DILLARD & ASSOCIATES
3488 E Orangethorpe Ave Anaheim, CA 92806 714-854-9881 resumewriting@dillardandassociates.com SENIOR SALES & MARKETING EXECUTIVE Start-Up Entrepreneurial Ventures / Sales / Business Development / Finance PROFILE Consummate business executive with an impressive record of achievement in designing strategies, analyses, methods, processes and operations to improve financial performance. Hands-on management experience in all facets of the business, with notable contributions as a sales leader and finance manager, able to build lean organizations and capture emerging business opportunities. A pedigree of proven performance in issue discovery and resolution, contract negotiations, customer relationship management, team collaboration, technology deployment and process innovation for Proton Data Security, LLC. Committed to delivering new and innovative organizational change that balances the needs of the customer with those of the shareholder. Dynamic leadership career combining both general management and financial management responsibilities within highly competitive organizations, industries and markets. A skilled financial manager and administrator of annual budgets in excess of $100K a month. Solid leadership competencies with particular expertise in new business development and retention, profit and loss accountability, mergers and acquisitions, strategic business planning & scheduling, providing staffing and legal support, budgeting and controlling costs, customer service, and executive board membership. EXPERIENCE: PROTON DATA SECURITY, LLC, MIAMI, FLORIDA 6/2007 – Current Vice President Government Solutions Senior Executive with full P&L authority. Participate in the strategic planning, development, and management of the company’s Data Security and Destruction products, R&D, and Security Services. Accountability includes market positioning, product sales, customer service, site demonstrations, user group meetings, trade shows, sales forecasting and key account management. Researched and identified emerging market and business opportunities within the government and private sectors. Successfully developed a “Go to Market” strategy; implementing partnerships with 25 resellers in less than a year. Negotiated contract pricing agreements with government resellers, nationally; resulting in Proton products being added to and sold on major Department of Defense, Homeland Security, National Institutes of Health, NASA and GSA Contracts and Supply Schedules. Generated 250% increase in Government sales revenues within first year. Managed monthly budget. Government: $27K-$30K; Private Sector: up to $30K. JOHN MAHAN, INDEPENDENT CONSULTANT, ALEXANDRIA, VA 10/2006 – 6/2007 Government Contracting & Business Development Consultant to start-up ventures and high growth companies to provide expertise in strategic sales, competitive negotiations and revenue growth, submitting proposals and identifying emerging business opportunities throughout Local, State and Federal Government markets. Engagements: Comter Systems, Professional Services Prairie Quest Consulting, Professional Services TYONEK NATIVE CORPORATION, ANCHORAGE, AK An Alaskan Native Tribally Owned & Operated Corporation. 9/2005 - 10/2006
Sr. Business Development Manager / Strategic Account Director Given full autonomy for planning and executing national sales strategy, defining and capturing key accounts, establishing a competitive market position and facilitating delivery of IT products and services. Provided technical writing services and served as key point of contact for information and preparation of proposals for new and
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existing customer base. Proud constituent of the “FIGHTER” contract sales team recognized for its efforts in acquiring new accounts. Secured a $485M Sole Source Award contract; shared by Tyonek and Integraph. Established partnerships with the U.S.A.C.E Facilities, Infrastructure, Geospatial, Homeland Security, Technical Support Services, and Environmental Requirements. Assisted in the development of a strong “FIGHTER” team, joining partnerships with SAIC, CACI, The Knowledge Institute, Northrop Grumman IT, Lockheed Martin, Unisys, and a host of small disadvantaged businesses. NATIVE AMERICAN INDUSTRIAL DISTRIBUTORS, UPPER MARLBORO, MD A Native American, Service Disabled Veteran owned Enterprise. 6/2003 – 2/2005
IV&V Consultant & Functional Requirements Analyst for VA & DOI Contracts Recruited to join the field sales organization of major Native American industrial distributors. Challenged to develop new business opportunities for company’s IT products and services within the Department of Veterans Affairs (VA). Performed various functions for awarded contracts such as: Independent Validation & Verification (IV&V) consulting, telecommunications, case management and customer relationship management (CRM), Subject Matter Expertise (SME), and IT Systems Project Management, Technical Writing and proposal development services. Procured first multi-million dollar Veteran Administration contracts distributed by the Veteran Benefits Administration (VBA). Completed each awarded contract on time, within budget and with 100% customer satisfaction. 