Executive leader in the defense and aerospace market sector.

Managed the full sp

ectrum of P&L business disciplines and metrics, organic program growth, and stra
tegic business development - including new business growth, capture and proposal
management, contract management, and government relations, earning wide respect
at all levels. Proven leader of IT business strategy and operations delivery.
Focus on process-driven solutions for both customer value and corporate results
. Includes client business planning and project life cycle from identification,
capture and transition, to ensuring profitability and growth with customer satis
faction. Crosses multiple tasks and contracts, integrating subcontractors and i
nternal resources. Produces results as individual contributor, strategic thinke
r, and leader of high performance teams.

QUALIFICATIONS

* Business Development Army/NASA

* Program Management
* 3rd Party Agreements and Alliances
* Marketing Plans and Execution
* DoD Software Development
* Customer Presentations
* Cost and Technical Analysis
* Budget Preparation & Performance
* Personnel and Team Leadership
* Solution Selling
* Teaming Agreements/Alliances
* Strategic Business Planning
* RFP Analysis and Response
* DoD Project Management
* Trained in Six Sigma
* Highest Achievement Award Dale Carnegie Organization
* Secret Clearance (Active)
* Capitol Hill Briefings
* Effective Negotiation Training

PROFESSIONAL EXPERIENCE
Centech VP, Business Development and Ops June 2009 - Present
Consulting Marketing, PM and BD Jan 2
009 - June 2009
Intergraph Sr. Director, PM, Marketing and BD Nov 2002 - Jan 2009
Mobular Tech Director, PM, Marketing and BD April 2001- Nov 2002
MessageMedia Director, PM, Marketing and BD Jan 2000 - April 2001
Intergraph Director, PM, Marketing and BD Jan 1984 - Jan 2000

