• Work closely with OEMs to develop strategies to generate increased revenue and develop new business • Administer OEM partner program elements including MDF claims, sales reports, certifications, and letters of supply.• Analyze proposal requirements in terms of current business objectives for OEMs• Assist Product Contracts team to understand manufacturer partner channel strategies to maximize assigned contract profitability• Assist in developing & managing OEM programs and proposals• Engage in required regular contract business reviews with the associated OEMs

• Initial hire within Dell Federal to build and develop the channel for revenue/sales growth within the Federal space.• Co-led a team of six (two of us outside, four inside) reps to consistently exceed annual quota of $400+M.• Defined growth strategy and programs to assist partners to work closely with Dell to build new business. • Influenced the development of channel programs including rebates, SPIFFs, and opportunity registration. • Increased Dell Federal revenue through channel for entire Dell product line inclusive of services and solutions. • Acted as liaison between direct acct teams and channel partners to strategically balance Dell’s direct business model with indirect business through resellers/ integrators and to form stronger partnerships for business growth.

Two Positions within timeframe: Manager BD for Maritime Systems & Sensors, Manassas, VA: January 2003 – August 2004: • Successfully expanded new opportunity base for homeland security systems integration business. • Defined strategy to grow Lockheed’s revenue outside of DOD for homeland security. • Led BD facets for large, visible programs including competitive intelligence (CI) and price-to-win (PTW) efforts.• Managed vendor relationships for teaming and CI.• Aggregated appropriate expertise across the corporation to enhance proposals.• Co-led CI/PTW on special assignment for multiple programs.Manager BD, at Corporate, Washington Operations, Arlington, VA: December 2000 – January 2003: • Identified emerging market and target opportunities in Federal Civilian Agencies in the areas of IT systems integration, and homeland security solutions. • Developed strategy to penetrate accounts with little to no Lockheed presence.• Led senior-level customer meetings for cross-company LOB’s and influenced positioning of entire set of Lockheed capabilities to support customer requirements and mission. • Accomplished results through frequent customer visits, participation in key industry associations (ITAA, IAC, AFCEA, etc.), and customer-related events. • Acted as liaison between LOB’s and lobbyists to assist in developing program messages for the Hill.

• Sales executive for $60M management consulting firm focussing on strategic program management solutions. • Responsible for growth of new clients and business for Federal Civilian agencies. • Led R-G’s participation in trade associations and conferences. • Recognized for successfully marketing and selling R-G’s flagship product, an Internet portal for project mgmt.

• Sales director for newly established e-commerce services company that provided Internet business solutions.• Established and implemented strategic sales and marketing plan to position AppNet as an e-commerce market leader within Federal. • Focused on all Civilian Agencies. Established strategic approach for developing business partnerships and strategic alliances. • Defined a plan to expand AppNet’s industry and government professional association memberships.

• Sales executive for EDS’ full spectrum of information technology solutions and professional consulting services.• Targeted, developed and closed new business opportunities at the USPS, Treasury and FEMA. • Established strategic direction for EDS’ future role at the USPS, with emphasis on future technologies and business direction. • Led EDS’ marketing direction and senior-level relationships for USPS.

• Sales representative responsible for software product and maintenance sales to Federal Civilian agencies primarily Treasury. • Specialized in systems management software solutions and services for enterprise computing. • Conducted market research and created site profiles to effectively target and penetrate accounts. • Established, maintained and managed relationships at all levels, top to bottom.

Sales representative for small systems integrator with focus on LAN/WAN services. Responsible for Federal Civilian and corporate accounts. Contributed to expand STMS' marketplace by establishing and maintaining excellent relationships with vendors, manufacturers, government contractors and clients. Wrote proposals. Negotiated contract pricing and terms and conditions. Attended technical training to keep abreast of current and new technologies. Conducted tabletop shows.

Sales representative for large reseller of hardware and software. Responsible for sales in Federal accounts, both Civilian and DOD, with more focus on NIH and Department of Labor. Sold directly to information systems managers, users, and procurement officials. Negotiated contract pricing and terms and conditions to win business. Provided pre- and post-sale customer service. Conducted trade and tabletop shows.