Marc C. Harrell

In a world where budget uncertainty and shrinking procurements have become commonplace, pushing forward IT solutions for government programs has become more difficult.

In that increasingly pressurized environment, Marc Harrell delivers new-age IT solutions for agencies the old-fashioned way: by meeting people, picking up the phone and cultivating — and maintaining — relationships.

“He works with people for the long term, not just the transaction,” Jive Software CEO Elisa Steele said. “Marc is one of my favorite sales leaders and field leaders to work with. When you’re working with some of the most important organizations in the world, you have to really know your stuff.”

Harrell credits his expertise with having been on both sides of the procurement equation. He previously served as the virtual community manager for the President’s Daily Brief staff at the Office of the Director of National Intelligence and now serves the departments of Defense and Veterans Affairs, NASA and the intelligence community, among other agencies, through his job as director of federal at Jive.

“The cool thing for me is I used to be a former customer,” he said. “Now, to go out in the field and see what the federal government is working with — that’s the fun part for me.”

Beyond his knowledge and expertise, “he’s someone who really focuses on relationships and business problems,” Steele said, “and the reason he’s so successful is he really spends the time trying to understand what the customer’s pain point is.”

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