Business Development Client Engagement
Resume:
Growth/Capture Leadership
With over ** years of experience in strategic capture management and business development, I specialize in driving growth initiatives within federal contracting, IT modernization, and advanced artificial intelligence solutions. As a Sr. Capture Executive, I excel in direct client engagement, competitive analysis, and proposal management to deliver impactful and actionable strategies. My expertise is grounded in ITIL and Shipley methodologies, ensuring seamless collaboration across technical and business teams.
My recent focus has been on aligning client-centric innovations with organizational growth objectives, enabling success in complex mission-driven environments. Guided by values of integrity, adaptability, and collaboration, I aim to empower organizations to achieve measurable outcomes through strategic planning and scalable solutions.
Direct Growth/Capture Activities
Managed all aspects of the Opportunity Lifecycle from Business Development to Capture Management and Proposal Management.
Lead the development and execution of strategies to drive revenue growth, market share expansion, and long-term business success Work in concert with Growth, CTO and enterprise-wide technical resources.
Provide win strategy development, solutions development, competitive assessments, teaming strategies, pricing strategy recommendations (based on a price to win and other competitive assessments), communications plans, action plans and execution plans for the opportunities that they are assigned
Effectively managed the execution of capture pursuits, tracking performance to cost and schedule, and communicating status to leadership.
Identify new business opportunities and foster strategic partnerships to strengthen my firms position in emerging markets.
Collaborate with cross-functional teams to optimize growth initiatives and ensure alignment with corporate objectives.
Collaborated with Pricing and Staffing to support the development of the pricing strategy and BOEs so that they align with the supported win strategy.
Shaped opportunities and advanced our position throughout the opportunity life cycle
Cultivate relationships with customers, partners, and stakeholders to enhance business opportunities and customer satisfaction.
Opportunity Summary:
Capture Lead 2024/2025 CECOM WFS2 $500M Pursuit (Direct)
Capture Lead 2024/2025 AMPV2 $650M Pursuit (FEDSIM)
Lead Solution Architect 2024 ACAS $500M Pursuit (FEDSIM)
Business Dev. & Capture Lead on 2023/2024 VAT4NG2 $22B IDIQ Award (GWAC)
Capture Support 2023/2024 USRPAC-TACs 1.9B Pursuit (FEDSIM)
Business Dev. & Capture Lead 2023/2024 on DOD CDAO TSyBO $2.9B Pursuit (FEDSIM)
Capture Lead 2023/2024 Advana Analytics $250M Pursuit (FEDSIM)
Capture CoLead 2024 on DOD/NGA $750M Maven Pursuit (Direct)
Capture Lead 2023 on USMCCOG $120M Cyber (In Decision)
Capture Lead on 2022/2023 DOE NIMS $700M No-Bid (Direct)
Business Development (BD) Lead on VA BAM awardee for $132M 2020
CoProducer and Capture VCii, Veteran Center for Ideas & Innovation. 2018 (FEDSIM)
Business Development (BD) Lead over the VA FMBT SI/PMO $410M program 2018
BD & Capture Lead over the award for the VA IOSS $471M program 2017/2018
BD & Capture Lead over the award for the VA DCC $400M program 2017/2018
BD & Capture Lead over the award for the VA EVO $197M Program 2016
Capture Lead on 2024, 2020 & 2016 VAT4NG2 $22B IDIQ Award
Professional Experience
KBR/Wyly Labs July 2024-April 2025
Director - Sr Capture Manager Fairfax, VA
As Sr. Director of Capture Management, I am responsible for the overall sales growth and marketing of Catalysis Capture from a Corporate position of strategy and growth. The tasks consist of direct customer growth, capture management, new client sales acquisition, strategic planning, forecasting, company branding and Program/Proposal P&L. As team lead, our combined focus is maintaining a back-log of over $2.4+B in current business with a net-new target of a 12% overall unit growth. My goal is to always provide an honest and ethical relationship to my team, the end client and leadership organization, all with a little humor.
