Ken Cass

Email: abo6r0@r.postjobfree.com

Address: **** ************ **

City: McDaniel

State: MD

Zip: 21647

Country: USA

Phone: 410-***-****

Skill Level: Management

Salary Range: 200

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Career Objective

Senior level business development executive looking to find next opportunity to add value and grow the bottom line for my employer.

Summary of qualifications

Below is a listing of some of my notable accomplishments and experience

30 years of IT sales, marketing, operations and management

Over achievement of quota throughout my career

Experience in setup and management of GSA Schedules

20 years sales management

23 years DoD/Federal sales experience

Business Development and IDIQ capture experience

10 years Channel / Partner management

Program Management and Operations

Professional experience

L-3, Unmanned Systems 2007 2012

Easton, MD

Senior Manager

L-3 Unmanned Systems is a manufacturer of tactical unmanned aerial vehicles. The position of Senior Manager reports directly to the division president and has full PL responsibilities for the departments managed. Business Development, Sales, Marketing, Program Management and Engineering fall under the Senior Managers responsibility.

As a senior manager in this position, Achieved site sales numbers Increased new customer orders 27% in 2007 Lead two major program capture campaigns for STUAS and ISTAR Lead and won CNTPO in 2008, the largest single order in the 30 year history of the company Site capture manager for win of EUAS, a $250M IDIQ Lead process improvement and multiple 5S activities Implemented tool and FOD control on the factory floor as initial stages of LEAN manufacturing Delivered 75 airplanes and 20 ground stations on time and under budget Successfully upgraded full ATOL capabilities to platform Implemented and successfully tested upgrade from LOS to SATCOM command and control Captured and managed NASA flight services in 2010 and 2011 Captured new business from CNTPO, Raytheon, General Dynamics, NASA, Blackwater, JIEDO.

ObjectFX 2005 2007

Columbia, MD

Director, Intel Programs

ObjectFX provides SpatialFX, an innovative Java-based software platform that enables the integration of dynamic location-based services such as mapping, vehicle routing, address geocoding and other spatial operations into enterprise applications. As an individual contributor responsibilities included

Manage resources and territory to maximize revenue and profitability Developing strategic business plans to increase sales from major programs Achieve sales results or exceed annual targets as set in the companys strategic plan. Coordination and execution of the companys Sales and Marketing efforts within DOD and the intelligence community and supporting SI accounts. Develop and manage relationships with major SIs including LMCO, NGC, BAH, EDS, SAIC, GD, Raytheon and Boeing Business development, activating appropriate sales marketing strategies, aligning programs within our overall business plan, sharing best practices, and carrying out the strategic sales and marketing direction of the organization.

GTSI 2004 2005

Chantilly, VA

Business Development Executive, Emerging Growth Technologies

GTSI is a recognized IT solutions leader, focusing exclusively on federal, state, and local government customers worldwide. For 20 years, GTSI has delivered maximum value to public sector customers by teaming with global IT leaders like HP, Panasonic, Microsoft, IBM, Sun Microsystems, and Cisco. As a Business Development Executive, Emerging Growth Technologies, responsibilities include: Developing strategic business plans to increase sales and partners market share Identify target accounts through partners, sales force and independent research Distribute, manage, and follow up on all leads Assisting sales personnel with business and technical questions

Boeing Autometric 2001 2004

Springfield, VA

Director of Sales, Software Products 2002 - 2004

Boeing developed software products for DOD and the IC in the fields of mapping, visualization, spatial database management, battlefield planning, and security systems. As the Director of Sales, responsibilities included:

Developing sales objectives and strategies Directing and coordinating channel, direct, and inside sales functional units Establishing overall company sales strategies Assisting in market research and product planning Implementing organizational structures and staffing plans Lead all major business capture activities JMPS GGI Establishing sales policies and procedures Manage supporting sales organizations: product fulfillment, software licensing, customer service Matrix management of services organization in support of product driven programs. Manage PL for sales, marketing and development including engineering, customer support, licensing, and travel and trade show budgets. Increased sales by 56% over previous year. Drove 50% of company revenue through leveraged sales of software and services. Produced the highest profit within Boeing, Mission Systems

Director, Worldwide Sales and Marketing, Photogrammetric Products 2001 - 2002

Autometric provides commercial mapping firms, state governments and the Federal Government softcopy photogrammetric tools for the production of vector map products, ortho-photos, and digital terrain models.

