Sales Development

Dennis S. Williams (c) 303-***-****

**** ******** **** *****, **** 202 e-mail: a98y6i@r.postjobfree.com

Vienna, VA 22182

TS Clearance. Relocation Open.

Actively employed, former Navy Captain and seasoned executive with established companies and new ventures is well qualified in judgment, leadership, strategy, business development and technology.

I seek a senior position requiring an articulate, resourceful, well-connected individual with a natural affinity for business development. My work has a reputation & capacity to obtain meetings in businesses and the US government (+prime con ractors) to build a firm’s awareness and recognition amongst the most demanding clients.

Solid stats in: government/military/IC/security, commercial, consumer, logistics/ infrastructure & facilities development, industrial and medical sectors as well as professional services.

Expertise - High-Caliber, Proven Business Development, Marketing & Communications

• Strong corporate, consulting, entrepreneurial and military credentials

• Extensive background in marketing, business development, communications

• Track record of strategic solution/sales, program pursuit/capture/management

• History of key relationships with commercial clients & government agencies

• World class public affairs, media relations and special events leadership

• Emergency preparedness/crisis response for 9/11 and Philippines’ typhoon disaster

Experience - Solid, Consistent Stats for “Winning” Pursuit/Capture Strategies

• Building presence, relationships & revenue; leading strategic/teaming relationships

• Expanding existing accounts, cultivating highly profitable new business

• Identifying early sales opportunities, implementing winning capture strategies

• Making compelling selling points and demonstrating unique value

• Bridging business areas, disciplines, resources and organizational cultures

• Handling diverse tasks, requirements and commitments; managing integrated response

• Producing results in executive or hands-on roles; individual and teaming situations

Background - Broad Engagement: Commercial, Military & Government Sectors

• Military, civilian firms; defense, homeland security, joint-agency, public diplomacy sectors

• R&D, engineering, communications & management consulting companies

• Medical/life sciences; financial services; consumer, commercial, industrial products

• International print/broadcast organizations; non-government organizations (NGOs)

• Wide, working knowledge of dynamic, competitive businesses and target marketing

GeoEye Analytics (formerly SPADAC, Inc., $27 million in revenue, acquired by GeoEye Corp., $350 million in revenue, December 2010), McLean, VA. Senior Director Business Development, Information Services. 2010 - Present. Most recent capture shaped: Dec 2011, IARPA $6Mil, division’s first ever IARPA program.

Spearhead division’s DOD/DHS BD strategy, plans, execution and tracking pursuits for new contracts (captured, as part of the BD group, more than $30M in bookings in 2011) for geospatial intelligence/statistical-predictive analytics, high-performance solutions for scientific engineering, research & development services, including game changing ISR fusion initiatives for land, air, surface applications. Targets: first-time and existing customers in military directorates, multi-echelon commands, R & D/S&T offices, government agencies, integrators and academia. Lead Go/No Go process, oversee program pursuits utilizing variety of venues/ contract vehicles. Through aggressive schedule of WebEx, CCalls, emails, meetings and trade conferences, leveraged more than 300 existing professional contacts and developed 200 new relationships with major influencers (many instances penetrating prior walls of resistance and expanding new ground) requesting follow on and continued discussions. Solid resonance with key contacts driving invited, on-going engagements for prime consideration for acquisition programs w/in two years w/numerous offices of OPNAV N2/N6, SPAWAR, ATL/PAC/Crane, NAVSEA, DARPA, TARDEC,TRADOC,MARCORSYSCOM/ Intell/WFL, OSD, SACEUR, INSCOM, ONR,USASMD, DHS/CBP, AFRL, DEA, USNEXPCOM, SOCOM, EUCOM,OPNAV, SMDC. Lead teaming agreements with LMCO, NGC, Raytheon, CACI, Cobham/Sparta, SRA, ARA, Agilex, Alion S & T, Univ. of Texas. Projected billings from personal initiatives within 2 years, in excess of $12 million.

RemoteReality Corporation, Westborough, MA. Consultant/Director Business Development

2007 – 2009.