Lead the Sales & Capture of over a billion in annualized pipeline.
Capture Focus on the following programs
oCapture Lead on 2025 APMV $600M Pursuit (with KBR)
oCapture Lead on 2025 CECOM WFS $500M Pursuit (with KBR)
oSolutions Lead on 2024 ACAS $500M Pursuit (FEDSIM) (with KBR)
Established Channel Partnerships for opportunity capture
Rebuilt and implemented a GATE process from Qualify-Post
Managed all aspects of the capture processes for all New Business Development.
Managed and developed all changes to all 7 GSA and 6 additional Federal Procurement Schedules
Managed strategic sales planning activities and capture for Government New Business.
Maintained and participated in all Industry Networking Events
ECS Federal Sept. 2022 – July 2024
Director - Sr Capture Manager Fairfax, VA
As Sr. Director of Capture Management, I am responsible for the overall sales growth and marketing of ECS Tech from a Corporate position of strategy and growth. The tasks consist of direct customer growth, capture management, new client sales acquisition, strategic planning, forecasting, company branding and Program/Proposal P&L. As a team lead, our combined focus is maintaining a back-log of over $2.4+B in current business with a net-new target of a 12% overall unit growth. My goal is to always provide an honest and ethical relationship to my team, the end client and leadership organization, all with a little humor.
Lead the Sales & Capture of over a billion in annualized pipeline.
oCapture Focus on the following programs
oCapture Lead on 2023/2024 VAT4NG2 $22B IDIQ Award (GWAC)
oCapture Co-Lead 2023/2024 USRPAC-TACs 1.9B Pursuit (FEDSIM)
oCapture Lead 2023/2024 on DOD CDAO TSyBO $2.9B Pursuit (FEDSIM)
oCapture Lead 2023/2024 Advana Analytics $250M Pursuit (FEDSIM)
oCapture Lead 2024 on DOD/NGA $500M Maven Pursuit
oCapture Lead 2023 on USMCCOG $120M Cyber (In Decision)
oCapture Lead on 2022/2023 DOE NIMS $700M No-Bid (FEDSIM Process)
Established Channel Partnerships for opportunity capture
Rebuilt and Implemented a GATE process from Qualify-Post
Managed all aspects of the capture processes for all New Business Development.
Managed and Develop all changes to all 7 GSA and 6 additional Federal Procurement Schedules
Managed strategic sales planning activities and capture for Government New Business.
Maintained and participated in all Industry Networking Events
Acuity International (Formally Caliburn Intl.) July 2021 – Sept. 2022
Sr. Director Business Development & Capture Reston, VA
Sr. Director Business Development and Capture Management, I am responsible for the overall sales growth and marketing of Acuity. The tasks consist of direct customer growth, capture management, new client sales acquisition, strategic planning, forecasting, company branding and Program/Proposal P&L. As a team lead, our combined focus is maintaining a backlog of over $1.4+B in current business with a net-new target of a 15% overall unit growth. My goal is to always provide an honest and ethical relationship to my team, the end client and leadership organization, all with a little humor.
• Lead the Sales & Capture of over 4-billion in annualized pipeline.
• Maintained a Target Account List and Forecast of $3B
• Established Channel Partnerships forecasting over $6B in targeted revenue
• Manage all current client and projects totaling an annual revenue of $244 M-Dollars in Task Awards
• Managed all aspects of the capture processes for all New Business Development.
• Sell/Develop at the CTO and Secretary level focusing on VA, HHS, CMS, DHS, other Civilian & DoD
• Manage strategic sales planning activities and capture for Government New Business.
• Recruit and Staff all managed programs through the VA, DOD and DHS.
• Manage/Lead the Business Development and Client-Ops team (11 Staff Members)
• Lead / Chair all Step Reviews and Account management Quarterly Reviews.
