Recruited to lead the transition from B2B to federal business development for a rapidly growing company. Spearheaded the establishment of sales and capture processes, including team hiring, training, and development. Successfully drove customer acquisition in the federal marketplace, resulting in a projected revenue growth from $0 to $12 million by 2025.

Led a team of 8 sales professionals to achieve an average win rate of 70%, resulting in over $590M worth of contract wins for the Army practice.Conducted market research and analysis to identify emerging opportunities within the Army industry, resulting in the capture of $120M in new business and a diversified portfolio for Mantech's Army practice.Developed and executed a comprehensive sales strategy, resulting in a 15% increase in Army business practice revenue from $720M to $840M within one year.

eated and executed comprehensive sales strategy resulting in a 50% increase in ANCS group revenue within the first year of operation.Established partnerships with leading cybersecurity companies, resulting in $5M in additional revenue and increased product offerings for clients.Collaborated with cross-functional teams to develop and launch three new products, which collectively generated $12 million in revenue within six months of launch.Established partnerships with three major technology companies, resulting in an additional $9 million in revenue for the company's cybersecurity and advanced networks divisions.

Strategized and executed targeted outreach campaigns resulting in a 35% increase in pipeline growth, with a pipeline value of $511 million.Utilized data analysis to identify key industry trends and shift our focus towards emerging markets, resulting in a 42% increase in qualified leads with an average TCV of $7.2 million.Developed innovative sales tactics and provided comprehensive training to the sales team, leading to a 25% increase in conversion rates and closing deals worth $92 million.Led successful bids for cyber security programs with the 33rd Network Warfare Squadron and CITS, generating over $10M in revenue for the company.Collaborated with the Air Force Computer Emergency Response Team (AFCERT) to implement a new incident response system, resulting in an 80% increase in response time.

Implemented a data-driven approach to prospecting, resulting in an increase of qualified opportunities by 30% and a decrease in sales cycle time by 20 days.Collaborated with cross-functional teams to develop customized solutions for high-value prospects, resulting in a win rate increase of 15% for opportunities valued over $5M.

Developed and executed comprehensive business development strategies to capture large IT infrastructure contracts within DoD agencies, resulting in a 50% increase in pipeline opportunities.Conducted extensive market research and competitive analyses to assess the feasibility of pursuing new infrastructure opportunities, resulting in a 75% win rate for application development contracts.Led post-award efforts on large agency-wide vehicles to generate task orders, resulting in an additional $10M+ in revenue for the company.Developed and executed strategic plans to target GWAC and IDIQ contract opportunities, resulting in a pipeline of $75M+ in potential revenue.

Direct responsibility for 5 direct federal sales rep, in addition to which I also maintained a quota and client list. From a management side, I had direct responsibility for all sales reps, including P&L, budget, pipeline management, hire/fire, revues and training. Because the reps were very senior, the managerial oversight was minimal and 80% of my time was spent driving revenue.JRM Resource Management worked with small, medium and large business to help identify and close revenue in the federal government. Each rep had a specific agency/technology focus, and managed their own client list fairly independently. My function as VP was to ensure all reps were performing up to standards, managing their accounts effectively, and driving revenue in adherence to client standards.My own client list included companies as small as 10 people and as large as L-3, LMC,CACI, SAIC and many others with a technology focus. My areas of expertise include: infrastructure, LAN/WAN, Enterprise Architecture, SOA, Software Development, Information Security, CBRNE, Hardware, TacCom, Battlefield Sustainment.My agency focus included: Air Force, NAVY (SPAWAR NavAir), ARMY (CECOM, Aberdeen/Edgewood, and others), DoD (BTA, DISA, and others), DOI, EPA, EOP. While I did work across the spectrum, my forte is in Defense and Homeland Security, with a heavy focus on Air Force and Navy.

Developed and executed a strategic marketing plan for the Navy's SPAWAR division, resulting in a 15% increase in market share and an estimated $5M boost in revenue.Led a successful sales campaign resulting in a 20% increase in revenue with the Air Force, securing $10M in new contracts through tailored solutions and effective negotiation tactics.