Office Sales
Resume:
Laurie
West
Vienna, VA ****0
**************@******.***
Over 20 years’ experience managing business development (BD) and capture activities associated with the identification, qualification, and maturation of new business with the federal government and civilian agencies. Highly effective in building and managing relationships. Deep understanding of mission needs, organizational challenges, and acquisition strategies.
Core Competencies
1.History of contributing to growth within first 9 months of employment.
2.Experienced developing multi-year pipelines and account strategies for DHS, HHS, GSA, USDA and Commerce.
3.Proficient with cultivating relationships with executives to drive innovation. For example, with DHS know over 400 people, GSA over 350, Commerce 200, USDA 70 and FCC3.
4.Maintain my own pipeline of deals coming out of the civilian agencies. Spawned from meetings with clients and other sources.
5.Success in shaping and winning IT Services opportunities, Cyber Security, Advanced Analytics, IT Modernization, DevSecOps, Agile Methodologies, Cloud, Software and Application Development.
6.An effective leader who sets the standard for accountability, collaboration, and commitment. Well-known within the community over 6,700 LinkedIn connections.
7.Lead the sales team to win deals as large as $500M, single award, prime. Achieving or exceeding the sales quotas for over 20 years.
NOVEMBER 2019 - PRESENT
Business Development Executive/Team Technology
Represent a company offering IT Services such as: Advanced Analytics, IT Modernization, DevSecOps,
Agile Methodologies, Cloud, Software and Application Development. Responsible for performing all BD
and capture activities for the company. Identified, nurture and qualified over 40 opportunities in the
corporate pipeline. Follow a rigorous and formal process to improve the win probability. Perform all
account planning. Identify key teammates and perform in depth competitive intelligence. Assigned as
the spokeswoman to communicate with government executives. Develop and vet the compelling win
strategies and value propositions. Successful results included:
$1M, HHS, FDA, to provide IT Modernization for a mission critical system titled Orange Book that contains all products which are safeguarded by FDA. Using Agile Methodologies and DevSecOps.
$400K, DHS, FEMA, OCIO, to provide Cloud Services. A new logo.
$500K, HHS, FDA, OIMT, to provide an Executive IT Dashboard.
APRIL 2018 – MAY 2019
Business Development Executive/Technatomy
Represented a company offering IT Services such as: IT Modernization, DevSecOps, Agile Methodologies,
Cloud, Software Development and Digital Process Automation. Responsible for performing BD and
capture activities. Identified, nurture and qualified over 80 opportunities in the corporate pipeline.
Followed a rigorous and formal process to improve the win probability, including developing account
plans, teaming, and competitive intelligence. Communicate with key decision makers. Developed
compelling win strategies and value propositions. Was hired for a one- year business development
agreement. Successful results included:
$3M, FCC, Digital Process Automation Services.
APRIL 2017 – APRIL 2018
Senior Director/SIE Consulting Group
Hired for a one-year contract. Represented a company offering Software License Management Services.
Was honored to be appointed by GSA, FAS, team to lead the team to develop a sales strategy for
Software License Management Services. The role was demanding because we needed to find the
first client who would agree to buy these services. This was accomplished. Other parts of the scope
were to develop a robust pipeline, playbooks, and client meetings. Worked out of the GSA office.
Successful results included:
$1.7M, DHS, FEMA, Office of the CIO, for Software License Management Services.
$1M DOC, Census Bureau, Office of the CIO, for Program Management Services.
Grew my contacts with GSA to over 350.
JUNE 2014 – MARCH 2016
Senior Manager/Attain
Represented a company offering IT Services such as Cyber, Advanced Analytics, IT Modernization, DevSecOps, Agile Methodologies, Cloud, Software and Application Development. Responsible for all BD and capture activities related to DHS, DOC, and GSA. Identified and qualified over 70 opportunities in the corporate pipeline. Followed a rigorous and formal BD process to improve the win probability for each key opportunity, including developing account plans and teaming strategies, performing competitive intelligence. Communicating with government executives and key decision makers. Coordinated BD activities on the DHS EAGLE II contract. Frequent participant in color reviews of proposals. Reason for leaving, was honored to be selected to do billable business development and capture for GSA, FAS. Successful results included:
$11M, Department of Commerce, (DOC), HQ, PM Support Services. New logo.
$3M, DOC, HQ, for Cyber Security Services. New logo.
$16M, DOC, Census Bureau, for Agile Methodologies. New logo.
MAY 2013 – MAY 2014
Vice President, Business Development/ InterPros Federal
Represented a company offering a full range of IT Services. Led all BD and capture activities for the company to include client meetings, win strategies, teaming, capabilities matrix, gap analysis, price to win, and writing winning proposals. Developed a pipeline. Met with key decision makers. Reason for leaving, wanted to work with the same management team who went from Unisys to Attain. Successful results included:
$1.5M, Department of Labor, Occupational Safety and Health Administration, for PM, CPIC and EVM.
$15M, GSA, Office of Citizen Services, and Innovative Technologies: IT Support Services.
Won, GSA IT 70 Schedule renewal.
Maintained a multi-year pipeline of opportunities valued at $140M.
JULY 2007 – MAY 2013
Director/ Unisys
Represented a company offering IT Services, Cloud, Cyber Security, Logistics, IT, System Development, and Engineering. Performed BD and capture activities including execution of competitive intelligence workshops, call plans, gate reviews, and pipeline management. Managed 25 partners in the Unisys strategic alliance program ecosystem. Led the BD deals for DHS, GSA, DOC, and National Achieves and Records Administration (NARA). Performed market analysis, developed comprehensive capture plans and strategies including gap analysis, competitive analysis, and teaming. Briefed the capture status to Unisys leadership. Reason for leaving, offered a promotion. Successful results included
$3M, DHS, U.S. Coast Guard: Help Desk Services.
$70M, DHS, CBP, Land Border Integration.
$460M, DHS, CBP, Border Enforcement Management Support.
$500M, DHS, CBP, Targeting and Analysis Systems Program Office Support.
$30M, DHS, FEMA, Concept of Operations Re-design.
$6M, DOC, National Oceanic and Atmospheric Administration, for Email Migration.
$7M, NARA, for Email Migration. New logo.
Clearance
GSA, Public Trust, expired 12/2017
DHS, FEMA, Top Secret clearance, expired 1/2017
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