Jay Lightfoot Email & Phone Number

Montross, Virginia, United States

I joined Westmoreland County Schools to teach CTE courses and to envision and implement their K-12 Digital Literacy program. My goals are to provide quality CTE instruction and to help make sure that all students in the WMLCPS achieve defined Digital Literacy skills as they progress through their primary and secondary education.

United States

I have transitioned into a "second career" as a high school teacher and county CTE (Career and Technical Education) coordinator. My goal is to help the next generation gain foundational skills, experiences, and insights which will help enable their future successes.

Worldwide

My tasks with CMS include enriching and diversifying our current customer base and improving internal processes and communications. It is my mission to help this thriving business in any way possible while opening new avenues and markets. This work leverages my strong background in diverse fields such as hospitality; medical devices; small business management; sales/marketing and technology. I understand that technical conferences are more than simple opportunities to meet new people. They are opportunities to openly discuss diverse scientific ideas and further cross-pollinate with professionals in complimentary fields of study.

Baltimore, Maryland Area

The visualization and implementation of customer success strategies for Clear Guide Medical was my responsibility. This incorporates all aspects of the medical device implementation process including marketing; trade show selection and strategy; partner selection and negotiations; product positioning; and support of all aspects of the sales process. I have also supported several of the initial installations of the Clear Guide ONE product (keeping my engineering skills sharp!). During the initial months at Clear Guide I helped select, design, and implement the CRM system (Salesforce.com) – which I continue to evolve as internal needs change. During my time at Clear Guide I have become proficient in diverse areas such as medical imaging; needle based procedures; regional anesthesia and Interventional Radiology (IR). I have worked with customers such as small health care centers; teaching hospitals and large regional health centers. The ongoing challenge at Clear Guide is to marshal and focus limited internal corporate resources for our innovative and leading edge products. These products have the potential to revolutionize how minimally invasive medical procedures are conducted. Streamlining time, increasing accuracy, and elevating effectiveness of a procedure all result from the addition of a Clear Guide product.Enhanced instrument placement through “Enhanced” guidance and modality fusion are more than “medical holy grails” for Clear Guide – they are realities today.

In this fast-paced, "no fluff' IT Consulting firm, I'm known solely as "The Federal Guy," which means (in a nutshell), that I initiate and guide Incapsulate's strategy within the Federal Government Space. Our phase one focus includes Civilian Agencies coupled with the Integration community, and our primary target markets are Cloud Computing (PaaS and SaaS levels), Visualization, and Mobile computing. I develop accounts, strategic proposals, and write strategic plans. A great opportunity at a strategic time in the IT industry. I have established our first "prime" contract with the Federal Government and our first contract within the DoD intel community.Tools utilized in pursuit of new clients include Google Apps and Salesforce CRM. Primary platforms offered to potential customers include Intuit Quickbase; AWS cloud computing and Salesforce Cloud products (including Sales Cloud; Service Cloud; Force.com and Radian 6). I have also been responsible for the creation of proposals, white papers and RFI responses for Incapsulate. I also conceived and designed an interactive challenge game for mobile devices that we are supplying to the government to help train staff.

Herndon, Va

I analyze the sales landscape, create strategies to develop the business and capitalize on sales opportunities within the federal marketplace for small IT companies. Selling product offerings that include web development, SEO, and cloud computing services, I align the appropriate solutions for each customer to meet their top-priority needs. In my leadership capacity, I create business plans, company-specific strategies, and growth objectives. My most notable achievements include:★ Serving as the primary sales consultant and innovator in the company, providing value-driven consulting services to small, web-based IT companies seeking an organized federal market approach. In this respect, I have gained strong knowledge in products that included SaaS, PaaS, and LaaS technologies.★ Launching a company to fill the need for an effective rating system for apartment communities, furnished apartments, and office buildings; as a result, the company has secured the necessary patents and technology for growth.

Herndon, Va

For this corporate services provider, I directed all day-to-day operations, negotiated and approved contracts, hired and trained both employees and contractors, and directed construction of the customer office/warehouse. Designed space strategy and utilization. Supervising a team of 5, including sales, warehouse, and cleaning staff as well as contractors, I have provided the leadership as well as created the strategies to grow the business, including early technology to enable growth in a crowded market. My key contributions included:★ Playing a key role in growing annual revenues from zero to $3.5 million within a start-up environment. I have leveraged competitive edges that included relationship building, product innovation, and responsiveness. ★ Negotiating long-term contracts for services with the U.S. government, securing deals with such agencies as the GSA, U.S. Army, U.S. Air Force, NPS, DHS, and SEC.★ Serving 100s of large, individual commercial clients that included senior executives and professional athletes, utilizing SaaS, web client support, early tablet support, and high-speed connections.

Valhalla, Ny

I approached this company and convinced them of the value in launching a federal division. As a result, I was hired to conceptualize and build the Federal sales division, including the overarching vehicle and sales strategy. With full accountability for generating revenues within the federal sector and managing the federal customer base, I interacted with C-level and senior-level executives within government agencies to capture enterprise-wide sales. My supervisory responsibilities included managing, mentoring, and evaluating an Inside Sales Representatives and a System Engineer. My key accomplishments included:★ Generating the highest revenues among all sales persons/groups within the company through a laser focus on the “solutions selling” model and relationship building strategy. I led our group in single-handedly outselling the entire commercial sales staff of 6.★ Creating the entire Federal division successfully from the ground up, developing the company’s entire approach to the federal sales market that was used as the blueprint going forward.★ Earning recognition as the only manager to surpass $1 million in sales for both 1999 and 2000; I evolved our company’s sales model from a product-based to a solutions-driven provider.

Reston, Va

I was initially brought on board to expand the Federal division, including organizing and standardizing federal approach. As a Business Development Manager, I supervised, trained, and mentored a team of 6 inside/outside sales representatives, as well as managing long-term contract/vehicle negotiation, contributing to the initial GSA schedule, and instructing regional salespersons on the correct use of vehicles. For the Northeast Region, I directed the regional sales strategy planning and implementation, including sales staff hiring, training, and support. Significant contributions included:★ Holding the key responsibility for the majority of $120 million in revenues received, implementing and co-managing the GSA schedule; in this respect, I gained extensive significance in contract negotiations, including long-term deals.★ Growing the Northeast Region from $2 million to $13.5 million by defining the market, identifying federal customers within the region, and presenting an organized plan to highlight the company’s offerings.★ Supporting new sales staff within the region and providing training/direction to improve the team’s capabilities. My personal sales skills evolved to include a clear understanding of the inside/outside sales model.

Reston, Va

Responsible for establishing and growing two new sales territories within the DoD intelligence area. Focuses included Army and Air Force intel activities scattered across the USA. The Army territory started with minimal revenue and ended with over $ 2 million in revenue. The Air Force territory started with no revenue and ended with just over $ 4 million in revnue. Applications included GIS; Fusion Databases; Mechanical Design; Photogrammetry; and Architecture Design.Keys to success included establishment of relationships; solution selling; strategic planning and sales plan execution.

Bachelor Of Applied Science (Basc), Computer Science

Activities and Societies: RA and then Assistant Housing Director. Active member in BSU; played intramural basketball and football for two.

Computer Science

Activities and Societies: Dale Carnegie Sales Advantage; Dale Carnegie Public Presentation Class; Sales Advantage Instructor; Technical.

Master Of Education - Med, Digital Literacy, 4.0

Activities and Societies: Kappa Delta PiCompleted Master's Degree at night while working full time. Earned 4.0 GPA with special emphasis.