Michael Young Email & Phone Number

Stafford, Va, Us

London, England, Gb

• Spearheaded the development and execution of a highly successful Go-To-Market (GTM) strategy, resulting in a $1.5B sales pipeline within 18 months.• Developed and implemented a comprehensive market research campaign, identifying key competitors and resulting in improved market positioning which ultimately led to increased market share.• Successfully managed the complete P&L for sales and marketing functions within the US entity.• Built and mentored a high-performing sales team, exceeding revenue targets and preparing the organization for product launch in 2024.• Effectively communicated customer needs and feedback to the engineering team, driving product development and enhancements.

With over 28 years of extensive experience in the Defense and Aerospace industry, I possess a profound understanding of this sector, having initially served as a government customer responsible for writing requirements and establishing selection criteria for government procurements. My career journey has evolved from individual contributor roles to leading successful sales organizations. I have demonstrated expertise in driving business transformations and cultivating high-performing teams. My collaborative approach with senior executives focuses on developing and implementing strategies that enhance organizational performance and deliver impactful results.Key Responsibilities:• Collaborate with executive leadership to identify challenges, assess organizational needs, and devise customized solutions that align with strategic objectives.• Perform comprehensive market research and competitive analysis to inform data-driven decision-making and strategy development.• Facilitate cross-functional teams and executive sessions to guide clients through change management and strategic planning initiatives.• Analyze data and performance metrics to deliver actionable insights and recommendations for business improvement.• Establish and maintain strong relationships with client stakeholders, ensuring alignment and satisfaction throughout all project engagements.• Stay informed of industry trends and best practices to provide innovative solutions and strategic insights to clients.

Austin, Texas, Us

• Generated $90M in booked revenue: Delivered substantial revenue growth for the US market in FY 2022, showcasing a strong ability to drive sales and capture market opportunities.• Cultivated strategic partnerships: Developed and nurtured successful alliances with technology providers to bridge gaps and enhance offerings, effectively supporting government customers with cutting-edge solutions.• Engaged with senior leaders for strategic initiatives: Collaborated closely with senior leaders to ensure Ultra I&C’s products and offerings were prominently featured in key exercises, including:o PEO C3T and N-CFT – Project Convergenceo SOCOM – SOCOM TE’so USASOC – Ranger Rodeo and MLATso Intelligence Community – Trident Spectreo DTRA – Various Initiatives that significantly increased visibility and alignment with key stakeholders• Led modernization of Orion radio technology: Successfully directed the modernization of the legacy Orion X500 radio (TRILOS) to advanced models (X510, X600, X650) by serving as the voice of the customer and ensuring seamless integration of client requirements, enhancing product relevance and user satisfaction.

Duluth, Us

• Drove lead capture and proposal development: Spearheaded initiatives to understand and articulate customer needs, leveraging competitive intelligence and price-to-win strategies to craft compelling proposals that met budgetary constraints while maximizing our Pwin.• Perform strategic profit and loss analysis: Lead comprehensive financial assessments to uncover insights and identify high margin business development opportunities that enhance overall profitability and growth.• Foster cross-functional collaboration: Partner with management and project teams to integrate efforts across the organization, driving innovative solutions that boost top-line revenue and strengthen our competitive edge.• Support strategic mergers and acquisitions: Actively engage in identifying and evaluating potential acquisition targets, ensuring alignment with corporate strategy to unlock new markets and accelerate expansion.• Collaborate with the innovation team on funding initiatives: Partner with the innovation team to secure early-stage technology funding through government stimulus contracts, SBIR initiatives, and IR&D, facilitating the development of pioneering solutions that position the company at the forefront of industry advancements.• Developed and implemented a highly successful new product launch focused on software development that virtualized traditional satellite and radio waveforms and enabled these virtualized waveforms to operate on High-Performance-Computers (HPCs) and Quantum computers.• Supported business opportunities for Envistacom’s cybersecurity team: Supported penetration testing, cybersecurity, cyber intelligence, Offensive Cyber Operations (OCO), Defensive Cyber Operations (DCO), cyber policy development and compliance, RMF, Migration from DIACAP to RMF, Implementation of Security Technical Implementation Guide (STIG), and exploitation.• Was one of the only commercial attendees that was invited to attend and brief at the SCUF to classified attendees.

