Marian (Dee) Cutler

Woodstock, Maryland; 410-***-****

ac70vt@r.postjobfree.com

OBJECTIVE

To obtain a business development/program management/liaison position with a company that can utilize my extensive corporate and business savvy experience supporting commercial and public sector (Intelligence and DoD Community) customers. To become a trusted advocate within an organization that is progressive and dynamic with motivation to work hard and have fun. To contribute to a company that is innovative, passionate and nimble which allows me to use my experience, knowledge and connections to deliver exceptional service and solutions that help customers meet their evolving mission requirements and solve problems for tomorrow. Open to positions requiring travel.

TOP SECRET (TS) SECURITY CLEARANCE - August 2017

PROFESSIONAL SUMMARY

Executive Business Development Professional, Innovative, Strategic Thinker, Negotiator and Persuasive Communicator Documented track record of success in business development, capture management, program/account management, strategic relationship management and sales/marketing engagements. Senior professional with a progressive career supporting public, private and international clientele. Talent for innovative strategic thinking through development of win-win solutions that drive incremental growth. Adaptable and persuasive communicator with the ability to successfully negotiate, develop and maintain complex client relationships within all levels of Government and Commercial entities.

DEMONSTRATED ACHIEVEMENTS

Led or managed 20+ contract/partner negotiations and proposal management valuing in $6B in revenue

Established 100+ teaming and partner agreements

Managed/Maintained Strategic Accounts worth 10M-400M

Attained or Exceeded Sales Goals

Led Business Management and Strategic Planning initiatives

Founded Tri-IT Solutions, LLC (Woman Owned Small Business) CORE COMPETENCIES

• Company Management

• Customer Relations & Customer

Satisfaction

• Contract & Business Negotiations

• Visionary Business Development &

Capture Management

• Professional Services Staff Resourcing

& Management

• Key/Strategic Account Management &

Development

• Creative Marketing Strategist

• Business Planning & Strategy Development

EDUCATION/ QUALIFICATIONS

Bachelor of Science, Information Systems Management, University of Maryland University College (UMUC), August 2004 CAREER HISTORY

Executive Business Development, Tri-IT Solutions, June 2013 - Present Establish and manage a successful consulting business providing expansion planning and relationship management. Deliver business and proposal development (with FAR compliance), capture management, and consulting services through extensive experience and relationships within the private and public (Intelligence Community (IC) and Department of Defense (DoD)) sectors, evangelizing client products and services. Assisted in capturing billion dollar contracts and establishing invaluable relationships and partnerships.

• Providing power through transformation of knowledge with regards to negotiations and business proposals

• Expand client end-customer reach by creating, leveraging and building trusted relationships

• Evangelize client products and services to drive revenue

• Connect products and services to other Agency or Industry Partner services or needs

• Fulfill requirements of services, products or other resources by utilizing creative methods to achieve ultimate results

• Deliver professionally produced video production for social media and other multi-touch initiatives for branding and lead marketing services Senior Business Development Manager/Customer Relations, Quantum May 2012 – June 2013 Established and built relationships across the Defense Intelligence Agency (DIA), DoD Intelligence Information System (DoDIIS), and Military Intelligence verticals. Provided technology solution awareness within the private and public sectors which increased visibility within a white space and competitive-rich territory. Facilitated multiple executive visits where numerous strategic relationships were established.

• Developed partnerships with complementary technology providers, resulting in Partner Contract Agreements

• Initiated and facilitated participation in a Federal Government technology lab at the request of the Joint Chiefs of Staff

• Re-established relationships with alienated partner base to drive additional sales

• Managed collaboration between Partners, Customers & Innovative Technologies

• Built solid Customer Relations & Customer Satisfaction, raising Customer Sat metrics by 50%

