Richard Zelkowitz, Top Secret Clearance

McLean, VA 22101 adazks@r.postjobfree.com 703-***-**** www.linkedin.com/in/richard-zelkowitz

EXECUTIVE SUMMARY

Executive Leader capable of exceeding expectations in business growth, as well as sustaining effective and efficient internal operations across business development functions. Proven experience and expertise in all facets of Business Development, the Competitive Acquisition Process, and Government Contracting and Federal Appropriations law. Skilled at navigating and operating as a leader capable of managing complex programs, projects, and new initiatives, while leveraging stakeholder relationships with Government, industry partners, and academia. Operates in a forward thinking manner and anticipates organizational needs to further enhance success. Effectively develops and motivates high performing teams and mentors junior staff. Skilled communicator able to effectively present as a subject matter expert to all internal and external stakeholders.

CORE COMPETENCIES:

All facets of Business Development

oBusiness Development Operations

oIDIQ Management

oCapture Management

oAccount Management

oProposal Management

Competitive Acquisition Process

Government Contracting

Bid Protests

Strategic Planning

Operational Go-to-Market Plans

Performance Measurement and Analytics

Budgeting & Forecasting

Policy & Process Improvement

Federal Appropriations Law

Other Transaction Authority (OTAs)

PROFESSIONAL EXPERIENCE

BAE Systems Inc., Intelligence and Security Sector McLean, VA 1998- 2019

Senior Director, Business Growth and Strategy (IDIQ, Business Operations, and Capture Management

For 21 years, held a number of senior Business Development, Growth and Strategy positions within BAE Systems Sector responsible for providing complex solutions and services across the Defense, Intelligence, and Civilian markets.

2018 – 2019: Senior Director, IDIQ Program Management Office (PMO):

Served as Capture Manager for BAE’S recent $437 Million first FEDSIM win to provide an integrated Open Source Intelligence Enterprise solution for Army INSCOM, including capture and exploitation of data, training, policy and governance, periodic technology assessments, and implementation of a secure cloud host environment.

Established, managed, and staffed new IDIQ Contracts PMO responsible for Government-wide, broad scope engineering, IT, and R&D IDIQ contracts including GSA OASIS, GSA Alliant 2, NIH CIO SP3, DITIC IAC MAC, GSA Schedules, ITES 3S and RS3. Implemented processes and workflows, established performance measures and metrics, developed and provided training, assisted with identification of out-year pipeline, prepared periodic status and small business participation reports for Government submission.

Significantly improved BAE’s performance under these vehicles from prior years. In 2019, won task orders exceeding $600 Million in value (versus $0 in prior years) and qualified opportunities in excess of $1 Billion.

Secured BAE’s position on GSA OASIS, Pools 1, 3, and 4 contracts (professional Services, engineering, and research and development, respectively); previously BAE was unsuccessful gaining a position on any OASIS pool under the competitive acquisition process. Developed and briefed business case to executive management for multi-million dollar M&A to gain access to contracts, identified sellers, and led submission to GSA, including preparation of proposals required for GSA’s approval of contract novations. Recouped investment in 1 year versus Business Case conservative projection of 5 years.

Forged relationships with Government IDIQ Program Managers and Contracting Officers to brand BAE Systems as a go-to, innovative industry partner for complex solutions for national defense and security requirements.

Established relationships across GSA FEDSIM and other GSA assisted acquisition services organizations.

2016 – 2017: Senior Director, Special Projects:

Led Sector initiative to explore the possibility of joint pursuits with BAE Systems Plc Applied Intelligence (AI) Sector. Initial strategy included cross-selling Intelligence and Security Sector’s IT and Cyber capabilities to Applied Intelligence Sector’s commercial customers; expanding AI’s small fraud analytic practice with State Medicaid offices to additional state customers; and leveraging AI’s fraud analytics platform for Federal Market pursuits. Personally won first task with Royal Bank of Canada. Established partnership with consulting firm specializing in Medicaid issues and developed pipeline of qualified opportunities.

Served as Capture Manager for multiple Intelligence Community analysis pursuits including CIA $670 Million program supporting Operations Division.

Led and refined the color team process to emphasize why solutions are best for the customer, personally revised proposals to implement color team recommendations, including two winning NGA Full motion video tasks with a combined value in excess of $100 Million.

2007 – 2015: Senior Director, Business Development Operations:

Supported Senior Vice President of Business Development by structuring and leading new position in the organization centralizing all aspects of internal operations of the business development function. Documented roles and responsibilities of all subgroups within Business Development and drafted position descriptions.

Established and revised policies and procedures including Opportunity Life Cycle Management based on Shipley Associates’ methodologies, and New Business Funds (B&P, pre-B&P, and IRAD) usage.

Developed and implemented key performance indicators, and flow down throughout the organization. Oversaw quality control activities, monitored and measured performance, and ensured transparency though a web-based dashboard.

