Manager Sales

John Henry Gurule

Edgewood, NM *****

Home Office Phone: 505-***-****; Cell: 505-***-****; Fax: 505-***-****

E-Mail: ********@*******.***; LinkedIn Page:

http://www.linkedin.com/pub/john-gurule/10/b1b/260

Summary of Experience:

. Retired Military Leader (20 Years) who has managed 3 person teams to

over a 160 personnel

. 13 years of Business Development, Project Management, Marketing, and

Sales Experience in the U.S. and International - Commercial, DOD, B2B,

Law Enforcement, Security, Space, Military & Aerospace Market segments

. Over 7 Years direct Management of Business Development, Sales,

Corporate and Channel Representatives, Marketing personnel,

Technicians, Engineers and Support personnel

. Responsible for all P&L, pipeline, and managing Sales and Business

Development and Marketing budgets & plans

. Comfortable presenting, collaborating at all levels from CEO, CTO, and

Presidents of companies, to the Joint Chiefs and Senate Select

Committee on Intelligence

. Worked with Foreign and US Factories, Manufactures, and Primes on:

sales, channel distribution, and establishing production

. 13 Years in Business Development, Sales and Marketing of New and

Existing Products into existing/established and new market segments

and success in large and small programs some in excess of $200M

. Strong Knowledge of RF, Communications in Tactical/Strategic arenas,

Also well versed in Microwave

. Managed 2 DOD Satellite Ground Stations (Multiple Shifts and

Personnel) and have over 12 years in the Space/Satellite environment

. Pursued business in MAJCOM's and Organizations to include: CECOM,

SOCOM, TRADOC, JIEDDO, Natick Soldier Center, PEO Soldier, PEO UAS,

Night Vision Labs RDECOM, Army Research Labs, SPAWAR, NAVSPECWARCOM,

NSWC, JSOC, ASOC, Marine Corp Warfighting Lab, MARCORSYSCOM, NRL, ONR,

AF ISR, JEWC, SPACECOM, Rapid Equipping Force (REF), U.S. Army

Military Police Command, DOD, DHS, DOS, FAA, Sandia National Labs, and

National Assessment Group (NAG)

. Have built relationships and developed business and sold into Law

Enforcement organizations such as: FBI, DEA, US Marshall's Service,

Miami Dade Sheriff, US Customs Enforcement, US Secret Service, and US

Capital Police

. Worked in/with, and pursued business with US Intelligence Agencies:

CIA/DIA/NSA/NGA

. Pursued business with Primes (i.e. LM, NG, L3, GD, Raytheon, Honeywell

etc.)

. Worked with Buyers, Purchase Authorities, and Procurement Officials

. Mentored Team (Direct Reports) on setting Goals, Managing and

Maintaining Customer Relationships

. Mentored Sales, Distribution, and Channel Reps on Customer relations,

Sales, Tools, and Closing

. Opened Channel distribution and established Representatives in over 10

Countries

. Experienced at working directly with Engineers and Factory on behalf

of the customer

. Experienced in Proposal Writing, Teaming, Technical and Managerial

Proposal Review

. Highly experienced in Sales, Business Development & Marketing,

developing marketing programs and strategies, new technology

introductions, product launches, developed complex technology

solutions, marketing campaigns and getting the product into the right

Market Segment and Customer

. Customer Focused, and a true Relationship Manager

Education:

Degree:

. Hill University - Bachelors in Business Administration

Attended:

. Embry Riddle Aeronautical University

. University of Maryland

. City College of Chicago - Equivalent of 2 Years - Liberal Arts and

Technology Management (66 CH)

. Cibola High School - Diploma

. NSA "National Cryptologic University" (RF, Radar, Telemetry,

Communications, Satellite, Signals Analysis, Test and Measurement)

Over 1120 Hours in course work completed

. SANS GIAC Quickstart Certificate (Information Assurance and Security)

. CISSP Primer Course Completion - UMBC School of Engineering

. Rational Clearcase Certificate - Sun Systems

. DOORS - OJT - Requirements Analysis tool

. Numerous DoD INFOSEC Computer based Training Courses OJT

. EEO/TPOSH (Training in Prevention of Sexual Harassment) Course

Managers Course Instructor Certificate

. TQM Courses (Government - OJT)

Professional Experience:

Safe Zone Systems

May 2009 to Current

General Manager (Operations and Business Development) - Independent

Contractor

. Consulting on how to proceed with X-BAND RADAR PBIED's (Personnel Bourne

IED's) detection system into the military and government markets. Strong

Knowledge of Radio Frequency and RADAR fundamentals.

