SUMMARY:

• A position as a Federal Business Development Executive with focus on growing revenue within an assigned territory. This growth will be attained by partnering with existing sales organizations to promote, train, joint - sell and support the growth of the data centers business. As the Federal BDE I would directly pursue data center opportunities which were not originated by other departments within company promoted opportunities or as directed by their management team.
• Strategic focus will be selling Data Centers, Communications and Energy infrastructures as well as colocation services to Federal customers vertical, Federal Systems Integrators, as well as Civilian and DOD agencies.
• Supported by Inside Sales and Marketing to help uncover additional opportunities and in the development and delivery of customer relevant campaigns and activity. Business Development Executives accomplish increasing the company’s footprint with the territory through the following key responsibilities:
• Work independently, and with existing teams, to introduce Data Center colocation service to prospective and current customers.
• Act as main point of contact/liaison for Federal targeting and developing opportunities through contract execution. Additionally, participates as the local ‘expert’ for non-Federal prospects who require additional information or are performing tours/evaluation of facilities. Development and implement regional market strategy and business plan. Track progress of the regional plan for ROI against actual bookings. In addition to providing deep subject matter expertise during opportunity pursuit it is critical that the Federal BDE is capable of mentoring and developing your Iron Mountain counterparts’ ability to successfully recognize, identify and eventually pursue/close ‘retail’ data center opportunities independently.
• To increase the net new revenue stream, build customer relationships through strategic conversations to understand organizational business objectives and goals, expand relationships within accounts to include key data center decision maker(s) and understand specific customer requirements (including service level expectations, application requirements and geographic/network needs) in order to ensure pursuit of the highest likelihood opportunities.
• Finally it is important to help IMDC develop a vibrant ecosystem of trusted advisors, consultants and third-party influencers within your region’s territory and vertical markets.
• These relationships will help ensure accurate forecasts and decreased sales cycle
• Continuously prospects and works with peers to target and prospect both net new customers and to aid in the expansion of existing relationships to sell data center services to the existing customer base. Maintains a consistent ‘pipeline’ that enables meeting and exceeding quota attainment. Activities to support pipeline and account activity include, customer and partner meetings, industry shows and events, ‘cold’ calling, ecosystem development and managing timely and detailed responses to RFP’s. Ensure that all activity is tracked and present company’s benefits vs. the competition and develop greater understanding of company’s non-data center offerings.
• Responsible for supporting regional team members by leading the customer/prospect negotiation process and ensuring an acceptable on time outcome from a pricing, profitability, liability, operational, and SLA perspective for accounts to meet and exceed quota attainment. Responsible for identifying and helping other IM members within your region in the selling and closing new areas of opportunity, securing resources and driving sales process to assist in scoping and pricing for special projects within net new and assigned accounts.
• The representative will work with their counterparts within the company to assure that assigned customer renewals are well managed.
• Help identify gaps or opportunities within a customer’s current contract and understand requirements to successfully renew the contract, partnering with other Iron Mountain departments as necessary.
• Negotiate pricing and SLA as appropriate to drive customer retention and pricing strategy.
• As position as a Business development or Energy lead., manages, and coordinates applicable business intelligence, key client relationships, opportunity identification, pursuit strategy, pursuit execution, contract management, project execution, and technical innovation.
• This includes strategic planning, capture planning, resource management, knowledge management, and project management.
• Communications Field Engineering across all platforms and to current bicsi and ASHRAE standards as well as Environmental and Energy resiliency. Helping to shape and deliver on a strategy to build mind share and broad use of past performances.
• Responsible for individual contributions to develop and maintain a multi-year pipeline of opportunities across the Federal ecosystem, including especially active duty units both stateside and abroad, as well as a wide variety of non-DOD agencies.
• Assist in development and oversee implementation of bid strategies, proposal approaches and technical solutions, and help with written proposals for customers.
• Engagement directly with customers, in the Federal market and will help customers succeed in their missions. Close business at a rapid rate and scale the capture acumen within the sales culture to include improved responses, customer education and shaping, and even unsolicited proposal initiatives.

