Business Development Project Manager

Thomas A. Stallone Sr. Bethesda, MD *****

703-***-**** ***********@*******.***

Sales and Business Development

OBJECTIVE: Seeking a professional project manager or executive sales management position utilizing managerial experience, organizational abilities, and interpersonal skills in multiple federal agencies

Overachiever who closes business on a delivery order and funded task basis; responsible for more than $4 Billion in sales in technology using GSA Schedules, GWACs, BPAs, MATOC, BRACC, and similar Federal contracting vehicles.

Self-motivated team player/coach that works equally well independently, and always with a positive attitude.

Able to work on multiple assignments and meet deadlines within high pressure environments.

Director of Business Development Jacobs Telecommunications 2022 - 2024

Director of Business Development for Jacobs Telecommunications, which designs and connects thousands of small cell installations nationwide and provides complete turn-key solutions from benchmarking to head-end installation and integration. These services include new site designs, build existing site upgrades and modifications, and offer operations and maintenance services to commercial clients including AT&T, Verizon and T-Mobile, as well as government customers including the Intelligence Community, Departments of Energy, Interior and Defense as well as state governments. In addition, Jacobs addresses fiber and coax engineering and construction for aerial (pole line) and underground cable placement for cable TV operators, independent phone companies and state and county governments, as well as cellular circuits for cellular phone companies.

Vice President of Sales, Commdex, LLC 2020 - 2022

Responsible for managing and supervising federal sales teams of sales personnel and engineers, delivering over $22,000,000 in enterprise software, hardware and services for Land Mobile Radio (LMR), Microwave, Antennas and Communications Towers to the Department of Defense, Department of Homeland Security and Department of the Interior and Department of State.

Managing Partner, TapSEC Consulting, LLC 2002 - Present

Responsible for managing and supervising four sales representatives and an inside sales team of four. Additionally, supervised a salesperson and sales engineer from each client, resulting in a composite sale team of up to 15 individuals under my direct supervision. Telecommunications & Security products, and services include enterprise level software sales, software as a service, bandwidth, dark fiber, service enabling devices (SEDs), telecom expense management, and management services.

Developed sales plan and to go market strategy for software and services as part of the GSA EIS ManageRight solution platform for telecom operations management which handles millions of dollars in monthly spend; hundreds of services order each month; ingestion, analysis, and reporting on thousands of telecom vendor invoices; and keeps track of thousands of telecom inventory items. Specifically, it fills holes in the overall EIS solution for Transition Planning and Scheduling, Acquisition planning and execution, GSA’s “Full Service” Option with “Infrastructure as a Service”. It includes TEM and other services such as line testing, billing audits and optimization, contract analysis, RFP administration and procurement, contract renegotiation and management, billing disputes management and recovery of overpayments.

Develop sales strategies for a plethora of GSA Schedules and GWAC’s for security, telecommunications, services and law enforcement. Security products and services include electronic security, access control and intrusion detection.

Specific Tasks include:

-Managing a $23 Million Dollar EIS Pipeline

-Developed and led Strategy for software, hardware, and network appliances awards of over $114M for APL Inc.

-Developed a strategy for Eyak Technology using MATOC TIGER Contract for Critical Infrastructure Technology.

-Targeting $6M for Star Asset Security

-Strategies and Sales to DHS and US Navy Enterprise level licenses for AINS ECase and FOIA Express Software

-Strategies and Sales to DHS and DoD US Army & US Navy, GSA, & DOE of enterprise level licenses for Ventraq NetPLUS Software ($11M+ Pipeline and $6.1M in revenue)

-Upgraded Extreme CCTV’s GSA Schedule and developed a National Strategy for Bosch

-Developed Acquisition Strategy for the Army Corps of Engineers Philadelphia District and

the US Army Reserve for the Northeast and Mid-Atlantic Regions using GSA and MATOC Strategies

-Developed & Executed GSA & GWAC Strategies with ERIC, FiberNet Systems & AETEA Technologies & Elicere Inc.

