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Air Force Sales

Ashburn, VA
March 08, 2018

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***** ***** ***** *******, ******** 20147; ; 703-***-****;

OBJECTIVE: VP or Director of Contracting; Hands-on leadership and member of multi-disciplined senior business team

DOD Acquisition leadership background includes DAWIA Level III Certification in Acquisition Contracting.

Competitively selected - graduated from Defense Acquisition University (previously Defense Systems Management College) – Defense Systems Management College (DSMC) Advanced Program Managers Course – 1996.

15 years in the AF Acquisition Contracting with both weapons systems and operational contracting experience.

Over 5 years - three different Air Force Systems Program Offices: Adv. Cruise Missile; Strategic Systems; and F-16. Worked and negotiated complex manufacturing, electronics interface and software technology challenges from both a manufacturing and contractual perspective with prime and subcontractor teams within various phases of the weapon systems development cycle. Work opportunities and senior mentorship afforded a unique learning environment.

Pentagon - Served on Secretary of Air Force Contracting Staff – worked enterprise-wide Line of Business Software issues for Air Force. Gained significant insight to DoD acquisition challenges. Received the National Partnership for Reinventing Government (NPR) Golden Hammer Award for DOD-wide EDI implementation contributions.

Competitively selected to serve as Squadron Commander for two Air Forces largest operational contracting squadrons. Held an unlimited contracting warrant and both National Contract Management Association’s Certified Professional Contracts Manager (CPCM) and Institute of Supply Management (formerly National Association of Purchasing Managers) Certified Purchasing Manager (CPM) designations earned during this period. Received Air Force’s Annual Javits-Wagner-O'Day (JWOD) Act Chairman’s Award for procurement of services by people with severe disabilities.

Possess 30 years of federal acquisition experience, with last 15 years dealing with the Federal Acquisition System from the federal contractor perspective. The executive involvement in business development and executive enterprise software and services sales provide a comprehensive set of experiences and insights that are invaluable to the understanding and performance of the contracting leadership role in a federal contractor’s senior business team.

Business development, software solution selling, IT services and delivery management at Department of Homeland Security (DHS), Department of Veterans Affairs, and broad spectrum of smaller government agencies have sharpened understanding of government requirements formulation, solicitation challenges and intra-contractor coordination as well as government-contractor interaction challenges. The result is a unique and more diverse experience base to draw upon as a contracting leader.


US Air Force Officer: – 20 years - first 5 years of operational squadron leadership experiences leading and managing organizations ranging from 75-480 personnel both in CONUS and in Europe. Last 15 years of AF career spent in weapons systems acquisition and air base contracting activities. Weapons System Program Office (SPO) experiences included Production Readiness Reviews, and negotiation of engineering change proposals in the F-16 Program Contracting Office. Pentagon experience includes over 3 years on Secretary of Air Force Contracting Staff as action officer responsible for Air Force Contract Writing Systems enterprise-wide maintenance and implementation issues. Held an Unlimited Contracting Warrant. Twice competitively selected for squadron command. Commanded (senior-most leader held solely accountable for organizational performance) two of the Air Forces largest contracting squadrons (large buying organizations) comprised of 60-70 contracting officers and administrators annually procuring $80M in commodities, services and construction in support of their respective Air Wings and the installations tenant organizations. Leadership responsibilities included final authorization for all local contract policies and actions. Key player in Wing and Installation multi-discipline long range acquisition planning. Final decision maker for all squadron personnel actions included hiring, promoting, rifting, retirements and terminations for both military and civilian personnel. Gained broad expertise in the issuance and award of a wide variety of solicitations from simple GWAC Task Orders to complex, multi-factor, best value source selections as well as a thorough understanding of federal acquisition socio-economic programs. Total: 15 years of government contracting and leadership experience across weapon systems acquisition, Pentagon, AF Secretariat and operational post-camp and station contracting organizations. Top Secret clearance held during this period.

Microsoft - Partner Management: 2000 – 2004 - Served as lead technical and business development interface between 2 Fortune 50 companies. Responsibilities involved facilitating integration of go-to-market solutions across State and Local and Federal markets to include: sales pipeline, mutual business development, and introduction of Microsoft technologies into partner’s technical community. Developed Teaming Agreements and routinely worked subcontract proposal challenges to optimize both companies’ software technology and service delivery headcount mix in the development of proposals to the government. Gained significant appreciation for complexity of multiple corporate legal reviews.

Microsoft - Enterprise Services Delivery: 2004 – 2008 – Led and managed IT Services delivery teams in Department of Homeland Security. Grew the services footprint from full-time-equivalent (FTE) to 37 FTEs in 3 years’ time. Responsible for the account’s: engagement delivery, workforce management and proposal submissions. Routinely worked Fixed Price Level-of-Effort contract modifications with the DHS/CBP customer ensuring Government budget cycle needs were met and End-of -Year spending was optimized from a Microsoft corporate capture perspective.

Microsoft – IT Consulting Sales: 2008 – 2010 – Exceeded quotas in the most demanding sales environments. Demonstrated the ability to sell value over price winning against competitors with significantly lower labor rates. Developed an understanding of customer success methodologies. Successfully utilized consultants and delivery managers in the ongoing engagements to accelerate Microsoft technology introduction and to preserve and grow the annuity baseline in face of annual budget declines more than 65% of prior year budget. Contracting expertise provided valuable insights for improved sales forecasting accuracy as well as allowed for relationship building and clearer communications with DHS Contract staffs. Further utilized contracting expertise to develop proposals that were tailor-made to DHS contracting business cycle and requirements permitting easier flow through government contracting office.

Microsoft - Business Development: 2010 – 2011 – Managed executive relationships while performing in-depth analysis of existing and emerging programs at the Department of Homeland Security. Supported both services and software direct sales teams providing openings for sales discussions regarding stalled and emerging DHS programs for technology insertion and refreshment. DoD 5000 series experience correlated well with DHS Acquisition Lifecycle Framework.

Distributed Solutions Inc. – Vice President, Customer Operations: 2011 - 2015 – Highly leveraged AF Contracting knowledge and experiences. Led efforts in analyzing federal contracting workforce skills, buying patterns, and federal acquisition policy for the development of contract writing software solutions and services. Involved in the entire business development life cycle. Routinely participated in Shipley Red and White Team solicitation response reviews. Combined personal IT technical knowledge with Federal acquisition policy and contracting operations knowledge to contribute to software requirement formulation and product and service offering development. Executive interface routinely at Under Secretary level for Contracting and Acquisition at some of the largest federal civilian departments enabled significant understanding and insights into training, policy and enforcement challenges within the federal contracting community.

TrueTandem LLC – Director, Business Development: 2016 -2017 Account portfolio included Department of Justice, Department of Transportation and Department of Treasury with $5.4 million of active contracts delivering a broad range of IT support services. Leveraged 30+ years of federal acquisition experience to improve risk analysis and accuracy of pipeline. Mitigated cost risks by providing critical advice on complex contracting issue involving constructive contracting.


US Air Force Academy (USAFA) – Bachelor of Science -1979

Troy State University – Masters of Management Science – 1982

Defense Acquisition University – Advanced Program Managers Course – 1996

CERTIFICATIONS: DAWIA Level III Certification in Acquisition Contracting (DoD's highest acquisition contracting certification level). Previously held NCMA CPCM and NAPM CPM certifications.

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