. Managed 9 Direct reports (Technicians, Sales, Engineering (HW/SW), and

Research Scientist)

. Established distributor/representative agreements, marketing literature,

sales process, marketing plan, stock announcements and financial plans

. Established channel distribution and representatives in over 10 countries

to include (Africa, Pakistan, India, Israel, Europe (Italy, UK and

Russia), Kingdom of Saudi Arabia, Australia, and Brazil)

. Established distributorships and partnerships, and opened Markets in

Europe, Africa, Middle East, Southern Asia, Asia, and South America where

none had been established

. Performed Research & Development prototyping to determine use of System

in UAS applications for Counter IED(CIED)

. Established show, conference, and expo agreements for demonstrations of

our equipment

. Contact periodicals, newspapers, and security magazines for press

releases and articles related to our industry and product line

. Interact with investors and Board on matters of stock advertisements,

sales updates, and new Marketing campaigns.

. Coordinated all legal requirements with company's attorneys

. Extensive knowledge of PBIED's, tactics and use of PBIED's as they relate

to Terrorism

. Demonstrated system in various venues to include US Army Night Vision

Labs, FPED VII, NYPD-CT, and India

. Advising and consulting with Board and President on Business structuring

and how to proceed in Marketing, Business Development and Business

Operations

. Developed market space in Military (All services), DOD, Foreign Military,

and Foreign Governments

. Established a relationships in Foreign Markets to expand the Business

Territory to where it had not been

. Heads up the day-to-day business of Safe Zone Systems operational and

Business functions

. Establishes partnerships, joint ventures and other business endeavors

. Prepares all BAA's, Market Survey, and RFI/RFP Responses

. Prepares quotes and proposals for pricing of our equipment upon RFQ

(Request for Quote)

. Works with Contract Manufactures Mid Atlantic-RF, Jem Engineering, and

Betatron Electronics on system design, repair, integration, RF and

antenna design

. Coordinates briefs; submits proposals, test plans and system information

to JIEDDO, TSA, Department of State, Department of Homeland Security,

NYPD-CT, Night Vision Laboratories, Sandia Laboratory, and Commercial

entities to set-up demonstrations and answer specific requirements as

they relate to our system.

L-3 Communications Telemetry West - Ground Systems Jan

2009 to Apr 2009

Business Development Consultant - Independent Contractor

. Assisted L-3 TW with re-energizing their Ground Telemetry Communications

business

. Developed a 5 year customer support plan

. Developed a 5 year BD and Engineering Roadmap to re-energize Ground

systems products

. Cultivated new and serviced existing customers

. Assisted with Korean F-15K Ground Station concept and Capture Management

Plan

GE Fanuc Intelligent Platforms (Manufacture Military and Aerospace) 2005

to JAN 2009

WESTERN and CENTRAL REGIONAL SALES AND BUSINESS DEVELOPMENT MANAGER

. Directs sales and marketing of embedded hardware products; software radio

products; sensor systems; A/D; D/A; high speed recording products; radio

and acoustic processors and systems; LINUX-VxWorks-Windows drivers and

BSP's.

. Managed 5 Direct Reports (Territory Sales, Field Applications Engineers,

Inside Sales and Support)

. Selected Salesman of the year for Sensor Processing products in 2007

. Managed directly Sales Rep Companies and trained them on our products,

sales approach, pipelines

. Worked with Reps to establish channel access to Large Primes such as

Raytheon, LMCO, GD, NG, L3-Com, and Thales

. Work with MARCOM in establishing proper literature, press releases and

determining proper shows, expos and conferences to attend and conference

schedule

. Determines strategic and tactical approach to sales, business development

and marketing process

. Established with factory pricing structures for our products based on

Market Intelligence, Competitors pricing and Sales experience

. Knowledge of rugged and non-rugged embedded computing system solutions in

CPCI, PCI, VME, PMC and VPX solutions; chassis, single board computers,

power supplies, amplifiers, and carriers and their manufacturing process

. Interfaced with Manufacturing Factories in the U.S., Canada, and the

United Kingdom for System Solutions

. Coordinated pre/post sales support for all HW/SW products, to ensure

customer was assisted throughout pre/during/post sales process

. Worked with manufacturing factory and Sales Software CRM tools SAP, ACT

and Siebel

. Captured many major program/design wins (i.e. Navy P3 Sonobouy Program;

