VP/Director Business Development & Sales
Defense & Intelligence Market Development Government, Commercial & International Sales
Dynamic, high-performing executive leader with 20+ years’ experience in all aspects of business development and proven track record of persistently driving sales and growth. Motivated individual with highly visible senior-management responsibilities eager to bring to your firm ability to significantly increase growth, profitability, efficiencies, and strengthen the overall business development strategy. Active TS/SCI.
Areas of expertise
Sales Team Management
Negotiation & Pricing
Marketing & Promotion Activities
Develop New Client Opportunities
Territory Management & Expansion
President and Founder 2012-present
Security and Intelligence consulting organization.
SilTek Inc. Herndon, VA 2017-2019
Vice President Business Development
Oversee all sales and business development activities for a WOSB. Assumed the role of FSO for all security related issues.
JB MANAGEMENT, INC., Alexandria, VA 2012– 2017
Director Business Development and Solutions Architecture
Oversee the identification, researching, and engaging of new markets in the Defense and Intelligence communities, as well as, bring services to the International stage. Accountable for arranging reseller agreements with product vendors to further reach strategic products.
Secured over $8 million in revenue through closing new business in 2014 and closer to $10 million in 2015.
Achieved global development goal by opening an office in South America, with new business in Peru and Mexico.
CORNET TECHNOLOGY, INC., Springfield, VA 2011 – 2012
Business Development Executive
Effectively collaborated on all activities within the Intelligence Community, Department of Homeland Security, and the DOD accounts. Utilized the system integrator community to partner on specific opportunities. Worked with the sales team to partner and develop new business opportunities within the IC and DOD communities including the Department of State (DTSPO) and Diplomatic Security. Actively pursued inclusion in the PISA program at NSA and presented capabilities of Cornet at groups such as AFCEA and Maryland Marketing.
Developed a $4 million pipeline in 8 months, which included new opportunities with NSA, NGA, Air Force, and Army.
Successfully signed numerous teaming agreements with Integrator Community and a reseller agreement with Protected Mobility.
GOVERNMENT TECHNOLOGY SOLUTIONS, INC. Shingle Springs, CA 2010 – 2011
Director of Sales DOD, Intel and DHS
Senior Program Manager to the DOD, Intel, and DHS spaces. Collaborated with DTSPO, Diplomatic Security, and the IRM offices of the State Department to answer security related questions and provide Trend Micro software. Handled the building of strong relationships with the vendor community and several integrators; along with arrangements with telecom vendors to supply product line through their channel. Oversaw arrangements for presentations at several large DOD and Intel based trade shows.
Successfully resurrected territory that had be unmanned for 2 two years, sales included the Vanguard program within the Department of State.
Accomplished selling the first corporate deal with NGA through an integrator.
Generated over $645K of revenue within the first four months.
Established $3M+ pipeline within the first six months.
INDEPENDENT CONSULTANT, West River, MD 2006 – 2010
Delivered consulting services in sales, business development, and program management; and assisted foreign owned companies through representing their products to the DOD and Intel communities. Organized and presented white papers and unsolicited proposals to the federal government; proposal submission for 8a status and GSA schedule preparation; and consultant on proposal preparation and response to RFP/RFQ. Speaker at multiple events related to internal relations and terrorism. Provided expertise in the areas of emergency management and disaster preparation.
Partial Client List
Tyler Business Services, Full Service Printing Company, (WOSB)
Terremark Federal Group, Herndon, Virginia
Native American Industrial Distributors, Upper Marlboro, Maryland
Ciber, Inc., McLean, Virginia
NORTHROP GRUMMAN INFORMATION TECHNOLOGY TASC, Upper Marlboro, MD 2005 – 2006
Manager, Strategic Planning (quota carrying sales)
Uncovered and closed business development opportunities for satellite services.
Collaborated with senior managers to capture business plans, build teams, and develop success strategies for programs.
Leveraged international partner relationships for buds to US State Department, US Army, and Air Force accounts.
Created e-target entries for business pursuits that led to the identification of approximately $100k in potential revenue.
SPRINT/GOVERNMENT SYSTEMS DIVISION, Hardon, VA 2002 – 2005
Sr. Business Development Manager
Oversaw an extensive territory, including Intelligence Agencies, DOD, US Department of State, State first responders, and others.
Dealt with $8-10 million quotas.
Additional Career History
(1993 – 2005)
Sr. Business Development Manager, Sprint - Government Systems Division Sr. Business Development Manager, Resilience Corporation Director, Eastern Region and Federal Sales, Mechanical Dynamics Inc. Marketing Specialist and Senior Sales Representative, Computer Associates International
Education and Training
In Progress Ph.D. Candidate, Public Safety and Emergency Management
Capella University, Minneapolis, MN
2014 Master of Arts, National Security
American Military University
2009 Master of Arts, International Relations and Terrorism
Norwich University, Northfield, VT
Bachelor of Arts, Theater
Washington & Lee University, Lexington, VA
Solution Selling Professional and Karras Negotiating, Sandler Sales