Leading the charge to expand XTec's footprint from beyond being the leading provider of HSPD-12 solutions to the federal government to providing authentication and security solutions for both government and commercial customers. Our keystone solution, AuthentX, offers the only end-to-end, high assurance identity management infrastructure supporting; Credential Issuance; Authentication & Validation; Physical Access Control; and Logical Access Control. Available either on premise or in AuthentX Cloud, a FedRAMP high SaaS solution. Currently focusing on growing government and critical infrastructure customers. Solutions available for supporting Zero Trust Architecture, DoD CMMC compliance and other mission critical solutions.

I am responsible for setting and executing Salesforce Public Sector business development strategy for government and aerospace accounts. My objective is to help drive large, complex enterprise deal transactions. Plan and manage at the strategic, operational and tactical customer facing levels. I am aligned with Strategic Account Executives, industry leads, and regional sales leadership teams to present a single front to help represent a single vision for our customers. Interface with the product development and marketing organizations to help guide Public Sector product direction and production of sales plays

Strategic Planning and Growth Plans for companies doing or seeking to do business with the Federal Government. Capture and Proposal support for RFPs including positioning, win themes, writing, and reviews. Will perform strategic assessments, shape business strategies, business plans and business development plans. Also will act as a part time Business Development Executive for your company. One client's recent win, where I acted as Teaming Lead, Solution Architect, and Lead Writer of Technical Volume, $200 million ceiling single-award BPA at TSA for Contact Center.

Sutherland Global Services is a global provider of business process and technology management services offering an integrated portfolio of analytics-driven back-office and customer facing solutions that support the entire customer lifecycle. I am helping their expansion in the Federal Market by providing strategic guidance and business development for Federal Agencies such as the Departments of Homeland Security, Commerce, Treasury and others. Sample solutions include business process outsourcing (BPO), help desk, and contact centers. Also lead effort for acquisition of new vehicles.

BDE for DHS Headquarters, NPPD, FEMA and USCIS. Focused on four main solution areas, Security, End User Support and outsourcing, Data Center Modernization and outsourcing, and Application Modernization. Solutions include cloud offerings, Agile development and network security offerings.

Sales executive for DHS and State Department. Led the effort to move Emtec from a value added reseller (VAR) into the IT services business. Assembled solutions for clients focused on IT infrastructure, application development, consulting services and transition services for Cloud Computing. Built presentations and created write ups, explaining Emtec’s value and solution sets to new customers, RFI responses, and target new opportunities as both a prime and subcontractor. Used detailed knowledge of IT requirements and agency’s mission to create solutions.

BD executive for DHS except for TSA and Coast Guard. Responsible for BD activities for management consulting and IT business lines at NetStar-1, Management Consulting and IT Services. DHS focused on growing existing business in Headquarters, USCIS and ICE and getting work in the white spaces of FEMA and CBP. BD Executive for NetStar-1’s win of the USCIS Transformation PMO ($50M). Helped to draft sales process guidelines to mature BD model. Left when company was broken up in the sale of the IT and commercial business lines.

Lead business development efforts for DHS Headquarters and four of the seven major components; ICE, TSA, FEMA, and USSS. In addition, focused on the Comprehensive National Cyber Security Initiative and other cyber security efforts in the Federal Government as DHS is named as the lead agency for the .gov domain. Brought on board to expand Serco’s/SI’s presence into parts of the agency they did not have a presence at currently. Business expansion at FEMA, ICE brought in over $10 million in new contracts. Also led efforts to expand Serco’s presence into the Department of Justice. Helped to streamline and modernized business practices and workflow in the marketing and sales organization. Created Serco’s Homeland Security Brochure and also planned and supported trade show events for Homeland Security. Represented Serco at Political Action Committee (PAC) events. Supported all 4 business groups and 18 Business Units.

BD for DHS and DOJ. Company acquired by Serco in January 2009

Business Development Lead for BTS Operating Unit(OU)—BTS OU was the largest of four within the Aspen Heritage LOBs. Responsible for the identification and closure of new major programs in excess of $100M in orders annually. Experience included all aspects of the Business Development life cycle from strategy and market identification through leading capture teams in strategy development, teaming, pricing and proposal development. Lead role for strategic planning for creating three year Strategic Plan, Long Range Planning of sales and committing to a pipeline and sales target of over $300 million per year. Identified new solution sets and targets with responsibility for a 2.5 million dollar marketing and B&P budget.

Joined Aspen to support the launch of Aspen’s Constituent Relationship Management program providing hosted contact center services to the federal government. CRM business was a key reason for LM purchase of Aspen Systems.

Provided expertise in U.S. Federal industry trends and competitive products to Siebel sales team, customers, and partners and assisted the Vice President for Federal Sales in developing a regional sales strategy. Coordinated new initiatives and responses to changes in the Federal marketplace for the company and helped design the new organizational structure and engagement model for Siebel Government Product Marketing. Led large, complex “make or break the company” opportunities for the Federal Group. Owned the product selection as well as validated and led the technical strategy for key and complex opportunities. Led Siebel’s push into Homeland Security and the product selection for Siebel Case Management at U.S.Citizenship and Immigration Services (USCIS). Led proof of concept at SSA for Multichannel Customer Service and positioned the proposed solution to the prospects, end users, and technical operations and management staff. Ensured that every presentation/demonstration articulated a solution to a business/technical problem experienced by the prospect/customer. Led large proofs of concepts and managed multiple resources from multiple organizations. Led Analytic demos meeting government specific requirements such as GPRA and the President’s Management Agenda. Led the organization in its response to Section 508 and in positioning for security certifications. Positioned new Siebel products, such as Siebel Analytics, for the Federal and public sectors.

Primary point of contact for strategic enterprise management application deals, including Balanced Scorecard and Activa for activity-based costing/management, for Federal civilian clients. Developed stand-alone reporting system to solve reporting problems for various Government agencies. Created point solutions training, including collateral presentations, demonstrations, and “cheat sheets,” for the sales force. Built analytic demonstrations for application deals to meet mandatory Government requirements for Joint Financial Management Improvement Program (JFMIP) certification. Answered Government RFPs and letters of interest. Created demonstrations to meet customer-specific needs for operational capabilities demonstrations. Determined need for as well as created, built, and maintained multiple demonstration systems using a team demonstration repository on which the sales force now relies to streamline demonstration preparations.

Developed and managed the enterprise information system for the U.S. Customs Service, determined system requirements, and selected the application; interviewed users, developed screen requirements, and designed views; and created the navigation schema. Built the back end for automatic updates of EIS data. Created pilot system deployed within the Office of Finance and then expanded the pilot system to the Office of Field Operations. Executed deployment of EIS to 20 Customs Management Centers nationwide and all 12 Offices of the U.S. Customs Service. Customized EIS for InfoPro to market to other Government agencies and commercial clients. Developed marketing strategies, marketing materials, booth designs, and mailings for trade shows and worked the booths. Served as InfoPro's expert in software evaluations.

Managed OM's move into multimedia and online services such as multimedia Brochures on Disk and Web sites. Create and gave demonstrations for client presentations and managed their job's progress, from creating the marketing plan through producing a direct-mail campaign, Web site, or Brochure on Disk. Managed requests for estimates and proposals. Designed marketing campaigns within client's budget and wrote proposals. Kept clients' projects on track during the creative and production processes. Managed marketing of O'Connell Meier's Conference and Interactive Groups. Prepared invoices for clients. Trained new employees, managed a marketing database for prospects, and troubleshoot network.