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Click here or scroll down to respond to this candidateCandidate's Name
Street Address / PHONE NUMBER AVAILABLEEMAIL AVAILABLE / LINKEDIN LINK AVAILABLEHighly successful sales and business development record.Adept at working in highly technical environments.Skilled presenter to all levels of audience.Strong understanding of cybersecurity, private networks, and security applications.Many years of success selling into the National Security space.Awarded contracts in the Intel Community, as well as Cyber command, DOD, DHS, DOS.Extensive experience with the integrators (GDIT, ManTech, Peraton, Leidos, BAE etc.).Thorough knowledge of the distributor environment (Carahsoft, Vertosoft, Merlin).Many years of partnerships with the VAR organizations (Thundercat, Blue Tech, Guide point, Clear Shark, as well as many others.Successful history of selling to the Canadian DND through VARs and resellers.Active Top-Secret ClearancePROFESSIONAL EXPERIENCEOPSWATAccount Executive National Security US and CanadaApril 2023 to PresentIntroduce OPSWATs Critical Infrastructure cybersecurity product line, to include Cross Domain Solution hardware and software, to all Intelligence Community accounts. To include Intel agencies as well as DOD Intel, DHS and DOS classified areas.Built a multi-million-dollar pipeline in first year as well closing over $500k in new business in the first quarter of 2024.Achieved over 150% of quota in the first quarter 2024.80% new business sales with and additional 20% in renewal businessCreated new partnerships with the VAR and Distributor companies.New logo wins include NGA, NRO, CIA, Canadian DND, Cyber Command all through FSIs and VarsTITANIUM PLATFORM (formerly NETNUMBER)Senior Sales Manager, Federal and InternationalMarch 2021 to February 2023Provide leadership for the development and sales of the Private Networks division.Roles included sales and business development functions to include building alliances in the system integrator community.Developed new partnerships with product partners and created a division that grew to include sales, technical and administrative functions. Signed reseller agreements with The Fenix Group, Nokia an TeamVox.Credited with building a $10M pipeline in first year.Titanium Platform manufactures core and mobile communication system software.BEARTREES LLCPresidentOctober 2019 to January 2021Provide executive-level leadership in establishing and expanding a national security and intelligence consulting organization from building of strategic business alliances to negotiating reseller contracts.Consulting in the Federal Government and International environments.MRAs with AMT-USC, CENTCOM Global, APPGUARD, Plurilock and Grasp Data.Extensive work in Latin America and CanadaSILTEK, INC.Vice President, Business DevelopmentJune 2017 to September 2019Directed every aspect of sales and business development activities for a woman owned small business.Expanded scope of role to include serving as FSO for all security related issues.Assembled intelligence practice from scratch by obtaining National Security Agency (NSA) contract and facility clearance.Accepted into the PISA program at NSA.JB MANAGEMENT, INC.Director Business Development and Solutions ArchitectureJune 2012 to September 2017Governed the identification, research, and expansion into new defense, intelligence, and international markets by orchestrating reseller agreements with product vendors.Generated $8M+ in new business revenue within the first 24 months by submitting winning bids for NSA, Air Force (USAF), and Department of Defense (DOD) contracts.Increased revenue generation from $8M to $10M in 12 months.Launched office in South America to reach new business in Peru and Mexico, attaining crucial global business development goal.Accepted into the NSA PISA program.Partnership agreements signed with NG, Lockheed, Sotera, TASCCORNET TECHNOLOGY, INC.Business Development ExecutiveMarch 2011 to May 2012Managed all Intelligence Business Development efforts for a network communications manufacturer.Coordinated all efforts in managing intelligence, Department of Homeland Security (DHS), and DOD accounts which entailed establishing strategic system integrator partnerships that delivered on specific opportunities.Created new business opportunities with the Department