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Director, Business Development Resume

Mclean, VirginiA


A top-performing and enterprising senior-level business and technology manager with demonstrated expertise in program management, business operations, product development and management, strategic planning, quality management, business process development, and software development. Possesses an extensive background in developing, deploying, and managing large-scale, complex technology-based services and products with a multi-national presence. Cultivates highly productive teams and leverages a diverse skill set to develop roadmaps for effective tactical planning and implementation. Forward-thinking and results-oriented, oversees the development and implementation of strategic/tactical plans and adeptly interfaces with customers to deliver results that align with an organizations initiatives.


Confidential, McLean, Virginia 2005-2011 Director, Business Development (2010-2011) Manage/support new/re-compete business acquisition, capture, and proposal development processes for Information Solutions division. Align opportunities with annual revenue and profitability goals to retire unidentified new business requirements. Assemble regular pipeline inputs, and facilitate formal business unit-wide pipeline review and assessments to net approximately $45,000,000 in sales. Work closely with operational managers on development of business expansion, re-compete, and teaming/partnering strategies. Participate in development of several large key proposals valued at over $1,000,000,000. Compile and present to corporate executives lessons learned and recommended process improvements on major new business initiatives, totaling $1,500,000,000.

Deputy General Manager, Confidential (2010) Managed day-to-day operational and business development activities to meet organizational goals of 1,100-person, $210,000,000 business unit. Led Program Management Office (PMO), proposal development, and advanced technology/subject-matter expertise teams. Maintained timely submission of deliverables, invoices, and internal reports to ensure efficiency, timely revenue collection, and customer satisfaction. Served as lead liaison with finance, accounting, human resources, and IT organizations to ensure continuity of operations and resolve time-critical issues. Prepared and delivered Monthly Operational Reports for corporate leadership.

Director, Confidential (2009-2010) Established new centralized PMO function to support HSS portfolio, comprising 50 diverse projects, encompassing definition of organizational charter, creation of organizational structure staffing, and functional management. Defined, implemented, and managed delivery of PMO services by HSS project management and control, and proposal development teams. Led development and implementation of cross-functional processes and procedures to drive operational efficiencies and ensure timely accurate customer billing. Served as key liaison between HSS operational team and corporate finance, business development, and shared services organizations to develop and implement cross-functional systems/processes and resolve issues. Directed proposal development activities, including associated processes, resources, planning, and scheduling for creation/delivery of high-quality proposals to the federal government, fulfilling the industry standard win rate of 38%. Oversaw creation and maintenance of SharePoint-based knowledge management tools, including 200 project and proposal asset libraries.

Deputy Program Manager and DirectorConfidential (2007-2009) Served as GSA Alliant contract deputy program manager. Performed process development, operational planning, business development and customer/subcontractor relationship management for entire QNA government-wide acquisition contract/indefinite delivery-indefinite quantity (GWAC/IDIQ) contract portfolio.

  • Developed and documented corporate standard process for comprehensive management of GWACs throughout entire lifecycle, encompassing contract start-up, task order proposal development and execution, contract/task order compliance and reporting, and close out.
  • Coordinated with program managers and business unit managers to plan/achieve new contract and task order revenue on portfolio
  • Architected, designed, developed, implemented and administered Enterprise Acquisition Center automated systems and tools encompassing a proprietary partner profile system, Salesforce.com customer relationship management tool, and SharePoint-based knowledge program management information system comprising 150 proposal and task order collaboration workspaces, multiple re-use libraries, and contract tracking systems.

Manager, Confidential (2007) Coordinated business development metrics, reporting, business processes development/implementation, training, budgeting, and automated tools design/usage for $300,000,000 Information Technology Services Group. Supported corporate business development efforts, including strategic planning, alliance negotiating, proposal creation and editing, and presentations to prospective clients.

Group Manager, Confidential (2005-2007) Established Program Management practice group within Information Science and Technology directorate, including strategic planning and budgeting. Supported corporate business development efforts, including strategic planning, alliance negotiating, proposal creation and editing, and presentation delivery to prospective clients.

  • Managed corporate ISO 9001:2000 quality management system and successfully passed annual surveillance audit.
  • Coordinated post-merger process reengineering efforts to integrate three companies into unified 800-person organization.
  • Led development and documentation of corporate operational processes and procedures.

Confidential, Dulles, Virginia 2002-2005 Senior Technical Project Manager Managed complex technology development projects/teams per software development lifecycle (SDLC) for key products, employing earned-value management methodology and Primavera project portfolio manager. Oversaw project planning, execution, tracking, and reporting, and regularly presented status updates to executives. Led cross-functional international project teams comprising product management, technology development, engineering, product marketing, testing and customer service departments in U.S., Mexico, Canada, U.K., France, Germany, and India. Participated in cross-functional ideation sessions to develop innovative strategies for new and enhanced services. Served as liaison between product management, business owners, and technology development teams to ensure accurate interpretation of product requirements and optimization of user experience.

