Project Manager Development

Vivek Kumar

***** ****** ***** ****, *******, VA 20171

*******@***.*** ? 202-***-****

BUSINESS DEVELOPMENT / MARKETING / STRATEGIC PARTNERSHIPS

Federal ? State ? Local ? International ? Channel Development ?

Capture / Proposal / Pricing Development

Accomplished professional with extensive experience guiding Public &

Private sector organizations to research, source, negotiate & manage

favorable agreements in the Domestic / International marketplace with

expertise in managing and coordinating large, diverse teams consisting of

Business Development, Operations, Contracts, Pricing, Business

Intelligence, Subcontracts & Proposal experts to craft & deploy winning

capture strategies.

CORE COMPETENCIES

|TEAM LEADERSHIP |Cloud Sourcing |Business Intelligence |

|Market Research |Regulatory Compliance |Pipeline Management |

|M&A Activities |Contract Negotiations |Price to Win Strategy |

|SOX Compliance |Energy / Healthcare |BRIC Country Expertise |

Professional Experience

KINETIC SOLUTIONS - WASHINGTON, DC

2005 - PRESENT

Managing Partner / Subject Matter Expert - (SME)

Long Term engagements within Domestic & International Public / Private

organizations providing strategic design & implementation of various

mission critical processes / control(s).

Key Projects / Achievements:

> Advised senior leadership on business development strategies and

activities, ensures accurate and timely information exchange on all

aspects of business development strategy and outcomes, recommends

shifts in their BD personnel's tactical direction as necessary.

> SME in developing business strategy into a strategic business development

plan for opportunities to include overall proposal strategies working

across organizations business units as well as external partners.

> Developed win themes, win strategies, and value propositions while

performing price to win (PTW) analysis and established the PTW target.

> Reviewed and recommend sales in-country management processes,

technology, commission structures and in-country partner development

strategy / plan / process as required.

> Translated market trends and market needs into actionable goals that

create a competitive advantage.

> In-Country expertise on 6 continents with extensive experience in

opening new markets and developing in-county strategy / teams with

extensive experience in Asia (India, China), Europe & EMEA.

> Supported the proposal manager and Proposal Team, as required,

including the first draft of the Executive Summary, contributing to

proposal reviews, and providing overall guidance to the team.

> Responsible for documenting lessons learned during the capture process

and providing these lessons learned to the proposal manager for

archiving in the virtual proposal center.

> Developed relationships with the business community, learning nuances

and gathering competitive intelligence with regard to the clients'

business, brand equity and marketing goals.

> Reviewed and recommend sales management processes, technology,

commission structures and other people, process and technology

enhancements as required.

> Responsible for implementing the Global Web vision in line with the

company's goals and objectives.

> Provided expertise to a fortune 500 organization on how to build a

proactive, contemporary, competitive business development organization

by selecting, training, and developing a quality team. Specifically,

set clear goals and objectives, monitor performance, provide frequent

high-quality feedback, and support growth and development goals for

staff and organization.

Xerox Services - Germantown, MD

2009 - 2010

Vice President, Contracts

Provided leadership & strategic direction for all business development and

contractual issues for Xerox Corporations transportation division with over

500 active contracts and 5X pipeline of proposal activity across

Commercial, Federal, State, Local & International Government(s) / NGO's /

Commercial clients. Responsible for developing and executing business

objectives, department budget(s) & staff / embedded across multiple

continents / cultures / languages.

Key Projects / Achievements:

> Corporate point of contact as an in-house SME on all business

development, marketing and contractual issues i.e. M&A activities,

Teaming, Prime / Sub, Joint Venture(s), Due Diligence, Novation(s) /

Integration, SOX / ITAR /CPSR Compliance, out sourcing as well as

providing guidance on U.S. international trade control laws,

regulations and policies as applicable to complex business

requirements involving the transfer of products and technology.

> Team Lead & Chief Negotiator for high profile mission critical must

"win / have / strategic" contract negotiation(s) with various

Customer(s), Joint Venture(s), Partner(s), Vendor(s), OEM Partner(s) &

Acquisitions in several domestic / international agreements /

pursuits.

> Partnered directly with the Account Services leadership team,

Enterprise team, Sales and Operations leadership teams with primary

focus on the channel partner and client relationship growth strategy.

