Manager Sales

JOSEPH W. GRABENSTEIN JR.

Manassas, VA 703-***-**** ******.***********@*****.***

BUSINESS DEVELOPMENT EXECUTIVE with extensive relationships, experienced in uncovering new

opportunities within federal agencies, building winning teams, and capturing Federal opportunities.

HIGHLIGHTS:

Launched new DHS territory with $12 Million sales in first 6 months, and $30 Million in team sales during first year

Helped grow Small Business from $85 Million to $200 Million in new business at DHS, Treasury, and USDA

Recruited Large Business subcontractor and helped close $500 Million DHS/Customs and Border Protection,

Logistics Contract which is the largest one bid procurement in Civilian Federal Government history

Extensive network of over 4000 federal and corporate relationships which are maintained through regular attendance

at Industry events, and the use of LinkedIn

QUALIFICATIONS:

Proven track record of developing large accounts and growing revenue for civilian and defense government

agencies, and federal contractors

Extensive knowledge of obtaining and operation of all types of Federal contra cts including: IDIQ, Firm-Fixed Price,

Cost Plus Fixed-Fee, Multiple Award Task Order Contract (MATOC), Single Award, GWAC, GSA Schedule,

Contractor Teaming Arrangement (CTA)

Demonstrated ability build ing and leading strong teams of both large and small businesses to capture large federal

agency opportunities

Understanding of business development process including researching and developing new opportunities,

development and management of Pipeline, making sales presentations, developing and presenting sale s proposals,

and negotiating contract terms with federal government and corporate clients

PROFESSIONAL LEADERSHIP EXPERIENCE

MBDA Federal Procurement Center, Washington, DC 6/2012-Present

The Federal Procurement Center, operated by MEDA, is the only M inority Business Development Agency Business Center

solely focused on federal government contracting, providing all sizes of minority owned businesses with access to federal

agencies and opportunities. The Center currently serves 75 experienced federal contractors and since inception the team has

contributed to over 80 federal contract awards totaling in excess of $600 million.

Executive Director

Manage a team of professional experts and consultants providing federal contracting assistance to minority business

enterprises. The team operates under a cooperative agreement with the U.S. Department of Commerce MBDA.

Provide federal agencies and large primes with access to strong, well-qualified minority-owned businesses.

Advise minority-owned businesses on strategic positioning, federal agency access, and contracting technical assistance

services. Services also include teaming and subcontracting assistance.

Ensure center personnel maintain strong federal agency knowledge, relationships, and contracting expe rtise.

American Hospital Services Group, Inc., Washington, DC 7/2011-5/2012

American Hospital Services Group, a leading professional staffing organization, provides professional healthcare contract

staffing to U.S. Department of Defense and Civilian federal agency facilities worldwide. American Hospital Services Group

is a subsidiary of Chenega, an Alaskan Native Corporation.

Business Development Manager

Marketed AHSG and Chenega Services to Federal customers in the DC Metro Area.

Identified and tracked new opportunities at DHS, other Civilian agencies, and DoD.

Initiated capture effort for large opportunity at DHS/Immigrations and Customs Enforcement, and secured partnership

with prime contractor for a large Army opportunity.

Visited existing DoD and VA customers to maintain customer relationships and increase business.

Led the capture of an Air Force customer contract, resulting in 5 FTEs. Organized and attended several federal and

industry events each month to market this division o f Chenega Corporation.

Plexus Scientific, Inc., Alexandria, VA 3/2010-7/2011

Plexus Scientific, small Business Provider of remediation system design, business process automation, compliance solutions,

strategic sustainability planning, and safety management services. Plexus supports all branches of the U.S. military and DoD

agencies, the intelligence community, Department of Homeland Security, federal, state and local governments and industry

clients.

Business Development Manager

Managed customer relationships for existing prime contracts at DHS, Treasury, HHS, and several other agencies.

Secured a Software Development contract with DHS/Customs & Border Protection

Won several other contracts at various agencies. Won more than 5 significant contracts at various agencies, including

DHS, HHS, and Treasury.

Secured a Blanket Purchase Agreement with HHS for IT services on GSA Schedule 70.

Developed strategic partnerships and built teams with leading companies for the $45B DHS EAGLE II Large Business

and Small Business Multiple Awards Contracts, as both the prime and also as a subcontractor to several teams.

Built and maintained a pipeline of short, mid-term, and long term opportunities through daily monitoring of Task Orders,

FedBizOps, GSA eBuy, and other federal and industry sources. Utilized pipeline to lead proposal development and

capture efforts.

eFederal Systems, Inc., Purcellville, VA 6/2009-3/2010

Service Disabled Veteran Owned Small Business provider of Information Sharing, Software Development, and other IT

Services the Federal Government.

Business Development Manager

Provided capture management and built strong prime team and also secured subcontracting positions on three teams for

the $45B DHS EAGLE II Multiple Awards IDIQ

Obtained subcontracting agreements for VA VETS GWAC, other VA and DoD opportunities

Developed new Systems Integrator and DoD customer relationships, resulting in numerous proposals and several

substantial IT sales

Managed the company’s GSA Schedule 70 application

Designed and produced marketing and collateral materials

ADDITIONAL BUSINESS DEVELOPMENT LEADERSHIP EXPERIENCE*

Business Development Manager Technology Advancement Group Dulles, VA 11/2008-6/2009

Business Development Manager Four Points Technology Chantilly, VA 11/2007-10/2008

Business Development Manager Government Acquisitions, Inc. D.C. Metro Area 2/2005-10/2007

Regional Sales Manager Computers Plus, Inc. D.C. Metro Area 5/2004-2/2005

Director, Business Development Goldbelt Corporation Chantilly, VA 1/2003-4/2004

Business Development Manager Native American Marketing Corp. Gaithersburg, MD 2/2002-2/2005

Director, Business Development Multi-Media Holdings Washington, DC 1/1998- 2/2002

*Additional details available upon request.

EDUCATION: University of Maryland, UMBC Catonsville, MD

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