EDUCATION
BS Computer Science
University of Tennessee at Martin

DETAIL OF PROFESSIONAL EXPERIENCE

New Business Expansion
* Business Development for a Fortune 1000 firm.
* Responsible for leading the business development effort toward increasing new
clients and associated revenue growth, with a particular focus on large acquisit
ions in the DoD arena.
* Initiated and qualified business leads through research and customer intellige
nce, provided consultation to corporate leadership toward pursuit, established t
he firm's unique business value to that customer set, and envisioned and develop
ed the win strategy, and supporting customer relationship plan, staffing plan (b
ased on defining task work breakdown structures), and teaming plan - following i
nternal gap analysis.
* Developed priority focus efforts ranging from $20M to $200M, coupled with a de
velopmental pipeline (pipeline ~ $770M).
* Developed teaming partnerships for programs such as AMCOM Express, SETAC, MiDA
ESS, ARES I IUA as well as numerous strategic teaming agreements (Boeing, Rayth
eon, GRA, S3, DMD, Northrop Grumman, SAC, ASI, KSI). Oversaw data call and task
order responses.
* Created small business teaming strategy to develop innovative and target solut
ions for NASA and OSD.
* Pursued business structured around acquisition management support, program man
agement support, staff augmentation, operations concept development, call center
support, business system support, software development, logistics, systems engi
neering and integration.
* Led in step review business development processes, win strategies, completive
analysis, incumbent analysis, SWOT analysis, storyboarding, color reviews and pr
oposal preparation.
* Approach is to work directly with the customer to uncover pain points, needs,
timing and to firmly establish ongoing relationship with the customer.
* Developed comprehensive business and marketing plans to expand government comm
unications solution into the state and local government.
* Established 3rd party agreement with a significant key resellers and VARs.
* Led teaming alliance with Microsoft, IBM and Oracle Corporation.
* Negotiated contracts that saved the company over $200,000
* Implemented Solution Selling and CRM system for our BD team
Program Management Development Leadership
* Led large team of software engineers and test analysts
* Directed all phases of product life cycle in both a DoD and commercial environ
ment
* Administered complex, multi-tiered DoD software/system projects
* Managed the development of end-user applications
* Involved in all phases of design and integration of software into production s
ystems
* Managed broad range of products
* Established 3rd party teaming agreements
Innovative Marketing Programs
* Delivered seminar series that produced over 3,000 attendees worldwide.
* Created marketing program that launched the sale of over 4,000 copies of softw
are during first year of program initiation.
* Conceived and implemented sales communication program that decreased sales sup
port calls by 20% in the first 3 months of usage.
* Initiated promotional web program that generated over 200 sales leads per mont
h.
Accountability / Reporting
* Consulted with CEO of Fortune 1000 company regarding annual marketing plans, n
ew product development programs, fiscal and project control, channel development
, allocation of resources.
* Coordinate with CEO to develop strategies for selling and marketing products.
Cost, Schedule and Resource Management
* Managed cost of large scale DoD projects
* Developed and maintained complex schedules for large integrated software devel
opment projects involving other subcontractors
SELECTED ACCOMPLISMENTS
Created Huntsville presence for DoD contractor. Formed key alliances with compa
nies that offered complementary services. Developed and executed strategy to mar
ket directly to the customer (NASA, ARMDEC, SMDC). Teammate on winning teams for
AMCOM, SMDC and NASA. Worked with our congressional team to seek funding for sp
ecial projects. Pursued targeted SBIR initiatives. Managed local projects. Resul
ts: Developed local presence and grew new business.
Developed strategy for marketing analysis and cost modeling solution. Worked wit
h other companies to develop strong teams to market to the customer an integrate
d solution for advanced, IT based cost modeling for performing effective trade s
tudies. Results: Led to being on key contracts.
Closed deals with extremely large organizations. This is involved understanding
needs, giving presentations by phone and face-to-face, putting together the rig
ht solution, presenting the proposal, negotiating the terms, close the deal and
see it through to customer acceptance. Results: Increased market share and rev
enue.
Developed new business for multi-year contracts replacing existing vendors. Per
formed detailed needs assessment of customers' needs, identified key decision ma
kers, executed detailed competitive analysis, presented plan to potential custom
er. Results: Closed business wining over incumbents and producing over $1,000,
000 in business in a 5 year period.
Led development team for large DoD contracts. As manager of a large software gr
oup, evaluated requirements, generated product design, implemented state-of-the-
art pattern recognition software, integrated with other sub-contractors, control
led and managed cost, schedule and staffing, risk analysis and management of pro
ject timeline, led team of engineers, developers and testers of software to comp
lete fulfillment of requirements. Subsequently turned project into commercial p
roduct. Results: Multi-year project completed on time and within budget. Comme
rcial product produced over $5 million dollars in sales in the first 5 years.
Developed strategic teaming plan for DoD and Homeland Security contractor. Ana
lyzed current situation, developed business process for identifying, evaluating
and executing business plans with subcontractors and primes, performed gap analy
sis of current capabilities, developed strategies for developing new business.
Results: Streamlined process for evaluating subcontractors and led to increased
business.
Developed strategic relationships with industry leading partners. As Director o
f Business Development, identified executive level decision-makers in target com
panies, sold solution's benefits and 'up sold' the account for additional revenu
e. Results: Closed over $100,000 with strategic client that lead to further pi
peline potential of $200,000 in the same account. Also closed business with oth
er key partners.
Created and executed multi-million dollar business plan software solution. Perf
ormed customer needs assessment, created product plan, organized and managed imp
lementation, provided tools to sales and marketing, and briefed Executive Manage
ment. Results: Increased worldwide sales by 34% in one-year period.
Created and lead the marketing program for new product line. Researched new mar
keting tools, expanded market into competitive accounts, developed, executed sem
inar program and trained direct sales force. Results: Over 5000 copies of softw
are were sold in first year.

PROFESSIONAL ASSOCIATIONS AND COMMUNITY ACTIVITIES

Professional Activities - Association of the US Army (AUSA), Huntsville Aerospac
e Marketing Association (HAMA), United States Missile Defense Association (USMDA
), Alabama Partnership for Biotechnology Research (PBR), Microsoft Certified Par
tners, Microsoft Research Council, MarketingProfs.
Community Activities - Serves as a Board of Trustee for the National MS Society
(AL/MS), Marketing and Media Chair for ALS organization.