SUMMARY:

MBA with 17 years’ experience in business management and planning, market research and intelligence, strategic marketing, and project management focused on diverse markets. Experience includes corporate strategy, business development, operations management, alliances/partnering, quality control, financial analysis, competitive analysis, and mergers and acquisitions. Proficiency in multiple software and statistical applications including the MS suite of office products.

EXPERIENCE:

Confidential

Director, Strategic Partnerships/Programs

Responsibilities:

• Established and cultivated the company’s market and competitive intelligence capabilities. Collect information from open sources of data, customer meetings, and participation in industry organizations/events to create strategies to support strategy, acquire new clients, identify opportunities, support price - to-win, and grow existing accounts.
• Successfully identify, vet, and negotiate strategic partnerships to meet the needs of government customers, ensure contract wins, and grow revenue. Created a partnership environment of nearly 150 companies.
• Cultivate and manage relationships with executives and key stakeholders at partner companies and government agencies to broaden Confidential ’s brand awareness and gather intelligence around new opportunities and markets.
• Served as acting director for Confidential ’s largest business unit ensuring continuity of operations, employee retention, and contract growth while playing a key role in identifying and hiring new executive management.
• Provide capture management and write winning proposals that have expanded Confidential ’s footprint within the Department of Transportation, the Department of Justice (DOJ), Department of the Treasury, and the Department of Homeland Security (DHS). Lead business development and teaming coordination on the DHS EAGLE and DOJ ITSS-4 contract vehicles.
• Lead all efforts to capture, win, and manage strategic contract vehicles.

Confidential

Senior Manager

Responsibilities:

• Supported the Vice President of Strategic Planning with the development of the strategic inputs for the annual account business plan and five-year strategy plan. Characterized the market to include market definition, segmentation, HP position, and competitive advantage.
• Facilitated the development of mutually supportive and executable strategic plans across all US Public Sector business areas, product lines, and functional organizations. Ensured that organizational strategy flowed downward.
• Developed repeatable metrics for the purpose of tracking and measuring the success of strategic planning activities.
• Assessed the total addressable/accessible markets and supported account business planning through the analysis of government budget and spend data. Worked closely with sales teams to develop pipelines and call plans.
• Enhanced and executed competitive market and business intelligence collection and analysis to support strategic objectives.
• Trusted advisor to capture management teams providing market and competitive insights in support of program pursuits worth over $3.4 billion.
• Represented organizational interests in various inter-organizational forums, workshops, and meetings.

Confidential

Quality Control Manager

Responsibilities:

• Key member of the corporate management team that secured contract wins through business development, the development of business partnerships, market/competitive intelligence, proposal writing, capture management, and review. These wins resulted in a 30% increase in revenues in one year.
• Responsible for the successful marketing of Confidential to the government information technology (IT) industry through the development of corporate messaging/branding, participation in industry events, and the cultivation of teaming and partnership opportunities.
• Developed and managed Confidential ’s internal Microsoft (MS) SharePoint site which helped streamline how the company shares information, performs knowledge management, and collaborates. The site helped the company more than double its response rate to request for proposals in one year.
• Implemented a program gate review process to reduce business development expenditures and increase proposal win rates.
• Established and implemented Confidential ’s quality policies and procedures that resulted in increased productivity for the company and the realization of International Organization for Standardization (ISO) 9000:2008 certification. Conducted internal audits to ensure strict adherence to policies and procedures.
• Implemented a survey tool, produced surveys, and utilized marketing research results that revealed to corporate executives the company’s successes and failures with both its customers and employees. Identified and assisted in the implementation of solutions to problems and inefficiencies identified by the surveys.

