Fiume Ruiz 301-***-**** *

Fiume E. Ruiz

**** ***** ****** • Fulton, MD 20759 • 301-***-****

ad2hp7@r.postjobfree.com

Professional Profile:

Highly motivated and articulate sales and business development professional with 25 years working for and with Federal Contractors with sales, management and marketing experience in territory development and innovative technology, product, and services introduction. Successful new business development includes strong experience in IT professional services and solutions, training, wireless communications, Internet Things (IoT), mobile device detection and location systems that works for cellular and Wi-Fi, systems engineering, staffing solutions, identity management, and wired and wireless telecommunications including turn-key Distributed Antenna Systems, and renewal services. Strengths: Entrepreneurial spirit, persuasive and articulate, relationship development, customer-focused, tenacious, assertive, honest, and trustworthy, self-motivating, follow-through capacities, motivator, strong collaboration skills. Skills:

• Life Cycle of Federal Acquisition Process.

• Prospecting, closing opportunities via: Prime Contracting, Subcontracting, Teaming and Mentor-Protégé Opportunities.

• Assisting in proposal generation and management. Supports the Capture Manager, Proposal Manager, and Proposal Team throughout the proposal development.

• Assisting the Marketing Manager with the creation of product marketing literature, corporate capability statement, sales campaigns, and preparation for trade shows.

• Managing the sales pipeline for new and existing opportunities using CRMs (SalesForce, NetSuite, EZ GovOpps).

• Hunter mentality with cold-call successes.

• Contracting negotiations.

• Knowledge of Contracting vehicles: GWACS, GSA Schedules, ID/IQ, BPAs, and BOAs.

• Selling Information Technology products such as hardware, software, and professional services to DoD, Civilian Agencies, and Intelligence agencies.

• 8a experience both working with 8a companies and my own personal experience as the President/CEO of an 8a company.

• Experience collaborating with emerging companies, start-ups, small companies, large Prime Contractors, and Alaskan Native-Owned companies.

• Experience using relevant search portals commonly used in Federal Government Contracting to identity opportunities.

• Microsoft Office (Word, Excel, Outlook, PowerPoint, SharePoint).

• Customer Resource Management (CRM): Siebel, Salesforce, WinAward, Goldmine, GovWin, NetSuite, and EZ GovOpps.

• Shipley Certified, May 2010.

• Having a creative approach to problem solving.

• A highly initiative-taking business development/sales professional motivated to achieve/exceed set goals.

• Strong interpersonal and influencing skills - able to build relationships at all levels of the organization.

• Listening skills, organizational skills, detail-oriented, strong networking, multi-tasking, and analytical abilities.

• Excellent customer retention providing excellent customer service.

• Presentation skills in-person, WebEx, and Zoom.

• Relationship building and maintaining relationships with customers.

• Requirements gathering and excellent research skills.

• Excellent oral and written communications skills.

• Resourceful and self-confident; can get the job done and do it well.

• Equally effective working independently and in cooperation with others.

• Successful in mastering new skills through hands-on experience.

• Supplier, vendor, subcontractor, and consultant negotiation, selection, and supervision. Fiume Ruiz 301-***-**** 2

Employment Experience:

Business Development Advisor/Consultant Defense International, LLC November 4, 2019 – September 1, 2023

• Assisting the CEO with Business Development functions in the areas of Foreign Military Sales (FMS) and Foreign Military Funding (FMF).

• Organize diligence requests from International/Regions and communicate these new business development opportunities to CEO and tracks completion.

• Assist in the identification, evaluation, negotiation and managing strategic partnerships.

• Assisting in the capture and proposal generation of new and existing FMS opportunities.

• Business Development activities with embassies.

• Other duties as assigned.

Business Development Advisor and Proposal Manager Consultant Self-Employed January 2019 - Present

• Federal proposal management and business development consulting to small and medium Federal contractors in the Washington, DC area.

• Administration consulting work to a small company assisting the CEO with his 8a and HUBZone applications, researching contracts including the State of Maryland CATS+ IT contract, and other duties as assigned.

• Assisted companies applying for the SBA’s 8a program from initial application process to submission.

• Attended small business conferences with clients in a business development/marketing/sales role and to make introductions to my network to generate new business.

• Volunteer work for pets in shelters or adoption organizations. Business Development and Sales Director Inflexion Management Sciences, LLC July 2017 - October 2018

Generated $4 million in revenue through meeting the needs of current and prospective customers in the targeted areas of wired and wireless telecommunications including turn-key Distributed Antenna Systems (DAS) solutions, systems engineering, information assurance and cyber security (COMSEC), and IT professional services and solutions.

• Represented the company in tradeshows, industry functions, and networking events.

• Identified and generated new business opportunities through a successful proof of concept, and through subcontract and teaming partnerships.

• Delivered presentations to individuals or group audiences. Led over two hundred presentations for client solutions over the course of company tenure, including a presentation to DISA’s Tech Exchange Committee.

• Identified and pursued opportunities with the State of Maryland as a Prime Contractor on the CATS+ IT contract.

• Developed new customer relationships with the Federal Government, including strategic client relationships at multiple agencies and built new relationships with small to large industry partners.

• Attained new partnerships with: CarahSoft Technology (NASA SEWP), Four Points Technology (NASA SEWP), Insignia Technology Services (VA’s T4NG), Axxum Technologies, Valador, Inc. (Alliant2 and VETS2), AT&T, Verizon, Prime Source Technologies (Walter Reed/Bethesda Medical Center), SONA Networks (Army CECOM), ZenTech, Metronome, Trigent Solutions, BRAVURA (Army CECOM), ManTech, Leonardo DRS, Odyssey Systems

(OASIS), Accelera Solutions (Navy and DHA) CACI, Booz-Allen-Hamilton (DISA), and Jacobs Technology

(SOCOM).