DC Water - Washington, DC

2000 - 2005 Senior

Contracting Officer (CO)

Directed a Team of acquisition professionals overseeing a spend of $300+

million operating and a multi-billion multi-year capital budget(s) as a

warranted Government CO. Oversaw interpretation & compliance to Federal,

State, & Municipal Laws & Regulations. Extensive use of ITSS, GSA

Schedule(s), IDIQ, BPA & GWAC Contract vehicles. Provided training to end

users on requirements gatherings & SOW, SOO & PWS preparation & writing.

Key Projects / Achievements:

> Developed a comprehensive program for the award & compliance of high

visibility, high $ A/E contracts.

> Coordinated multi-year IDIQ / BPA agreements, (Chemicals, Energy,

Electric, Fuel, Telecommunications, Insurance, Office Supplies,

Security, Contract Labor) which resulted in a 36% savings through

consolidating requirements & negotiations.

> Conducted industry & product research & led supplier meetings.

Developed Requests for Information (RFIs), Request for Quote (RFQs)

and Request for Proposal (RFPs) and preformed contract renewals for

service and maintenance agreements & unique sourcing activities for

multiple categories.

WebControl Inc. - Fairfax, VA

2000 - 2003

Chief Operating Officer (COO)

Recruited by a Venture Capital Firm (with - "Inception to IPO within 5

years" business plan) to join the Corporate Leadership Team of a newly

created Technology Start-Up to establish, develop & manage core support

Teams(s) i.e. Business Development, Marketing, Contracts, Procurement

(direct & indirect), Pricing & Proposal activity.

Key Projects / Achievements:

> Responsibility for preparation and monitoring of pricing model(s),

subcontract(s) / purchasing agreement(s), proposal activity &

departmental budget with heavy emphasis on cost savings.

> Responsible for the sourcing and evaluation of new opportunities for

mergers, acquisitions, equity investments and joint ventures

synergistic with organizations strategic direction and growth plans.

City of Washington, DC, Office of Contracting & Procurement - Washington,

DC 1998 - 2000

Agency Chief Contracting Officer (ACCO)

Managed contracts initiated by DC Governments Chief Technology Office (CTO)

as a warranted Government Contracting Officer overseeing annual purchases

of $850M+ of goods & services. Responsible for the development and

implementation of a comprehensive Compliance Program.

Key Projects /Achievements:

> Expertise in the development of departmental metrics (Scorecards /

KPI's) tied to identified strategic goals.

> Managed the cradle to grave process for all of the cities high dollar

multi-year mission critical technology agreements i.e. (Y2K, Hardware,

Data Centers, Software, Telecom, IT Services, 911 & 411 & Services).

Lockheed Martin Corporation - Bethesda, MD

1990 - 1998

Contract Negotiator, Corporate Contracts

Reviewed, negotiated, and interpreted contract terms and language for high-

profile deals. Prepared Statements of Work (SOW) & solicitation packages.

Collaborated with operations team(s) to develop / review pricing proposals.

Finalized sourcing / teaming / prime / subcontractor agreements following

contract specific compliance standards.

Key Projects /Achievements:

> Led the negotiations (contractual / pricing) of various multi -year,

multiple contracting vehicle(s) type(s) complex agreements with a world-

wide customer base. Developed pricing strategy to optimize price position

across market segments and key products by providing high impact

strategic analysis and modeling to support price differentiation and

"Total Life Cost" contracting.

> Working with executive leadership, develop, facilitate and implement a

strategic approach to engage internal resources with the goal of

identifying and prioritizing proactive legislative and regulatory

(rulemaking) initiatives that drive business development

opportunities.

> Coordinated and monitored conduct guidelines following FCPA

regulations in transactions with the U.S. / Non U.S. Government(s)

that encompassed policies for charging of costs, price proposal

negotiations, product delivery, entertainment, gifts and conflict of

interest regulations.

> Developed and executed vertical business plan including developing

benchmark pricing, identifying strategic partnership opportunities and

growth goals while researching competitive overall vertical landscape

(internal and external) including annual reports, press releases,

other industry new sources to develop a competitive analysis & worked

with Business Units to evaluate attractiveness of verticals and

develop penetration strategies and training

* * * * * * * * * *

Also served with Rumi, Inc. as Business Manager, Ward Industries as

Financial Analyst, and The United Nations as Assistant to Project Manager

for South East Asia Division.

Education

BACHELOR OF SCIENCE IN MECHANICAL ENGINEERING

Masters of Business Administration

Masters Certificate in Government Contracting

Certification(s)

Federal Acquisition Certification / DAWIA- FAC-C ~ Level III

Held "Unlimited" Warrant on behalf of United States of America Government

Languages: English, Hindi, Urdu

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