3/2002 – 6/2003 PEOPLESOFT, BETHESDA, MD CRM Practice Executive, Federal Government “Sales Overlay” professional charged with assisting account managers with selling Customer Relationship Management (CRM) applications to both civilian and government sectors. Concentrated efforts in product development and brand recognition, establishing solution key differentiators and presenting barriers for the competition through client awareness. Increased customer satisfaction through the building efforts of a cohesive working relationship between technology developers, internal sales teams and federal program managers. Developed business methodologies, rollout plans, project management and built positive rapport with customers and PeopleSoft Global Services (PGS) team. TADIRAN TELECOM, ALEXANDRIA, VA A.k.a. Tadiran Electronic Industries; ECI Telecom; and Tadiran Business Systems 5/1995 – 3/2002
Director, Government Systems (9/1998 – 3/2002) High-profile sales, business development and account management position with multi-million dollar telecommunications company. Managed a complex “turnaround” initiative to meet US market demand and establish a strong competitive position. Supervised 11 direct reports and full P&L authority. Challenged with developing integrator alliances, securing technology partnerships, building positive industry relationships. Surpassed business revenues quota by 200%; increasing annual government sales from $130K to over $8M. Founded the Government Systems Division (GSD) and implemented a direct sales & support (Government/National Accounts) program, enhancing existing sales and service channel (indirect) model. Delivered more than 90% of the market share of Call Centers throughout the Department of Veterans Affairs (VA). Exceeded 15% market share within Justice, U.S. Courts, Army Reserves and Coast Guard. Developed new customer relationships within Department of Defense, Treasury, Commerce, Homeland Security, Agriculture, and National Institutes of Health, presenting ease of market penetration.
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Regional Manager (5/1995 – 9/1998) Recruited to Tadiran Telecom to provide high-level sells and marketing leadership of its products through resellers & integrators to the federal government and customer satisfaction. Launched first government systems division office in October 1995; assisted 300+ dealers competing for new government contracts in a highly competitive government market. Received first IT contract with the Government Service Administration. Recognized for substantially improving customer satisfaction ratings in Oct 1998. Founding member and SME of the Virtual Information Center (VIC) solution, a nationwide telecommunications / multi-channel contact center solution installed throughout the VBA’s 57 Regional Offices (RO), designed to meet the business and technical requirements defined by the Department of Veterans Affairs and Veterans Benefits Administration (VBA); handles over 22 million calls annually with significant reduction in wait times and dropped and abandoned call rates; less than 2% percent abandonment. MILITARY EXPERIENCE: United States Armed Forces (Army), Germany East German Border Surveillance and Patrol, 1981 – 1984 United States Army Inactive Reserves, 1984 – 1986 EDUCATION: Bachelor of Science degree in Economics, University of Maryland University College, currently pursuing Government / GSA / IT courses, George Washington University, Washington, DC Business Administration Courses, Hancock College, Santa Maria, CA TECHNICAL TRAINING: Certified PeopleSoft CRM Functional Requirements Consultant Sales Certifications: Effective Selling Strategies & Effective Negotiation Skills; On-Target Selling; Computer Telephony Solution Selling; Wireless Communications and On-Premise Solution Selling Installation & Maintenance Certifications for: Mitel, Tadiran, GTE IPC Turret, Active Voice, Callware, Fujitsu, Iwatsu, and Toshiba Industry Certifications: ISDN; ATM; Frame Relay; IP Telephony; Computer Supported Telephony Applications (CSTA) QSIG and other standards & protocols (H.323, H.450, 802.1x, Bluetooth, IP, MGCP, SIP, SMS and WAP) Office of Management & Budget (OMB) Exhibit 300x, Business Case development process Federal Enterprise Architecture (FEA) & Service Oriented Architecture (SOA) NIST FIPS 201 Specification Homeland Security Presidential Directives (HSPD-x) and President’s Management Agenda Accredited Land Consultant (ALC) Certified Commercial Investment Member (CCIM) AFFILIATIONS: National Contract Management Association (NCMA) American Council for Technology (ACT) / Industry Advisory Council (IAC) Chairman, RFID Technical Integration Task Group, RFID Emerging Technology Subcommittee IPv6 Emerging Requirements Task Group CIO Council Best Practices and DR/COOP Task Group Collaboration & Information Sharing – Shared Interest Group (SIG) Homeland Security – SIG Telecommunications & Networks – SIG Association for Federal Information Resources Management Armed Forces Communications Electronics Association – Lifetime Member
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