Navy Virginia and Los Angeles Class Acoustic ASW programs; SEADEEP - Navy

laser communications; Big Safari - SIGINT ASRP; GWOT Group B; Marine AAV;

MULE ALAS; and DTRA Nuclear Monitoring Systems)

. Supplied Data and Signal Processing PCB's into Globalhawk, Predator, and

FireScout UAS Programs

. Established partnerships with other companies, and worked with system and

architecture personnel to establish system requirements for these new

business arenas

. In business development vetted and looked for "new business"

opportunities and business cases in the military & aerospace arena

throughout the U.S.

. Performed business development and booth duty at shows, expos,

conferences, APBI's such as: SDR Forum; AFCEA West; MILCOM; Real Time

Computing Conference; Military Embedded Systems; Army CECOM APBI; Navy

League; AUSA Conference, and Software Radio Conference

. Worked on RFPs/RFI's, coordinating with factory, system architects,

engineers, legal, and finance

. Established a $6M pipeline of new business where no pipeline had been

established before in the Western and Central regions

. Worked with Engineering at the Factory in the development of an COTS

Rugged JTRS like AMF Cluster SDR (Software Defined Radio) Prototype (This

took 2 Weeks) to demonstrate that an SDR system can be developed with all

COTS Products - Demonstrated to OASD, AFCAA, JTRS AMF Cluster personnel

. Interfaced directly with program offices in the Joint Tactical Radio

System (JTRS) for the AMF Cluster in Washington D.C. at OASD JTRS; San

Diego JTRS AMF PEO; and Hanscom, AFB AMF PMO.

Rohde & Schwarz, Inc. (Defense Contractor/Manufacture Defense and

Aerospace) 2003 To 2005

NATIONAL SALES AND BUSINESS DEVELOPMENT MANAGER

. Directed sales of Hardware products; radio communications (sdr type

radios) in fixed/maritime/airborne and tactical arenas; sigint (signals

intelligence and surveillance) devices and systems; direction finding;

antennas; receivers; portable t&m (test & measurement) equipment, Ground

Mobile Radio and ATC Radios

. Managed 2 Direct Reports (Sales Engineer and Inside Sales and Support)

. Established $13M in new business sales in SIGINT/DF/GSM products to

Special Operations Commands

. Established a new method of marketing products through Technology Days at

our Columbia, MD office

. Provided Antenna and Ground Station Products into UAS Ground systems,

Antennas for French UAV

. Managed and Worked with Factory Representative Companies on Sales,

Pipelines and product lines

. Worked with Manufacturing Factory and CRM Tools such as ACT, ONXY and SAP

. Supplied SIGINT Systems for Airborne Platform Hairy Buffalo in a Roll On

- Roll Off Configuration

. Developed marketing ideas, literature and tailor presentations for proper

market space segment

. Assisted MARCOM on tailoring literature and advertisements to attract the

proper market segment

. Attended as Business Development Manager, various APBI's, forums,

conferences and expos such as: Army CECOM APBI; SOCOM APBI; SDR

Conference; NSA K3 open house; AFCEA; Association of Old Crows; NDIA;

Navy League; AUAV/AUVSI Conference; Coast Guard Conference; and AUSA

. Opened Channels with customers from the following federal government

agencies that had not existed: Sandia National Assessment Group, Sandia

Labs, Los Alamos Labs, FBI, DEA, Secret Service, US Marshals Service,

CIA, NSA, Navy, Army Special Operations, Navy Special Operations, Marines

Radio Recon BN's, Air Force Intelligence Agency, Capital Police, DIA, and

Homeland Security

. Sold Direction Finding systems into the "Rescue 21" Coast Guard Program

for Coastal Surveillance

. Interfaced with the factory in Munich, Germany numerous times and brought

customers to Munich for technology talks, FAT's (Factory Acceptance

Tests) and factory tours for both Radio Communications and SIGINT Systems

. Sold the first M3TR Tactical SDR (Radio-Man Pack) product in the U.S.

