Business Development Director

Jet Defensor

**** **** ****** ****

Silver Spring, MD 20906

Email: ************@*****.***

Tel: 301-***-****

LinkedIn: linkedin.com/in/jet-defensor-478912

SUMMARY

Senior Manager with 20+ years in federal government contracts, specializing in Business Development, Channel Sales Management, and Capture Management. Demonstrated success in securing multi-year contracts exceeding $850 million and establishing strong partnerships with federal IT vendors and agencies. Expertise in managing contract vehicles (GSA, SEWP, IDIQ) and deep technical knowledge in IT solutions, networks, cybersecurity, and cloud platforms. U.S. Air Force Veteran skilled in leadership and team development. EXPERIENCE

Director of Business Development

GEG, Inc.

Jan 2023 – Apr 2024

● Led business development and capture management for 3rd-party logistics and supply chain management.

● Developed pipeline for OASIS + GWAC; secured opportunities with DLA, DHS, State Department, USAID, HHS, Army, and Navy.

Federal Channel Executive

SecurID (RSA)

Jun 2021 – Jan 2023

● Directed federal channel and business development, enhancing RSA's sales footprint and effectiveness.

● Achieved 100% quota for two consecutive years through strategic contract partnerships. Business Development Executive

Electrosoft Services, Inc.

Jan 2019 – Jun 2021

● Implemented strategies for cybersecurity services, capturing $305 million in federal contracts.

● Managed contracts with GSA, Department of Education, and NSF. Channel Sales Management and Business Development

Defensor Dynamics LLC, ISSTSPI, Accelera Solutions Jan 2014 – Jan 2019

● Assisted small business clients in channel development and business strategies.

● Supported subcontractor efforts for the $10 billion JWCC contract with Microsoft. Director of Worldwide Channels

CloudShield Technologies (SAIC)

Jan 2012 – Jan 2014

● Developed and executed channel partner strategies, resulting in $78 million in pipeline deals.

● Recruited and managed partners, generating $9.5 million in revenue in the first year. Vice President, Business and Channel Manager

Affigent (ANC Akima)

Feb 2005 – Jan 2012

● Headed business development and channel management, securing $680 million in contract revenue.

● Utilized Sole-Source, SEWP IV, BPA, and BOA contract vehicles effectively. Director of Federal Sales

Lancope (Cisco)

Nov 2003 – Dec 2005

● Sold network intrusion detection systems to federal agencies, consistently meeting sales quotas.

● Managed federal channel partner relationships and guided contracts through procurement.

Channel Management and Business Development

Alton Web Systems (Nortel Network)

Jan 1998 – Nov 2003

● Managed and recruited channel partners for federal markets.

● Supported contracts like DOJ Backbone and DOJ VPN Enterprise. EDUCATION

University of Illinois at Chicago

B.S. in Business, 1980 – 1984

University of Maryland Global Campus

M.S. in Technology Management, 1994 – 1996

PAST PERFORMANCE HIGHLIGHTS

● Affigent (Akima/NANA ANC)

Sole Source Awards: $250 million in multi-year products and services contracts.

SEWP IV Contract: $450 million in multi-year products and services contracts.

● Electrosoft Services, Inc. (8a WOSB)

Sole Source: NSF - $10 million for Identity Access Management Cyber Services.

Competed: GSA - $100 million BPA for Cyber Services; Department of Education

- $200 million BPA for Cyber Services.

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