Evoke Consulting LLC (On Contract) Sept.2020 – Sept 21
Executive Consultant to the CGO for Business Development & Capture (1099)
As Consultant / Executive Director I was responsible for the overall growth and marketing strategy of Evoke’s Health and Life Sciences. The tasks consist of direct customer growth, capture management, new client acquisition, strategic planning, forecasting, company branding, and Program/Proposal P&L. I report to the Chief Growth Officer and Chief of Operations.
With Evoke, I have had the honor to work with a number of programs throughout the Veteran Affairs outside of the typical OIT unit like the PMO, AMO, ITRM and CPIC, on various projects, programs, portfolio and strategic planning frameworks for Technology and Financial Management, along with Research & Development portfolios of products to improve project delivery processes and execution. My keys to my success have been through envisioning and strategically capturing the voice of the customer, their roadmap definitions, positive vendor experience, execution planning, business opportunity identification, expense management and business value capture realization processes.
SAIC Federal and Civil Business Development/Sales April 2019 – Sept 2020
Sr. Portfolio Director/Business Development & Capture Veteran Affairs and Fed Health Reston
As the Sr. Portfolio Director, I have managerial and operational oversight for all Sales/Business Development and Growth for all current book-of-business and Net-New Business Growth for Veteran Affairs and Commercial Health managing all personal (staff & consultants), strategic account planning, growth and our backlog business that drives the P&L over my business unit. I report directly to the VP of Programs of Health (Fed/Civ/Commercial) and the Executive VP of Programs for all Federal-Civil-Commercial, working within a $5.3B P&L Business Unit. I am responsible for the overall growth and marketing of SAIC Health and Life Sciences with the focus on IT Modernization through a SAFe Agile approach.
I am a Certified ITIL and ITSM Practitioner, working with clients and partners on their Methodologies and Processes in Systems/Infrastructure Management, Unified Communications, Human Center Design through an Agile SAFe environment, Big Data/Business Intelligence, Agile Development, Interoperability, and all related aspects of the veteran care in the community.
•2020 Lead on $132 VA Bam Sales through the VBA and FTC Partnership.
•2020 Lead on $142 VA ePMO direct sales and capture
•Managed a P&L BD/Marketing line-unit of over $5M through combined direct sales and captures
•Established Channel Partnerships forecasting over $3B in targeted revenue
•Manage strategic sales planning activities for Government New Business. Managed a P&L BD/Marketing line-unit of over $177M
•Lead / Chair any Step/Gate Reviews and Account Quarterly Reviews for my team and leadership.
•Management of a team of 8 staff to include Capture and Field Growth specialists
Leidos Health Federal Health (Formally Lockheed Martin) Oct. 14 – April 19
Director of Business Development and Capture (Veteran Affairs) McLean, VA
As Director of Account Management (Veteran Affairs Health IT), I am responsible for the overall sales growth and marketing of Leidos Health / Lockheed Martin, Health and Life Sciences with the focus on the Dept. of Veteran Affairs. The tasks consist of direct customer growth, capture management, new client sales acquisition, strategic planning, forecasting, company branding and Program/Proposal P&L. As a team lead, our combined focus is maintaining a back-log of over $1.4+B in current business with a net-new target of a 15% overall unit growth. My goal is to always provide an honest and ethical relationship to my team, the end client and leadership organization, all with a little humor.
Established Channel Partnerships forecasting over $3B in targeted revenue
Sales/Business Development (BD) Lead over the VA FMBT SI/PMO $410M program 2018
oCoProducer of the VCii, Veteran Center for Ideas & Innovation, Sponsored by Leidos
oBusiness Development (BD) lead over the award for the VA IOSS $700+M program 2018
oBusiness Development (BD) lead over the award for the VA DCC $300M program Future State
oCapture & Business Dev. lead over the award for the VA EVO $340M Program 2016
oChampioned a $51M+ mod and program ceiling increase
oCapture & Business Dev. lead for the Unified Comm. Award totaling over $138M
oCapture & Business Dev. lead for the IOSS award over $700M+ New Growth Revenue
oCoLead for the Enrollment award totaling over $38M
oCapture Lead for BHIE totaling award value 0f $28M
Serves as the Program Governance Executive (PGE) for VistA Evolution
Manage strategic sales planning activities and capture for Government New Business.