• Met BD goals to expand past performance through subcontracts for the following prime contracts: VETS2, Alliant2, NASA SEWP V (multiple prime contractors), Veterans Affairs’ T4NG, NSA’s NSETSIII, 8a STARSII, and WITS3.

• Identified and established partnerships with key Prime Contractors with teaming agreements in support of the following Federal Program pursuits: DISA Mobility for DAS installation, DISA MES-C, DISA MES-U, Navy Hospital Bremerton DAS, GSA OASIS, GSA EIS, and AT&T’s FIRSTNET. Fiume Ruiz 301-***-**** 3

Director of Federal Sales Specialty Cable Corporation October 2016 - July 2017

Established the new Federal sales division for a small manufacturing company who specializes in high performance customer engineered cables for the aviation and medical industries.

• Identified and pursued opportunities within the Federal Government as a current sales avenue.

• Presented Federal business strategies and common goals to upper management.

• Successful in bringing new Federal customers such as DOJ, UNICOR, DLA Aviation, DLA Land and Maritime, DLA Troop Support, NavAir-Lakehurst, NavAir-Pax River, NSWC-Crane, Tobyhanna Army Depot, Letterkenny Army Depot, and FAA.

• Successful in bringing new commercial customers such as Sikorsky Aircraft, A. J. Levin Company, Inc., Ball Aerospace, KBRWyle, L3 Aerospace Systems (Mission Integration and Platform Integration divisions), SCI Technology, Roketsan (Turkey).

• Renewed business relationship with Sikorsky Aircraft and generated new business opportunities which resulted in a fortified relationship through the Lockheed Martin Small Business office and the opportunity to bid on a 3-year BPA. Director of Sales Operations AirPatrol Corporation June 2010 - March 2013

Consulted and then became a full-time employee for this emerging small manufacturing company. Bookings for the third quarter of 2010 were $1 million, which was the beginning of the company’s expansion.

• Sold to commercial, Federal Government, Canadian Government, and International customers.

• Successful in attaining new business with a new intelligence customer with acquisition worth $1.5 million dollars and to add new products across field offices by negotiating a Blanket Purchase Agreement (BPA) for these future acquisitions that totaled over $10 million in revenue.

• Won major proposals from Federal government agencies, commercial and international accounts in Canada, United Kingdom, and Australia.

• Operated as channel sales manager working directly with resellers and partners. Negotiated, maintained, and managed products and pricing that were added to reseller’s GSA Schedules and NASA SEWP contracts.

• Managed sales pipeline, forecast, and closed business. Generated forecast reports for upper management, Chief Financial Officer, and the Board of Directors.

• Collaborated closely with the Director of Marketing helping to implement sales and marketing literature, marketing strategies, and marketing plans.

• Assisted the customer service department with timely issue resolutions. Business Development Advisor and Proposal Manager Self-Employed November 2009 - June 2010

• Federal proposal management consulting to small and large Federal contractors in the Washington, DC area.

• Assigned as proposal manager for four months for a large Federal Aviation Administration proposal that included oral presentations.

• Subcontracted to a small, woman-owned business with the Ft. Detrick Business Development office and held the position of Director of the Ft. Detrick Business Development Office, helping all businesses including emerging and small businesses interested in doing business with Ft. Detrick and the Federal Government.

• Managed the day-to-day operations of the office.

• Worked closely with Ft. Detrick’s Government personnel and Congressman Roscoe Bartlett’s office in all aspects of the contract.

Fiume Ruiz 301-***-**** 4

Business Development Manager DRS Technologies, Inc. August 2007 - November 2009

Performed duties as a Business Development Manager for the Tactical Communications and Network Solutions (TC&NS) line of business for this mid-tier defense contractor.

• Participated as part of the proposal development team for the Army, primarily functioning as the Configuration Manager. DRS Technologies was awarded the $250 million contract in February 2008.

• Twelve-month participation in the proposal development of the Army’s $17 billion R23G re-compete. Responsible for the Past Performance Volume of this proposal reporting on all past and current Past Performance contracts.

• Identified and pursued participation in large mission-oriented Federal programs supporting: Army’s CECOM in Ft. Monmouth, NJ and Aberdeen Proving Ground, MD; Ft. Belvoir, Rock Island Contracting Command; Defense Information Systems Agency (DISA), Air Force, and Department of the Treasury.

• Managed and submitted the Air Force’s NETCENTS2 contract as a subcontractor to the Centech Group.

• Managed and won the IRS TIPSS-4 proposal/contract as a subcontractor.

• Company acquired by the Italian Aerospace Company, Finmeccanica. Proposal Manager, Inside Sales Representative, Sales Rep., Various Small & Medium Companies Sales Manager, Business Development Manager/Executive, President/CEO, Account Manager-Staffing

July 1984 – July 2007

Began Federal Government Contracting career with Falcon Systems (systems integrator). Employed by Cygnet Systems, Inc.

(hardware manufacturer), Wavefront Technologies (3D & Visualization Software company) President/CEO of Delta Technologies, Inc., EdgeMark Systems and GTSI (Federal Government Resellers). Education:

Associate of Arts, Behavioral Management, Montgomery College, Rockville, Maryland. Continuing attendance at professional seminars and classes. Continuing Education:

Project Management Professional Series, the PMP Certification Program, Howard Community College, November 2013. Additional Information:

• US Citizen.

• Security Clearance – Clearable previously held a “Secret” clearance.

• Fluent in Spanish.

• Memberships: The Armed Forces Communications and Electronics Association (AFCEA), Association of the United States Army (AUSA).

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