Experience

Delviom, LLC

• United States
• Information Technology & Services
• 1 - 100 Employee

• VP, Federal Business Development - Federal Civilian & DOD Agencies

  • Aug 2022 - Present

  DHS (FEMA, CISA, ICE, CBP), DOS, FAA, FCC, SEC, U.S. Treasury & IRS, USDA, U.S. Army, U.S. Air Force, U.S. Navy, DCMA, DCSA, DHA, DISA • Lead the Cyber Security / IT Modernization practice maturation and execution of the corporate growth and sales to DOD and Federal Civilian Agencies. • Spearhead the development, communication and implementation of effective growth strategies and processes to include capture management, marketing campaigns and business development activities • Build relationships with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices • Develop and sustain a sales pipeline, Support the development of proposal’s materials, and work closely with the team to ensure successful final delivery of bid and transition to delivery. • Leverage and build relationships with partners to perform capture management activities in various accounts and define/implement the process to break into new areas of growth • Drive company results from both a business development and financial perspective working closely with management • Prime Award – U.S. Treasury Cybersecurity Operations Support Services, 5-years, $40M, July, 2022 • Prime Award – U.S. Agency for Global Media, FISMA Assessments, 1-year – $500k, Sept., 2022 • Prime Award – FCC Security Testing & Evaluation (ST&E), 3-years - $9M, April, 2023 • Pending Prime Award – DHS CISA Digital Transformation Support Services, $200M, 5-years • Pending Prime Award – DCMA Cybersecurity Support Services, $30M, 3-years • Pending Prime Award - DHS FEMA Cybersecurity Program Support IV&V, $16M, 3-years • Pending Prime Award – DHS ICE Security Assurance Support Services II (SASS II), $75M, 5-years • Pending Sub Award – DHS CBP Enterprise Small Business BPA, Multi-Award, $900M, 5-years • Pending Award – DHS FEMA Cybersecurity Compliance Services Support, $77M, 3-years Show less



Isobar Public Sector

• IT Services and IT Consulting
• 1 - 100 Employee

• VP, Federal Business Development - Federal Civilian & DoD Agencies

  • Nov 2020 - Aug 2022

  DHS, DOS, DOJ, DOC, DOT/FAA, U.S. Army, & U.S. Air Force Isobar is a top global/federal digital transformation services company who specializes in CX/UX/CXM human-centered design, emerging technology, machine learning, data management & analytics, secure cloud solutions and application development, Agile DevSecOps Cloud Migrations. Develop and qualify new opportunities for business pipeline. Identify potential teaming partners and build integrated teams in both the Prime and Sub positions on substantial new programs. Lead the initial investigation under the capture umbrella; develops capture plans, call plans, and focused presentations to prospective clients. Once a business opportunity is identified and qualified, lead bid/no bid decision process and assist in proposal coordination on those opportunities identified for bid submission. Awarded DHS CISA Cybersecurity Technical and Engineering Support Services (CTESS) contract, 3-year, $38M, September 2021-2024, to perform all CX work. Awarded - DHS CISA, Qualtrics Implementation Services Contract, September 2021. Awarded - DOJ ENRD, Qualtrics Implementation Services Contract, September 2021. Pending Award - DHS USCIS ODOS III, 3-year, $60M, CX/UX & DevSecOps Contract, June 2022. Pending Award – DHS CISA, ACTS, 5-year, $1B, Agile/DevSecOps, Cloud Services, CX, July 2022. Pending Award – DOC CATTS IDIQ Contract, 10-year, $1.5B, July 2022. Pending Award – DOS EVOLVE IDIQ Contract, 5-year, $8B, Pools 2, 3, 4, & 5, August 2022. Pending Award – DOT FAA ITIPSS IDIQ Contract, 10-year, $2.4B, June 2022. Additional Contract Opportunities in progress - Army ECMA App Migration, Army ECMA Data Analytics, DHS MGMT ADAPTS, DHS USCIS MDAS III, DHS ICE SWIFT, DHS TSA FAST, DHS FEMA Mobile Apps. Show less



Hitachi Vantara Federal

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• Federal Cloud Services Sales Principal (BD) - Federal Civilian Agencies