Confidential, Fairfax, VA

Senior Market Analyst

Responsibilities:

• Established and was responsible for all market intelligence at Confidential that led to 34% growth in company revenues.
• Upon acquisition by Confidential, managed a team of four market intelligence analysts in Confidential ’s $4 billion Transportation and Security Solutions Group. Directed workload management, skills development, process improvement, and price-to-win support.
• Supported the acquisition, integration and business development for the $60M Healthcare Operations and Staffing Group within Confidential ’s Health Services and Solutions division.
• Actively participated on the Confidential proposal review team that increased proposal success rate by 50% in one year.
• Prepared and presented subject matter expert briefings covering competitive intelligence research, market analysis, acquisition activity, teammate selection, product and customer budgets analysis and review support for business opportunities.
• Provided market and competitor analysis support to identify and qualify potential acquisition candidates.
• Provided support to executive and senior management and the business development organization in strategic planning, account/client relationship development, opportunity life cycle management, mergers and acquisition, proposal development, capture management, and business optimization.

Confidential, Herndon, VA

Senior Market Analyst

Responsibilities:

• Established and was responsible for all market intelligence for Confidential, helping the company grow from $80M in revenue to $374m in revenue at the time of its sale to Confidential .
• Prepared and presented written and oral presentations on prospects, markets, and competitor activities that supported better strategic decision-making, positioning, and business plan formulation for executive management and the business development organization.
• Used proven research techniques, membership in industry associations, attendance of industry events and government proceedings, interviewing skills, and personal contacts to identify key trends in and provide timely analysis of the government IT industry.
• Identified potential companies for acquisition and provided due diligence that led to the purchase of those companies.
• Assessed potential small business partners and identified those that could contribute to contract wins and help Confidential meet and exceed its small business requirements.

Confidential, McLean, VA

Associate

Responsibilities:

• Conducted research for senior partners on trends in the federal marketplace and their effects on the way Booz Allen conducts business. The information gathered influenced senior partner decisions on the allocation of resources and business strategy.
• Provided research on the impact of the President’s Management Agenda on civil agencies of the federal government, leading senior partners to allocate additional resources to those agencies most in need of Booz Allen services.
• Researched Booz Allen competitors within the Department of Homeland Security to give the sales force a competitive edge when bidding on Homeland Security work.
• Worked with several internal organizations and interviewed former flag officers to understand military transformation and provide insight into how Booz Allen should approach Department of Defense contracts.
• Developed business and marketing plans and provided financial analysis for small- and medium-sized businesses.
• Assessed business strategies and made recommendations that influenced future financing, marketing and project management decisions.
• Analyzed the advertising, grocery and catering industries through primary and secondary research for three small business startups and secured the interest of venture capitalists and angel investors by presenting findings.
• Prepared an audit of Confidential Mexico that showed how the company could meet profitability through a reduction of overhead costs and the sale of unneeded assets.

Confidential, Richardson, TX

Manager, Global Market Intelligence and Strategy

Responsibilities:

• Conducted market and competitive analysis and worked closely with customers, sales, and senior management to develop and implement strategies to leverage competitive position and market share. Influenced sales decisions through research of current data on buyer expectations and the competition.
• Prepared written and oral presentations on prospects, markets, and competitor activities for sales force and senior executives to support efforts to win $1.5 billion in contracts with North and Latin American service providers.
• Generated analysis of competitors’ financing structures that allowed sales teams to effectively prioritize customers and offer competitive financing to more profitable clients, while retreating from less profitable companies.
• Performed product gap and competitive analysis in emerging service provider sector and presented senior management with R&D and acquisition strategies to offer competitive product lines.

Confidential, Dallas, TX

Intern

Responsibilities:

• Developed and administered online sales initiative to generate business-to-business revenues. Coordinated with product managers and assessed international products to determine online sales offerings. Monitored system for competitive positioning and profitability.
• Forecasted financials which the provided business case to develop and implement an Internet strategy that grew domestic long-distance and international revenues and secured the support of senior management, thereby ensuring project viability.
• Partnered with Information Services group to create an easy-to-use, customer-friendly Internet marketplace consistent with customer requirements and expectations.