Empowering communities and their governments with new technologies that improve the safety and quality of life for all.

Led a team of seventeen senior business development architects aligned with VMware customers in Federal, State, and Local government and Healthcare verticals. Provided strategy and vision to develop the team and build a learning organization. Monitored, reported on, and marketed the business impact of the SA function across all verticals. Led all solutions architect support of business development, core sales, and Strategic Pursuit and Capture. Responsible for vision, strategy, and growth of the GEH Solutions Architecture function.Acted in a cross-team and cross-functional role as the head member of the architectural staff. Responsible for all architectural assets across the Government, Education, and Healthcare (GEH) sectors. Drove a common set of practices that lead the execution of solution development within the respective territories the Solutions Architects supports. Guided leaders, staff, and colleagues through the internal and external challenges presented in an ever-changing client and technology landscape.

Manage and build team of six solutions architects that engage with top federal accounts, recently adding two new team members; focus on positioning team to impact GEH growth. Create and execute strategies for SA business alignment with GEH sales leadership. Understand and document GEH-specific market verticals, identify trends, and assess GEH customers within those verticals. Develop vertical solution plays based on Federal customers’ top use cases. Coach SAs, SEs, and sales managers on seeding new opportunities through Future State Architectures (FSA), solution road-mapping, whitespace targeting, mission alignment, and sales "beehive" collaboration. Showcase customers’ use cases to VMware business units for market consideration and prioritization. Establish objectives and deploy go-to-market programs to increase market share of existing and future offerings.

Develop and communicate technology vision to CxOs in VMware’s largest public sector accounts. Identify customers’ goals and business drivers through workshops, client interviews, and secondary research. Focus on demonstrating value proposition of VMware’s solutions in relation to customers’ initiatives. Lead team of specialists, product managers, partners, integrators, and other stakeholders to build customized and often complex software and professional services solutions to meet clients’ unique business needs. Led both Public Sector Business Unit Interaction and Compliance (PSBU&C) team and Federal Dell EMC Synergy Acceleration Team (DESAT). Gathered field product feature requests and security compliance requirements to drive field and government customer demand through existing channels to business units. Optimized VMware and Dell EMC Federal account engagement and joint go-to-market strategy.Select Accomplishments• Led 50+ discrete synergies sales, business development, and strategic engagement activities resulting in 140% plan achievement over ten months as head of Federal Dell Execution Team – hand-picked group of sales and technical resources focused on expanding and energizing Dell Technologies go-to-market strategy in federal accounts.• Overachieved sales plan goals (125%-229%) between 2013 and 2017. Drove 100% growth in bookings and 50% increase in services deal size in assigned accounts by increasing number of $1M+ services-led solutions in strategic accounts.• Increased quantity and size of VMware Enterprise Licensing Agreements (ELA) by 30% in assigned territory over three years through account planning, strategy development, executive briefings, customer workshops, and solutions or engagement roadmap development.

Strategically positioned HP's cloud products and services in federal accounts. Established professional, working, and consultative relationships with federal clients, up to and including C-level. Created and propelled cloud product sales pipeline across HP business units. Oversaw account planning and revenue forecasting for federal EG cloud activities. Built corporate vision, educated federal sales resources on HP’s cloud product portfolio, and represented federal cloud portfolio to customers at events.Select Accomplishments• Orchestrated development of $100M+ cloud pipeline into $20M+ closed sales annually.• Directed $500M+ cloud proposal content into 40-50 federal solicitations and requests for information (RFIs) through close collaboration with federal account teams, pursuit and capture teams, and sales management.• Selected to speak for HP in front of large audiences of ~200 at up to six public events annually, such as FedScoop Roadmap to the Cloud, Red Hat Government Symposium, and Armed Forces Communications and Electronics Association (AFCEA) Answers.

Averaged $20M-$40M in funnel annually, supporting opportunities in cloud computing, data center transformation, virtualization architecture, IT consolidation, datacenter relocation, and enterprise architecture. Fulfilled role of Cloud Lead, serving as subject matter expert, creating architectures across products, selecting tools, developing deliverables, and writing proposal language.Select Accomplishments• Cloud Lead for HP's pursuit of $3B+ NASA IT Infrastructure Integration Program (I3P): Developed solutions to transform NASA IT Infrastructure and application services from center-based model to enterprise-based management and provisioning model, contributing to NASA's award of Agency Consolidated End-User Services (ACES) component of I3P contract to HP Enterprise Services.• Cloud Lead for HP's pursuit of the $76M General Services Administration (GSA) Infrastructure as a Service (IaaS) Blanket Purchase Agreement (BPA): Increased HP and other prime bidder Probability of Win (Pwin) by architecting differentiated HP cloud solutions and tooling, which contributed to multiple bidding partners being selected as BPA Awardees.• Cloud Lead for HP's pursuit of the $95M Marine Corps Enterprise IT Services (MCEITS) Program: Increased HP and other prime bidder Pwin by architecting differentiated solutions and tooling, providing program delivery recommendations, scoping professional services, and developing documentation, leading to HP's inclusion on winning General Dynamics Information Technology Team.

Managed and oversaw the operations of Coast Guard CBRNE Counterterrorism program activities. Provided Subject Matter Expertise on WMD issues to the Air Force District of Washington (AFDW)

Adjunct Faculty and Subject Matter Expert for the U.S. Department of State Foreign Service Institute; Senior Technical Lead for Office of Domestic Preparedness (ODP) State Homeland Security Assessment Strategy (SHSAS) Federal Grant Program

Provided high-availability consulting, system and network administration, product implementation, datacenter relocation services, IT Consolidation and security consulting for Windows and UNIX enterprise environments.

Emergency response to federal and civilian authorities for incidents involving IEDs, explosives and hazardous substances; Training Developer; Instructor/Writer