Michael Dicarlo Email & Phone Number

Ashburn, Va, Us

>Leads Federal Sales Engineering team activities, responsible for over $8M+ Federal revenue in 2024 with direct impact for closed deals with IRS, US AF, and US Army.>Creates and delivers custom technical product demonstrations of Pryon's AI-powered RAG Suite>Directs hiring and onboarding for all sales engineers (federal and commercial)>Authors RFI/RFP responses, leading technical solutioning and capture for RFx>Creates videos, whitepapers and other client-facing collateral for marketing>Leads delivery of internal sales enablement

>Lead Federal Sales Engineer team activities, responsible for over $20M+ Federal revenue in 2024 with direct impact for closed deals with IRS and other financial agencies (SEC, HUD, FDIC)>Creates and delivers custom technical product demonstrations of Splunk's Enterprise Security and SOAR solution.>Authors RFI/RFP responses, leading technical solutioning and capture for RFx>Creates videos, whitepapers and other client-facing collateral for marketing

>Senior Federal Sales Engineering team activities, responsible for over $12M+ Federal revenue in with direct impact for closed deals with IRS, US Navy, DHS, and US Navy.>Creates and delivers custom technical product demonstrations of Pega's application builder suite>Directs hiring and onboarding for all sales engineers (federal and commercial)>Creates videos, whitepapers and other client-facing collateral for marketing

Mclean, Va

CORAS is an advanced data analytics system for portfolios and programs that visualizes the relationships and the impacts of your decisions allowing you to make quality decisions faster. As Director of Customer Success, our team is responsible for ensuring an exceptional customer experience from pre-sales to ultimate implementation - as they manage their enterprise programs and make mission-critical decisions with CORAS technology.

Herndon, Va

Managed network of 30+ active IBM Talent/HR & Collaboration business partners. Oversaw all technical sales and account management activities in support of partners’ sales.- Directed successful sale and opportunity expansion of IBM Talent Frameworks and Publisher with consulting services, originally a $20,000 deal that grew to over $100,000. - Delivered internal “best practice” presentation to help colleagues leverage lessons learned from the above win.- Led multiple Talent/HR webinars and presented at regional SHRM conference to market IBM Watson Talent

Herndon, Va

Directed all Watson Talent sales, technical pre-sales, and account management activities for Federal, DoD, international banks, and Federal System Integrator clients. Role expanded from Technical Sales to include Account Executive responsibilities. Account Executive (expanded role to include Technical Sales):- Recognized at IBM’s 100% club for exceeding sales targets.- Led successful effort of $750K RFP for a major Federal civilian agency's Learning Content Management renewal/re-compete.- Directed winning sales efforts for $350K+ IBM BrassRing ATS, Onboard, and services at a major US Federal civilian agency- Managed over $250K in new consulting and services sales to two major Federal system integrators, ensuring requirements capture, SOW creation, technical delivery, and client satisfaction.- Spearheaded over $250K in IBM Talent Frameworks and Assessment sales to a major consulting firmTechnical Sales Leader - Considered SME and go-to technical seller for product demonstrations and client presentations.- Created technical proof of concept to compare IBM Collaboration with Microsoft SharePoint in support of multiple Federal client sales, including $200K Learning Content Management win at US CIS- Directed all technical sales for $400K+ IBM BrassRing ATS and consulting win at Engility- Managed technical proof of concept delivery and services to US Navy IBM Connections pilot, ultimately a contributing factor in a $2M+ IBM Collaboration renewal win.- Mentored and coached junior technical sales staff, assisting with presentation/demo delivery and sales expertise growth

Herndon, Va

Managed multiple technical delivery teams of custom developed SharePoint solutions and migrations for Federal and commercial clients. SCRUM Master.- Directed successful content migration to HP Share cloud for a major pharmaceutical company, leading a distributed team of technical professionals and overseeing all migration efforts of content and custom development.- Led all requirements/roadmap, development, migration, and QA efforts for DHS Information Network collaboration platform, a system used by first-responders across federal, state, and local agencies.

Herndon, Va

Led team of SharePoint technical professionals supporting DHS SharePoint content migrations to HP private cloud.- Directed successful SharePoint migration efforts of US CIS and DHS HQ- Managed pre-sales activities for prospective DHS agencies considering HP’s SharePoint cloud offering.

Herndon, Va

Directed all content migration planning, communications, and execution to latest version of SharePoint (2007/ MOSS) of Booz Allen’s internal 2+TB collaboration platform used by consulting teams to manage their IP. Led a virtual team of SharePoint administrators, migration/user adoption coaches, and technical analysts.- Managed all aspects of successful firm-wide SharePoint migration resulting in improved collaboration and document management tools for over 25,000 users who relied on it to ensure client delivery and new business development- Partnered with firm leadership to ensure client satisfaction and mitigate risks that could impact- Awarded Booz Allen’s prestigious Team award upon completion of successful migration project.

Reston, Va

Led SharePoint solutions consulting and pre-sales efforts for Federal and commercial clients, including creation of custom proof of concepts / demonstrations and sales presentations. Conducted all-day technical marketing “workshops” to prospective clients to articulate value of CorasWorks “no-code” application development toolkit for SharePoint. Delivered technical training classes.- Exceeded sales targets achieving 125% of quota.- Recognized as “go to” pre-sales consultant and received award for “Mr. Versatility” for ability to wear “multiple hats.”- Led sales efforts for key clients, including Boston Red Sox, AARP, US Department of State, and US Marine Corps.

Mclean, Va

Oversaw team of requirements analysts and developers responsible for Freddie Mac’s Default/Asset Management system. Served as lead point of contact to business area stakeholders and leadership.- Managed $1.8M project budget and delivered YTD spend/forecast reports to management.- Led successful implementation of PegaSystems BPM solution.

Mclean, Va

Directed team of business analysts and responsible for all requirements and product roadmap activities of Monster’s Federal Application Tracking and Position Classification offerings. Product SME who supported sales and marketing with collateral creation and client-facing presentations / product demonstrations.- Managed requirements roadmap and release activities for 10 Federal clients- Directed pre-sales efforts to win new business at US Dept. of Veterans Affairs and ensure client retention at USGS and Commerce, resulting in $1M in revenue.

Ma, Organizational Leadership

Ma, French Literature

Ba, Economics & French (Double Major)