  • Apr 2019 - Nov 2020

  DHS, GSA, DOS, USAID, DOC, DOI, HUD, & SSA REAN is an AWS Premier Consulting Partner, Microsoft Azure Silver Partner, and recognized in Gartner’s Magic Quadrant for Public Cloud Infrastructure Managed Service Providers. Responsible for positioning cloud migration services, app modernization services, AI/ML, data management services, data security & compliance services and other services and product offerings to achieve desired client outcomes. Served as the HVF REAN Cloud Services Expert and cloud thought leader on the selling team for credibility and effectiveness. Clearly identified customer cloud requirements and determine how HVF REAN Cloud solutions and delivery models can support Federal customers achieve their agency IT goals. Drove bid-to strategies with Hitachi Federal sales teams, ecosystem partners, and Federal customers to maximize profitable engagement and win rates. Awarded GSA COMET contract as a sub to REI Systems ($400M ceiling, task orders to be issued). Awarded GSA Office of Corp Services (IC) BPA sub with REI Systems, the incumbent. Partnered with well-positioned Federal SI companies to bid on 9 RFPs in FY2020 ($50M+ revenue for HVF). Managed on-going meetings with key IT leadership at DHS USCIS & CBP, DOS, SSA, and DOI. Show less



TechTrend, Inc.

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• Director of Business Development - Federal Civilian Agencies

  • May 2018 - Apr 2019

  DHS, GSA, HUD, DOI, DOC, DOS, HHS, DOJ, SSA & U.S. Treasury. Developed and presented accurate and timely opportunity decision briefings to senior TechTrend management team for bid/no-bid decisions and bid resource allocation. Actively participated in proposal development and review team participation, providing winning strategies, solutions and value propositions from a customer perspective. Bid as Prime or Subcontractor on various Federal Civilian agency contracts to provide IT Services within Microsoft Azure, AWS, and Google Cloud. Awarded $5M, 2-year Task Order with OPM to modernize apps used for security clearance processing. Awarded 13-year BPA Task Order from DOC on EIS Telecommunications and Infrastructure Modernization contract (Verizon, EIS Prime - $13M+ revenue for TechTrend). Show less



QTS Data Centers

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Federal Account Executive/ Account Manager

  • 2014 - 2017

  FSIs & ISVs. End-users: DHS, GSA, HHS, IRS, CNCS, OPIC, U.S. Army, U.S. Air Force. Responsible for providing Colocation, Managed Hosting Services, Private/Hybrid Cloud Environments, VMware vCloud Government Service - vCGS (Public Cloud Service), AWS (Public Cloud Service), Microsoft Azure (Public Cloud Service), & Federal Compliance Consulting Services. Successfully sold and Managed Dedicated Private/Hybrid Cloud & Public (Shared) Cloud Services, including VMware vCloud Government Service (now QTS Government Cloud), AWS Cloud Services, Microsoft Azure, and other Managed IT Cloud Services to new and existing Federal Systems Integrator customers and Federal Civilian/DoD and SLED customers. Sold Dedicated & Hybrid Cloud Solutions to a large well-known Federal IT Security Company. Managed relationships with key partners: AWS, Microsoft Azure, NetApp, VMware, EMC, RSA, Dell, Equinix, Digital Realty Trust, T5, CyrusOne & others. Managed prospecting efforts of Inside Sales Team to sell to Federal Systems Integrators and Federal Agencies. 2015, won every re-compete for assigned accounts and sold additional services to most (28 Federal ATO Private/Hybrid Cloud Accounts). Awarded over 90 contracts within 3 years. Largest award - $900k yr. at 50% margin. Attained 100% + of quarterly quotas Q4 14’ (100%), Q1 15’ (101%), Q2 15’ (112%), Q3 15’ (125%), and Q4 15’ (128%). Q1 16’ (100%), Q3 16’ (176%), Q4 16’ (112%). Show less



