Sales Development

Daemon Price

301-***-**** **** Downing Ct., Adamstown, MD 21710

************@*****.***

Vice President

Passionate entrepreneurial-minded Vice President of Technology & Services

Business Development, Sales and Marketing with over 20 years demonstrated

success in increasing market share, revenues and earnings through new

opportunity identification, teaming strategies, product development,

service delivery and program management. Broad international, commercial,

state & local and Federal Government procurement knowledge, BD and capture

skills and proposal development experience winning prime, subcontractor and

task order contracts in IT, C4ISR, Security, Intel, Mission Support,

Education, Health and Banking industries. Talent for analyzing competitive

landscape, conducting research to align current product offerings with

customer requirements, and identifying new market penetration and growth

opportunities.

Areas of Expertise

Strategic Planning Sales and Marketing Team Leadership

Opportunity Identification & Capture Management and Proposal

Qualification Development

Teaming Strategy Cost Development and Pricing Strategy

Global Market Development White Paper and Proposal Section

Market Evaluation, Penetration and Writing

Expansion FAR/DFAR Regulations and ITAR/EAR

Campaign Planning & Business Case Compliance

Development Contract Negotiation (NDA, TA, Final,

Product and Services etc.)

Development/Enhancement Process Improvement & Metrics

Systems Integration Development

Program Management Team Mentoring and Training

IT, C4ISR and HW/SW Technology State/Local/U.S. Government CONUS

Markets (Domestic) and OCONUS (International)

Channel and Distributer Sales Solicitations & Tenders, Foreign

Business Intelligence Research Military Sales (FMS), Direct

Pipeline Planning and Funnel/Opp Commercial Sales (DCS), Foreign

Gate Review Military Financing (FMF)

Fiscal Management and P&L Selling into: DHS, FBI, NIH, DoS,

Accountability HHS, DoJ, DoT, DoE, Treasury, EPA,

Operations Management and Cost FEMA, etc., and DoD [U.S. Army, Air

Control/Reduction Force, Marine Corps, Navy (SPAWAR),

SOCOM]

Achievements

> Storyboarded and developed proposal win themes & differentiators that won

a $1.2B DHS IT Services and Mission Support IDIQ contract, and then led

subsequent successful bids to win five initial task orders on the IDIQ.

> Captured numerous services, hardware and software contracts throughout

career in the $1M-$10M range, six (6) contracts in the last four years in

the $10M-$65M range, and then three (3) contracts in the last six years

in the $275M-$400M range.

> Restructured inter-office collaboration between U.S. and international

business operations that resulted in closer coordination and process

integration responsible for the company's first co-developed products

built for, and successfully sold in, both the U.S. and international

markets - effort responsible for over $35M in sales over initial two

years.

> Galvanized teaming strategy between U.S. Government, large U.S.-based

prime contractors, French MOD and Swiss conglomerate to close multiyear

effort to import new technology into U.S. for DoD-funded development and

procurement.

> Spearheaded creation of comprehensive product marketing campaign plan

processes and templates that combined complete business/competitor/market

intelligence research efforts with customer requirements analysis,

engagement 'call' plans, teaming strategies, capture plan activities,

pricing strategies, and proposal development plans - effort responsible

for increasing sales revenues over 35% in the first year, and then over

50% the second year.

> Established business gate review process and templates that provided

metrics-driven formal and standardized mechanism for analyzing

opportunities' potential - effort responsible for a 25% increase in

contract win percentage over two years, while decreasing B&P expenditures

by nearly 80% and reducing workloads previously cited as responsible for

talent loss.

> Transformed component supplier-focused organization into prime systems

integrator that now delivers full end-to-end products and services, as

well as performs as a systems integrator themselves for other

subcontractors - effort responsible for 75% increase in total revenues

during my tenure, with continued opportunity expansion and upward growth

to this day.

PROFESSIONAL EXPERIENCE

Meridian Technology Systems, Inc. - Washington DC

Vice President, Business Development and Sales

2013 - Present

Manage business development, sales and marketing teams at an IT systems

integration & services technology development company providing

innovative cyber security, data asset management and specialized

engineering hardware and software solutions for the military, first

responder and security services industries.

