Forward-thinking and proven growth leader with strong skills in strategy development, talent identification and team development/mentorship.
Performance focused with history of driving growth and positive customer outcomes across the public sector market. Drives a Growth mindset that is focused on customers and their missions with deep understanding of company core competencies. It is this alignment which drives quality pipeline, discriminating proposals and win/close rates that exceed objectives for large organizations.
Experience in successfully driving all types growth, organic and inorganic. For maximized organic growth, have implemented training around "Go Blue" and "Defend" campaigns to drive market leading win rates for new programs and recompetes. Enable active add-on selling through training, tools and simplified process. Have been part of due dilligence teams leading to mergers that formed DXC, Perspecta and new Peraton. Developed and institionalized BD Incentive Plans to drive and reward the right individual and team behaviors for successful outcomes.
Closed $17.7B of Total Contract Value over last 3 years, 50%+ of that value in net new contract wins
Developed and executed concepts like "Go Blue", "Defend Campaign" and Mid Course reviews to exceed market win rates. Over trailing twelve months, have maintained recompete win rate at 95% and net new win rate at in excess of 40% on large proposal volume
Exceeded Book to Bill ratio's of 1.3x for each fiscal year, driving a significant increase in corporate backlog and driving YoY growth on base business
Established an enablement team to support add on growth, achieving between 15%- 20% of annual Total Contract Value from contract add on
Defined and integrated a team of over 300 people to include BD executives, capture managers, solution architects, proposal operations, strategy enablement, operations, and market intelligence. Managed the organization within $75M annual operating budget
As part of a global commercial company, crafted overall public sector go to market approach (One HP) that brought full power of the company to public sector organizations
Led teams that captured enterprise IT programs like Navy NGEN, CMS Health marketplace hosting, FDA data center, County of San Diego, Department of Education NGDC and CCC programs
Backlog drove year over year growth that exceeded the growth rate of the rest of the company geographic segments
Supported due dilligence teams for the merger of HP Enterprise Services and CSC to create DXC. Subsequently led growth team in the divestiture of the Public Sector unit as part of the formation of Perspecta
Drove the strategic move from legacy data center provided to being a cloud services provider by pushing corporate and individual certifications, partnerships with world leading CSP's and thought leadership to public sector customers
Developed short and long-term sales strategies to gain market share, increase pipeline and drive increased revenue and margin in highly competitive market
Managed entire sales cycle across customer accounts, proposing and closing sales to achieve total revenue growth, profit and customer satisfaction plans.
Led team of account managers across Air Force and subsequently all of Department of Defense. Focused on the highest growth markets within DOD as aligned to the NGIT strategic focus
Drove significant wins in the C4 and IT space with programs like Navy CANES, AF BACN, DISA GCSS and many others
Led cross-functional teams to create impactful messaging, customer interaction and positioning and ultimately the development of discriminating proposals
Member of exclusive training program for college graduates. Was promoted to fully warranted Contracting Officer within 4 years and overall acquisition leader with in 8 years
Led, managed and held acquisition teams accountable for development of contracting and acquisition strategies for significant C2/C4 programs like TMBCS, Weather programs, GTN, GCCS
Leveraged emerging communication tools to effectively keep industry up to date on acquisition milestones and next steps, driving higher level engagement and quality with industry partners
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