Sales Manager

SCOTT N. FISCHER

**** ********* ******* **. ******** City, MD 21042

Cell: 410-***-**** Home: 410-***-**** ********@*******.***

EXECUTIVE PROFILE

BS in Accounting - COO & CEO – More than 20 years of P&L experience successfully

converting corporate intent into action

Executive and Leadership Experience within Companies at Various Stages of Development,

including Start Up, Early Stage, Turnaround, and Global Operations; Recent Successes With

Balancing Hyper Growth Sales With Structured Yet Responsive Operations – Resulting in

Strategic Company Sales.

Accomplished executive with strong portfolio of achievements that include multimillion dollar incremental

revenue gains, major acquisition integration, structured and efficient back office and financial operations, and

sound human capital & support functions. Repeated success guiding teams in the development and launch

of successful strategic programs and corporate transactions. Experience in managing broad responsibilities,

setting and implementing strategies for challenging projects, and fostering partnerships with clients, investors

and business partners.

ELECTED CORE SKILL AREAS

S

• • Business Operations/P&L Responsibility

IT/Business Process Solutions

• Financial Planning/Forecasting/Modeling

Development

• • Contract Negotiation & Management

Sales & Business Development

• • Fortune 500/Key Client Management

Talent Acquisition & Human Resources

• • DoD Security Clearance to TS/SCI

Enterprise Valuation/Mergers Acquisitions

• Partnerships & Strategic Alliances

PROFESSIONAL EXPERIENCE

SENIOR VICE PRESIDENT, SOLUTIONS

Ciphent, Inc., Hanover, MD, 2008 Present

Hired by founders to define and execute an aggressive growth strategy for this early stage cyber security

solutions company. Responsible for all sales, marketing, business development and partner relationship

management activities – including sales operations and back office functions. Successfully built sales

organization creating over 300% revenue growth with sustained profitability. Personal leadership and

success resulting in a strategic acquisition.

Selected Highlights:

• Created and launched sales organization from zero, including sales engineers, inside sales and

regional sales professionals – as well as operations, finance and recruiting infrastructure.

• Achieved Elite Partner status with key manufacturing partner in 2 quarters, with over $5 million in

sales. Pipeline after one full year in excess of $30 million. Ciphent named #16 on Inc. 500 list.

Page Two

Professional Experience Continued

• Developed strategic and tactical operations plans, including establishment of new banking

relationships and lines of credit.

• Established strategic relationships with multiple manufacturing partners, and complementary

distribution partners.

• Successfully established partner/channel sales strategy and organization as an entirely new line

of business – including international operations.

SCOTT N. FISCHER – PAGE 2

Cell: 410-***-**** Home: 410-***-**** ********@*******.***

CHIEF OPERATING OFFICER

Brightline Compliance, Washington, D.C., 2006 2008

Hired by executive leaders to instill discipline and structure within operations. Initial focus on restructuring

sales team, revamping go to market approach, and introducing performance metrics. Directed all operational

activities for company that provides compliance and ethics training/services, with emphasis on code of

conduct training for global operations of Fortune 500 companies. Led Sales, Marketing, Development &

Delivery, Finance, and Administration functions. Developed strategic/financial plans and operating budgets.

Selected Highlights:

• Reduced standard development workload by close to 20% and transformed unprofitable sales

into high margin contributors by conceptualizing and launching several focused operational improvement

programs.

• Achieved consistent client delivery success rate of over 98% by restructuring

development/delivery operations, including recruitment, process, and technology initiatives.

• Facilitated 200% sales increase in 18 months by building structured sales process and

introducing key performance metrics; increased EBITDA from <10% to >30% through sales/operations

changes.

• Positioned company as strategic acquisition target and negotiated company’s acquisition at

superior outcome; managed sales and operations integration following purchase in 5/07.

PRESIDENT / CHIEF EXECUTIVE OFFICER

Center for Systems Management, Vienna, VA, 2004 2006

Held full P&L responsibility and negotiating authority for company that provides training and consulting for

project management, systems engineering and SEI/CMMI assessments. Interacted with bankers, investors,

and M&A prospects for targeted re capitalization – and subsequent acquisition negotiations. Hired by the

company’s founders to establish disciplined, professionally managed operations infrastructure in positioning

for liquidity event.

