 Overall Deal Lead working directly with the Sales Executive and Solution Architect to develop and execute capture strategies and capture plans for deals ranging between $20M to $1B Qualify opportunities early in the Sales cycle and challenge the Deal Team to match Client Pain Points to Winning Solutions and Approaches  Create solutions and approaches that transform current manual and outdated processes and solutions to those that are innovative and valuable o Specific Focus on improving the CX (Customer Experience) Business Development Lead with successful record of business development activities and strategic partner relationships  Strong team lead who drives and coaches the team using critical thinking, strong reasoning, decision-making, problem-solving, and communications skills, both oral and written Participate in Client meetings, including “Dreaming Sessions”, product demonstrations, oral presentations, and contract negotiations. Lead business planning activities, including deal qualification, periodic pipeline reviews, opportunity gate reviews, Black Hat competitive strategy sessions, win theme and discriminator workshops, proposal reviews (Shipley) and orals coaching  Perform competitive analysis in order to develop the design, program, and proposal win strategy and price to win Expert in complex Federal and State and Local Government Procurement and Processes o Specific expertise in SBE/MBE/WBE/VSBE processes and procurement regulations that lead to maximum goal content for each deal Conduct after action reviews to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions. Participate in Industry Conferences and Forums to develop key relationships and gain awareness of Industry trends and news that translates to winning strategies Capture Manager and Deal Lead on one of the largest Health and Human Services opportunity (>$500M) – Awarded in 2018!

- Pursue and close top sales opportunities ranging in value of $20M to $1B.- Develop win strategy, partnering strategy, solution development, quality assurance, commercial offer and customer negotiation efforts from engagement to close on behalf of the sales team and the executive level management.- Ensure the quality and timeliness of all deliverables from a large cross-functional team including sales, programs, engineering, legal, finance, quality, operations and maintenance, and proposal development.- Lead commercial negotiations on pricing and terms and conditions with customers throughout the process and is responsible for maximizing deal profitability and deal closure.- Perform competitive analysis in order to develop design, program, and proposal win strategy and price to win.- Present business deal and financial package to Executive Level management at VP, President and CEO levels for corporate approval.- Specialize in writing and reviewing proposal responses, coaching/mentoring team members, and competitive analysis.- Practice and promote industry-standard Capture Management process and methodology including Shipley and Associates and Strategic Selling (“Blue Sheet”). - Develop and coach internal team members and employees on Capture Management, Writing Best Practices, and Rainbow Reviews.- Created first of a kind transition strategy now used as the model across the business.- Implemented proposal cost reductions of 20% to increase profitability and increase win rate.

- Business Development for all after-market and Managed Services including: Network Monitoring, Asset Management, Repair, Warranty, Preventive, and Emergency Response services. Specifically:• Created a Tiered offering for extended warranty for new product lines to increase competitiveness and profitability by 30%.• Developed first Managed Services offering for a Federal Customer resulting in a competitive win.- Focused on Total Cost of Ownership - Responsible for developing the service (O&M) strategy and proposal solution for Public Safety, Public Service, Utility, and Federal customers worldwide.- Only person in the business that performed competitive market analysis and Price to Win for all after-market and Managed Services offerings.- Partnered with local service shops and subcontractors, when applicable, to obtain quotes to perform installation and after-market service. Wrote Statements of Work for both installation and after-market service for local service shops and subcontractors to obtain best value and best price to ensure lowest cost to win.

- Developed and managed the proposal and sales strategy in close coordination with the sales and/or Capture Manager for all major capture efforts estimated at >$100M.- Lead the proposal effort from beginning to end in a fast-paced and dynamic environment.- Analyzed government solicitations and criteria, identifying all requirements and criteria for evaluation.- Prepared proposal directives to include schedules, outlines, guidelines, and win themes.- Managed multiple proposal teams simultaneously, working with management to identify and assign key proposal resources. - Maintained focus on capture and win strategies and ensure proposals are reflective of these strategies.- Ensured consistency and quality of proposal deliverables.- Responsible for version control and overseeing proposal production activities, including formatting, editing, proofreading, and graphics development.- Coordinated all support services and lead proposal reviews at all stages of the proposal.- Ability to quickly understand technical concepts and assess technical benefits of proposed solutions.- Applied excellent writing and editing skills to proposal sections, including storyboard coaching, win theme development, and proposal reviews.- Major proposal accomplishments include: State of New York (awarded in 2004 and the largest land mobile radio award in Public Safety history), National Capital Region in D.C. (awarded in 2003), State of Florida (awarded in 2000).