SKILLS & ABILITIES:

• 15 years of Federal sales/BD experience.
• 30 years of Federal work experience in communications
• Deep multi-tenant data center knowledge.
• Excellent existing ecosystem and reputation within the Federal region, including a mix of Civilian agencies, DOD agencies, Systems Integrators, and/or small business that serve the US Federal government.
• Proven track record of exceeding quota within the data center/IT/managed services industry.
• Consultative Sales approach with focus on “trusted advisor” role
• Proven process for accurate forecasting and account development within the data center sector.
• Strong background or capability with ‘Challenger’ style selling.
• 12 years of direct sales experience in the data center, or equivalent, sector.
• Presentation abilities with both teaching and conference presentation experience.
• 15 years of Trade show experience going from generated leads/contacts to sales.
• Ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities.
• Excellent written, oral and presentation skills.
• Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making.
• Ability to make business decisions as if they were ‘owners’ by keeping long term focus on the most positive outcomes entire company.

BUSINESS EXPERTISE:

• Proven ability to qualify complex, multi-departmental sales opportunities.
• Ability to help clients understand capabilities and achieve mission success
• Ability to accurately encapsulate customer and company technical and business requirements
• Experience in complex sales cycles, including solution selling.
• Identification of trends, threats and opportunities within your marketplace with the ability to help develop and execute on reasonable/rational plans to exploit or defend against the changes as appropriate
• Possess a uniquely broad variety of skills, across the Confidential ecosystem
• Deep industry background that enables to engage and communicate effectively in a wide range of technical and business discussions with government customers.
• Hands-on experience in the full life cycle of capture management resulting in capture of individual contracts valued in excess of $10M.
• Deep Prospecting skills throughout utilization of contacts and DOD tools.
• A good understanding of government procurement and government contract vehicles
• Solid ability to develop, communicate, and document strategic programs and initiatives to customers and executive management alike
• Account or large program management experience in the Confidential market
• Experience shaping, winning, and executing Confidential competitive contract opportunities.
• Innovative and results-driven sales executive with 12 years of successful experience in federal/government (Civilian, DoD and Intelligence) high technology sales

EXPERIENCE:

Confidential, Tampa, FL

Business Development Manager, Professional Services

Responsibilities:

• Responsible as Campaign Manager and Program Manager in Operational Energy Market area which includes delivering capabilities such as smart power control/distribution, efficient, high power generation, and system integration.
• Develops an understanding of customers’ business and solution requirements
• Gain share of wallet/spend across Dell’s portfolio of technology solutions; server, storage, networking, software, security and managed services
• Customarily and regularly engages with key decision makers at client facilities in performing primary duties on US Dept of Defense facilities/bases.
• Provides sales leadership and experience on large, complex sales opportunities
• Works closely with Engineering, and Marketing and Sales to develop a campaign strategy to ensure growth of the campaign portfolio
• When assigned as Program Manager, ensures project execution via integrated product team approach (kickoff through project close)
• When assigned supervisory responsibility with other project managers, manage their development to include coaching, teaching, retaining, and mentoring
• Prepares for and participate in contract/subcontract negotiations. While representing Company’s interests, assure that all government regulatory guidance is adhered to
• Formally identifies, assesses, monitors and mitigates risk throughout the program life cycle. Obtains management approval prior to making decisions that will cause deterioration of established program, cost and schedule objectives
• Develops and implements recovery plans for yellow and red programs and corrective action plans when deviations from budgets and/or schedules are evident
• Performs variance analyses of schedule and cost on a formal and informal basis and present them to senior management (i.e.: earned value management system)
• Serves as the primary interface with the customer on all matters involving contract execution. Coordinate with other departments on resolution of contractual problems with the customer. Coordinates with Contracts Administration on issues pertaining to contract requirements, changes, and interpretations.
• Leads monthly Campaign/Program reviews for the campaign
• Manages Internal Research and Development projects, when assigned
• Understands cash flow management principles
• Manages territory/accounts, including account planning and sales forecasting and engaging cross-functional resources and working with the virtual teams to ensure alignment across the organizations
• Supports, communicate, reinforce and defend the mission, values and culture of the organization