Softchoice

• Canada
• IT Services and IT Consulting
• 700 & Above Employee

• Federal Account Executive

  • 2013 - 2014

  DHS, GSA, HHS, State, NASA, U.S. Courts, House of Reps, U.S. Senate, Library of Congress, NLRB, CNCS, and other Civilian Federal agencies. Responsible for providing IT Products and Services to Federal Government Agencies - Solutions sold include Microsoft Enterprise Agreements, Microsoft Cloud Services, Amazon Web Services, Microsoft & Cisco UCC Solutions, Adobe Enterprise Cloud Subscription License Agreements, and various other hardware and software product solutions. Closed Softchoice Federal’s first Microsoft Office 365 and Azure (Cloud) Services contracts to National Labor Relations Board (NLRB). Won NLRB’s Microsoft EA ($500k+ yr.). Won NLRB’s Adobe Creative Cloud EA ($350k+ yr.). Worked with NLRB CIO and Deputy CIOs to support 12 different IT projects including a large Cisco & Microsoft UCC Solution for the entire agency. Managed relationships with key partners: Microsoft, AWS, Adobe, VMware, Citrix, Symantec, McAfee, Sophos, Cisco, Dell, HP, IBM, EMC, NetApp, Nimble, Nutanix, Nuance, Panasonic, Lenovo, QTS. Sold over $10M in Cloud, Software & Hardware Solutions and Services to Civilian Agencies. Show less



Intelligent Decisions

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• Federal Account Manager/Account Executive

  • 2010 - 2013

  U.S. Army, U.S. Air Force, U.S. Navy and DOD Agencies. Responsible for delivering IT Products and Services to Federal Government Agencies- Solutions sold include Private Cloud/Server & Storage solutions, Desktop Virtualization solutions, Security Solutions, and various Hardware and Software Products. Managed relationships with key manufacturer and distributor partner contacts at Dell, Cisco, Brocade, NetApp, Syncsort, EMC, VMware, IBM, Riverbed, Bluecoat, CommVault, Fortinet, Palo Alto, Coraid, Fujitsu, Panasonic, Apple, Samsung, Motorola, Splunk, Centrify, Credant, Exagrid and others. Distributors – Ingram Micro, Tech Data, Arrow, Carasoft, immixGroup/EC America, and others. Managed ID’s U.S. Army Aviation & Missile Command Redstone Arsenal IT Products BPA & BOA contracts from September 2010 – 2012. Won both re-compete contracts valued together at $50M - $25M each (awarded in August 2012 – Base year with 5 one-year extension options). Sold over $15M in sales revenue in 2012. Was the top sales rep on the DoD/Intel team at ID in 2012 (sold 35% more revenue than the #2 rep – out of 20+ reps). Awarded BPA with U.S. Army ($100M ceiling) - Dell/Cisco/NetApp/VMware Solution (received $400k to $600k POs every 2 months). Proposal Team Leader for all IT Product Solutions priced and included on the awarded U.S. Army Communications and Transmission Systems (CTS) contract vehicle RFP. A firm-fixed-price, multiple-award (3 companies awarded), IDIQ contract valued at $4.1 billion over five years. Show less



Digicon Corporation

• United States
• IT Services and IT Consulting
• 100 - 200 Employee

• Business Development Manager

  • 2007 - 2009

  SLED - Maryland, Virginia and Commercial. Responsible for selling IT Solutions to Federal, Commercial, State & Local, Quasi Government organizations - Complex solutions sold include Managed Services, Hosting & Collocation, ERP Software Packages, Applications Development Services, and a full suite of Telecommunications Services & Equipment. Captured $2.3M net profit in IT Services to MD State & Local Government Agencies in FY08 - FY09. Managed Digicon’s Maryland CATS I – IT Services Contract. Due to successful management of Maryland CATS I contract task orders, Digicon was an awardee on Maryland CATS II in June 2009 (5-year contract). Managed Digicon’s Maryland COTS – IT Products Contract. Led business development and proposal development efforts for contract bid exceeding $50M. Managed/worked with the Proposal Management Team & 7 subcontracting companies (over 20 people involved). Show less



Verizon

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Senior Account Manager/Account Executive

  • 2003 - 2006

  Small & Mid-Sized Commercial, Enterprise, & Global Companies. Effectively executed business plans to drive sales and retention results. Prepared and presented proposals, generated contracts, and closed deals. Maintained accurate customer information within customer base of 200 plus accounts. Provided regular sales reports to management for renewal and sales opportunities. #2 Top equipment sales rep in U.S.- Verizon Business BSG team in 2006- 150% #1 Top sales producer in the southern states and gulf coast region – MCI BSG team in 2005- 123% (combined average of 3 separate quotas). Was promoted to Senior Account Manager in 2005 (one of 30 out of 150 reps). #2 Top sales producer in northeast states region – MCI BSG team in 2004- 118% (combined average of 3 separate quotas). Show less