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Professional Life

Sales Success | Marsha Malone knows what it takes
By USBE Online
Apr 14, 2014, 19:57

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Marsha Malone is the director of government relations for technical sales and marketing at Lockheed Martin. She chose a sales career in 1979 after realizing success could be measured more objectively.

"The decision to follow an IT sales career opened up incredible avenues of growth both on a professional as well as a personal level," she said.

Her accomplishments show that she excels, building a successful 35-year career in information technology (IT) within commercial and government contracting.

Malone spots trends that benefit the government and keep it up-to-date. Her current position as director of Homeland Security programs in Lockheed Martinís Washington Operations office has a strong focus on federal programs, including customs and border protection, immigration and customs enforcement and the National Aeronautics and Space Administration. She supports strategic business initiatives and builds relationships with officials throughout the federal market.

Lockheed Martinís campaign in marketing new technologies to border security succeeded partly because of Ms. Maloneís participation. She formed a relationship with Computer Services Corporation that resulted in a $1billion contract. Her efforts also led to a $500 million information technology services contract with the Department of Justice, Bureau of Alcohol, Tobacco and Firearms, and the U.S. Marshals Service. She also served as the capture manger securing the U.S. Treasuryís Mint bid of $65M and the Transportation Security Administrationís bid of $500 million.

In addition, Malone is an executive sponsor and steering committee member of the Womenís Leadership Forum. The forum provides networking, panel discussions and speaking engagements for women within Lockheed Martin. She also serves as a board director for The Womenís Center, an organization that focuses on improving mental health, career choices, and financial and legal well-being for women.
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