Confidential, Charlottesville, VA

Federal Accounts Manager Consultant

Responsibilities:

• Developed and executed on a business plan to expand into new and existing Federal accounts.
• Participates directly in the sales process to develop Federal sales strategies, capitalize on opportunities and drive deals to closure.
• Identifies key decision makers and facilitate strong relationships across multiple levels within key federal accounts in order to drive revenue for the company.
• Leveraging experience in building a Federal Sales program.
• Proven success selling to IT departments
• Responsible for analyzing the market and market opportunities and recommends opportunities for pursuit and researches public domain materials to develop leads, contacts, and capture plans.

Confidential, Richmond, VA

Director of Federal Sales

Responsibilities:

• 11 plus years of demonstrable, successful experience selling to the Federal and State Marketplace
• Identified and built strong relationships with key decision makers in Federal Communications intensive programs
• Served in a ‘hunter/farmer’ capacity; hunt for new business and further develop opportunities with the existing multi-million dollar installed DOD customer base.
• Collaborated with other teams within Confidential to drive client adoption and success.
• Positioned Confidential as a standard for supply and logistics, enabling contracting organizations to evaluate and measure deliveries through other contractors.
• Fostered deep relationships in the Defense industry to include specific relationships within the Army, Navy, Air Force and Marines both CONUS and OCONUS.
• Proactively identified new business opportunities within the DOD market and qualified opportunities in alignment with Confidential 's practice to increase the firms revenues and profits.
• Led capture and leveraged customer relationship management (CRM) system to identify and communicate accurate and predictable metrics in pursuit with executive team.
• Maintained working relationships with similar and/or complementary companies to include teaming and partnership discussions.
• Developed relationships with GS-13 and above level in Defense including but not limited to: Army, Navy, Air Force and Marines.

Confidential

Senior Informations Systems Engineer

Responsibilities:

• Led and participated in high-impact, high-visibility work efforts(e.g.,Red Teams, Independent Technical Assessments, Special Studies, and/or longer-term work assignments) in Kuwait and Iraq for the 160th Signal Brigade that substantially informed key sponsor decisions and enabled key sponsor outcomes.
• Provided end-to-end systems engineering support across a dynamic and complex worldwide communications environment including the field segment, multiple transport segments, enterprise services segment, and base end (user) segment.
• Supported SATCOM terminal development, SATCOM link budget analysis, SATCOM test and evaluation, and SATCOM network analysis efforts to ensure new or enhanced capability development was synchronized across the enterprise.
• Conducted satellite and RF systems engineering in support of capability development, testing, and operations. Developed link budgets, frequency management plans and key management plans.
• Developed test plans and served as independent test director during developmental and acceptance testing for CIMS.
• Provided systems engineering support to the Army for field sets that use radio frequency and satellite communications technologies.
• In conjunction with Theater Special Operations Command (TSOC) resources, conducted requirements analysis of validated user requirements and provided technical support during field set development.
• Acted as primary interface to Army providing Systems Engineering and technical advisement
• Provided technical advisement to support the development of CIMS as well as validation, test and transition advice to operational status
• Served as a transition champion, ensuring technical solutions and recommendations are transitioned to solve critical sponsor problems
• Set an example as a life-long learner, maintaining and enhancing skills and technical expertise, and tracking appropriate technology developments, both internal and external to the mission requirements.