. Grown company revenues over 100% quarterly for the last year through

targeted DoD contract awards facilitated through market research,

competitor intelligence, client gap analysis and established personal

relationships.

. Negotiated teaming agreements to expand company's current product and

services line, with contractual commitments for further IRAD investment

from partners.

. Established distributer and channel sales programs to increase market

penetration - efforts responsible to date for 20% increase in services

revenue.

. Instituted comprehensive campaign planning processes/tools and metrics-

driven gate review processes/tools to standardize corporate business

development activities - efforts responsible for 25% increase in contract

win and 35% revenue increase.

Vectronix Inc. - Ashburn, VA

Capture and Proposal Management Director

2011 - 2013

Directed capture management and proposal development activities as part of

Business Development team at an observation and targeting systems

technology development company providing advanced electro-optical handhelds

and sensor modules for the military and civilian ISR (Intelligence,

Surveillance and Reconnaissance) and security services industries.

. Increased market presence and grew sales by 25% by winning several

hardware production, ILS service & repair, and RDT&E development effort

contracts in the $3M to $10M range, including a $40M IDIQ.

. Galvanized teaming strategy between U.S. Government, large U.S.-based

prime contractors, French MOD and Swiss conglomerate to close multiyear

effort to import new technology into U.S. for DoD-funded development and

procurement.

. Expanded client base by participating as member of SAFRAN and SAGEM

Global Business Development team by utilizing our customer

contacts/relationships and in-depth knowledge of USG/DoD/Military

procurement, contracting and proposal development to win multi-million

dollar support/sub/prime/program-of-record product and services

contracts.

Blackboard Inc. - Washington DC

Senior Manager, Global Sales Operations

2009 - 2011

Managed proposal team and ran captures as part of Global Sales Operations

team at an educational technology development & delivery company providing

software, hardware and services for the online educational information

technology industry.

. Achieved $50M in sales annually leading matrixed teams from different

divisions and reseller/channel sales partners stationed globally on

proposals ranging from $50k 'add-on' contracts to U.S. statewide and

foreign multi-million dollar deals.

. Grew existing domestic and international customer book over 30% while

continuing to add new customers both within established markets and

within new corporate-defined horizontal and vertical markets.

CSC - (DynPort Vaccine), Frederick, MD . 2007 - 2009

Business Development Manager

2007 - 2009

Managed proposal team and ran captures as part of Business Development team

at a biotechnology development company providing software, hardware,

services, facilities and program management for the biotechnology industry.

. Storyboarded and won several contracts in $275-$400M range, including a

large IDIQ for $1.2B.

. Developed new processes and procedures to establish formalized

development workflow and manual of operations for all BD department

activities, and then managed matrixed cross-functional capture teams

through the new processes.

3M - (Health Information Systems), Silver Spring, MD . 2000 - 2007

Proposal and Technical Documentation Manager

2000 - 2007

Managed proposals & technical documentation team and supported captures as

part of Operations team at a health information systems technology company

providing software, hardware and services for the healthcare information

technology industry.

. Grew annual team's revenue from $7M to over $50M during my tenure.

. Performed regular customer GAP analysis and facilitated product/services

changes as needed to secure contract modifications for new customer

deliverables and life of service contract extensions.

EDUCATION & CREDENTIALS

B.A., English; History (Double Major); Business & Technical Writing

Certificate-Virginia Tech, Blacksburg, VA

MBA - scheduled to enroll in Spring 2014

PMP - prep course completed, studying for exam

AFFILIATIONS

Armed Forces Communication and Electronics Association (AFCEA) ? National

Defense Industrial Association (NDIA) ? Association for Unmanned Vehicle

Systems International (AUVSI) ? American Management Association (AMA) ?

Project Management Institute (PMI) ? Association of Proposal Management

Professionals (APMP) ? Society for Technical Communication (STC) ? American

Society for Training and Development (ASTD)

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