  • Led user interface and visual design/production teams for AOL client and AOL core products design initiatives, including AOL 9.0 Optimized client and the Alerts and Reminders service, which delivered 1,000,000 daily notifications.
  • Managed the development and deployment of key products, including AOLs corporate metrics platform, the AOL Connectivity Service used by 30,000,000 subscribers, Safety and Security Center, and Computer Check-Up.
  • Developed requirements for AOL services and oversaw software development, testing, and deployment of each.

PERSONAL HIATUS 1999-2002 Volunteered at schools and performed community service. Managed community projects, including school-based Grace Arts program, a regional conference attended by 300 children and adults, and creation of a fundraiser souvenir journal.

Confidential, Reston, Virginia 1994-1999 Director, Regional Operations Planning (1998-1999) Managed regional operations planning and support activities for video line of business with purview for four functional areas: customer billing, logistics management, business process engineering, and training. Directed development of systems requirements, performance of user acceptance testing, and creation/execution of comprehensive operational test plans for all services.

  • Oversaw development and delivery of complex technical training for 350 video service installation technicians and 200 customer service representatives.
  • Directed production and delivery of timely, accurate billing statements for 20,000 customers in two monthly cycles and collection/tracking/reporting of customer-based revenue.
  • Led supply chain management activities for 50,000 set top boxes and associated equipment encompassing vendor management, procurement, tracking, and reporting of $10,000,000 inventory of installation materials.
  • Developed, documented and implemented enterprise-wide cross-functional video service operational processes encompassing all functional areas from subscription, fulfillment, through installation and ongoing operations and maintenance.

Director, Confidential (1996-1998) Directed program management group for a $500,000,000 business unit chartered to develop and deploy digital video services, employing multiple delivery technologies, including fiber optic, line-of-sight, and satellite. Executed complex project and implementation plans for video service deployment to establish priorities, identify interdependencies/milestones/deliverables, assess and mitigate risk, plan for contingencies, and achieve closure of technological/operational/schedule-impacting issues. Defined market entry and exit criteria to confirm launch readiness and recommended go/no go. Served as primary liaison to 400-person joint venture to clarify business/operational support system requirements and oversee systems design/development/testing/deployment.

Manager, Confidential (1994-1996) Managed $75,000,000 project to design, construct, and deploy three video service centers comprising satellite downlink/uplink technical facilities, administrative/sales offices, and storefront. Created business and operational plans, and created/managed project budget. Developed and managed a comprehensive, cross-functional project plan to oversee project scope and schedule. Performed business operations analyses, including business cases, analysis and planning for post-Bell Atlantic/NYNEX merger integrated video organization. Conducted operational feasibility studies/analyses for new technologies and corporate acquisitions.

Confidential, Maryland 1987-1994 Principal Engineer (1993-1994) Served as in-house technical consultant for project management, strategic planning, and business development activities on multiple Department of Defense aircraft modification programs.

Principal Service Planner, Confidential (1991-1993) Service manager for information services product/service line of six data network-based services and a software product. Oversaw revenue forecasting, budgeting, management, and monitoring. Defined requirements and directed teams to execute system design, perform development and testing, and plan operational support. Served as liaison to 150 international customers, planning user group meetings and participating in trade shows. Managed all work for the product line, comprising new and enhanced services in various lifecycle stages. Created first comprehensive corporate service development/management process, encompassing all lifecycle stages for new and enhanced services and products. Performed executive and corporate reporting for product/service line.

Senior Engineer, Confidential (1987-1991) Managed technical, financial, and administrative activities on project to provide program management, logistics, and production support services for U.S. Air Force MH-53J Service Life Extension Program. Supervised staff of 12 engineers and analysts located in Maryland, Georgia, and Florida. Performed financial management of related engineering services project, including procurement management, budgeting, and financial reporting.


EDUCATION Masters Certificate, Project Management

Completed 3 of 7 courses in the Technical Management Program, Project Management Track

Completed 30 units toward MBA

B.S., Civil/Structural Engineering


Information Technology Infrastructure Library Foundations

COMPUTER SKILLS Microsoft - Office Suite, Visio, SharePoint, and Project; Primavera; Project Portfolio Manager; Salesforce.com; Deltek COBRA

PUBLICATIONSEarned Value Management: Making It Easy on the Customer with John Gregorits, Contract Management, April 2007, Volume 47, Number 4, pp 30-32. Earned Value Management Keeps Projects in Line with John Gregorits, Government Procurement, June 2007, Volume 15, Number 3, pp 34-37.

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