Sales Project Management

SALVATORE PRESTI 240-***-**** ***.******@*****.*** Potomac, MD 20854

SENIOR PROGRAM/PROJECT MANAGEMENT

Combined technical and business acumen to define and execute on direction/strategy for products and services. Offer twelve years of experience spanning program, project, and product management. Drive end-to-end initiatives from requirements through delivery. Skilled at gauging market trends, customer needs, and emerging technologies to continuously align offerings. Leverage technical management experience to identify critical product/service needs and expand capabilities.

Strong decision-maker, problem-solver, and hands-on contributor who collaborates and leads cross-functionally to achieve goals. Apply client-facing and business development skills to support growth and ensure seamless delivery. Talented in defining, standardizing, and improving processes to increase efficiency and better utilize resources. Overview of Strengths

Product/Service Development & Enhancement Program/Project Management, Planning, Monitoring & Execution Vendor Management Quality/Testing Bug Fixes Product Design & Functionality Requirements Go-to-Market Planning

Negotiations Investigative, Intelligence & Surveillance Solutions Budget Management Relationship Building RFP/RFI Process

PROFESSIONAL EXPERIENCE

Senior Manager – Program/Project Management & Sales Support YAANA TECHNOLOGIES, LLC [Sterling, VA (Local) Milpitas, CA (HQ)] 2014-Present Hold a senior leadership role in program and project management and customer implementation/onboarding in a technical environment in the telecommunications industry legal compliance space. A major contributor to the development of business processes and documentation used during pre-sales, sales, project implementation and post implementation customer lifecycle.

Key role in the technical management for solution integration in customer environments and development of user acceptance test plans for systems, processes, and policies. Play an advisory role to the Director of NetDiscovery Services and the Director of Global Sales in sales process from lead generation through initial customer discussions, solution design, proposal delivery, and close. Mentored and trained other team members on the subject of legal compliance technical requirements of the Communications Assistance for Law Enforcement Act (CALEA), Telecommunication industry legal obligations in response to legal process for historical records as well as industry accepted business processes to support the implementation of various NetDiscovery Legal Compliance service offerings. Recent Contributions:

Architect of a Digital Millennium Copyright Act (DMCA) Notice Management product supporting carrier’s obligations to obtain safe harbor as defined under the Online Copyright Infringement Liability Limitation Act (OCILLA). Primary SME to Dev Team on capabilities, feature functionality and automated programmatic processes necessary to meet product requirements. Developed operational policies and procedures for fully managed services product offering to enable a Trusted Third Party (TTP) fully managed service offering of the DMCA product.

Instrumental role in pre-sales, sales and onboarding of new customers has led to the acquisition of larger telecommunications service providers, some of which moved from their former vendor to Yaana as a direct result of my former relationship with them.

Created documentation and processes used in the project implementation process to include project tracking documentation based on best practices for managing project integration, scope, time, cost, and quality. Product Management, Program/Project Management & Sales Support:

Work in a team environment in business process improvement, product improvement.

Manage project planning and customer communications during implementation phases.

Working knowledge of PMI PMP best practices (PMBOK) for project management to support small to large projects.

Develop and report on program/project metrics for reporting to executive management to include C-level personnel.

Support Director of Sales and NetDiscovery Services in creating business cases for new customer opportunities including the preparation of presentations, proposals, and contracts.

Work with engineering resources to ensure technical solutions meet the project object and pass Acceptance Testing before project closure.

Mentor and train new employees.

Attend Industry related trade shows and conferences as needed. SALVATORE PRESTI 240-***-**** ***.******@*****.*** Potomac, MD 20854 PROFESSIONAL EXPERIENCE (CONTINUED)

Senior Manager – Product Management & Sales

NEUSTAR, INC. [Sterling, VA] 2011-2013

Held a senior leadership role in product/service development and delivery of legal compliance offerings to telecommunications providers with core focus on subpoena processing and lawful intercept services. Steer product development lifecycle and roll-out from inception. Provide technical management for new and ongoing projects as well as coordinate development, quality, and user acceptance testing for implementation of systems, processes, and policies. Oversee sales process from lead generation through initial customer discussions, solution design, proposal delivery, and close. Supervise a team of three project managers; handle mentoring, training, and performance reviews. Recent Contributions:

Directed $10M project to implement legal compliance services for Cricket Communications, leading team comprised of project manager, engineers, and programmers to integrate customer systems with internal tools and processes.

Proved vital as leader and subject matter expert in closing eight contracts valued at $1M in revenue.

Led ongoing development and enhancement of internal application used to leverage and analyze data received from telecommunications providers; efforts have resulted in avoiding headcount increase despite business growth. Product Management, Project Management & Sales Support:

Head product improvement, implement customer segmentation strategies, and review feasibility of product enhancement and customer change requests in line with product direction and target markets.

Team with software development and operations to determine product feature and change needs along with the impact of modifications on existing services and resources; prepare PRDs and FRDs.

Manage project planning and customer communications during implementation phases.

Oversee product engineering requests, issues lists, and bug fixes as well as review QA test cases.

Support operations director in creating business cases for new sales and preparing management reports.

Research new technologies to enhance service and offering capabilities as well as discuss solutions with vendors.

Devise strategies to expand products/services in existing markets as well as drive new market entry.

