Sales Project Manager
Resume:
JOSE' FONSECA
***** ********** **** ********* ** 33579 HOME 813-466
5345
********@*****.*** CELL 813-***-****
EDUCATION
B.S., Mechanical Engineering, Lund University, Sweden,
M.S., Mechanical Engineering, Lund University, Sweden,
WORK EXPERIENCE
VP Business Development MRO Center 2011- Present
Developed strong and value based relationships with strategic costumers both domestic and International. Target the
OEMs for Defense and Aerospace Acquisition, Procurement within Department of Defense Foreign Military Sales and
it’s OEMs, and contactors. Closely work with these accounts defining their business strategy and their CORE of
business and understanding of their models, objectives, and the levers creating opportunities and revenues. Created
strategies and solid business plans to further develop company’s presence with Foreign Governments and large
international OEMs, to drive significant growth for Embedded Products . Implemented international trade
compliance regulations, policies, procedures, training, audit programs and UTC/UTAS corporate initiatives at
the country level in support of the USA Import activity
Established sales relationships and targeted clients with large Attack Helicopter, Aerospace and Ground systems
Strongly collaborate and coordinate with o of foreign Governments requirements. Managed and supported account
centric strategies while managing and negotiating all areas of the sales relationship to achieve incremental business
opportunities. This includes partnering with our distribution channel, driving licensing discussions and engaging with
technical pre-sales resources via our channel partners or technical field managers.
ur in-house team and the channel sales team to ensure optimal sales coverage. Provide feedback to our product teams
to make sure that appropriate positioning, technical and marketing support as well Trade Compliance and licensing
terms are available for each device and category.
• Serve as a key member of the executive team that sets the
management.
• Manage complex contract negotiation and work with legal counsel as required.
• Win early customers with limited support.
• Be the driving force in the development of the work ethic, culture and values of the sales and business
development group. Through personal example, establish the style and approach which will characterize the
Company’s dealings with the marketplace.
• Experience marketing of selling products or services in a start-up or early stage environment
• A solid understanding of Company’s market: products, players, technologies, and a myriad of contacts
company’s strategic direction.
• Spearhead business development initiatives that are consistent with the company’s overall strategy.
• Revenue generation and strategic partnerships development and in related markets.
VP European Business Development ISO Group Inc 2008-2011
Developed strong and value based relationships with strategic costumers both domestic and International. Target the
OEMs for Defense and Aerospace Acquisition, Procurement within Department of Defense Foreign Military Sales and
it’s OEMs, and contactors. Closely work with these accounts defining their business strategy and their CORE of
business and understanding of their models, objectives, and the levers creating opportunities and revenues. Created
strategies and solid business plans to further develop company’s presence with Foreign Governments and large
international OEMs, to drive significant growth for Embedded Products . Implemented international trade
compliance regulations, policies, procedures, training, audit programs and UTC/UTAS corporate initiatives at
the country level in support of the USA Import and export activities.
Established sales relationships and targeted clients with large Attack Helicopter, Aerospace and Ground systems of
foreign Governments requirements. Managed and supported account centric strategies while managing and negotiating
all areas of the sales relationship to achieve incremental business opportunities. This includes partnering with our
distribution channel, driving licensing discussions and engaging with technical pre-sales resources via our channel
partners or technical field managers.
Strongly collaborate and coordinate with our in-house team and the channel sales team to ensure optimal sales
coverage. Provide feedback to our product teams to make sure that appropriate positioning, technical and marketing
support as well Trade Compliance and licensing terms are available for each device and category.
• Serve as a key member of the executive team that sets the company’s strategic direction.
• Spearhead business development initiatives that are consistent with the company’s overall strategy.
• Revenue generation and strategic partnerships development and management.
• Manage complex contract negotiation and work with legal counsel as required.
• Win early customers with limited support.
• Be the driving force in the development of the work ethic, culture and values of the sales and business
development group. Through personal example, establish the style and approach which will characterize the
Company’s dealings with the marketplace.
• Experience marketing of selling products or services in a start-up or early stage environment
• A solid understanding of Company’s market: products, players, technologies, and a myriad of contacts in related
markets.
