DAVID H.
STRATEGIC MARKET / BUSINESS DEVELOPMENT PROFILE
Market Sector Requirements Analysis Market Positioning & Penetration Product Concepts & Design Competitive Strategies Strategic Account Capture & Management Consulting & Engagement
Visionary, seasoned, and results-driven leader with extensive record of accomplishment in the Homeland Security (HLS) sector; lead product and service portfolio development and positioning for the HLS / Public Safety (PS) vertical, optimized for strategic market penetration. Liaise across government and contractor organizations to identify short- and long-range initiatives, develop persuasive presentations, demonstrations, and winning proposals, and negotiate advantageous agreements. Demonstrated ability to rapidly master program objectives, challenges, and risks. Top-level business acumen, adept at aligning and realigning business strategies and operations for rapid growth and ROI. Cultivate prominent visibility for IPO and M&A initiatives. Core Competencies include: * Solution Analysis & Design * Partner / Agency Relations * Field Ops & Design Engineering * Consultative Sales Strategies * Project Planning & Management * Presentations & Demonstrations * P&L / Financial Analysis * Strategic Bid & Proposal * Complex Negotiations
PROFESSIONAL EXPERIENCE
HOMELAND SOLUTIONS, Fort Walton Beach, Florida Supporting small businesses in pursuit of the DHS EAGLE-II services contract. Business Development Consultant, Mar. 2010 to Present Successfully supported three small business clients in navigating through a teaming strategy / securing a teaming arrangement with a competitive team pursuing the current DHS EAGLE-II procurement.
DRS TECHNOLOGIES, INC. (Finmeccanica, SpA), Fort Walton Beach, Florida Spearheaded corporate expansion from a singular focus on defense, expanding business into the Homeland Security (HLS) market to cultivate business with diverse Department of Homeland Security (DHS) agencies. Director, Business Development, Homeland Security, 2006 to 2010 Serve in inaugural role as strategic HLS vertical market expert pioneering new business via pursuit of principal government programs and associated contracts / subcontracts. Collaborate, cross-functionally, to develop integrated approaches to meeting client requirements, leveraging best-practice business / market analysis and strategic investment techniques to ensure targeted solutions. Lead ongoing relationship development with DHS agency principals and associated Lead Systems Integration (LSI) contractors, such as Boeing, LMCO, Northrop Grumman, as well as Tactical Infrastructure contractors to include WGI, Kiewit, Sundt, Tetra Tech, etc. Selected Contributions: - Aggressively pursued participation in the DHS Customs & Border Protection (CBP) Secure Border Initiative Network contract, SBInet, developing a comprehensive capture strategy and presenting corporate qualifications to all prime contractor candidates to secure a principal subcontracting role. - Partnered with the Boeing SBInet team to serve as CBP subject-matter expert (SME), assuming Corporate Capture Manager role. Expanded the DRS product / service portfolio within Boeing's proposed solution. - Following win of the first major HLS contract, as principal subcontractor for SBInet surveillance systems integration, assumed Program Manager role in Washington, DC, and secured major Task Order awards to grow the DRS role within SBInet. - Established the Program Management Office (PMO), performing end-to-end PMO staffing and management through transition to a permanent PM. - Executed the first major SBInet Task Order to design and develop the first 12 mobile surveillance towers serving as a border surveillance system test bed. Directed the design and development of the prototype surveillance tower system in Florida, as well as deployment to the US southwestern border. - Key player in corporate spinoff which established the DRS Homeland Security Solutions (HSS) company to enable a focus on pursuit of business within the HLS market. - Actively sought contracts under SBInet program umbrella, including Tactical Infrastructure (TI) contracts with the US Army Corps of Engineers; built a TI delivery team and led submission of 13 simultaneous proposals, winning 6 multiple award contracts with a combined potential IDIQ value of $967M.
SPECTRUM SCIENCES & SOFTWARE, INC., Fort Walton Beach, Florida Broke into the HLS market. Led corporate / product positioning to align with complex, multiagency requirements. Director, Business Development, Information Technology, 2003 TO 2006 Recruited to increase visibility of newly public organization targeting merger and acquisition (M&A) opportunities. Repositioned the IT product and service portfolio from a sole focus on the military market, establishing the HLS market strategy targeting key DHS and federal law enforcement agencies, including CBP, ICE, USCG, IAIP, FBI, and DEA, as well as associated major LSI contractors. Selected Contributions: - Conceptualized an addition to the military product offering, expanding portfolio from a single tactical application?Safe-Range, designed to statistically predict safe munitions use, to include an analogous product, Safe-Borders, which enabled predictive modeling for optimum surveillance sensor placement. - Secured a non-exclusive agreement for products and services with the Lockheed Martin and Boeing teams pursuing the DHS CBP America's Shield Initiative (ASI) contract.
ORACLE CORPORATION, Shalimar, Florida Assumed responsibility for developing a public sector CRM solution, as well as strategic product positioning. National Sales Consultant, CRM Solutions, Public Sector, 2000 to 2002 Leveraged public sector expertise to consult across the product design, development, and rollout effort, serving as the principal competitive intelligence analyst and SME; collaborated internally with product engineering / management, finance, and sales to develop the Citizen Interaction Center (CIC) offering. Selected Contributions: - Designed and developed CIC solution to enable effective agency tracking, management, and reporting of public interactions, including issue recording, agency assignment, escalation, resolution and feedback. - Utilizing consultative sales strategies, traveled the US to demonstrate product and product?s value proposition to C-level agency leaders and political officials, as well as training nationwide field sales force.
SUNCOAST SCIENTIFIC, INC. (Motorola), Shalimar, Florida Aggressively built business while elevating corporate visibility toward prominent acquisition by Motorola in 2000. Manager, Business Development, 1999 to 2000 Built market presence and cultivated B2B market share for flagship Customer Service Request (CSR) software solution targeted toward a corporate objective of either IPO or M&A. Consulted on marketing, sales, and service functions and led business acquisition through prospecting, proposal, and close. Selected Contributions: - Propelled business, increasing revenue by 100% within one year and achieving preeminent market share. - Advised on business strategy, such as software delivery / pricing models, partner negotiations, and venture capital interest; secured key accounts with the US's largest municipalities and counties, as well as major State and Local (S&L) Government contractors such as Motorola, Unisys, Ameritech / SBC, and Lucent.
TASC, INC. (Northrop-Grumman Corporation), Fort Walton Beach, Florida Led government, defense, and commercial sector product development for software and networking solutions. Manager, Engineering Applications, 1986 to 1999 Managed software and network product engineering, implementation, and service delivery programs. Managed 50+ engineers, directing programs for the Army, Air Force, Navy, and commercial customers. Selected Contributions: - Drove revenue from nothing in 1991 to $10M+ by 1999 with 75% of revenue from non-competitive, sole-source contracts; drove 65% year-over-year growth from 1997-1999 and employed 50+ engineers.
*** Additional experience as an independent Business Development Consultant in Florida and as a Software Engineer and Systems / Program Analyst with Advanced Technology, Inc. and TASC, Inc. (Washington, DC). ***
EDUCATION AND CREDENTIALS Graduate Certificate in IS Management, 1985, UNIVERSITY OF SOUTHERN CALIFORNIA, Los Angeles, CA Bachelor of Business Administration (BBA) in MIS, 1982, JAMES MADISON UNIVERSITY, Harrisonburg, VA
Security Clearance: Department Of Homeland Security (DHS) Law Enforcement Sensitive (LES); Department of Defense (DoD) National Security Clearance, Secret / SBI (inactive)
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