Business Development, Technology, Operations Manager, Market Intel
Resume:
Marty Ragusky
**** *** ***** **** ***************, VA 22901
********@*****.***
25+ years of progressive cross-functional leadership and business development experience in information technology, communications, mobile and digital technologies, software, services and hardware domains.
Proven, successful business development involving Market/Business/Competitive Intelligence, B2B/ B2G/B2C Sales, Sales Management, including Presentations to Sr. Government and C-Level Executives, GTM Strategic Planning, Competitive Pricing, and Contracts/Subcontracts Management.
25+ years capture planning/management. Broad knowledge of FAR and DFAR.
Qualified pipeline development across a national portfolio (federal/state/local agencies, large/small business, academia).
Adept at identifying and establishing teaming relationships with industry and academia, managed business development pipelines towards conversion goals, developing and implementing joint GTM strategies, driving deal flow, negotiating and executing partnership and service agreements and managing ongoing relationships. Successful experience chasing, cultivating and closing complex stakeholder-based deals.
Progressive experience ranging from engineer to senior executive for IT, SETA, IV&V, Software R&D, and large-scale integration efforts including: IMINT, C4ISR, GEOINT, information dissemination technologies, fusion, geospatial and predictive analytics.
Strong communication, team building, analytical, training, presentation, leadership and computer skills. Responsible for driving cross-functional teams.
Work Experience
Vice President – Endurance Consoles 2019 - Present
Established US office and all matters associated with starting a new business.
Develop and implement business strategies, plans and procedures.
Identification and prosecution of leads and partners.
Vice President – VLNComm 2017 – 2018
Extensive interaction with senior levels in government, commercial and academia to establish strategic partnerships, investment, manufacturing, distribution and securing customers for the firm's LiFi technology. Contract negotiations including M&A.
Developed and implemented strategic plan, business plan and marketing materials for the firm.
Established and implemented operational policies and procedures.
Responsible for product distribution, sales, invoicing, etc.
Co-founder of the Light Communications Alliance (an industry consortium).
Actively promoted the understanding and market potential of LiFi technology to DoD Commands, Federal Agencies, technology developers, integrators, channel partners and functional users throughout the world.
Operations Manager - Morcom International 2015-2017
Improved operational systems, processes and policies in support of organizational mission - specifically, support better management reporting, information flow and management, business process and organizational planning.
Optimized the transition of projects from their inception (Sales) to implementation (Technical) while increasing effectiveness and efficiency of all support services (HR, IT and Finance) through improvements to each function as well as coordination and communication between support and business functions.
Researched and recommended new products and services for the firm's core business as well as developing new marketing strategies, new account opportunities and new markets. Captured $8M+ in new business.
Business Development/Market Intelligence Consultant - Self Employed 2014-2015
Trained firms on the use of business intelligence tools and processes required to identify, pursue and capture business, as well as how to establish solid partnerships with private industry to increase success.
Identified IT opportunities focused on Federal Agencies; meeting with stakeholders to understand needs and brief capabilities; extending use of and, or posturing for: GSA 70, STARS 2, Seaport-e, and others.
Actively identified and vetted IT staffing candidates for positions throughout the country.
Market research; target outreach efforts along industry, geographic, agency and spending profiles.
Pipeline development and execution.
Director Business Development - Xybix Systems 2013-2014
Developed and instituted comprehensive business and strategic plans focused on needs, market share, manpower requirements, key target opportunities, competitive analysis and go to market approaches;
Developed budget assessments including planned procurements, identification of key contacts and pipeline development:
Evaluated technology vertical markets within command and control, medical, telecommunications, data centers/cloud computing, cyber security, public safety, construction and A&E.
Established relationships with federal/state/local civilian leadership and private industry to ensure awareness of capabilities and products with alignment to budgets and needs.
Supported sales team qualifying opportunities, leading site surveys and installations and supporting events.
Director Business Development - 901D 2011- 2012
Identified, qualified, pursued, and won new business opportunities for entire portfolio of business units, i.e., 901D, MILCOTS, ShockTech. Total amount exceeded $2.5M.
Planning, program pursuits, proposal development, partnering, contract capture and negotiations.
Developed nationwide sales to expand beyond current maritime domain to other military departments.
Developed and executed Capture Strategies to pursue and win targeted programs.
Provided Competitive and Market Analysis relevant to the company products.
Managed internal and nationwide sales team (9) emphasizing hunting vs. farming approach.
Sr. VP - IAVO Research and Scientific 2004-2011
Facilitated growth of the company from 3 to 18 personnel through capture planning and execution.
Developed market strategy (geospatial, fusion and predictive analytics), employed business development and capture management processes, pursued and captured new business, and served as program manager on 4 R&D efforts leading to the establishment of multiple software products and 3 divisions.
Business development lead responsible for tactical and strategic planning, marketing and sales.
Responsible for understanding, developing, and/or managing/influencing: scope, schedule, acquisition, evaluation criteria, financials, key decision-makers, and teaming, competitive analyses.
Captured multiple task order contracts valued at $110M by establishing relationships with IT systems integrators and bringing private industry and academic partners to the table.
Pursued and captured $4M direct business focused on R&D and SW development.
Worked with the governor's chief scientist to pursue, market and capture multiple grants.
Principal - Booz Allen Hamilton 1987-2004
Senior Operations Manager, Business Developer, Capture Manager and Engineer responsible for revitalizing office by increasing revenue 6x to more than $14M and tripling headcount from 16 to 46 in 2 years in IT and SDLC domains. USAF, DIA, NGA. IMINT, C4ISR, DoDIIS.
Captured $25M+ IT business via competitive procurement process - from understanding and influencing requirements, qualifying capabilities and developing capture strategies and win themes to competitive analyses, go/no go decisions and developing winning solutions.
Operation transitioned from role of subcontractor (75%) to that of prime (80%).
P&L responsibility for Rome NY, Boston, Norfolk and Chantilly VA (NRO) offices. Responsible for sustainment of 84+ staff.
Firms lead for C4ISR market strategy and implementation.
Systems Analyst Titan Systems Corporation 1983 to 1987
Principal investigator and author of a manual for the Defense Mapping Agency entitled: Remote Sensing for Hydrographic Charting.
Systems analyst for secure video teleconferencing for USAF.
Education
Bachelor of Science - Geography. The Pennsylvania State University. 1983
Skills
Business Development, Program Management, Research, Market Intelligence, Data Analytics.
Publications
Light Communications for Wireless Local Area Networking LiFi Article May 2018
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