CHIEF EXECUTIVE OFFICER / PRESIDENT
Strategic and operational leader with proven ability to drive global transformation and year over year record revenue growth in technology solutions and services organizations through market capitalization and competitive positioning. High-integrity, dynamic executive bringing exceptional experience in building high-performance teams and value-driven technology operations. Seeking a Chief Executive Officer role with high-motivation to expand global market share and set the stage for profitable acquisition.
Strategy Consultant and board member recognized for corporate development expertise including acquisition for growth and exit strategy for capitalization of stakeholder investment. Holds board/advisory positions for multiple firms, providing expertise that includes go-to-market strategies, fund-raising programs, identification and strategies for acquisition candidates, sales process and messaging for repeatable, consistent results, and strategic planning that “connects the dots” from strategy to execution.
Expert in commercialization of IP/capabilities into broader global markets, finding and monetizing the “hidden value” of services/solutions within companies and organizations that can be leveraged for competitive positioning, higher margin value, and expansion into new markets.
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Advisory Experience and Appointments
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2011 to Present. A venture-backed provider of Intelligent Software Power Management that reduces energy waste & consumption without loss of performance availability. Engaged by Founder/CEO to translate the company's long term vision into successful execution. Orchestrated the overall go to market strategy and key sales messaging resulting in highly receptive sales campaigns while attracting additional investors.
2011 to Present. A $30M privately-held global advanced RFID provider serving B2B and B2C markets. Engaged by leadership team. Delivered strategic acquisition analysis of key competitor. Instrumental in developing method of identifying market expansion opportunities through horizontal platform standardization and development.
2011. A $50M+ private equity-backed provider of enterprise software and services that automate mandated business rules for public sector organizations. Engaged by Board of Directors to assess entry into alternative markets while re-energizing current core market growth. Developed a roadmap leading to expansion of the company's presence outside of its core market and validation of new market and partner requirements.
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EXECUTIVE EXPERIENCE & ACCOMPLISHMENTS
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Technology Product/Solutions Company 2003 to 2011
A leading industry provider of logistics, supply chain, transportation/supply chain security and enterprise technology solutions and services.
Chief Executive Officer
Led integration, restructuring and innovation for the $100M+ global business with leadership team of 12 and 300+ personnel in the US, UK, Asia and Australia with field operations worldwide. Full P&L responsibility with focus on strategic business planning, total business operations and corporate development. Facilitated integration and cross-functional collaboration to drive successful restructuring initiatives, leading to revenue and profit growth, cost-effective services delivery and leading-edge market differentiation. Improved operating profit 175%.
- Drove over 25% gross margin and 25% market share through strategic positioning and technology innovation
- Increased international business 150%, becoming a more significant part of the business
- Transformed market niche from single-source, one-customer focus to highly-competitive, global solutions provider by leveraging R&D investment, global manufacturing, accelerated sales efforts and low operations costs; Increased software sales 200%
- Transformed core innovation and next-generation technology to deliver new capabilities, open new markets and drive significant growth in customer base
- Championed standardization and market advantage through development of industry consortium with over 30 global members to foster market competition and interoperability
- Established a Partner/Market Ecosystem which led to a $100M contract extension
General Manager, Americas
Leveraged technology and market position to achieve successful acquisition of company by major global defense firm. Led expansion into the Americas region. Translated key products and services across new markets. Directed sales and solutions implementation teams to ensure cost effective integration in government, defense and commercial markets.
- Held total P&L responsibility of region representing 90% of total technology business
- Drove 60% increase in sales and two-basis points gross margin improvement through focused sales strategies, creation of market demand, and aligning project execution and sales
Senior Vice President, Public Sector Sales
Led development and expansion of public sector sales within US government and defense markets. Worked closely with congressional and high-level government decision-makers to capitalize on funding opportunities. Served as key member of Acquisition Leadership Team.
- Built public sector sales to encompass 90% of total company revenue
- Drove 250% increase in sales through solutions selling and value creation of strategic asset management customer solutions across new and existing markets
- Transformed sales organization to improve forecasting accuracy and alignment with product availability; reduced inventory costs while creating infrastructure for rapid sales expansion and successful sales and delivery execution
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Strategic Consulting Firm, 2000 to 2003
Consulting firm providing business strategy, due diligence, brand positioning, product development and global partnership alliances to the commercial defense industry and public sector market.
Founder, Principal & Chief Executive Consultant
Served as Advisor to clients ranging from startup operations to $2B Fortune 500 company divisions including defense contractors, congressional lobbying firms and technology providers. Notable Engagements:
- Orchestrated successful global defense market joint venture and roll-up of three solutions competitors into one integrated solutions provider through alliance building, brand synergy, capital investment and business planning; Achieved 10x revenue growth over three-year period
- Led enterprise solutions market strategy expansion, brand differentiation and market positioning, for $2B division of $10B Fortune 500 client; Drove significant growth in niche supply chain market
- Secured approval by Board of Directors and executed successful go-to-market strategy for $250M government consulting firm; Achieved significant growth through acquisition and positioned the company as a major government market player
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President & Chief Operating Officer
Privately-owned integrated systems, physical security and network video solutions technology provider
Led transformation from non-competitive 8A category business to highly-competitive, value-driven acquisition advantage to position business for significant growth. Achieved 25% increase in annual revenues and 25% gross margin increase. Positioned military training division for successful acquisition by a large defense firm in 2001.
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Fortune 50 Telecommunications & Systems Integration Firm, 1984 to 1998
Global optical, data and wireless networking provider and manufacturer of network, technology and information systems.
Vice President, Business Development
Rapidly progressed through several leadership roles with increasing responsibility within the government sector based on proven track record of successful business transformation, innovative technology solutions integration and new business development. Led revitalization of the $600M government solutions business. Established spin-off as a key player in government markets and drove over $600M in revenue and $4B in new contracts with an $8B contract opportunity pipeline.
Director of Programs
Manager, Systems Integration
Launched the commercial business solutions unit to integrate multiple business unit capabilities to deliver integrated solutions to customers. Secured $150M in contracts first year. Negotiated several multi-million dollar contracts, including $500M contract for computer networking and software solutions with a major DoD client. Increased profitability 50% through consolidation of three business units to form integrated bid process.
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EDUCATION
Masters of Business Administration
Bachelor of Science, Mathematics & Physics
Advanced Management Program |