Duluth, Us

Satellite Communications professional with proven success leading organizations to increased market share and sustained profitability. Strategic leader responsible for a 7 person division that provides solutions and services to the SOF and IC community.

Houston, Texas, Us

• Secured $25M in new business opportunities: Successfully captured new business contracts while cultivating a robust sales pipeline valued at $150M, demonstrating a strong ability to drive growth and market expansion.• Strategic business development and account management: Drove efforts to identify, develop, and win new business opportunities, while simultaneously enhancing current account growth and executing strategic initiatives that align with company goals.• Influenced development of the Starlight Service: Played a pivotal role in shaping the Starlight service, the first guaranteed commercial communications network leveraging the Thuraya satellite constellation, providing essential guidance that ensured the service’s success and market readiness.• Responsible for the L-band Tactical (LTAC) capability and its fielding by the U.S. DoD for use in augmenting UHF/VHF LOS radio capability

Houston, Texas, Us

• Delivered strategic direction for Harris Caprock: Directed programs and opportunities for SOCOM and its subordinate commands, aligning initiatives with operational requirements and enhancing engagement with key military stakeholders.• Built and sustained relationships with SOCOM clients: Cultivated and maintained strong relationships with SOCOM customers, strategically introducing company products and services to address critical mission requirements and enhance operational efficiency.• Uncovered $15M in new business opportunities: Identified and leveraged new business opportunities, driving revenue growth and expanding the company’s footprint with the SOCOM ecosystem.

St. Louis, Missouri, Us

• Identified new opportunities in the government sector: Led efforts to discover and capitalize on new opportunities for mobile applications and custom user interfaces within the government sector, positioning the company to meet evolving customer needs.• Oversaw a cross-functional government team: Managed a dedicated team of software engineers, program managers, and sales professionals to develop innovative products and projects tailored for SOCOM and other Special Users, ensuring alignment with mission-critical requirements. • Directed government business pipeline management: Oversaw the entire government pipeline process, including early opportunity identification, crafting white papers, managing the proposal process, and handling RFI/RFP submissions, vendor coordination, and government quotes, driving efficiency and effectiveness in securing contracts.

• Business development manager at GDST: Led efforts to identify and secure new and emerging business opportunities, driving growth and expanding market presence.• Closed $60M in business: Successfully finalized contracts worth $60M, including approximately $20M in new business within adjacent markets targeting SOCOM and classified users, showcasing strong negotiation and market-entry capabilities.• Recognized Subject Matter Expert (SME) for SOCOM: Served as a sought-after SOCOM SME, actively participated in strategic meetings focused on pricing, competitive analysis, and market positioning, contributing valuable insights that shaped business strategy.

Arlington, Virginia, Us

High Bandwidth NCOIC responsible for the formulation and implementation of acquisition and fielding strategies to best meet the end-user requirements. Managed multiple communications modernization initiatives, including research and development projects to satisfy unique Secretary of Defense taskings. Recognized as the technical liaison with industry on emerging technology communications projects and programs.

Arlington, Virginia, Us

Lead a satellite communications team in the highest priority combat unit in the Department of the Army responsible for research and development, network planning, and mission execution in a no-fail environment. Continuously evaluated new technologies and actively participated in many Department of Defense (DoD) research and development initiatives.

Arlington, Virginia, Us

Satellite Communications Section Sergeant - Responsible for operations, planning, and technical support for a communications section consisting of an Inside Plant and Outside Plant team.Satellite Communications Team Chief - Served as a Multi-channel team chief in a quick reaction communications team that provided communications support to U.S. Southern Command (SOUTHCOM) for disaster relief, humanitarian assistance, peacekeeping operations, and counter drug operations.

Master Of Business Administration (M.B.A.)

Bachelor'S Degree, Accounting And Business/Management