Senior Program Manager

Mark Wayne Borger

*** ********* *****, *****, ** 15642

724-***-**** (Cell)

c98nwo@r.postjobfree.com

SUMMARY OF QUALIFICATIONS

Over 27 years of professional experience in the software and information technology industry, encompassing all aspects of: program/project management, operations management, sales management, business and channel development, economic development, entrepreneurial mentoring, marketing communications, direct sales, solution selling, cooperative relationship building, account management, collaborative software research, embedded software engineering, product development and marketing, technical consulting, training development and delivery, and competitive proposal development/management.

• Program/project management - 15+ years of program and project management across a spectrum of organizational types: technology-based economic development, software R&D, project-oriented application development, professional and technical services, and product development and marketing.

• Management consulting - 7+ years of entrepreneurial executive consulting.

• Operations management - 4+ years of P&L operations management experience.

• Technical consulting - 7+ years of software development environment and real-time systems technical consulting to government and commercial customers; 4+ years of technical training development and on-site delivery; 2+ years of software process improvement consulting.

• Software engineering - 6+ years of software engineering R&D related to building predictable real-time systems; 6+ years of software product/application development.

• Business development - 15+ years of business development experience securing new contracts with both government and commercial customers/partners. Have managed all aspects of the sales and business development lifecycle: strategic planning, tactical action planning, opportunity identification, technical and financial qualification, collaborating with senior staff to develop technical concepts, capture management, teaming, proposal management, contract negotiation, business closure, collections, and account management.

• Sales management - 3+ years of sales team management experience responsible for revenue generation and forecasting, achieving sales targets, creating a solid business pipeline, financial reporting, building a national sales team, establishing sales commission plans, negotiating and closing new business deals, and establishing business partnerships.

• Leadership - successful program/project management track record; experience in opening and managing a technical field office; proven ability to build effective partnering relationships; experience in managing external consultants and subcontractors; excellent communication skills; customer focused, “win-win” management philosophy; self-motivated; success oriented attitude; ability to establish technical credibility with senior technical staff and management.

SUMMARY OF ACCOMPLISHMENTS

• Operations management – as acting VP, Operations, returned the Advanced Decision Support (ADS) division of Logica Carnegie Group to profitability; profitably managed a regional P&L unit for Telesoft, Inc.

• Regional office management – opened, staffed, and managed a regional professional services and technical consulting office ($1M in revenue per year) for Telesoft, Inc.

• Product development – led all aspects of the TeleAda-EXEC product development effort for Telesoft, Inc., including: writing the product requirements specification in conjunction with TeleSoft’s real-time product line manager, writing the software project management plan, writing the product test plan, leading the software development team, and managing the project’s schedule and budget.

• Strategic planning – helped establish new TTC programs: PaCSCI, PATCI, Venture Executive; led TTC formation and branding project; developed and implemented TimeSys Channel Partner Plan; wrote strategic plan for LCG’s ADS line of business; led the Software Engineering Institute’s strategic business development activities to secure long-term supplemental core sponsorship funding from the Department of Commerce.

• Sales and business development – tripled the size of TTC’s industrial R&D consortium membership to over 60 companies; closed $1M in new business at TimeSys in first year; closed over $15M in business in 5 years at Logica Carnegie Group; secured over $2M of SBIR contracts; launched TimeSys Linux Distribution Partner Program.

• Sales team development and management – re-built and managed an effective sales team for Logica Carnegie Group targeted at new sales in the Government (defense/aerospace) and Commercial sectors.

• Executive-in-residence consulting – provided management consulting to over 60 early stage companies who have collectively secured over $35M of funding outside of TTC programs.

• Large account management – maintained a 90% renewal rate for largest TTC members; starting from scratch, developed, managed, and sustained business with LCG’s DARPA customer peaking as a $4M per year account.

PROFESSIONAL EXPERIENCE

The Technology Collaborative, Pittsburgh, PA (Aug 2002 – June 2010)

Vice President, Business Development

• Business development: managing all aspects of TTC’s industrial R&D consortium membership of 60 companies that are focused on developing products using advanced electronics, embedded systems, cybersecurity, and robotics technologies.

• Program management: providing on-going program management (i.e., annual planning, setting budgets, tracking budget conformance, approving expenses, monitoring TTC member satisfaction, reporting program results) for the following TTC programs/services:

JumpStart (business incubation)

Starter Kit (business attraction)

Talent Recruitment and HR consulting

Training reimbursement

Pennsylvania Cyber Security Commercialization Initiative

Intern Subsidy

Pennsylvania Assistive Technology Commercialization Initiative

Venture Executive

• Executive management consulting: providing on-going mentoring and management advice to entrepreneurs of early stage companies in TTC’s technology incubation program. The guidance provided has spanned issues such as: business strategy and business plan development, marketing strategy and execution, product development and commercialization, intellectual property development and protection, and funding strategies.

TimeSys Corporation, Pittsburgh, PA (Aug 2000 – Aug 2002)

Director, Business Development

• Program/project management: served as Program Manager on 3 government R&D contracts.