The Director of Sales and Marketing has responsibility for revenue generation, market development, sales and technical personnel management, development of marketing collaterals, and management of the international distributor channel.

Vodium, Inc. 2001 2001

Washington, DC

Director of Sales

Vodiums products and services were targeted at the corporate communications and e Learning markets. Based on a SQL Server database, Vodium provided enterprise searchable web presentations. This application required multiple servers for video, web and database applications.

As a Director of Sales, responsibilities include revenue generation, market and channel development, account penetration and management, and sales force management.

MediaSite, Inc (formerly ISLIP Media, Inc.) 1998 2000

Pittsburgh, PA

Regional Director

MediaSite is a commercial spin off from a DARPA funded project at CMU. Based on an Oracle database, MediaSite provided tools to build and view searchable video libraries. This application required multiple servers for video, web and database applications.

The Regional Director had overall responsibility for all regional activity to both the federal government and commercial accounts in the Mid-Atlantic region. These responsibilities include direct sales, partner relations, business development, sales budgeting and tracking, and sales forecasting.

Top Performer during my tenure Pathfinder 2000 recommended vendor Strategic partnerships with IBM, Compaq, Cinebase, SGI, The Content Group.

Intergraph Corporation 1985 -- 1998

Huntsville, AL

Within the Federal division of Intergraph, sales management was responsible for sales of software, hardware and services. During my tenure I developed knowledge in the following areas:

Networking

Workstations

Servers

Enterprise Databases

Document Management

Plant Design

Civil Engineering

Facilities Management

GIS

Image Processing Photogrammetry

CAD

Mechanical (CAD/CAM)

Consulting Services

Federal Sales Manager - Civilian/Intel/Air Force 1996 1998

Directly responsible for the operations and generation of $36 million from two districts and inside sales, $20 million from Civilian/ Intel/ accounts and $16million for the Air Force district. 1996 and 1997 exceeded previous years revenue. 1997 Inside sales organization, 165% of quota.

Federal Sales Manager - Civilian / Intel 1993 1996

Responsible for the operations and generation of $20 million a year from the Civilian and Intelligence Community with in the Federal government. This is a mix of about 50% services and 50% product. Each year approximately 40% of our revenues came from new business, meaning accounts without previous Intergraph equipment or services. Exceeded quota in 1994, 1995.

District Sales Manager 1989 1993

Responsible for sales to the Civilian sectors within the Federal government. Major sales to FHWA, NIH, USGS, FAA and NOAA. 5-year contract with USGS for $45M. Doubled revenue in 1989 over previous year Exceeded quota 1990 through 1993.

Federal Account Manager 1987 1989

Front line sales responsibility for the civil engineering and architectural/Facilities management accounts with in the Civilian portion of the Federal government. Exceeded quota in 1988

Sales Representative 1985 1987

Responsible for $3.5 million in sales each year in Birmingham, AL to the AEC accounts. During two year period was responsible for doubling the account base and lead southeast region in new account sales.

Holguin El Paso, TX 1984 1985

Sales Representative

MDSI Ann Arbor, Mich. 1980 1984

Sales Engineer 1983 1984

Technical Marketing Engineer 1981 1983

Applications Engineer 1980 1981

Baltimore County Board of Education 1975 1980

Middle School Teacher

Education

California State College, California, PA 1971 -- 1975

BS, Ed Industrial Arts Education

Loyola College, Baltimore, MD 1976 -- 1980

27 credits toward Masters Equivalency in Education

References Security clearance

Available upon request Currently hold TS clearance.

9387 Pennywhistle Dr * McDaniel, MD 21647

Phone 410-***-**** * Cell 703-***-**** *

E-mail abo6r0@r.postjobfree.com

KENNETH R. CASS

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