Lead BD professional for strategic planning, opportunity identification/qualification, teaming and capture management for second-round, VC-funded, breakthrough (disruptive technology) 360-degree vis and IR situational awareness--optics, software--firm. Focus: Contracts for R&D grants and TRL 5 & 6 solutions. Market segments: military SA, perimeter security and critical infrastructure surveillance. Applications: manned and unmanned vehicles, ships, submarine periscopes, weapon systems, intrusion detection. Solidified key target relationships (customers/users, decision makers, influencers, primes) and shaped prospects focusing on leadership solutions for collaboration rates exceeding 85 percent with key integrators (i.e., Lockheed Martin, General Dynamics, Northrop Grumman, Boeing, DRS Technologies, L-3 Communications, Raytheon and BAE). Built solid relationships with ARDEC, TARDEC, CERDEC, NVL, TACOM, TRADOC, NATC, MARCORSYSCOM, NUWC, NSWC, NAVSEASYSCOM, SOCOM, OPNAV, OSD, ONR, NRL, DHS S&T, PM MRAP, PM JLTV, PM STRYKER, PM LAV, PM HBCT, PM FLIR, PM CLOSE COMBAT SYSTEMS, PM LAND WARRIOR, PEO SOLDIER, PMS 435, PMS 480, MOD CANADA and AUSTRALIA MATERIAL COMMAND and DSTO. Goal: RFP’s w/specs for company’s unique capabilities + contracts to attract additional investments and/or acquisition.

Project Management Associates, Dennis, MA. Founder: 1984 – 2007

Confidential assignments: strategic sales, marketing, communications and program/relationship management for major-niche consulting firms, government agencies and leading industry-sector companies.

USN US Embassy, Manila, The Philippines CAPT – PAO, PACOM Priority Billet 2002 - 2005

Name selected for Reserve Mobilization as senior DOD in-country public affairs liaison officer, consulting with DOS and deployed US military and allied forces, providing strategic/crisis communications for The Armed Forces of The Philippines and Department of National Defense.

Consulting For Ultra-Competitive Business Development Success 1984-2007

• Won 35 new and existing client contract awards (up to seven figures) for engineering, design and human factors consulting for 10-year-client EDGE Product Development Corporation, Newtown, PA. Among customers captured: DRS Technologies, Symbol Technologies, BAE, Ingersoll Rand, Rockwell, ITT, Smith Industries, Abbott Labs, Boston Scientific, Johnson & Johnson, Thermo Cardio, Cybex, United Defense, Black &Decker/Dewalt, Scotts, Revlon, Kodak, Cuisinart, Magellan and Toro. Major contributor for sustained 15% revenue and profit growth, sales in excess of $7million.

• Captured and managed 25 new-client projects (more than $6 million) in three years for Boston-based communications consulting firms (Benes Brand Imaging, Nicolazzo & Associates, Images, Etc., Herman and Lees Associates). Clients delivered include: Textron, Hilton International, Kurzweil Applied Intelligence, Monsanto, Bank of Boston, Seabrook Nuclear Power Station, Bath Iron Works, Integrated Genetics, Farberware, U.S. Immigration and Naturalization Service, and U.S. Army Manprint Program.

Consulting For Critical-Response Marketing/Communications Requirements

U.S. Pacific Command Senior Navy Public Affairs Officer, 2002-05

United States Embassy, Manila, Philippines

Name selected for one-of-a-kind Strategic Communications/Crisis Response consultant for a high-level, joint-command assignment for Operation Enduring Freedom. Supported DOD communications, public affairs, information operations, emergency preparedness and DOS Public Diplomacy programs. Prime liaison with senior leaders of the Philippines Department of National Defense, Foreign Affairs and Armed Forces of the Philippines. Lead development of coordinated communications plans, media relations, and professional development programs.

Results were robust. A negative public opinion trend was reversed. Research confirmed a corresponding, dramatic rise in public awareness, understanding and support for combined operations, bilateral exercises and military transformation programs to bolster capabilities for the War On Terrorism as well as effective humanitarian response to Typhoon disasters.

U.S.Navy Recruiting Command (Special Events) Retainer 1999

On a crash basis, retained for 6-month program to redirect and re-energize (via high impact creative content and masterful special events coordination) a national program to raise prospect leads at major events including more than 35 Blue Angels’ air shows across the country plus major multi-ship Fleet Week visits in San Francisco, New York, San Diego and Seattle. Results: 200% increase in quality leads, more than 25,000.

Confidential Projects: Product Development, PR, Marketing/Sales 1975-1999

Polaroid, Farberware, Coca-Cola, Robert Wood Johnson Foundation, Gregory Fossella & Associates, Nashua Energy, Mayor’s Office of New York, Mill Stores, Hay Group, CareerSearch Data, US Embassy-Rome, Jelly.ComPR, ASFE Export, OMC Group.