Quantum Technology Sciences, Inc (QTSI) 2005-
2008
Assigned as an Open Source Intelligence analyst in support of US Central Command, directly supporting
the Coalition Intelligence Center, and providing general information to planners and decision
makers. As an analyst in the Counter-Exploitation Cell at USSOCOM, analyzed daily export
license requests and provided recommendations concerning transfers of special operations
equipment and technology and executed Trade compliance activities..
Analytical Services (ANSER)
As a Senior Analyst supporting US Special Operations Command (USSOCOM) Special Operations
Counter Exploitation Cell (SOCEC), he worked in collaboration with US Customs, DIA, CIA, FBI,
NSC, NSA, and other government agencies, to prevent the exploitation of critical military
technology (CMT) by unfriendly entities.
Anteon Corporation
As Senior Acquisition Analyst, he provided programmatic and technical support to the F-16 Multinational
Fighter Program (MNFP) for SAF/AQ, the US Air Force’s office for all USAF acquisition. In this capacity
he provided technological and managerial interface with five NATO countries (Belgium, Denmark,
Netherlands, Norway and Portugal). He assisted the MNFP by analyzing select FMS/DCS requests, and
where possible, assists in recommending a proposed US Air Force position. He provided direct liaison
with the MNFP member nations for issues arising technological issues in the program, including technical,
budgetary, schedule, legal, and political challenges, in order to provide advice and support to the USAF.
His expertise includes: USAF action item tasking system; F-16 program budgets; DoD Planning, Program
and Budgeting System (PPBS); USAF Special Programs; Congressional/OSD inquiries; FMS: Air Force-
wide liaison (including other services/DoD and other USG agencies/ contractors/field activities); and Air
Force PEM/program management. He also identified and reported major impacts discovered during work
performed for SAF/AQ, which affected the USAF or the programs supported by SAF/AQ. He identified
obstacles and recommended courses of action.
Analytical Services (ANSER)
As senior consultant, he was assigned to the Space Initiatives Division providing technical and
managerial support to BMDO on a myriad of technological issues (i.e., Missiles, Attack Helicopters,
Satellites, Radar, and Y2K). Following this assignment, he was assigned to support the F-16 MNFP, with
similar duties as discussed above.
American Defense International, Inc
As Director of International Business Development, he focused on government affairs/business
development/public relations (including technical, political and financial issues). He also developed "How
to do Business" seminars/symposia with foreign countries. Earlier, he managed International Operations
and Marketing at Whitaker Assoc. Inc. for Rapid Deployment of Force Protection Electronic Security
Systems.
US Army, International Programs Office
As Director of International Cooperative Programs, he coordinated international research and
development (R&D) programs as the focal point for NATO/European countries (France, Germany,
Sweden, and Portugal) and all countries in Latin America (LATAM). Technologies and programs include
computing/information and communications, vehicles, sensors and electronics, materials and weapons,
medical research, and survivability/lethality analysis; communications and electronics, tank-automotive,
armaments and missiles, aviation, simulation and training, soldier systems, chemical-biological systems,
and logistics. He also reviewed and submitted Data Exchange Agreements (DEAs), Memorandums of
Understanding (MOUs), Letters of Agreements (LOAs) and other agreements made with NATO and non-
NATO countries to ensure compliance with NDP-1. He utilized the SPAN database as a project
management system for all aspects of technology. Supported interface with Intel and FMS community.
HRB Singer
As Project Manager, he designed C31 systems and other Electronic Intelligence Programs.
Wilson Food
As Project Engineer, he analyzed HVAC, electronics, energy and packaging equipment.
Control/Data Corporation
As Project Engineer he engineered access control systems for the Washington METRO.
STATEMENT OF QUALIFICATIONS
• 30 years experience
• 10 years experience managing International Programs
• 10 years research and prepare executive level assessments of foreign disclosure requests involving
sensitive SOF-related technical issues as well requests for foreign military sales and direct
commercial sales.
• 10 years experience managing groups of 30-40 individuals involving level of effort, schedule, and job-
cost estimation tasks
Mr. Fonseca is a member of the European Association of Engineers, National Defense Industrial
Association, and Association of the U.S. Army. He has participated in several DSMC courses on NATO
Weapons Systems, multinational program management, and security assistance. His computer
hardware/software skills include Microsoft Office, Power Point, ACT and Internet Research.
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