Confidential

Technical Area Supervisor - Transmissions

Responsibilities:

• Oversaw and participated in the diagnosis of problems and repairs in areas such as maintenance inspections, equipment repairs, and outsourced repairs
• Provided oversight and direction to field personnel, and electronics technicians and foster a highly effective working relationship with all employees.
• Issued and completed work orders and reviewed them for completeness and accuracy
• Gather information and schedule repairs on all Confidential equipment and ensured all repairs are documented properly.
• Maintained the importance of serving customers and communicating effectively to assess needs and establish goals that benefit all parties

Confidential

Outside Plant (OSP) Cable Lead

Responsibilities:

• Supervised the installation, operation, maintenance and repair of fiber optics and copper cabling for the Army at K2, Uzbekistan in support of operation Enduring Freedom.
• Assigned work to staff and contractors.
• Inspected completed work. Estimateed time and materials required for jobs.
• Initiated requisitions for supplies and equipment.
• Examined and approved operations log sheets and time records.
• Reviewed and approved contractor invoices.
• Coordinated employee training.

Confidential

Communications Technical Controller

Responsibilities:

• Supported the Defense Information Systems Agency (DISA), Joint Service Provider Enterprise Transport Management organization in NSA Souda Bay, Greece
• Tech Control Operator whose responsible equipment such as Switches, Encryption devices, Network Operation Consoles, and Circuits.
• Provided technical directions and supervision, in coordinating, restoring and reporting functions necessary for effective maintenance of transmission paths and facilities.
• Performed ITSM best practices; handling and managing incidents and service requests for activities such as changes, problems, configurations, and requisitions for equipment and services.
• Maintained the operational status of a Tech Control facility; working knowledge and supervision of tech control employees.

Confidential

Communications Engineer

Responsibilities:

• Installed, Tested and maintained network and telecommunications solutions for the Royal Saudi Air Force with an emphasis on integration between outside agencies and C4I centers for effective control, monitoring, protection and maintenance of C4I transmission, and distribution systems. As well as provide Voice and Data Transport Communications Systems
• Compiled a range of communications knowledge as well as computer networking experience required to manage networks and intelligent electronic devices utilizing different telecommunications equipment.Specific knowledge about Ethernet networks and basic Wide Area Network (WAN) skills to compliment a traditional telecommunications knowledgebase
• Installed networks built utilizing Ethernet networks and multiple telecommunication options utilizing microwave, TropoScatter, fiber optics and licensed radio equipment.
• Documented physical and logical maps of the infrastructure as well as define and follow standards and procedures in relation to the network and its devices.
• Ensured security was maintained on the network and software patches were applied appropriately.
• Ensured change control processes were followed and service levels affected by those changes, were maintained.
• Evaluated vendor products and services to insure a long term hardware and software platform for the network utilizing industry standards and equipment.
• Measured performance of the network and telecommunications equipment and takes appropriate actions to ensure that performance
• Assisted in selection and assignment of department objectives.
• Assisted in departmental or interdepartmental training to assure proper operation and/or maintenance of equipment.
• Providee technical assistance to the Electronics Construction & Maintenance Section.
• Assisted in divisional O&M and budget preparation and adherence.
• Performed Internal and external representation of section responsibilities, requirements, methods and procedures.
• Initiated job tasks (work orders) and track expenditures as may have been required to complete project assignments.
• Led formal and informal meetings concerning assigned projects and was able to communicate effectively with all levels of personnel both in the office and field crews and many nationalities.
• Interfaced with other Engineering, Operations, and IT sections for any communications matters.
• Developed and provide detailed design specifications for bidding and purchase requirements.
• Evaluated and recommended equipment and/or components available to meet project requirements or improve existing installations in a way which optimizes cost and reliability.

Confidential

Communications Engineer

Responsibilities:

• Additionally, working knowledge of the following types of systems was required:
• Fiber optic & copper cabling design
• Low Voltage Electrical Distribution systems
• Conduit Infrastructure
• IP networks
• Public Address and Passenger Information Systems
• Telephone Systems
• Wireless Systems: SHF/UHF/VHF
• Planned, scheduled, conducted, and coordinated assigned engineering work.
• Monitored work for compliance to applicable codes, accepted engineering practices, and government standards;