-Developed a strategy for the upgrade and award of additional GSA Schedules for Diebold Security

-Captured more than $14M in Life Safety, Fire Alarm and Sprinkler System including Maintenance for Simplex-Grinnell.

Engagements Include:

Federal Sales Consultant for Rivermine Software.

Telecommunications Expense Management Software and Services.

Developed Federal Sales strategy using GSA Schedules and GWAC Process

Awarded over $3.2M in sales for US Postal Systems in 2008, and $880,000 of services.

Captured new business with NRC and FBI, with $700,000 in follow-on awards

Awarded $1M from Bonneville Power Administration for wireless device management.

Business Development Manager, Mission Critical Partners 2018 – 2019

Responsible for $15m pipeline and $7.5M in growth/sales for the Lifecycle Management System Mission Critical Partners.

In addition to my direct sales coordinating a sales team of 8 individual contributors across the United States for delivering innovative solutions that help our clients enhance and evolve their public safety communications systems and operations. This includes design, planning, implementation, and lifecycle management expertise spans all aspects of mission critical communications.

Vice President of Sales, Ventraq/NetPlus 2010 to 2017

Telecommunications Expense (TEM) & Management System (TMS) Software and Services including SaaS solutions.

Personal Sales & managed a team of 7 (salespeople, sales engineers and marketing quota of $7.5M (2017).

Sales to Civilian Accounts & Army Nationwide Roll out Developed specific sales call plan for GSA EIS support.

Awarded over $4.3M in sales for Department of State ($3.4M in follow-on awards) including 40,000 wireless devices

Awarded $1.8M DoE Savannah River Nuclear Site

Awarded $2.4M + Follow on Awards for Department of Transportation, State of Texas, Metro Washington Airport Authority, Greater Orlando Airport Authority, NASA Marshal Space Flight Center, and Marriott International

Awarded over $2.4M from Boeing Corp and developed targets for Accenture, Booz Allen Hamilton, Wells Fargo, Mitre Corp, and Kaiser Permanente

Lead integration of 4/2016 acquisition AMTEL Wireless Expense Management (WEM) & Mobile Device Management into NetPlus and doubled the devices to build revenue stream to over $1M in the first 12 months.

Director of Business Development Government, SimplexGrinnell

Developed successful sales and business development for the MidAtlantic Region (VA, MD, DC and PA) for Life Safety, Fire, Security and Special Applications. Specific Tasks included:

-Contracts with $14.5M contract award value & Award of $4.5M+ in funded deliver orders

-Developed Acquisition Strategy for the Army Corps of Engineers Philadelphia District and

the US Army Reserve for the Northeast and Mid-Atlantic Regions using GSA and MATOC Strategies

-Led capture management effort for 10 contracting vehicles throughout the MidAtlantic

-Developed and executed a partnership and subcontracting plan with 49 subcontractors

Sales Management Consultant, Galaxy Control Systems & Bosch Extreme CCTV

-Consultant for Government Sales Programs for cloud-based enterprise security software including SaaS.

Managed the Digital Systems GSA Schedule Program Schedules 84 & 70

Upgraded Extreme CCTV’s GSA Schedule and developed a National Strategy for Bosch Utilizing GSA Schedules, GWAC’s

Actively worked with dealer lead generation for 64+ dealers.

Provided a traveling “road show” for dealer training and & opportunities.

Managed State Contract Program.

Participated in identification and capture of $3.2M in direct programs.

Participated in developing bid strategies for over $5.5M in pending awards.

National Sales Director, Advanced Concepts Inc.

Public Safety Sales in DC, FL, TX and LA Developed Feasibility and Needs Analysis Services

Wrote System acquisition services (RFP, RFQ, RFI, etc.), Ran Staffing and Operations Services programs.

