CAREER QUALIFICATIONS: Exploiting **yrs+ of B*B & B2G Enterprise IT field sales, GSA contracting, channel, program services & competitive marketing expertise with goal-driven, result focused, high-speed revenue generation managing all phases of sales & new business development by capitalizing on award winning success, technical, consulting, RFP development & presentation skills, attracting partners & motivating teams to peak performance.

EDUCATION: University of New Hampshire; Durham, NH - Bachelor of Arts, Economics, May 1990

New York Institute of Finance; New York, NY - Bond Markets, January 1991

CAREER-RELATED EXPERIENCE:

En Pointe GOV, Inc. (En Pointe Technologies, Inc.) Gardena, CA

SLED East & Federal Programs WW -February 2010 – Present

Developed, negotiated & closed $2B Task Order contract – FBI Triple S – with General Dynamics

Managing $30M SmartBuy - McAfee contract - Generated $24M, 5yr fulfillment for DISA

Closed & managing $1B 5yr, NE Multi-State(6) Software License contract

Closed & managing 5yr hardware & software contract for CT Colleges Purchasing Group, (40) schools

McAfee Certified

Ensconce Data Technology, Inc. (EDT) Portsmouth, NH

Vice President – Government Sales & Marketing – October 2007 – October 2009*

Motivational leader to team of 3-5 Reps. & chief problem solver to EOL Digital Asset Management software start-up.

Organized 1st Annual IT Forensics conference (InfraGard) between FBI & Northeast Public Sector CISO’s

Developed & drove $1M services contract for 2008 CWID operations at ESC-Hanscom AFB.

Wrote SBIR proposal, awarded $100k Grant from DHS to develop self-destruct Secure Computer

Closed 3yr contract Data-At-Rest, Sanitization & Encryption software services for FDIC, DSS & NSA

Designed $4M data EOL migration & modernization services under ATLAS Program for DHS-ICE

Negotiated, closed & provided Professional Asset Decommissioning services with global & regional Strategic Channel Partner contracts > Dell, CSC, Unisys, General Dynamics, Red River Computer, GTSI

Responsible for building sales from zero to $7M annual run rate with $200K+ average order size.

Produced largest USAF MAJCOM clients > AFMC, AMC & AETC

Actively united Partner price & training strategy from Asset to Recurring Revenue Professional Services Model resulting in (25) new clients in 6 mos., Result > $500K in new business annually.

Security Clearance: Sensitive/Confidential (FBI) (*Strategic Partner buyout)

DesktopStandard Corporation Portsmouth, NH

Director of Public Sector Sales & Marketing – February 2005 – September 2007

Lead Active Directory enterprise software .NET team to 220% growth in 2005 > Result acquired by Microsoft 2006

Generated new business annual run rate $3M to $8M+ in software license transaction sales

Coach & Mentor of ISR team (5) Web based conferencing, field & telemarketing with $75K+ average order

Created & managed GSA Schedule 70 & GWAC contracts (e.g. SEWP, NETCENTS, ITES)

Negotiated, closed & provided Program Management with Strategic Channel Partner contracts > Northeast Regional (GHA, Add-On Data, Focus); National (Unisys, Northrop Grumman, EDS, SHI, PCC)

Delivered USAF AirStaff enterprise 5yr contract (Standard Desktop Initiative) valued at $6M+

GovConnection (PCConnection, Inc.) Merrimack, NH

Government Sales Manager - DOD – January 2003 - February 2005

Motivational leader, mentor & problem solver to Inside Team of 8 for enterprise IT hardware & software VAR.

Grew revenue from $6M/yr to $14M+

Lead with solutions from SUN, Cisco, IBM, Microsoft, VMware & Symantec

Revitalized lapsed USAF IT (AFWAY) contract > Result = $5M+ new revenue fy2003.