Market to the U.S. Army National Ground Intelligence Center (NGIC) valued

in excess of $1M First year and totaled $7M overall

. Instrumental in new design of a new product line of a combination

Radio/Spectrum Analyzer product which is now part of R&S's product

catalog, based on customer feedback and use of the EB200 and FSH3 in

Afghanistan on Hamid Karzai's protection and surveillance detail

. Worked directly with end user customers and interfaced with engineers and

factory system architects to define business requirements and launch

products

FGM, Inc (Defense Contractor/Services) 2001 To 2003

BUSINESS DEVELOPMENT MANAGER/PROGRAM AND PROJECT MANAGER

. Tasked with capturing new business areas in the federal government for SW

engineers

. Program Capture Manager of the $40M NSA X-Omnibus contract "INFOSEC

program" award with teammate ACS Defense Systems to provide SW engineers

and INFOSEC specialists to the contract

. Developed and instituted an INFOSEC training program for FGM personnel

being recruited for the X-Omnibus program

. As a business development manager, pursued DISA, DARPA, SBIR, NSA and

other military, federal, law enforcement and other government customer

business areas

. Attended as the company business development manager conferences, forums

and expos

. Program Manager for the Joint Chiefs GeoBriefer tool and GCCS support for

the Pentagon NMCC (National Military Command Center) supporting the joint

chiefs, and at the alternate command post (The Rock)

. Representative on Configuration Control Panel for both the NMCC and The

Rock for all Communications in and out of both locations both in the IT

and Radio domains

. Systems Integration Engineer and Manager for GCCS Installation Project at

Navy Base Naples, Italy

. Assisted with development and testing as an analyst with "Tracker" a

terrorist relational database, and a State Department de-mining

relational database program; also worked with middle-ware developers.

ADM & Associates, Inc. (Defense Contractor/Services) 1 Year Contract**

2000 To 2001

BUSINESS MANAGER - Independent Contractor

(Performed short-term contract work (Maryland/Virginia) supporting

NSA/CIA/DIA):

. Business Manager tasked to find positions for ADM personnel in NOC

Operations, IT installation, network administration, network attack and

protect engineering, and software engineering for several NSA and other

agency contracts within the D.C. Metro area, also managed 12 direct

reports (Engineers, SW Developers)

. Established Marketing plan to attract highly skilled individuals to our

company

. Assisted the president of ADM & Associates in establishing his company

through marketing & recruiting practices as his business manager

. Worked part-time on a contract supporting a dual agency organization, and

the NSA Trailblazer program as a signals analyst for the relational

database and requirements team defining RF signals and functions

. Served as independent consultant to the CIA-CTC (Counter-Terrorist

Center) in Maryland, Washington D.C. and Virginia based on some

specialized knowledge I had in a specific region of the world - Southern

Asia.

Boeing Space and Communications (Defense Contractor/Services) 1997 To 2000

BUSINESS DEVELOPMENT MANAGER AND LEAD PROGRAM/PROJECT ENGINEER

. As the Business Development Manager, sought out new business in the

federal government sector for Boeing Space and Communication products and

services

. Worked on UAV SIGINT Payloads for special UAV programs, and SIGINT IMINT

Cross-Cueing

. Systems Integration Engineer for National Ecuadorian SIGINT System

Capture Team valued at $55M

. Served as a lead project/program engineer supporting the NSA K3 alliance

and other NSA/CIA/DIA organization programs with signal and communication

analysis skill sets

. Worked on proposals for the K3 alliance as the Boeing technical

representative

. Captured new business in HMMWV integration for special SIGINT vehicles

for Radio Communications

. System Integration specialist for Deployable Special HMMWV and Shelter

systems

. Developed concept of operations (CONOPS) and emergency evacuation and

system destruction procedures for the Bosnian theater of operation for a

Special Activity

. Served as the UAV SIGINT payload manager and interfaced with PEO's;

program management offices (PMO'S) of the various services; DARPA; and

OASD UAV to determine requirements and chase business

. Worked on a sensitive compartmented proposal effort for a $500M proposal

effort within DOD

. Attended conferences, forums, APBI's and performed as a booth person for

Boeing such as: AFCEA, Association of Old Crows, SOCOM APBI, NDIA Events;

CECOM APBI; MILCOM

. Supported intelligence agencies/military cryptological services in black

(classified) programs

. Worked on the Boeing JTRS Proposal and capture team. Based on my NSA and

Military Background

. Supported Ground Station Signal Processing of Space Data

US Government Agency - Special Operations Technical Officer (SIGINT)

1993 to 1997

. Foreign Emergency Support Team Member and Leader; Surveillance, Special

Ops & SIGINT Technical Officer.