Built Public Safety Access Point (PSAP) and Center Security Services (911 and EOC)

Developed Project & Program Management Services & Strategic Planning and Budgetary Services (Federal & State)

National Sales Director, Government Sales Comm-works, LLC

Supervised a team of 7 account executives, a proposal manager and 2 sales engineers.

Developed GSA Schedule, awarded five GWAC Contracts, awarded two State Contracts

Developed contract strategy for Comm-works to sell to Federal, State and Local agencies for $15M in revenue

Products included voice & data products as well as a wide range of services.

Submitted a major revision & business plan for GSA Schedule 70.

Federal Government Sales Director, Cavalier Telephone

Wrote GSA Schedules and awarded five GWAC Contracts

Managed the Cavalier GSA Schedule Program.

Managed State Contract Program.

Participated in identification and capture of $3.2M in direct programs.

Participated in developing bid strategies for over $15M in pending awards.

Director, Government Sales, Control Point Solutions 2006 to 2007

Was responsible for developing and establishing a Government Practice and pipeline to develop a program for reducing telecommunication costs for CIO’s and telecommunications managers. This effort spanned both wireless and wireline devices with an understanding of the technical and contractual requirements required for Federal and State Agencies including the General Services Administration.

Developed a federal pipeline and award process for more than $8,000,000 in government contracts. This effort utilized an outsourcing model for Telecommunications Expense Management (TEM). The model included inventory management, provisioning, invoice management and claims resolution. Awarded projects including Internal Revenue Service Audit and Department of the Treasury Headquarters Wireless Management via the BAE Seat Management Contract. Pipeline included US Secret Service, Department of Justice, and Department of the Navy, Nuclear Regulatory Commission, and Headquarters of the General Services Administration.

Group Vice President, VSE Corporation 2000-2002

Supervised a sales team of 7 account executives, a proposal specialist, pricing specialist, and 3 sales engineers.

Developed and implemented national sales and marketing effort across three product lines (security, telecommunications including voice, data and video technologies and structured cabling). This included building Public Safety Access Point (PSAP) and Center Security Services (911 and EOC) for Federal, State and Local Law Enforcement activities and military Command and Control Centers. Awards were made via GSA Schedules, BPA’s, MATOC Contracts and GWAC Contracting Vehicles. Achieved more than $17M of new business.

Division Manager - SHERIKON, Inc. 1996-2000

Voice, Video, and Data (V2D) Division, Engineering Services Sector

Supervised a team of 4 account executives, proposal manager and 2 sales engineers. Awarded their FIRST GSA SCHEDULE 70 Contract. Awards were made via GSA Schedules, BPA’s, MATOC Contracts and GWAC Contracting Vehicles. Developed and implemented national sales and marketing efforts across three product lines (security, collaborative environment and technology (CT&E), and structured cabling). This included the construction of facilities for Public Safety Access Point (PSAP) and Center Security Services (911 and EOC) and military Command and Control Centers.

Achieved more than $11M of new business.

Director Federal Systems, AST, Inc. 1989-1996

Supervised 2 sales representatives and a pricing analyst.

Achieved promotions through the management ranks to lead the Federal Systems Group sales and marketing efforts.

Developed more than $3M in annual sales based on Navy technical support contracts.

MILIATARY EXPERIENCE U.S. Navy, E6, YN1 (SS) 1982-1989

Served on new construction submarines, USS NEWPORT NEWS (SSN 750), USS FLORIDA (SSBN 728) as Navy Personnel Officer. Chief of the Watch on SSBN 726 Class and SSN 668 Class Submarines. Supervised underway watch sections of 30-45 personnel. Served as Flag Writer/Executive Assistant to Deputy Chief of Naval Operations for Submarine Warfare and as the Submarine/Nuclear Power Chief Warrant Officer/Limited Duty Officer Placement Officer at the Bureau of Naval Personnel.

EDUCATION

Catholic University of America, B.A. General Studies Public Administration, 1989

George Washington University, M.P.A. Public Administration

Eagle Scout 1976

SECURITY CLEARANCE – Have previously held both Secret and Top Secret.

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