Manage a P&L BD/Marketing line-unit of over $5M through combined captures
Lead / Chair any Step/Gate Reviews and Account Quarterly Reviews for my team and leadership.
Management of a team of 8 staff to include Capture and Field Growth specialists
Management Support Technology, Inc. (MSTI) February 09– Oct. 14
VP Business Development and Marketing Fairfax, VA
As VP of Marketing and Business Development, I was responsible for the overall growth and marketing of MSTI through customer growth and company branding. Reporting to the President and CEO, I maintained a back-log of over $27M in current business with a net-new target of a 25% overall company growth.
Lead the Capture and WIN of the following accounts:
Veteran Affairs OI&T BPA $94M
VA NSD $15M
VA T4 – 5 RTEP Awards
VA ESS
VA ASD
VA ITRM
VA PMASS
DOL PMO BPA $39M
CENSUS IT / PMO BOA $19M
HHS/HRSA ERM BPA $36M
Army HRS IDIQ $5B
•Managed a P&L BD/Marketing line-unit of over $20M, with 11 direct staff members
•Established Channel Partnerships forecasting over $6B in targeted revenue.
•Manage all current client and projects totaling an annual revenue of $27 M-Dollars in Task Awards
•Managed all aspects of the sales processes for New Business from penetration to close.
•Sell/Develop at the CTO and Secretary level focusing on VA, HHS, CMS, DHS, other Civilian & DoD
•Manage strategic sales planning activities and capture for Government New Business.
•Recruit and Staff all managed programs through the VA, DOD and DHS.
•Manage/Lead the Sales and Client-Ops team (11 Staff Members)
Education, Certifications & Awards
B.S. Marketing Statistics with a Minor in Fine Arts, Lynchburg College 1996
Executive Management Program - Wharton SB/MBA 2008
Myers Briggs, 2018 and 2019
Shipley Capture Management 2018
Shipley Quality to Win 2024
Shipley Managing Strategic Proposal 2018
MicroStrategy, Technical and Sales University
ITSM and ITIL Foundation Certified - Pink Elephant
Federal Acquisition Academy 2010 - Certification
Management in Business Development – Certification
Capture/Proposal Management - Shipley
Mastering Solution Selling - Certification
Professional Skills & training
20+ Years in growth management
10+ Direct Capture Management
Shipley Capture Management
SAFe Agile
Myers Briggs
Solution Selling Cert.
Program/Project Management
ITIL/ITSM Service Desk Management
Sales Strategy
Business Process Reengineering
Wharton Executive Management
Executive Sales Leadership Cert.
Policy, Programming, Budget, Execution
Business Intelligence
Channel Management
References
Maj. General Marty Klein
US Army Major General
Brian Orsi
VP Mission Solutions - ECS
Chris McKee
Sr. Solutions Arch - IBM
Alex Isaac
Sr. Director BD – ECS
Individual Reward/Accomplishments
2021 Needle-Mover $768M VA IOSS Leidos
2017 Needle-Mover $478M VA IOSS Leidos/SMS
2017 Needle-Mover $199M VA EVS Lockheed/SMS
2015 Needle-Mover $342M VA EVO Lockheed/SMS
2013 President Award (MSTI)
2012 President Award (MSTI)
2011 MSTI Growth Leader Award
2008 Account Manager INTEL
2007 LANDesk Channel Manager PC
2005 LANDesk Presidents Club
1999 MicroStrategy: Presidents Award
1996 Monster.com: Addy Award
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