Achieved 8-12 appointments/week while exceeding quarterly quota of $1M/Rep. & average margin of 8-12%

Awards: President’s Club 2003

MCI/WorldCom, Inc. Boston, MA

Regional Sales Manager – Northeast State & Local Government – September 1999–January 2003

Led team of 6-7 new business development reps., growing revenue $16K - $128K+/mo. (300%+ over quota)

Closed Multi-Year contracts with NH, MA, ME & VT generating $40M in revenue.

Delivered CLEC contract with Verizon supporting 10yr statewide contract for Comm. of MA.

Created regional pricing strategy & business plan resulting in $2M+ in new State business revenue.

Directed focus on custom application services, Data/Internet circuits, hosting & collocation

Negotiated Channel/Partner activities (e.g. Cisco, Avaya, IBM, SIEMENS, TRW, EDS, Lockheed Martin, CSC, SAIC, etc.) for integrated solutions.

Awards: President’s Circle 2000; Best Team 2001

Training: Miller Heiman > Strategic Selling® program, Large Account Management Process (LAMP)

Xylan Corp. (An Alcatel Co.) Dover, NH

Federal Sales Manager -1997 – 1999

Field sales Manager/Coach/Mentor to data networking switch/router & #1 Telecomm. equipment OEM vendor.

Grew fy1998 quarterly revenue from $1M to $12M+

Negotiated teaming agreements with security OEM’s (e.g. RSA, Veritas & Checkpoint).

Developed & implemented Go-To-Market strategies resulting in 150%+ increase in new business.

Directed GSA sales & channel partner activities resulting in 300%+ increase of existing business thru various GWAC, BPA & Partner contracts for 1998.

Designed & implemented Federal procurement analysis reports resulting in focusing division on program Channel contracts, generating $15M+ new revenue fy1999.

Awards: Sales Manager of the Year – 1998; President’s Club – 1999

Cabletron Systems, Inc. Rochester, NH - 1992 – 1997

Promoted: Sr. Federal Outside Sales Manager - CIV/GOV - February 1994 – December 1997

Manager/Coach/Mentor to enterprise data networking switch/router & management software OEM vendor.

Grew quarterly sales from $2M to $24M+ between fy1994 to fy1997.

Maintained 150%+ average quota per quarter, 11 consecutive quarters.

Negotiated & coordinated new business Federal program Channel Partner contracts;

o NASA-SEWP II – Unisys - $25M+/yr

o US Dept. of Health & Human Services - NIH-ECS I BPA contract - $12M+/yr

Awards: 150% Club 2nd Qtr. 1995; Team Appreciation Award 1996; Best of the Best 3rd & 4th Qtr. 1996, 1st, 2nd & 3rd Qtr. 1997; Junk Yard Dog Award 3rd Qtr. 1997

Training: Government GSA/FAR (Kelley’s Gov’t Services); Account Penetration Workshop

Promoted: Federal Inside Sales Rep - CIV/GOV Territory - February 1993 - February 1994

Negotiated & closed Channel program contracts that included:

o USDA Project 615 (GIS) - $10M+/yr

o US Dept. of Veterans Affairs Medical Center-NOAVA - $8M+/yr

o NASA-SEWP I - $18M+/yr

Developed & closed 3 stage NASA program for the 1st LAN in space aboard MIR 18 resulting in $1M+ free advertising.

Award: 150% Club 2nd & 3rd Quarter 1994

Inside Sales Representative - OH/PA Territory - October 1992 - February 1993

Developed & closed 1st statewide contract for Higher Education – Ohio – Inter-University Council Purchasing Group (IUCPG) resulting in over $3M+/year.

Awards: 200% Club 4th Quarter 1992

Yamaichi Securities International of America (Division - Global Advanced Technology Corp.) NYC, NY

Market Analyst – Bond Desk - June 1990 - October 1992

Researched & marketed Fixed Income (Bonds, CMO's) analysis & modeling/forecast tools to financial industry.

Achieved 110% of yearly quota to $1.2M in fy1991.

Conducted presentations to “C”-Level Portfolio Managers & Managing Directors.

Licensed: Series 6, 63 & 7

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