Selected Highlights:

• Negotiated and led joint certificate program with Stanford University, netting $500,000+ direct

revenue contribution and $2 million+ in pull thru referral revenues. Established CMMI consulting practice

as focused business unit that contributed over $3 million in revenues and 60+% gross margins.

• Planned and developed ESOP strategy that led to financial exit for founders, significant EBITDA

pickup, and high level of employee goodwill.

• Led office consolidation and relocation that led to annual savings of over $500,000 and increased

operational efficiency.

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Professional Experience Continued

• Spearheaded build out and certification of Secure Information Facility, leading to award of large,

multi year contract with DoD agency.

SCOTT N. FISCHER – PAGE 3

Cell: 410-***-**** Home: 410-***-**** ********@*******.***

EXECUTIVE VICE PRESIDENT, STRATEGY, SALES & BUSINESS DEVELOPMENT

Avatech Solutions, Baltimore, MD, 2002 2004

Hired by Board of Directors to engineer and lead turnaround for company specializing as Autodesk product

reseller with certified training services. Established and directed Professional Services division; oversaw all

business development, direct & channel sales, and strategic partner relationship activities.

Selected Highlights:

• Negotiated partnership agreement with Dassault Systems to serve as international PLM solutions

partner, providing long term financing, operational start up investment, and strategic reseller relationship

(eliminating near fatal cash flow deficit).

• Structured acquisition of publicly held software development firm PlanetCAD. Negotiated

acquisition, providing access to public markets; subsequently divested key technology assets at a

premium.

• Drove 2x increase in revenues at sustained gross margin over 55% through establishment of

Professional Services division. Raised incremental debt and equity funding to drive investments.

PRINCIPAL

TenX Capital Partners, Conshohocken, PA, 2001 2002

Functioned as stand in executive assigned to 2 troubled portfolio companies. Identified, qualified, and closed

investment opportunities within under valued companies.

Selected Highlights:

• Achieved $3 million plus annual savings for transportation services company by transitioning

internal IT function to package based, primarily outsourced solution.

• Developed creative marketing and business growth plan for network services company that

expanded existing contract 25% and led to selection on other task orders totaling over $25 million.

• Identified and positioned Avatech Solutions as investment target; subsequently engaged to

complete turnaround business plan.

SENIOR VICE PRESIDENT, STRATEGY & CORPORATE DEVELOPMENT

AppNet/Commerce One, Bethesda, MD, 1999 2001

Served as VP of Consulting, interim Senior VP of Sales, and SVP for Strategy & Business Development. Led

major initiatives that included: developing/launching new Management Consulting practice area; building and

deploying National Accounts Senior Sales organization; and establishing global alliance program.

Selected Highlights:

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Professional Experience Continued

• Integrated sales teams from acquired companies, establishing national account team of 12 and

local/regional teams of 40 that exceeded sales plan by over 25%.

• Captured strategic partnerships with Microsoft, Webmethods, and MCI for cross sales and

marketing initiatives, leading to over $5 million in incremental sales through MCI alone.

• Functioned as member of lead team that positioned company for acquisition by Commerce One

following successful IPO, delivering initial presentations that influenced acquisition decision.

SCOTT N. FISCHER – PAGE 4

Cell: 410-***-**** Home: 410-***-**** ********@*******.***

PRIOR POSITIONS:

Vice President of Sales & Marketing/General Manager, triSpan Internet Business Solutions

• Teamed with CEO to define new e commerce product, developing go to market business case.

• Instituted new reporting models, Quality Management processes, and delivery reorganization.

• Positioned company for acquisition by AnswerThink Consulting Group.

President, Consulting Services, NDC Group

• Transformed business profile to provider of mission critical projects for targeted companies.

• Led positioning and negotiation efforts for acquisition by Metamor World Wide.

Partner/Regional Practice Manager, CSC Consulting

• Participated in or led all new client development, defining business value propositions.

• Maintained executive relationships within client companies ranging from start ups to Fortune

500s.

Associate Partner, Andersen Consulting (16 years)

• Directed full cycle project for USF&G Insurance, leading team of over 70 for 18 month duration.

• Led 3 major deal teams representing over $750 million worth of activity in both public and private

sector organizations.

PROFESSIONAL DEVELOPMENT

Bachelor of Science in Accounting

UNIVERSITY OF MARYLAND, College Park, MD

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