Lead go-to-market planning, including product sales strategy, pricing strategy, and product descriptions.

Function as subject matter expert to business unit for on-site sales presentations with account managers. Vice President of Business Development – Intelligence & Intercept Systems ETI ENGINEERING, INC. [Chantilly, VA] 2010-2011

Led business development and marketing efforts to drive growth of intelligence/intercept systems and services within existing and new markets. Oversaw product development cycles, enhancements, and bug fixes in coordination with product development and engineering teams. Acted as a technical lead and liaison in interactions with the intelligence and law enforcement communities to understand and translate needs into solutions. Coordinated and led product demonstrations for potential customers as well as managed presence at industry tradeshows and conferences.

Identified and championed critical need to upgrade and refresh outdated technology/capabilities for intelligence and intercept systems in order to drive the company’s market competitiveness and relevance. o Created and presented detailed product design and functionality requirements; overcame initial pushback. o Advised in and provided oversight for execution of changes in Denmark, including integration of new technologies, overhaul of user interface and overall look-and-feel, and implementation of data analytics/parsing capabilities. Senior Manager – Electronic Surveillance Assistance Team (ESAT) NEUSTAR, INC. [Sterling, VA] 2006-2010

Oversaw team in providing end-to-end support for service providers in fulfilling court-ordered intercept activities, electronic surveillance needs, and Communications Assistance for Law Enforcement Act (CALEA) compliance. Led four-person engineering team through technical/network assessment, deployment, and operational aspects. Reviewed court orders issued by FISA or criminal courts. Facilitated testing over life of contract to ensure compliance as well as revenue recognition. Served as primary point of contact for law enforcement technical assistance inquiries. Handled cost recovery, including invoicing, reimbursements, and collection. Built and maintained vendor relationships.

Held accountability for service delivery and support to base of ~450 service providers representing $3.5M in annual revenue; built and managed relationships with customers and law enforcement community.

Managed assessment and testing of CALEA compliance capabilities for new clients’ switches and networks as well as provided recommendations for implementation of CALEA technical solutions to ensure alignment.

Standardized overall testing process by developing tracking tools and introducing reporting requirements to better manage customer project implementations and engineering resources. SALVATORE PRESTI 240-***-**** ***.******@*****.*** Potomac, MD 20854 PROFESSIONAL EXPERIENCE (CONTINUED)

Program Manager – Radio Interoperability System (RIOS) SYTECH CORPORATION [Alexandria, VA] 2004-2006

Headed product development and program management for RIOS initiatives. Provided leadership for sales and marketing efforts, including RFI/RFP requests, product demonstrations, and industry tradeshow/conference participation. Handled vendor relations, including selection, negotiation, and A/P tracking for systems parts and components. Supervised manufacturing, assembly, QA, and user acceptance testing for customer deliverables. Managed a team of 7 personnel comprised of senior/junior system engineers and other department technical resources.

Drove end-to-end planning and delivery of design, configuration, and implementation projects ranging from $25K to

$2M for customers nationwide, including single-user and multi-user systems.

Directed $1.7M Police & Emergency Management RIOS implementation for the Government of Puerto Rico, leading efforts from RFI through requirements, vendor negotiations, system shipment, and on-site configuration/installation.

Teamed with marketing department to drive system sales promotion and brand awareness.

Authored and updated product manuals and brochures, prepared product warranty policy documentation, held key role in developing product training materials, and coordinated/led product training activities. ADDITIONAL EXPERIENCE

Senior Investigator (2003-2004) / Investigator (1990-2003) / Uniform Trooper (1981-1990) NEW YORK STATE POLICE DEPARTMENT

Technical Investigator assigned to the NY State Police Electronic Surveillance Unit – Albany, NY. Responsible for the covert installation and maintenance of surveillance equipment utilized in investigating, monitoring and solving of crimes at the felony level including covert installation of remote microwave and CCTV cameras as well as audio devices. Worked at the NYSP Office of Counter Terrorism, Criminal Intelligence Section at the Upstate New York Regional Intelligence Center (UNYRIC), one of the first state-run Fusion Centers; developed and maintained unit budget. Reviewed court-ordered wiretaps prior to issuing orders to communications service providers. Managed collection and dissemination of statistical data for Title III investigations. As investigator, served on various task forces and investigative units to investigate and solve crimes at the Felony level per NY State Penal Law. Prepared detailed reports, collected evidence, and secured testimony for prosecution.

Tasked by NYSP’s Superintendent to design and deploy 10-site, state-wide CALEA Intercept Network, in addition to 3 portable intercept systems; project completed on time and within budget with project success resulting in promotion. o Proposed and gained buy-in for $2.1M budget, drove site selection and service/equipment purchasing, oversaw construction activities, and secured circuits from telecom carriers to implement state-wide Frame Relay network. o Managed all remote monitoring sites used by in-house team members and outside agencies for lawful intercept investigations; defined physical facility security policies and handled intercept network/equipment maintenance. EDUCATION

Bachelor’s Degree in Business, Management and Economics Empire State College

Criminal Justice & Law Enforcement Training New York State Policy Academy

Associate’s Degree in Business Administration S.U.N.Y Farmingdale DoD Top Secret Security Clearance (Active since 2014)

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