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Manager Sales

Location:
Alexandria, Virginia, United States
Posted:
March 18, 2019

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Resume:

** *****’ experience, ** years of experience building business and serving clients in the Intelligence Community with a TS/SCI-Full Scope DoD TS security clearance, applying a deep understanding of the inner workings and direction of technology, policy, operational, and mission critical functions within key IC agencies.

Experience

Knowledge Link, Vice President of Business Development 2014-Present

Established new partnerships and client relationships across the IC “Big Five” marketplace, while maintaining and generating new BD pipeline leads. Was instrumental in growing the company from 20 FTE to over 100 FTE and increased subcontractors by 38 in the period of 5 years. Also created 13 new subcontract opportunities, increasing sub-revenues from $6.2M to $22M in sub contracts.

Led BD, capture, and proposal efforts (technical and management components) for all teaming subcontract and prime efforts, including the win of an $850 Million IDIQ prime contract and 11 Task Orders projected to generate over $150M -180M over its lifetime at the NGA.

Established a Blanket Purchase Agreement with Langley customer to provide software implementation and consulting services, generating approximately $12.5 million over the life of five years, renewed 2019. Software solutions to include Cloud technologies, Process Robotics, AI, Predictive Analysis and Machine Learning: VMware, Decision Lens, Adobe, Hortonworks, AWS.

In addition to corporate responsibilities, continued client facing work supporting the Presidential Daily Brief (PDB), a contract that I have carried across multiple employers, and as a strategy and business officer working within NGA/CIO/T-TCF Budget and Program Build for the NGA.

Occam Solutions, Principle 2013-2014

Provided subject matter expertise to the DIA/AEO2 Organization, Directorate for Analysis (DI) in defining mission capability needs through the IC ITE Enterprise Technology/IC Cloud environment.

Developed knowledge management strategies, mission business practices, mission requirements, and functional governance and policy for the DI’s role/responsibility as co/Chair to the IC ITE Mission Users Group (MUG – ODNI/Deputy Director of Intelligence Integration)

Cleared Solutions, Vice President, Strategic Growth 2010-2013

Managed entire corporate BD pipeline, increasing sales and establishing new business across multiple IC agencies. Led both technical and management components in proposal efforts, increasing sales by 20% and overall FTE headcount. Maintained and grew “footprint” on all enduring projects and programs. Created a VAR line of business selling software and services among multiple agencies increasing top line sales in line with consulting revenues using Pentaho, Yellowfin, Halo, Pyramid Analytics and others.

In addition to my corporate responsibilities, I additionally managed client engagement providing consulting services to ODNI/CIO – Intelligence Community Chief Information Officer/Mission Integration Division – IC ITE Technical Requirements Development for the IC Cloud Environment and the ODNI/DDII – Deputy Director for Integration/Mission Integration Division – Direct support to the ODNI and liaison support between the DDII requirements management branch an other ODNI/CI enablers.

Adams Communications & Engineering Technology (ACET, Inc.), Executive Director 2004-2010

Established a new Intelligence Community line of business within the company, creating a footprint in the IC on a wide variety of mission and technology engagements. Through Full-Lifecyle Business Development established and maintained all IC corporate and client level partnerships. Successfully led team formulation, price-to-win strategies, and overall capture and proposal efforts both Prime and Sub. Established VAR relationships with a variety of software companies to increase overall topline sales and consulting engagements.

In addition to corporate level responsibilities, I also maintained various client-facing engagements within the ODNI.

Computer Sciences Corp., Principal Consultant/Program Manager 2002-2004

Led the CSC effort in support of the Intelligence Reporting and Dissemination System at the new Ft. Meade client. Grew both capability and engagement efforts across this multimillion-dollar program.

Lead consultant on the Ft. Meade client’s intelligence dissemination capability throughout the IC.

Deloitte Consulting, Manager, Federal Practice 2000-2002

As one of the founding members of Deloitte Consulting’s Federal Practice. Participated in the establishment, management, and growth of the Deloitte business supporting a multi-million dollar engagement with the new Ft. Meade client.

As a manager in the firm, led teams and reported directly to the Senior Partner level of the newly established Federal Practice. Participated in proposal and capture efforts to increase Deloitte’s footprint with the new Ft. Meade client. Presented case studies and past performance to senior level partners to identify new areas for engagement throughout the IC.

For the client, provided business process development and architecture systems strategy, identified gaps among architecture designs, determined and mapped business process flows, and created the overall evaluation criteria (measures of effectiveness) for each.

MROLink Corp., Director of Product Development 1999-2000

For this new B2B start-up, directed the development of netmarket universal catalog and procurement product/buy side product. Developed requirements for auction models. Worked closely with operations team to enhance CRM and call center capabilities. Determined go-to-market, release, and pricing strategies for the new product suite.

Booz Allen Hamilton, Associate Consultant 1996-1999

Provided client service for DOJ Web Enablement; IRS service performance measures study; US Army BASOPS performance measures and strategic plan; US Army BASOPS workload and performance system; US Army BASOPS training/e-Business solutions and resource forecasting; US Army/US Navy e-Business tool for the Army and Navy white collar civilian activities.

Education

Bachelors in Business Administration, Marymount University

Masters in Public Administration, American University

Certifications: C4ISR Architecture Framework, V1; DoDAF Certification, V1, V2; FEA (F) Certification V1, V2; ARIBA Buyer Certification; EMC Certifications

Awards

2009 – Office of the Director of National Intelligence, Director, National Intelligence Coordination Center, Letter of Recognition from Director David Terry

2007- Certificate of Appreciation for Support of Intelligence Community Transformation Planning - Office of the Director of National Intelligence, Chief Information Officer (ODNI/CIO), the Honorable Dale W. Meyerrose

2006- Certificate of Appreciation for Contributions to the Intelligence Community Enterprise Architecture, Office of the Director of National Intelligence, Chief Information Officer (ODNI/CIO), the Honorable Dale W. Meyerrose

2005 – William F. Dawson, Intelligence Community Chief Information Officer (IC, CIO) for Community Management Staff (CMS) in support of the Intelligence Community Enterprise Architecture (ICEA)

2004 – William F. Dawson, Intelligence Community Chief Information Officer (IC, CIO) for Community Management Staff (CMS) in support of the Intelligence Community Enterprise Architecture (ICEA)



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