PAUL WICKRE

Bethesda, MD *****, Phone: C 301-***-**** Email: adlmng@r.postjobfree.com

LinkedIn URL: https://www.linkedin.com/in/paul-wickre-a94385b/

DIRECTOR/VP, FED BUSINESS DEVELOPMENT/CAPTURE

Strategic Vision * Pipeline Development * Tactical Revenue Generation

Driven technology executive with an outstanding record of capture team performance. Career lifetime production of over $750m in sales and marketing of hardware, software and professional services to large Fed Civilian, DoD and Service Providers. Seeking an executive sales/marketing management or business development capture team lead, with a metro area technology vendor, desiring to leverage my comprehensive sales team management and pipeline marketing skills.

Selected Highlights

Seasoned data center executive with deep experience in operating GWAC/IDIQ’s including SEWP, FSI, FSII, CIO-CS, GSA, CIO-SP3 and FedBid. Expert in Shipley method for formal capture process.

Electrical Engineer with MBA and post graduate Government contracting degrees.

Designed and launched RFQ/RFP pursuit and capture teams over the past 13 years, at four corporations.

Over $25m in SEWP V program delivery while at FedTran, full P&L.

Expansive BD executive with P&L responsibility for DHS FS I IDIQ. Over $140m while at APL.

Proven BD executive with Task Order wins in DHS USCIS, FEMA, CBP, TSA, at NCS ’09-$40m.

Built bid, proposal, and capture team for CWS, results of $38 million bid, $15 million task orders won, ’07.

Built Fed market launch for VC backed startup in messaging continuity appliances in MSF Exchange.

Launched teaming agreements between IBM professional services and Sprint, resulting in $240m.

Corporate sales leader and market development expert in GSA schedules and DITCO BoA.

Created and executed highly successful strategic business plans, repositioning custom network business into standard product bridge-router marketplace, resulting in $50m run rate.

Sold, built and delivered large, secure private networks: FAA/DOT ADTN & State DOSTN, $100m.

Serial Entrepreneur who thrives in early stage ventures. Five Startups, one private sale, one IPO, NYSE: HYC.

Areas of Product/Service Expertise

SME in Agility framework and DevSecOps enablement

Carrier switching infrastructure TCP-IP Routing

SaaS Cloud provisioned managed services

Cybersecurity defense, biometric/identity management, data forensics expertise

Cybersecurity C&A and IV&V professional services expertise

Networking access products/software

Firewall applications, IDS/ IPS software expertise

Frame Relay/ATM multiservice platforms

OSS software for provisioning and diagnostic management

Education and Professional Development

Master of Science (M.S.) A.B.D. Telecom Policy & Law, George Washington University

Master of Business Administration (M.B.A.), University of Pittsburgh

Bachelor of Science (B.S.E.E) Electrical Engineering, Catholic University of America

Member, IAC/ACT, IEEE, AFCEA, advisor to Corporate Boards in Government Technology

Member, Capitol Hill Club, Republican National Committee, House Privileges

Professional Summary

Senior Director, Business Development & Capture, Cirrus Labs 2020-2021 Wrote business plan and built out Federal launch of professional services company in the Agile DevSecOps space. Major customer accounts in DHS, Navy and Air Force. Managed a $20m book of business.

Vice President, Business Development & Capture Management, Federal Transactions, Inc. 2014 to 2020

Founded and launched SB VAR reseller across 50-70 OEM vendors including professional services. Successfully captured over $25m in HW, SW, services and renewals. Built inside team to steady transaction volume, resulting in 100+ Task Orders. Managed sales operations, finance and BD. Concentration was in SEWP, CIO-CS, GSA and FSII. Responsible for bid-proposal team, gate reviews, all market revenue and program delivery. Provided classic sales management in running inside and outside teams.

Vice President, Business Development & Capture Management, All Points Logistics, Inc. 2010 to 2014

Founded DHS operating business unit on the FirstSource IDIQ. Hired and managed personnel, sales team and created all business process, integrating sales capture, operations and finance to create a standalone division. Responsible for bid-proposal and led color teams. Achieved $40m in first six months, $140m of task order business since inception. Named to Top 100 DHS Contractors by GCNews and maintained dominant market share in the FirstSource task order business since launch.

Vice President, Business Development & Capture Management, NCS Technologies, Inc. 2009 to 2010

Built DHS Practice Area for $100m VAR. Established IDIQ new business unit run rate at $40m. Built inside sales, teaming and technology alliances in core practice areas for biometrics, cyber defense, IP Telephony and network performance applications. Led startup activities, in DHS RFP’s, bid efforts and capture teams of over $40m, while achieving 110 Task orders and five multi-year major program awards.

Director, Federal Sales & Business Development, CWS Corp. 2007 to 2009

Built federal sales, marketing, and business development including full capture process, for FSII vehicle holder. Took firm to top 6 ranking in one year. Directed technology wins with Dell (premiere status) Cisco, Juniper, Sun, HP and network software solutions. Achieved DoD-CENTCOM awards. Won DHS contracts, at $15m.

Director, Federal Sales & Business Development, Teneros, Inc. 2006 to 2007

Built Federal market launch for VC backed startup in messaging continuity appliances for Microsoft HA/Disaster Recovery. Established secure messaging network standard/sales with NGIT, House and Senate Select Intelligence Committees and Homeland Security contracts at $5m.

Director, Federal Business Development, FirsTech, Inc. 2003 to 2006

Built Fed contracting and agency representation for technology firms seeking GSA & DISA penetration, successfully. Resulted in task order capture with DITCO, teaming agreements for AT&T Government solutions and MCI Federal markets. Engaged in the US launch of software products in the intrusion detection, vulnerability and password management software arena. Client accounts; Global Crossing, Newedge, Alcatel, Safestone. Pilots and task orders at Homeland Security, DoD SLV at $15m.

Vice President Sales & Marketing, Frame Relay Systems & Technology, Inc. 1996 to 2003

Continually exceeded revenue goals developing markets for carrier services, consulting, and software applications specializing in broadband, Frame Relay, ATM, VoIP, DSL networks and applications. Designed National Sales Programs for over 50 hardware companies focusing on CLEC/BLEC/IOC go-to-market efforts. Effectively directed market research, strategic planning, channel and alliance programs, and productization of new services including Federal strategy for GSA MASC and IDIQ contracts.

Vice President Sales & Marketing, HyperCom Network Systems, Inc. 1992 to 1996

Created and executed highly successful strategic business plans, repositioning custom network business into standard product bridge-router marketplace. Achieved first year profitability and annual sales in excess of $14 million, placed the firm into top 4 in IP internetworking sales in less than three years. Increased corporate revenues to over $55 million. Controlled all aspects of marketing mix, advertising, promotion, trade shows, collateral, public relations, direct sales and support. Launched Fed effort resulting in DoD contracts.

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