LARRY D. THRASHER

acf57p@r.postjobfree.com

Washington, DC

443-***-****

Direct IT Services/Software Sales ~Channel Management ~ Business

Development ~ Sales Management

CAREER SUMMARY

Driven results-oriented Business Development executive with expertise in

software, SaaS (Cloud), hardware and services to the Federal, state

government and Fortune 500 companies. Skills include dynamic

communication, business development, capture and managing complex services

engagements, strategic planning, national/global account management,

contract negotiation, project management, sales management, consultative

selling, solutions sales, customer advocacy, problem solving skills, budget

and teaming.

PROFESSIONAL PROFILE

. Over twenty years of successful domestic and international sales &

marketing experience, including executive-level accountability for

strategic partnering, business development, negotiation and management of

multi-million dollar contracts.

. Demonstrated exceptional communication skills in consulting with key

decision makers, delivering powerful presentations, persuasively

negotiating major transactions, steering critical committees, managing

high profile accounts, diplomatically troubleshooting problems, and

effective problem resolution to customer satisfaction issues.

. Historically excelled in defining lucrative marketing programs and

capitalizing on opportunities to strategically drive business growth.

. Decisive, motivating leader with extensive experience in managing and

leveraging sales resources both internally and with partners.

. Maximized sales in current/previous roles by designing and launching

proactive campaigns, developing existing accounts, generating new

business through cold calling, referrals and lead follow-up, customizing

sales strategies to address client-specific needs and developing

solutions that address a client's business problem.

. Successful and extensive business development experience across multiple

federal and state agencies.

. Experience leveraging 3rd party resources for client engagements and pre-

proposal efforts.

. Strong customer advocacy skills throughout the entire sales process

including RFP development/response, contract negotiations and post sales

implementations and support.

. Strong solutions sales experience.

. Extensive experience in sales/business development to federal agencies,

systems integrators, telecommunication and health care markets for both

new business and account management.

. Senior level Business Development strategy creation and execution skills

that lead to the winning of new opportunities.

. Current high-level customer contacts and the ability to leverage these

contacts and relationships into qualified business opportunities.

. Extensive experience building and managing reseller channels and business

partners.

. Ability to manage opportunity pursuits across a long 18-24 month sales

cycle if required.

. Ability to maintain customer relationships with senior Government

officials.

. Superior leadership skills in opportunity identification and

qualification.

. Strong analytical skills to assess customer requirements and competitor

strategies.

. Experience handling both short and long term tactical sales and strategic

long-term opportunities from $50k to $65 million.

PROFESSIONAL EXPERIENCE SUMMARY

Business Development Consultant - MET Laboratories

7/2014 - present

. Responsible for market research regarding company entering the Federal

market.

. Direct business development effort into the Federal government and

partner community.

. Development of Federal marketing programs.

Senior Account Manager - Oakland Consulting 01/2014

- 7/2014

. Responsible for direct and indirect business with Federal civilian and

health care agencies.

. Directly responsible for prime and subcontracting engagements with

Accenture Federal Systems.

. Formed teaming agreement with Accenture for Military Health System

project.

. Formed small business teaming agreement for contracts with CMS.

Reason for change ~ Six month employment contracted ended

Thrasher, page II

Business Development Consultant - Averette & Lee, LLC

11/2012 - 12/2013

. Provider of contract business development, sales and marketing in the

Government market.

. Won task order with FEMA on $46 million call center project.

. Secured Oracle development project with US Army Medical under a $31

million contract.

. Won a $16 million contract for Microsoft services with the state of

Maryland.

. Conducted marketing through agency technology shows, product

demonstrations and networking events.

Reason for change ~ Recruited into Oakland by a long term business

associate

Federal Business Development - Anixter, International

6/2011 - 11/2012

. Direct and indirect sales of communication and security infrastructure

product and services.

. Consistently met or exceeded quarterly forecast by 115%.

. Secured a $27 million contract with DIA.

. Developed and conducted training program, seminars and trade shows to

increase company revenue.

. Increased DoD and Intel customer base by 120% annually.

Reason for change ~ Corporate reorganization due to management changes

Federal Sales/Business Development - DK Consulting, LLC

8/2008 - 5/2011

. Provides IT services, consulting, solutions, implementation, network

management, process improvement and procurement assistance to the

Federal and state government.

. Won $2.3 million contract with Army Medical for remote hosting.

. Succeeded in joining two teams competing for the DHS Eagle II

contract.

. Secured multi year $29.3 million with the state of Maryland

. Built alliance partners with system integrators; SAIC, L-3, ARINC,

UNISYS, ACS and Accenture.

. Secure helpdesk contract with Veterans Affairs.

Reason for change ~ Mutual business decision to scale back Federal business

Sr. Federal Business Sales Executive- Radware, Inc.

1/2008 - 8/2008

. Responsible for sales and developing business within the DOD and

Federal Civilian agencies.