Coordinated with the Finance and Operations functions in development of annual business plans and monthly forecasts, and managed business development budget, including providing staffing profile options.

Led and presented BD inputs for annual strategic plan exercise, and quarterly/monthly business reviews.

Recommended work to be outsourced, drafted statements of work, identified potential consultants, coordinated with Procurement Office to execute agreements, and managed the contractors.

Led a cross-functional team for assessments of alternatives and implementation of new opportunity tracking system (Deltek).

Assumed leadership roles with key industry organizations to enhance corporate brand and build alliances/partnerships.

Managed trade show activities, including annual process to identify trade show participation, trade show budget, and coordinated with Communications group to design and establish trade show messaging.

Acting lead for Proposal Development Center during extended absence of Center’s manager.

Assumed responsibility for managing several Department-wide IT IDIQ contracts upon departure of Manager. Refocused the use of these vehicles, streamlined the management of the vehicles post-award, and ultimately transitioned management of contracts to IT Business Area.

Supported strategic captures including overseeing development and documentation of basis of estimate for a multi-billion dollar win.

1998 – 2006: Senior Director, Capture Management:

From 2004-2006, led Capture Management organization, supervised all Capture Managers including assignment of opportunities and reviewing all Capture strategies and plan. Key wins during this time included the Army’s ITES 2S IDIQ and task wins focused on insider threat, as well as wins at Justice, FBI, DHS, and DIA.

From 1998 - 2003, key member of the Capture organization, responsible for all top pursuits across the civilian market, the company’s fastest growing sector. Instrumental in establishing position as industry leader in performance-based, IT managed services contracts (Seat Management), including serving as capture manager for the Final Proposal Revision of the IDIQ vehicle, and winning seat management tasks with a combined value approaching $1 Billion at Treasury Departmental Offices, GSA, State Department, and the US Mint. Additionally, served as Capture Manager on wins for IT Modernization efforts including a major subcontractor position on the FBI Trilogy program, application development pursuits at Justice, and a business process outsourcing pursuits at PBGC .

As Capture Manager, responsible for: development and execution of win strategy and capture plans; capture resourcing; teaming including drafting of statements of work; development and management of B&P budgets; selection of key personnel and past performance; oversight and approval of solution; oversight and approval of proposal; basis of estimate; coordination with pricing, contracts and subcontracts, talent acquisition, finance, and competitive intelligence and PTW teams; and, preparation and presentation of management reviews.

United States Senate, Office of the Sergeant at Arms Washington, D.C 1991-1998

General Counsel and Senior Advisor

Served as General Counsel to the Office of the Senate Sergeant at Arms. Responsible for all legal and contracts matters with a primary focus on contract formation and contract administration issues for all Senate IT infrastructure, system development telecommunications, consulting, facility, and operations and maintenance acquisitions. Responsibility included drafting solicitation documents, including statements of work or performance work statements as applicable, evaluation criteria and proposal instructions, as well as overseeing evaluation process and conducting debriefings.

Served as Contracting Officer for all major Senate IT infrastructure and development contracts, including IT outsourcing, new Legislative Information System, and new Senate financial management system. Served as Source Selection Official. Post award, reviewed all contract deliverables, processed all contract amendments and approved payments.

Managed Senate Procurement Office including monitoring transactions, and implementing process improvements and new controls governing the issuance and management of requisitions and purchase orders.

Led the re-design and restructuring of multiple Senate support organizations into a single 500 person Operations Division by consolidating like activities, such as service delivery, engineering, testing, and inventory management, to improve and streamline support to all Senate offices. Drafted position descriptions and roles and responsibilities for new Senate Chief of Operations and all direct reports, and participated in interviews and selection of initial leadership team.

Government Accountability Office (GAO) Washington D.C. 1980-1991

Office of the General Counsel - Attorney

Decided bid protests Involving award of multi-million dollar procurements of technically complex goods and services based upon written records and information obtained during informal hearings from unsuccessful offerors, third party interveners, and Government contracting offices.

Prepared decisions concerning the obligation and expenditure of funds by executive agencies, drafted proposed legislation and regulations, prepared Congressional testimony for GAO officials, assisted U.S. Attorney’s Office in litigation, and assisted and advised Congressional staff and GAO analysts and auditors.

Supported management and administration of the Office of General Counsel. Established and implemented office policy on human resource matters, prepared affirmative action plan, coordinated attorney orientation and training, oversaw summer intern program, and prepared staffing and budget projections.

EDUCATION, LICENSES, CERTIFICATIONS, ORGANIZATIONS

Education: MBA, The Wharton School, University of Pennsylvania, Philadelphia, Pa.

JD, Washington University School of Law, St. Louis, Mo. (Law Review)

BA - Political Science, The Johns Hopkins University, Baltimore, Md.

Clearance: Top Secret

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