Corporate Professional Experience-- 1969-1974

• Director/marketing services & product development, Raytheon, Lexington, MA

• Manager/advertising, product development, Bowmar Calculators, Tempe, AZ

• Manager/advertising, PR, John Hancock Financial Services, Boston, MA

• Specialist/communications and information, IBM, Poughkeepsie, NY

Education

Boston University, Boston, Massachusetts, Master of Liberal Studies and Communications Degree (MLS) and Bachelor of Science Degree (BS), Public Relations

Awards and Affiliations

Member: The Union League Club, New York; NDIA; AFCEA; AUSA; MOAA

Naval Reserve (0-6, CAPT, Ret.) Public Affairs & Emergency Preparedness Liaison Officer

Founding Partner, Exceptional Care, Inc., pediatric rehabilitation & hospice hospital

Former World Affairs Council associate, Junior Achievement and youth sports counselor

Presidential Citation For Excellence in Program Management and Support

Greater Boston Chamber Of Commerce “Outstanding Producer Award”

Clips: The New York Times and Advertising Age

Publicity Club Of Boston “Bell Ringer Award” for Communications and Events

National Defense Industrial Association

The Philippines’ Peace and Prosperity Foundation

Military: Defense Meritorious Medal, Joint Meritorious Unit & Humanitarian Service Awards

MILITARY PROFILE:

USN CAPT (Ret.) Dennis S. Williams 1 September 2005

Captain Williams has 36 years of distinguished active/reserve military service that has spanned the globe. He completed in May 05 a three-year, name-specified, one-of-a-kind, mission-essential mobilization billet (Strategic Communications) for Operations Enduring Freedom in Manila as PACOM Public Affairs Liaison Officer to The US Embassy, Armed Forces and Department of National Defense of the Philippines. On 11 Sep 01, as a Navy Emergency Preparedness Liaison Officer he was activated for disaster support for WTC requirements. Prior to this he was name-designated for special public affairs duty for the New York City Mayor’s Office of Veterans’ Affairs to raise awareness and appreciation for veteran’s sacrifices and service. Other Naval Reserve assignments included twice as commanding officer of nationally-acclaimed public affairs units in Boston and Manhattan. He retired from the service 1 Sep 05.

He has an extraordinary portfolio of experience that includes: Department Of Defense Pentagon newsdesk assignments; NATO media relations in Belgium, Germany, The Netherlands and Norway; Navy spokesperson for the Titanic Expedition; Navy liaison for “The Hunt For Red October”; Media relations for the historic Fleet visits to Vladivostok & Severomorsk, Soviet Union; Diplomatic special events/DV support for U.S. Embassy, Rome; advance work for Presidential WWII 50th Commemoration visits in Hawaii & Italy; press officer for UN forces withdrawal from Mogadishu, Somali; marketing consulting for CRUITCOM support for Blue Angels’ airshows and New York, San Diego, Seattle and San Francisco FleetWeeks; crisis communications/media training instruction for Naval War College War Games and Strategy Forums.

Captain Williams has 36 years of marketing, sales, special event and communications experience. He is the principal/founder of Cape Cod-based Project Management Associates, a 20-year old consulting practice in strategic communications, executive sales and business development for major-niche consulting firms and industry-leading client companies. Programs include product development; productivity/ process change; customer satisfaction; marketing/sales; corporate communications/ identity; branding/ packaging; media relations; public affairs and special events. Commercial sectors served are: internet and IT; medical/scientific; financial services; consumer and packaged goods; commercial and industrial products; government agencies; military contractors; and transportation. He has held management positions at Raytheon, John Hancock and IBM.

Captain Williams holds BS and MLS degrees from Boston University. Affiliations/ Awards include: National Defense Industrial Association, Founding Partner, Exceptional Care, Inc., a pediatric rehabilitation and hospice hospital; World Affairs Council associate, Junior Achievement and youth sports counselor; Presidential Citation For Excellence in Program Management and Support; Greater Boston Chamber Of Commerce “Outstanding Producer Award”; Project references in The New York Times and Advertising Age; Publicity Club Of Boston “Bell Ringer Award” for Communications & Events. Military decorations include Defense Meritorious Medal, Joint Meritorious Unit (2), Navy Meritorious, Commendation (3), Unit Meritorious, Humanitarian Service Award, Arctic and Joint Service awards.

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