• Managed growth through partner development, which resulted in $7M in revenue

• Resourced & Managed Professional Services Staff

• Developed Key & Strategic Accounts

Private Consultant, March 2011 - May 2012

Provided Business Development Consulting services for Spectrum Systems, Inc. to create awareness and visibility within the public sector (IC and DoD Community, a newly targeted territory). Cemented connections with Air Force Research Labs (AFRL), DIA and affiliated agencies and potential Industry partners. Established 80% growth of client relationships within the private and public sectors. Director Business Development Federal Division, Sterling Computers, March 2010 – March 2011 As Director of Business Development within the East Coast Region, grew visibility of company competencies and expertise within the IC and DoD community. With the ability to quickly develop client relationships, initiated over 20 partner teaming agreements for new business in existing and upcoming IC/DoD programs within the first eight months. Expanded previously awarded contracts and acquisition of new business within the Army, Air Force, FBI, NSA, DIA and others. Highly successful in building key industry and Federal Government relationships throughout the defense community as well identifying and assisting with staffing needs within the professional services division. Commercial (National/International)/Government Solutions, Oracle Corporation / Sun Microsystems, Inc., January 1992 - March 2010

Executive Liaison, Government Solutions

Sr. International Program Manager, Fujitsu

Federal Sales Account Executive

Federal Professional Services Client Executive

Private Sector Sr. Service Account Manager

Federal Systems Support Engineer

With a total of 17 years of increasingly responsible positions at Sun Microsystems, Inc. (now Oracle Corporation), tenure included support of US commercial, government and international clientele. Throughout various roles at Sun, worked with business partners and strategic accounts within DoD and the IC, helping to connect customers, build relationships, and generate millions of dollars in new revenue. Areas of responsibility crossed several lines of business, including: Software and Hardware, Professional Services, and Maintenance Support Services. Consistently attained 100%+ business quotas and objectives throughout sales career at Sun. Executive Liaison for Government Solutions, reported to the Sun Federal Chief Technology Officer. Focused on the evolution of new technologies and features deployed throughout DoD and IC communities. Coordinated between cross functional organizations within engineering and sales to adhere to customer requirements. This initiative was part of a large-scale implementation of Sun's high-end servers and Xdomain technology solutions targeted to support 1M+ government users. Senior International Program Manager, managed the largest strategic OEM Partner relationship with Fujitsu executives which generated

$400M/year in revenue. Working at a global level, managed the relationships of senior Fujitsu executives from both the corporate and engineering aspects of the relationship. Major accomplishments included managing the successful re-negotiation of a 15+ year contract agreement which made a significant increase in OEM sales margins and provided a competitive edge to Sun's sales force. Managed key messaging and rollout of new and updated software products supporting the EMEA and National Sales territory. Responsible for corporate web communications and collateral on new product announcements and offerings. Professional Services Client Executive and Federal Sales Account Executive, achieved or exceeded all goal requirements within the service and product sales positions over 5 years.

Senior Services Account Manager, responsible for managing CXO and division level relationships of high-profile and high-revenue generating accounts. (ex. AOL (300M+) and Bell Atlantic (now Verizon)). Systems Support Engineer, dedicated to the National Security Agency Solaris Support Helpdesk, focused on establishing and maintaining customer relationships and ensuring issues were resolved efficiently and effectively to support the sensitive nature of this agency. ADDITIONAL EMPLOYMENT HISTORY

Unisys Corporation, Hanover, Maryland

Ford Aerospace/Loral/Lockheed Martin, Hanover, Maryland

US National Security Agency, Fort Meade, Maryland PROFESSIONAL MEMBERSHIPS

• Women In Technology (WIT)

• AFCEA International Small Business, NOVA & Young AFCEANs

• Maryland Marketing Association (MMA)

• National Small Business Association (NSBA)

• Leadership Council, Small Business Technology Council (SBTC)

• Maryland Farm Bureau

COMMUNITY INVOLVEMENT AND PERSONAL INTERESTS

Enjoy traveling, experiencing nature and spending time with family and friends. I have an adventurous spirit, a passion for animals and enjoy wilderness activities including horseback riding, biking, hiking and riding motorcycles. Working on the family livestock farm is a source of replenishment and inspiration. Lifelong active volunteer and supporter of Maryland 4-H. Personal accomplishments include summiting Mt. Kilimanjaro.

Futuristic, Achiever, Responsible, Input, Learner, Inquisitive, Adaptable, Customer-Driven, Forecasting, Multi- Tasker, Detail-Oriented, Outgoing, Interested, Curious, Devoted, Energetic, Motivating, Determined, Planner, Focused, Ambitious, Inventive, Reliable, Sincere, Down-to-Earth, Organized, Easy-Going, Budgeting, Able to think quickly, Artistic, Productive, Hardworking, Motivated, Sales and Marketing, Events

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