Jun 2021 – Apr 2023 · 1 yr 10 mos · Washington DC-Baltimore Area

• Managed business development for the federal civilian business unit for CALIBRE, an employee-owned management consulting and technology transformation company. This included data analytics, DevSecOps, bioinformatics, training, business process improvement, and financial planning.

Sep 2020 – Apr 2021 · 7 mos · Washington DC-Baltimore Area

• Managed the federal civilian business development pipeline for a data analytics software platform, VIP, and services around data ingestion, data modeling, data exploration, and predictive modeling using artificial intelligence (AI) and machine learning (ML). VIP is built on 10 years’ research out of Caltech, MIT, the NASA Jet Propulsion Lab and Virtualitics is a start-up based in Pasadena, California. VIP includes 3D visualizations, network mapping, smart mapping, and other data science visualization models. The software has built-in AI/ML routines with AI expandability for use by data scientists and non-data scientists. VIP also provides a virtual office using virtual reality and the ability to see data visualizations in 3D and interact with the data (immersive technology). Assisted Civilian customers with their data problems and implementing the Federal Data Strategy. Managed software demos with internal solution architects and Civilian customers, managed captures for opportunities, responded to RFIs, produced marketing material, and prepared winning proposals. Expertise in the area of data science, data analytics tools, predictive modeling and AI/ML. Primary customers included CMS, NIH, CDC, FDA, DHS, IRS, and DOS. Managed one direct report and cross-functional teams.

Apr 2019 – Sep 2020 · 1 yr 5 mos · Fairfax, Virginia

• Managed the business development pipeline with the VP of Business Development for the Civilian Health Technology Division including system development, cloud computing, data analytics, AI/machine learning and Business Process Outsourcing (BPO) services, worth $100 million in annual revenues. Researched and secured opportunities including government agencies such as CMS, the NIH, FDA, IHS, CDC, DHS, and HUD. Managed cross-functional capture teams and solution architects. Assisted in qualifying opportunities. Led gate reviews, monitored budgets, conducted competitive analysis, and managed call plans. Met with customer, developed solutions with solution architects, developed budgets and assisted with price-to-win, and developed staffing and management plans, and developed win strategies. Generated winning proposals, concept papers, task order responses and indefinite delivery/ indefinite quantity (IDIQ) contracts. Wrote RFI responses. Fostered relationships and negotiated with technology partners, representing company at meetings and conferences. Managed post-submission response and transferring work to project team.
• Select Accomplishments:
• ● Managed winning capture for a $15 million opportunity.
• ● Designated as capture manager for IDIQ and vehicle submissions and for a must-win opportunity.

Oct 2018 – Mar 2019 · 5 mos · Greenbelt, MD

• Managed civilian captures in cybersecurity, cloud services, and data analytics space. Managed vehicle strategy, relationships with primes and subcontractors, and client relationships. Worked with solution architects to develop solutions for clients. Managed mentor-protege relationships. Attended networking events and represented companies at conferences. Managed VA, HHS, USDA, USPTO, HUD, DOS, and other civilian opportunities.
• Select Accomplishments:
• ● Developed and managed mentor-protégé strategies.
• ● Managed vehicle technology strategies (T4NG, CIO-SP3, etc.).

Jan 2016 – Jan 2018 · 2 yrs · Washington D.C. Metro Area

• Managed business development pipeline for the Global Health Division worth $150 million in annual revenues, in collaboration with a global, cross-functional team of three. Researched and secured global opportunities in the U.S., Asia and Africa, including government agencies such as the DoD, USAID, DOS, NIH, and CDC in the areas of data analytics, technology, and services. Worked with BI and data analytics tools, such as Microsoft Power BI and Tableau. Led pipeline reviews, monitored budgets, designed, and trained staff of up to 20 on business development and capture processes including capture and proposal guides, templates, quality assurance (QA), and compliance. Generated winning proposals, concept papers, task order responses, and indefinite delivery/ indefinite quantity (IDIQ) contracts. Fostered relationships and negotiated with international and domestic partners, representing company at international meetings and assisting technical leads on capture partner selection. Recruited proposal writers.
• Select Accomplishments:
• ● Developed $110 million in new business in less than two years, exceeding goal of $65 million.
• ● Designated as the proposal leader for must-win and priority opportunities, securing a $900 million federal IDIQ contract.
• ● Managed the incumbent capture of a $450 million opportunity.

Jan 2015 – Nov 2016 · 1 yr 10 mos · Washington D.C. Metro Area

• Generated winning U.S. government proposals, concept papers, task order responses and IDIQs, managing an international, cross-functional team of up to 30. Supported strategic global health capture and negotiation of $60 million in annual contracts. Mentored junior business development staff and provided proposal development training and best practices. Managed capture pre-solicitation fostering partnerships in anticipation of solicitation release, facilitated design and technical approach to position company for a competitive response. Managed technology and data collection and analytics captures and proposals.
• Select Accomplishments:
• ● Generated $60 million in first year from government and private contracts compared to a goal of $50 million.
• ● Promoted to Senior Business Development Officer in less than one year based on superior performance in Business Development Officer role.

Jan 2010 – Jan 2014 · 4 yrs · Raleigh-Durham, North Carolina Area

• Managed Technical Services Division, 20 physician contractors, and two direct reports for a small defense contractor handling private and government contracting, acquisition, and project management. Managed government contracts including vendor relationships, subcontractor recruiting, timelines, and quality control. Marketed case management/CRM software and case management services. Proactively searched and identified procurement opportunities and reviewed government forecasts related to the U.S. DoD, Veteran’s Affairs, Department of Energy, Department of Justice, and Department of Labor. Regularly reviewed requests for proposal, (RFPs), requests for quotations (RFQs), and RFIs. Provided proposal cost, personnel, and risk analysis to the management team.
• Select Accomplishments:
• ● Generated $10 million in annual contract revenue over one year from new private and government clients including the Department of Defense and the Department of Energy.
• ● Introduced capture management techniques and developed boilerplate/template documents, increasing the contract win rate by making the process replicable.

Oct 2009 – Feb 2010 · 4 mos · Raleigh-Durham, North Carolina Area

• Prepared strategic marketing plans and managed implementation of marketing strategies. Provided bilingual client relations (English and Spanish), order processing, troubleshooting, and follow-up with clients. Managed a CRM.

Feb 2008 – Aug 2008 · 6 mos · Stuttgart Area, Germany

• Developed and instituted marketing plans reaching diverse audiences (various German organizations and American military bases) for an Indian film festival. Organized and conducted meetings with city officials and organization members. Conducted marketing research and targeted different market segments. Translated catalog, website and pamphlets, and designed festival exposition booth.