SUMMARY:

Business Development and Capture Manager professional with demonstrated success in achieving sales quota attainment in both commercial and Business to Federal Government environments. Sales models include direct, channels, integrator, VAR and OEM verticals. Capture Manager utilizing tools Confidential, MLM and Confidential as well as providing team leadership for effective price to win strategies and decision gate reviews to meet customer deadlines and company bottom line goals. Proficient at capitalizing on commercial market and government program opportunities and generating revenue growth through leadership, team communication, exceptional customer relationships, research and sales forecast accuracy.

TECHNICAL SKILLS:

• SEWP V, GSA Schedule 70, Netcents2, EAGLE II, CHESS and IPPS - A
• Confidential MAJCOM and program experience
• program and agency experience
• Deltek Gov Win, FBO, Carrolls
• SalesForce, Siebel, Dynamics
• Shipley Methodology Business Development Certified

WORK EXPERIENCE:

Senior Business Development & Capture Manager

Confidential, Herndon, VA

Responsibilities:

• Developed capture management for proposals, collaborated with team for competitive pricing strategy, including price-to-win activities, win themes and gate reviews with line management teams for Confidential and commercial pursuits, resulting in logical and sound bid decisions, meeting quarterly company goals.
• Including leading capture strategy meetings, conducting Black Hat and participating with other team gateway reviews and driving process to closure.
• Led teaming discussions on commercial account area pursuits, culminating in successful execution of teaming agreements with commercial vendors, allowing for further commercialization of program and acceptance by commercial vendors for use on various platforms and ITAR compliance.
• Represented Confidential / Exelis at large industry conferences and smaller strategic venues for pipeline development, increasing brand awareness and providing future contract opportunities with government and commercial customers.
• Coordinated with other internal Confidential /Exelis sectors, groups, operations and divisions, leveraging capabilities, personnel and maximizing solution development.

Business Development / Capture Manager

Confidential, Reston, VA

Responsibilities:

• Developed Pipeline to grow new field territory for Confidential Compliant Hosting and Cloud Management Services Company.
• Activities included, capture management, proposals, call campaigns into targeted accounts, trade show participation and local networking events to grow brand awareness into Confidential market.

Account Manager- Services

Confidential, Reston, VA

Responsibilities:

• Provided contract bookings that met or exceeded revenue goals on quarterly or yearly basis. Achieved 137% against goals of $1.5M in Confidential 15, 135% against goal of $2M in Confidential 14 and 120 % against goal of 2.2 mil in Confidential 13.
• Implemented customer growth strategy, increasing average sales and profit margin in current and new customers. Strategy involved direct selling, utilization of Confidential analysis, working with internal Confidential team for license attachment and channel partners for competitive price-to-win direct business and gate review decisions on RFP responses.
• Collaborated with Confidential consulting, providing deep-dive consulting for customers and uncovering additional revenue streams in other lines of customer business on a consistent basis, increasing new product and revenue opportunities.
• Conducted sales forecasts, territory business planning, demand generation, deal strategy development and trend analysis, providing accurate forecasting and overall territory growth strategy to management.
• Handled customer escalations, participated directly in complex sales situations, negotiated and/or resolved disputes, ensuring customer satisfaction and increased revenue.

Business Development Director

Confidential, Fairfax, VA

Responsibilities:

• Developed capture management for proposals with executive summary and board reviews, conducted market and Capture analysis using Confidential and collaborated with team for competitive pricing strategy, including priceto- win activities and gate reviews with line management teams for Confidential and Confidential pursuits, resulting in logical and sound bid decisions, meeting company goals.
• Won Confidential contract worth $2.6M in services with $8M IDIQ (1plus 4) contract for services through existing Confidential relationships and procurement cycle knowledge. Was team lead with two direct reports for this effort.

National Accounts - Field Manager

Confidential, McLean, VA

Responsibilities:

• Exceeded bookings and revenue targets by developing market strategies and relationships with current and new customers that increased bottom line by 108% against quota of $3M.
• Collaborated with external key partners, and system integrators, identifying and developing new business opportunities and building pipeline in US Confidential customers.

Account Manager -Technology

Confidential, Reston, VA

Responsibilities:

• Developed, managed, and reported on sales pipeline within territory to management for accurate monthly and quarterly goal attainments.
• Confidential 07 130% against quota of $1.9M, Confidential 06 120% against quota of $1.3M.
• Achieved Federal MVP Q1 Confidential '07 Award by providing additional lines of new revenue from a mature customer, as well as providing consistent and accurate revenue forecasting to management.
• Partnered with Confidential license field sales and consulting to drive Confidential awareness and attachment and increase the Confidential footprint into current and/or new Confidential accounts to increase revenue.