. Won a 'full and open' contract during first 180 days with the FDA for

$345k of a $3.6 million contract for system modernization within the

cyber security group.

. Recruited and trained new reseller partners, adding over $3.2 million

to the pipeline in four months.

. Secured $4.8 million, four year contract with the Department of

Agriculture.

. Won a multi-year support and service contract with Southeast Army

Medical Command.

. Consistently exceeded quarterly forecast by 120%.

. Top Federal revenue producer in 2008.

Reason for change ~ Personally recruiting into DK Consulting after Radware

closed Federal sales group

Business Development Consultant - Group III Solutions

1/2006 - 11/2007

. Provided business development and sales for in establishing a

government presents in the mid-Atlantic region.

. Conducted marketing through agency technology shows, product

demonstrations and networking events.

. Closed $4.7 multi year opportunity with the state of Maryland.

. Secured a three year, $3.1m hardware and services contract with

District of Columbia public schools.

. Exceeded forecast by 120%.

. Formed partnership with SDVO business to win US Navy Medical

opportunity valued at $5.8 million.

Reason for change ~ Company lost product line and closed business

Sr. DOD Program Manager - Entrust, Inc.

9/2002 - 12/2005

. Tasked as program manager for NSA test and certification program.

. Closed two DoD contracts within first 120 days for $530k of a $3.3

million IDIQ contract.

. Developed small business teaming relationships to close $4.7 million

security opportunity with the FAA.

. Closed multi year services contract with the Navy for system

modernization in cyber security division.

Reason for change ~ Entrust failed to secure NSA/DOD certification and

reduced DOD focus and sales force

Thrasher, page III

Regional Business Sales Manager - Agilent Technologies (Hewlett-Packard)

5/1999 - 9/2002

. Developed AT&T and AT&T Government Solutions into a $65+ million

account.

. Instrumental in developing go-to market strategy for ISP's and ASP's.

. Closed a $37 million multi year contract with DISA and AT&T Government

Solutions.

. Developed and trained a nationwide sales channel program and system

integrators.

. Secure $4.2 million contract with Delta Airlines for software license

and program management.

. Won a full and open contract with Walter Reed Army Medical

. Ranked first in revenue generation for FY 2000 and first in "team"

revenue for FY 2001.

. Secured teaming agreement with USi and Children's Hospital.

Reason for change ~ Workforce reduction of 3,000 people due to failed

dot.com market.

Director of Channel/Partner Programs - XDB Systems

4/1996 - 4/1999

Sales Manager - XDB Systems 1/1995 -

4/1996

. Built and managed a reseller channel and partner program.

. Developed a $65 million+ direct and indirect territory in the mid-

Atlantic market.

. Negotiated and closed a $14 million contract with the NYC Port

Authority.

. Exceeded annual quota by 205%+.

Reason for change ~ Personally recruiting into Hewlett Packard (Agilent

Technologies)

Senior Account Manager - Computer Associates, Inc.

6/1993 - 12/1994

. Closed a $36.0 million contact with The US Army Personnel Command.

. Closed $27.5 million multi year system integration and staffing

contract with DLA.

. Exceeded $6.8 million annual quota by 145%.

. Compass Club sales leadership award for 1995.

Reason for change ~ Recruited by former Oracle Vice President to run sales

at XDB

Senior Account Executive - Oracle Corporation

3/1990 - 6/1993

. Secured $50 million IDIQ contract with DLA.

. Secured $2.3 million dollar software and services contact with

Bethesda Naval Medical.

. Expanded the DLA CTOL contract into Federal civilian, increasing

contact and customer base by 135%.

. Top sales producer for FY 1993, exceeded $6.5 million quota by 170%.

. Presidents club member.

Reason for change ~ Oracle lost the DLA IDIQ contract and was directly

recruited by CA

Vice President Sales - Printer Systems Corp.

7/1985 - 3/1990

Director of Channel Sales

Partner Sales Manager

. Increase company revenue by 135%.

. Built and managed inside and outside sales team.

. Secured national contracts with, Ochsner Health Systems, Children's

and John Hopkins Hospitals.

. Built and managed a reseller network of forty-five partner companies

in the USA and Canada.

Reason for change ~ Personally recruiting into Oracle

District Sales Manager - Entr Computer Centers

6/1984 - 7 /1985

Product Marketing Manager 8/1982 -

6/1984

Reason for change ~ Company was sold and moved HQ out of state

Computer Specialist - US Army Corp of Engineers

10/1976 - 8/1982

Professional Development

Target Account Selling Account Business Planning

Strategic Selling

New Strategic Selling

Spin Selling

Project Management

Sandler sales training

Additional Personal/Business Accomplishments

United States Coast Guard Captain (commercial)

Boy Scout Leader - U.S. Marine Corp Marathon

Over twenty years as director of local community non-profit group

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