of State (DTSPO) and Diplomatic Security in collaboration with the sales team. Engaged in thought leadership by expanding reach to include PISA program and pitching possibilities to key groups including Maryland Marketing and Armed Forces Communications & Electronics Association (AFCEA).Established a $4M sales pipeline in eight months which included high profile organizations including NSA, National Geospatial Intelligence Agency (NGA), USAF, and the US Army.Closed agreements with Integrator Community and Protected Mobility.GOVERNMENT TECHNOLOGY SOLUTIONSDirector of DOD and Intel SalesJanuary 2010 to March 2011Supervised entire program involving for the companies we had VAR agreements DOD, intel, and DHS spaces by resolving all security-related inquiries into Trend Micro software for DTSPO, Diplomatic Security, the State Department and IRM.Accountable for building and maintaining effective working relationships with vendors and integrators to support telecommunications and supply product line channel.Restructured territory to create accountability for Vanguard program within State Department.Delivered first NGA corporate deal through an integrator.Generated $645K+ in revenue within the first four months.Produced a $3M+ pipeline in six months.Independent ConsultantOctober 2006 to January 2010Leveraged expertise in sales, business development, and program management in pitching a portfolio of products by foreign owned companies to DOD and intelligence communities.Presented white papers and proposals (unsolicited and RFP) to drive the federal proposal submission process for 8a status and GSA scheduled activities.Positioned as international relations and terrorism expert through strategic speaking engagements and consulting with key clients regarding emergency management and disaster preparation.Client portfolio included: Tyler Business Services,, Terremark Federal Group, Native American Industrial Distributors, Ciber, Inc.NORTHROP GRUMMAN/ TASCManager Strategic PlanningJanuary 2005 to August 2006Pinpointed satellite services business development opportunities to achieve sales targets that aligned with business plans including assembling skilled teams and devising program strategies to drive success.Connected international partners to key contacts in State Department, Army, and USAF accounts.Identified $100K+ in potential revenue by devising e-target business opportunities.SPRINT/ GOVERNMENT SYSTEMS DIVISIONSr. Business Development ManagerFebruary 2002 to January 2005Commanded large territory portfolio to attain $8M+ in sales quotas by building and maintaining relationships with intelligence agencies, DOD, State Department, and first responders.FY04 finished at 1700% of a $30M QuotaClosed new business with the sales team with DTSPO, DISA and the ARNG.New business exceeded $175M in new revenue.RESILIENCE CORPORATIONBusiness Development ManagerMarch 2000 to January 2002BD manager for a start-up hardware vendor in the server space.Key wins included the Missile Defense Agency.Company manufactured a fault tolerant server platform.MECHANICAL DYNAMICSDirector Eastern Region and Federal SalesAugust 1998 to February 2000Headed Eastern Region Sales for a Mechanical Engineering Software firm.Started the federal sales territory.Key wins included Nevada Auto Test Center, NASCAR, and the USMCCOMPUTER ASSOCIATESMarketing Specialist (Sales Rep)June 1997 to August 1998Sold all specialty products for CA.Largest sale to the Railroad Retirement Board $650KBEARTREES CONSULTING INC.PresidentApril 1991 to April 1997Full-service sales and technical recruiting firm.Largest clients included Texas Instruments, Digicon, and Pinkerton.INFORMATION BUILDERS INC.Federal PC Software Sales RepAugust 1986 to April 1991Top Sales Rep in company for PC software salesPresidents Club FY87, FY88 and FY89.Tasked with opening a Federal office in Canberra, AustraliaTerritory included all of DOD and Intel.Closed largest sale of PC software (Focus) at $450k to the US Army Reserve.EDUCATION AND OTHERSAmerican Military University Charlestown, WV, 2014MA National SecurityNorwich University Northfield, VT, 2009MA International Relations/TerrorismWashington & Lee University Lexington, VA, 1981BA TheaterProfessional DevelopmentMEDDICC Sales Process, Sandler Sales Institute, Karras NegotiatingAssociationsAFCEA / Ft Meade Alliance / NDIA / INSA / USGIF |