• Business development: generated and closed over $600K in new government business through contracts and orders with Lockheed-Martin, BAE Systems, Raytheon, Boeing, Anteon, AFRL/IF, NAVSEA, and NSWC. Closed over $400K in new commercial business and established strategic, revenue-generating accounts in markets such as: Telecommunication/Networking, Industrial Automation, Consumer Electronics, and Automotive. Negotiated and signed multi-year contract with Siemens AG.

• Business and sales channel development: developed and launched TimeSys Linux Distribution Partner Program. Developed and executed the TimeSys channel development plan to establish business partnerships with semiconductor companies, single board computer manufacturers, software development tool developers, real-time OS vendors, distributors, and system integrators to help drive sales of TimeSys products/services.

Logica Carnegie Group, Pittsburgh, PA (Jun 1995 – Aug 2000)

Director, Sales and Business Development

Acting, VP Operations (Feb 2000 – Aug 2000)

• Managed all aspects of the 60-person, $20M Advanced Decision Support (ADS) division of Logica Carnegie Group (LCG); held weekly staff meeting with senior management team; tracked staff utilization, productivity, and performance; made staffing allocation decisions; monitored actual monthly revenue and expenses vs. budget; participated in project reviews; met with customers; reviewed sales pipeline reports; etc.

• Had P&L responsibility: provided analysis of the monthly financial reports, statements of operations, sales pipeline, and business trends to the CEO at Logica North America.

Director, Sales and Business Development (Jul 1999 – Aug 2000)

• Built, directed, and managed a 4-person direct sales team supporting the business objectives of the $20M Advanced Decision Support division of LCG. Exceeded annual bookings quota every year.

Manager, Government Business Development (Jun 1995 – Jun 1999)

• Managed strategic government R&D customer accounts (over $5M in annual revenue) such as: the Defense Advanced Research Projects Agency (DARPA), the Army Research Laboratory (ARL), and the Air Force Research Laboratory (AFRL).

Scout Project Manager (Jan 1998 – Oct 1999)

• Managed a 5 person software R&D project that used natural language processing techniques to develop a series of application prototypes which provide intelligence analysts with on-demand, query-relevant, multi-document summaries.

Software Engineering Institute, Pittsburgh, PA (Feb 1992 - Jun 1995)

Manager, Federal Agency Business Development

Business Development and Program Manager (Feb 1992 - Jun 1995)

• Identified, qualified, developed, and secured funding for new SEI business opportunities within the U.S. Federal Government sector. Managed existing SEI customer accounts in the Federal Government and Joint DoD Agency sectors (over $5M in total funding). Led the SEI’s strategic business development activities with the objective of securing long-term supplemental core sponsorship funding from the Department of Commerce.

TeleSoft Incorporated, San Diego, CA (Sep 1990 - Jan 1992)

Director, Systems Development and Professional Services, Eastern Regional Office

Real-Time Ada Training and Consulting Project Manager (Sep 1990 - Jun 1991)

• Opened, staffed, and managed a new regional professional services and technical consulting office.

• Developed and managed new customer relationships in the eastern region. Consulted with commercial customers located in the eastern region.

TeleAda-EXEC Product Development Project Manager (Dec 1990 - Feb 1992)

• Led all aspects of the TeleAda-EXEC product development effort.

Board Support Packages Program Manager (Apr 1991 - Dec 1991)

• Managed a total of 5 TeleSoft engineers and external consultants who were extending the TeleSoft real-time product lines by adapting existing products to new single board computers.

Software Engineering Institute, Pittsburgh, PA (Sep 1985 - Sep 1990)

Senior Member of the Technical Staff

Real-Time Scheduling in Ada Project Manager (Feb 1988 - Sep 1990)

• Led a 4-person technical team that specified, designed, documented, implemented, and tested modifications to an existing Ada runtime tasking kernel for supporting the basic priority inheritance, priority ceiling, and sporadic server real-time scheduling algorithms.

Real-Time Embedded Systems Project Manager (Jan 1988 - Sep 1989)

• Served as the technical lead for the design, implementation, and testing of a real-time Ada application (25 KSLOC) that simulates a shipboard Inertial Navigation System (INS).

Ada Embedded Systems Project Member (Sep 1986- Dec 1987)

• Led a technical group tasked with specifying, designing, implementing, and performing Ada real-time performance experiments in order to assess the feasibility of coding critical embedded systems in Ada.

Evaluation of Ada Environments Project Member (Sep 1985- Aug 1986)

• Developed a software environment evaluation methodology that is comprehensive, repeatable, extensible, user-oriented, and partly environment independent.

Texas Instruments, Ada Technology Branch, McKinney, TX (Jan 1983 - Aug 1985)

Member of the Technical Staff

APSE Interactive Monitor Project Member (Jan 1983 - Aug 1985)

• Served as the lead software engineer in the design, implementation, integration, and testing of a window-based software tool written in Ada that ran on a Data General (DG) MV/10000 computer system.

EDUCATION

Carnegie Mellon University University of Pittsburgh Allegheny College

Tepper School of Business Department of Computer Science Meadville, PA, May 1981

Pittsburgh, PA, May 1990 Pittsburgh, PA, December 1982 B.S. Computer Science

M.S. Industrial Administration (MBA) M.S. Computer Science B.S. Mathematics

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