Michael Hayes Email & Phone Number

United States

Currently leading an organization of over 300 employees across the US, Canada and Middle East with active programs ranging from $1M to $300M in size.Over 100 trunked radio systems successfully deployed, including State of Maine, State of Florida, New York Metropolitan Police Agency, Province of Alberta and new state wide communications contracts in progress for the State of Nevada and Utah.Large, wide-area and multi-state Land Mobile Radio (LMR) systems deployed for some of the nation’s largest utility companiesThe U.S. Department of Defense Joint-National Capitol Region network in the Washington D.C. area deployed a wide-area, IP-based P25 network that provides the U.S. Army, Navy, Air Force and Marine Corps with wireless communication on base and throughout the Capitol RegionResponsible for yearly revenue goals of over $300M, as well as respective cash, gross margin and operating income.Restructured the organization to centralize engineering resources for implementation work and proposal development to gain labor efficiencies and enhance the engineering organizations development and growth pathsCreated a new Program Management Office (PMO) to ensure all programs were operating to the same metrics and could project trends in the programs vs reacting to issues. The PMO also established baseline training and “boot camps” for all Program Mangers and System engineers in the organization

Rochester, New York Area

Responsible for product development in the Environmental Intelligence & Integrated Sensing & Information Solutions business area for all standard packaged product lines, including CorvusEye, CogniSense™, Helios™, small satellites and ground-based ISR. My team and I are responsible for developing market-responsive products for each of the Environmental Intelligence & Integrated Sensing & Information Solutions offering areas, underpinning the ISR & Analytics Strategic Growth Platform objectives of the company in real time processing, autonomous sensing and intelligent analytics. My organization is responsible for developing product strategies and developing products which are responsive to the needs of the marketplace and of the Environmental Intelligence & Integrated Sensing & Information Solutions offering segments.

Rochester, New York Area

Responsible for the overall success of the Airborne Wide Area Motion Imagery product line by gathering Voice of Customer for specific product enhancements and leading product definition activities to achieve Exelis Airborne business revenue and profit goals. Provide strong product leadership by means of internal and external product advocacy and strategic product vision.Primary Duties and Responsibilities:•Communicates with customers, prospects, and market leaders to define workflows for specific product implementation.•Manage a cross-functional Product Team (e.g. sales, finance, engineering, contracts, marketing, etc) to insure all functional groups are coordinated on product roadmap, strategy, and selling function•Worked with the Director of the business unit, and the Product Team to develop the product vision, product strategy and product roadmap for the Airborne WAMI product line.•Communicates product vision to senior staff when needed. •Worked with Marketing Communication to develops and execute the product marketing plans for the Airborne WAMI product line. •Translated customer needs into Integrated Product Definitions for new product releases.•Developed Product Launch plans and leads product launch activities.•Collaborate with the Engineering Manager in the development of product plans, schedules, functional specifications, test plans, and software documentation, to ensure product meets customer needs.•Participate in customer visits, trade shows, seminars and other marketing events.•Support direct and in-direct sales networks with internal product training, and other items, as needed.•Manage business partners and vendors

Rochester, Ny

- Responsible for cost, schedule and technical execution for a multi modality (LWIR 7.5um to 13.5um, MWIR, VNIR) Hyper-Spectral airborne imaging system. - Weekly customer interface and program negotiations with prime contractor and end customer- Responsible for the capture of $50M in new business growth and management of a $10M R&D portfolio in the spectral systems business area.

- Responsible for all aspects of cost, schedule and technical execution of a $500M NASA program to deliver the Advanced Baseline Imager (ABI) Prototype Model (PTM), ABI spans the visible spectrum out to 13um.- Successfully led test teams through all aspects of environmental testing including, Bench, Vibration, EMI and Thermal Vacuum testing completing ahead of schedule at a CPI of 0.98 - Managed multiple subcontracts, as large as $80M, geographically dispersed across the U.S., for the telescope, focal planes and other subassemblies of the instrument- Led Risk and Change Control boards- Daily interaction with multiple NASA leads to discuss status, critical issues and negotiate cost and schedule impacts as the team worked through the test program- Responsible for the delivery of three flight qualified focal planes for the ABI PTM instrument, led the team through multiple revisions of the specifications to ensure compliant focal planes, negotiated with overall systems level specifications to deliver the most cost effective solutions that would meet the mission needs- Successfully lead our subcontractor and subject matter experts through the environmental test phase and final delivery of the VNIR, MWIR, and LWIR Focal Plane Modules

- Responsible for leading all capture efforts and coaching capture managers to secure new competitive contracts relative to the Intelligence, Surveillance, and Reconnaissance (ISR) business segment.- Responsible for running key pursuits valued at over $400M- Assessed business trends, requirements, POM, budgets, and funding initiatives in coordination with the marketing team.- Assessed buying influences and lead marketing teams to identify and target the true economic buyer, identify key discriminators, price to win, and win themes.- Planned and execute pre-proposal activities and assist the proposal manager in qualifying the proposal team and ensuring an executable proposal/program plan is submitted.- Worked with the marketing and strategic planning staff as needed to support a wide range of activities that include branding, mergers and acquisitions, licensing and alliances

- Senior advisor to the Vice President responsible for the enforcement and use of all Value Based Product Development activities throughout the organization. - Managed the pursuit portfolio of the organization to ensure diversity of pursuits and alignment with our research and development activities.

- Led multi-site proposal team of over 50 Full Time professionals, multiple sub-contractors and suppliers to develop, produce and deliver a $150M proposal leveraging the synergies across our division.- Led multiple capture teams through Voice of the Customer (VOC) driven technical design, win strategies and proposal activities for NASA / NOAA and Federal Remote Sensing System pursuits valued at over $200M.- Drove traditional thinkers to think outside the box to compile new and innovative solutions to meet the customer needs within schedule and cost bogeys

- Developed the business development organization’s strategic plan to meet the stretch goals for a $600M division of ITT. - Integrated multi-site Stage - Gate process to focus our pursuit and product develop activities around VOC information to optimize our discretionary investments

- Managed multiple high profile million dollar fixed price software programs resulting in over 30% Profit and greater functionality than the customer had defined.- Drove corporate compliance into programs for various conditions such as legal, privacy, taxes, export regulations, denied parties, and security- Successfully managed many virtual teams which included vendors and employees in various remote locations, including the US, Canada, Italy, and Australia.- Negotiated rates and quotes from multiple suppliers to ensure fair and cost effective development services and productsPrograms managed include but not limited to:- Large scale data processing solutions for proprietary customer- Data processing and information management for an airborne LIDAR system- GIS Solutions for first responders- International e-commerce and GIS integrated solutions across Canada, Australia, and Europe for Commercial Imagery Applications

Led the re-design of IBM's largest Intranet application; a completely customizable international architecture that supported the US and Europe sales and marketing teams

Managed project schedule and resources for Peoplesoft integration project at New York State Electric and Gas

Managed Helpdesk Operations for 4000 State wide employees