. Trained in the following disciplines: Surveillance & Counter

Surveillance; Surveillance Detection; Specialized Collection and

Surveillance equipment; Direction Finding (DF) techniques and equipment;

Weapons training; Recognition of Terrorist devices; Counter-Terrorism

Operations; Counter Narcotics Operations, Defensive/Evasive Driving;

Special Operations; Hostage Surveillance; Specialized Electronics;

Personal and Physical Security; Combat responder First Aid; Training and

Response Group; Balkan's Operations

. Performed Airborne, Ground, and Maritime Operations

. Telemetry/Microwave/Video and SIGINT exploitation as a Signal Analyst in

the CAC lab.

. Deployed Sensor and Surveillance Systems

. Provided training and guidance to other personnel

. Performed Risk Assessment, Vantage Point Assessment, Physical Security

Assessment, and Penetration Assessment

. Established Listening, Observation, and Security Overwatch Posts

. Countries and AOR's of Experience: EUCOM - CENTCOM - SOUTHCOM AOR'S;

MEXICO, SOUTH AND CENTRAL AMERICA, SOUTHERN ASIA, EUROPE, BALKAN'S,

CARIBBEAN

Army NCO - Intelligence and Special Operations 1977 To 1997

. Spent 20 Years in Special Operations (ASOC - Army Special Operations

Command) and Intelligence and Security Command (INSCOM) (Retired Oct.

1997)

. Retired from J3 Pentagon (Classified Unit) - General Dave Grange's Unit -

and detailed to CIA DS&T (Directorate of Science & Technology) and DO

(Directorate of Operations) as a Special Operations Technical Operations

Officer and Special Operations Surveillance Officer

. Deployed, operated, and tested various RF, Microwave, Millimeter-Wave,

Sensor Systems, SIGINT Systems and Space Based IO Weapon systems

. Utilized various Radio Communication packages and Communication/Data

Exfiltration Packages.

. Incident Response Team (IRT) Member, and Team Leader for the CIA and

State Department Foreign Emergency Support Team (FEST) as a CT Special

Operations and Technical SIGINT Officer

. Participant in various Exercises such as WMD Crisis, Hostage Rescue, and

Ellipse CT Exercises etc.

. Interfaced with Multiple Governmental Agencies, Military Cryptologic

Services, Law Enforcement, and Foreign Military Intelligence and Special

Operations personnel (Too many to mention)

. Experienced with various SIGINT Systems; Signal Analysis; COMSAT and

SATCOM Systems, Antennas and Ground-Stations; Test & Measurement

equipment and devices; and GFE Software analytical tools

. Knowledge of Configuration Management Practices; Rack and Stack;

Electronic interface drawings; and System Flow Diagrams

. Knowledge of and analysis capabilities of Signal and Communication

protocols (i.e. SS7, SONET, CEPT, BELL, etc

. Managed 2 DOD Satellite Ground Stations which included Antenna Control,

Signal Processing Front Ends, and Telemetry Monitoring systems

. Developed numerous SOP's, Working Aids, Training courses, Training

Manuals, Certification Courses

. Supported Multi-Service Special Operations personnel with SIGINT

equipment and training

. Worked in a variety of Leadership, Operational and NCO roles

. Have led personnel from 3 person teams to a 160 person detachment

. In charge of electronic and surveillance equipment valued to $180M

. Strong background in COMINT, ELINT, PROFORMA ARENAS

. Certified Signals Analyst

. Strong background in Radio Communications, RF,

Physical/Personal/Personnel Security and Crisis Mgt.

Additional Training:

. Completed ANCOC

. Graduate of CIA Evasive/Defensive Drivers Course

. Graduate of CIA Weapons Course (M16/AR15/MP5/AK47/M60; Semi-Automatic

Pistols; Combat Shotgun)

. Graduate of CIA Balkan's Personal Security and Recognition of Terrorist

Devices Course

. Graduate of numerous CIA Technical Surveillance Courses (CSOG)

. Graduate of CIA Surveillance Detection Course

. Graduate of CIA Counter-Terrorism Operations Course

. Numerous Military Courses

. Numerous Corporate Courses from Ethics to Lean Process Engineering

Languages:

Spanish Conversational - Fair; German Conversational - Fair; Russian

Military; Chatter; Phonetics and phrases - Fair. Not DLI qualified. Former

DLPT Spanish was 1+/2 1993

Clearance Previously held: TS/SCI with SSBI and Counter Intelligence (DOD)

and Full-Scope Polygraphs (CIA) expired in 2002.

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