• Focus on the identification and capture of new business by leveraging customer relationships and personal experience to identify and assess business opportunities that result in measurable revenue growth• Manage capture activities for key engagements, identify gaps and emerging requirements, assess and recommend teaming partners, perform market and economic analysis, conduct business intelligence, design and execute formal capture plans, and monitor competitor activity for each capture

Independently and strategically govern daily business development efforts across multinational civilian public sector accounts. This includes U.S. Depts. of Treasury, Commerce, and Education, the Federal Reserve, State Depts. of New York, Pennsylvania, Texas, Rhode Island, Florida, and North Carolina, as well as Canada’s Dept. of Defense and law enforcement agencies in The Netherlands. Build networks and inroads with decisionmakers, create and pitch presentations that solve practical and tactical issues, and work with solution designers to refine or modify fraud reduction, data verification, and IP intelligence products to secure and expand revenue streams. Deliver dashboard reports based on meaningful, thoughtful narratives and well-grounded data translations that speak to priorities, perspectives, and needs of each client. Meet (remotely and locally) with clients to build unstoppable rapport and maximize relationship value. Align internal teams to well-articulated expectations, even under high-pressure situations.Key Wins ► Cultivated long-lead pipeline increase of 250% from 2022 to 2023, hit 95% of revenue goals in 2023 when others frequently did half that, and garnered rave reviews from internal executives and clientsCharacter Pillars ► Bring spirit of curiosity and enthusiastic partnership to prospects, forge fearless approaches to drive and refine personal contributions of excellence, and boldly address every opportunity for revenue growthGrowth Driver ► Use data-driven reasoning and logic/bottom-up analysis to explore and triage account expansion opportunities and threats – addressing them head on. Steer thoughts to unite perspectives and spike resultsAccessible Leadership ► Maintain open-door approach with all teams by praising strong communication habits, fostering culture of accountability through on-point role modeling, and offering swift, intelligent problem-solving

Directed engagement, relationship health, and sales presentations for all U.S. state, local, and education (SLED) IT accounts simultaneously – including vision implementation strategies and growth – with extensive expertise guiding communications and serving the unique needs of election security and cybersecurity processes and systems. Led presentations, project viability feedback, solution designs, resource management, bid reviews, RFP responses, and SLED and federal contract negotiations within extremely demanding environment. Met with Secretaries of State across the nation as well as other chief executives, decisionmakers, and high-net-worth individuals. Monitored market intelligence to create alliances that facilitated increased sales and superior customer service and revenue.Competitive Intelligence ► Influenced and controlled ever-evolving and aggressive competitors’ attempts to sway client attention by providing high-value responses, keeping ear to ground, tracking pulse of trends and shifts, knowing product valuation, steering product insights, reviewing industry changes, and asking strategic questionsEthos Design ► Balanced ever-shifting priorities with grace and even temperament, never losing sight of actionable steps, goals, and communication style of each audience member. Facilitated best practices to maintain trustNuance Artist ► Delivered technical, mechanical, and interpersonal topics within strategic contexts/entry-points to convey technical prowess, facilitate client goal realization, and build sustained rapport and deepen understanding

Owned development of entire sales ecosystem and strategies for startup, including building and managing pipeline, and creating/leading strategic partnerships, contracts, pricing models, and go-to-market initiatives, for federal transportation organizations. Developed proposals, made formal presentations, and negotiated agreements. Drove quick resolution of concerns and issues and consistently exhibited empathetic and intuitive nature during tough queries and conversations in manner that conveyed genuineness and cultivated high-impact connections. Persuaded executives, business owners, and other stakeholders to identify needs, formulate approach strategies, complete RFPs, and lead business processes under burdensome time restraints and high expectations, with full transparency.Servant Leadership ► Hosted meetings, drafted proposals, influenced and gained buy-ins, and shaped relationship infrastructure based on deeply understood needs of internal and external clients, business partners, and execsCollaborative Resolve ► Forecasted and scheduled milestones, smoothed out stakeholder, development, process, and interdivisional conflicts, drafted communications, set expectations, investigated and validated solution needs and requests, and established product changes/implementation goals grounded in logic and quantifiable efficacyProcess Acuity ► Tracked observed customer behaviors to help define weaknesses, opportunities, and concerns, while garnering insight on potential revenue threats. Invested energy/resources for greatest influence on revenue

Established federal account sales cadence, pipeline, and all processes and solutions through to revenue delivery. Managed value proposition designs and all stakeholder relationships. Identified software, tool, and service gaps and collaborated with engineers and other teams to develop software solutions that securely served client needs.Revenue Driver ► Cultivated environment of superior sales and engagement that won 110% and 105% annual attainment with Veterans Administration – while ensuring greatest impact/highest satisfaction in shortest time

Directed business development of software solutions and sales to numerous federal defense, intelligence, and counterintelligence agencies, including Secret Service, law enforcement organizations, and State departments. Created demonstrations, set daily priorities, managed tactical operations, and owned relationship management for all accounts and CRM entries. Coached and educated clients on technology solutions and built collaborative partnerships with clients and third-party vendors. Developed in-depth and well-grounded commentary and detailed roadmaps based on technical needs. Reviewed and analyzed all perspectives related to customer journeys and strategic initiatives, created operational updates, and disseminated intel to stakeholders.

Earned 95% attainment, prepared/delivered quarterly business reviews, and cultivated leads with DOJ, DHS, and NSF.

Singlehandedly grew revenue 30% YOY, closed largest deal ($7M) in company history, and booked contracts with FBI, ATF, Secret Service, U.S. Marshal’s Office, U.S. Census Bureau, and others.