRARDallas / Fort Worth, TX | 214-601-7074 | HYPERLINK "mailto:dfferrar@gmail.com"dfferrar@gmail.com | linkedin.com/in/darrenferrar
SUMMARY
Program builder and strategic accounts sales leader with public sector and enterprise experience across local, state, utilities, special districts, and supporting federal RFP pursuits. Proven in driving double digit year over year growth, building repeatable go to market motions, and winning competitive, RFP driven pursuits across SaaS, marketplace, and services portfolios. Comfortable translating technical and operational needs into business outcomes for CIO, CTO, COO, CPO, and finance stakeholders, especially where cloud, data, and infrastructure aligned solutions are involved. Strong cross functional execution with legal, security, procurement, and finance. Marine Veteran with executive presence and a builder mindset, targeting Strategic Account Executive and Strategic Accounts Manager roles in public sector and federal markets.
EXPERIENCE
Amazon BusinessSenior Account Executive, Government and Utilities08/2022 to Present | Dallas / Fort Worth, TX
Owned a strategic Texas portfolio across municipalities, counties, and special districts, delivering double digit year over year growth on a digital marketplace and SaaS enabled procurement platform.
Expanded scope to a 23 state utilities only territory that included a Tier 1 airport, a port authority, and a strategic enterprise customer, aligning coverage and resources to high value workloads and modernization initiatives.
Acted as primary account owner for utility C suites and senior leaders (CIO, COO, CFO, CPO, city managers, department heads), building executive level relationships and positioning Amazon Business as a strategic procurement and transformation partner.
Built and led the Special Districts and Utilities motion, including curated catalogs, persona based enablement, and executive and customer training that accelerated qualified opportunities, improved policy compliance, and increased platform adoption.
Developed and executed account plans for top utilities accounts, coordinating virtual account teams and partners to drive expansion, cross sell new solutions, and increase attachment and usage.
Led competitive RFPs end to end, coordinating legal, security, and procurement to address data, privacy, and compliance requirements, manage complex evaluations, and reduce time to live.
Managed a full enterprise sales cycle from prospecting through close and adoption, including discovery, solution alignment, value business cases, negotiations, and multi year agreements.
Results included double digit year over year growth on an eight figure portfolio, multi million dollar expansion in strategic accounts, and consistent top tier performance in 2025, including a Top 10 quarter and multiple Top 20 finishes across the segment.
AdwerxEnterprise Sales Manager04/2021 to 07/2022 | Remote, based in Dallas / Fort Worth, TX
Built and led a team of 10 reps on an enterprise SaaS advertising platform selling subscription and services into multi location enterprises. Delivered 157 percent to a 660K subscription and services target.
Grew average deal size to approximately 20K versus a company average of about 12K by expanding into multi product bundles and multi entity deployments.
Authored the enterprise sales playbook and a BI driven retention motion that improved logo and subscription retention from 73 percent to 93 percent by focusing on product adoption, usage, and campaign performance data.
Drove disciplined pipeline, forecast, and deal reviews, improving win rates and shortening cycle times on complex SaaS deals.
Re-Teck USABusiness Development Manager04/2018 to 04/2021 | Hybrid, Grand Prairie, TX
Secured 10 strategic partnerships across aviation, OEM, finance, education, Fortune 500, and public sector customers for IT asset management (ITAM), IT asset disposition (ITAD), and related SaaS offerings.
Advocated for and participated in federal and public sector RFP pursuits for IT asset management and disposition programs, partnering with internal teams to align solutions with technical, compliance, and pricing requirements.
Worked with IT, data center, and security stakeholders to address lifecycle management, data security, and compliance requirements, positioning Re Teck as a trusted partner for high value assets.
Launched a school based e waste program with revenue share and community outreach that opened ITAD opportunities for districts and municipalities while supporting sustainability goals.
Cox AutomotiveBusiness Development Sales Manager08/2015 to 03/2018 | Dallas, TX
Led a team of 12 to 15 reps across a portfolio of software, data, and media solutions for automotive customers, delivering a 40 percent revenue lift to 1.008M in year one and averaging 118 percent year over year.
Earned Sales Manager of the Month 10 times by establishing a high performance operating cadence, raising the hiring bar, and driving accountability around pipeline quality, forecast accuracy, and customer outcomes.
Guided reps on complex, multi solution sales that required aligning multiple stakeholders around data, media, and software offerings.
Amazon (Amazon Local)Senior Sales Manager05/2013 to 07/2015 | Dallas, TX
Led 2 managers and 12 reps, built and expanded the Dallas office, and led the team to more than 200 percent of target.
Created a seasonal, data driven sales playbook that was adopted across divisions and increased revenue share while setting record sales.
Ranked the number 1 Senior Sales Manager on key performance indicators in 2014 and 2015 based on revenue performance, pipeline health, and leadership metrics.
One Network EnterprisesDirector, Business Development04/2011 to 01/2013 | Dallas, TX
Managed a business development team and built multi channel outreach and marketing that created more than 60 enterprise opportunities for a SaaS based supply chain and logistics platform.
Collaborated with solution consultants and product teams to position cloud hosted and hybrid deployments that improved visibility, data quality, and on time performance.
Introduced qualification and account planning practices that increased opportunity quality and conversion.
Verizon Superpages.com (Idearc / SuperMedia)General Sales Manager01/2006 to 04/2011 | Irving, TX
Promoted from Account Executive to General Sales Manager based on consistent over achievement in digital media and advertising solutions.
Led 6 managers and more than 60 media consultants, owning revenue performance, hiring, and development for a large regional organization.
Turned an underperforming division into a Top 10 performer among more than 70 divisions through disciplined coaching, daily inspection, and clear KPIs.
Launched a temp to perm talent program that seeded other teams with high performers.
Improved customer satisfaction from 50 percent to 90 percent and retention by 20 percent, while launching a division incentive program that drove plus 13 percent revenue (about 1.8M) with 75 percent talent retention in acquisition divisions.
EDUCATION AND PROFESSIONAL DEVELOPMENT
University of Texas at ArlingtonB.A., Interdisciplinary Studies
Institute for Veterans and Military FamiliesCybersecurity
Center for Creative LeadershipPerformance Management
United States Marine CorpsStaff Sergeant, Aircraft Rescue and Firefighting, Recruiting, Electronic Equipment Repair
METHODS AND TOOLS
Sales methods: Challenger, SPIN, MEDDIC, value based and outcome based selling for SaaS, cloud, and infrastructure aligned solutions. Experienced managing complex software sales cycles from prospecting through close and leading extended account teams to execute account plans and close strategies.
Public sector: RFP and RFQ, cooperative purchasing, multi year agreements, budget cycles, and security and legal reviews for IT, data, and compliance centric deals across local government, utilities, special districts, and supporting federal pursuits.
Tools and collaboration: Salesforce Lightning, Google Workspace, Microsoft Office, BI and analytics tools, sales engagement platforms, and virtual demo platforms. Comfortable partnering with technical teams to position cloud, hybrid cloud, open source aligned, SaaS, and data solutions in business language.
COMMUNITY
Hire Powers Networks, Veteran Advocate
Homeless Veterans Services of Dallas, Veteran Advocate
Warriors Night Out, Veteran Advocate
Mansfield Hockey Association, Board Member
Keep Grand Prairie Beautiful, Commissioner
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