Senior Management Executive

Business Development ~ Strategic Planning ~ Government & Commercial Services

Offer significant experience in satellite, broadcast and telecommunications markets including U.S. Government sector. Possess an active Top Secret Security Clearance and an advanced understanding of existing and emerging satellite technologies; successfully established highly productive business relationships within satellite industry. Vast leadership experience in sales management, business development, and implementation of high-impact organizational growth strategies. Superior blend of negotiating, presentation, problem solving, human relations and forecasting skills. Demonstrated strengths in competitive analysis and intelligence, political and regulatory processes, technological evolution, and customer needs assessment. Extensive prior international experiences.

Selected Achievements:

·         Analyzed and proactively renegotiated leases at ViaSat to capture $11.9M in annual savings.

·         Strategically re-positioned satellites to meet or exceed critical business objectives at ViaSat.

·         More than doubled sales within three-year period at SES US Government Services, boosting revenues from $108M to $240M.

·         Leveraged exemplary knowledge of satellite and telecom business environments including revenue and cost drivers, network infrastructures, government customer applications, and competitive dynamics to continually meet defined business goals.

·         Championed early identification of new revenue opportunities at SES-USGS and arranged presentations, demonstrations, and/or site visits to convincingly deliver company value proposition to client prospects.

ViaSat, Inc., Carlsbad, CA, 2011 to Present

Sr. Director, Bandwidth Planning & Management

·         Strategically translate all business development activities, technology roadmaps and corporate initiatives into global, multi-band satellite network to support sustained growth including identification of potential teleport sites. 

·         Seamlessly liaise with internal groups to steer timely workflow including across all business areas within Government Services Division.

·         Spearhead the complete spectrum of bandwidth planning operations including coordination of engineering & technical analysis, procurement, finance, regulatory compliance, maintenance, monitoring, and program management.

SES US Government Solutions, Inc., McLean, VA, 2004 to 2011

Vice-President, Market Development    

·         Conducted in-depth U.S. Government (USG) and DoD market analysis to determine and capitalize on demand, supply, and competitive position. 

·         Participated in creation and development of near, medium and long-term growth opportunities.

·         Partnered with senior staff on large strategic opportunities and fostered productive relationships with governmental organizations, competitors, satellite operators and vendors to evaluate and pursue potential market development opportunities.

·         Teamed with SES World Skies to develop informative and persuasive business cases for USG client acquisition.

·         Compiled and presented monthly reports for AGS Internal Operations Review and confidently conferred with C-level leadership team to discuss issues, navigate business direction, and resolve problems.

·         Frequently analyzed satellite operations to evaluate performance and impact on financial results of USGS.

·         Conducted US Government market analyses and assembled forecasts to assess SATCOM bandwidth supply, demand and technology trends.

·         Provided SES spectrum development personnel with USG current and projected spectrum requirements in support of global operations.

Vice President, Sales

·         Directed, developed, empowered and motivated SES-USGS team of eight in producing $240M in sales.

·         As an individual contributor, proactively closed lucrative deals within USG, civilian and intelligence marketplace.

·         Delegated client assignments to sales team and provided effective account management oversight.

·         Instrumental in surpassing revenue goals by steering business development activities to capture further targeted program growth opportunities in new civilian USG market segments. 

·         Resourcefully established new direct and indirect channels to achieve forecasted annual revenue and profitability targets. 

·         Successfully orchestrated multiple small to large sales initiatives through to final award and deployment.

·         Formulated account plans for key strategic programs in alignment with SES-USGS business goals and authored winning government technical and price proposals.

·         Drove cohesive activities among operations, engineering, finance, and human resources to support successful execution of sales objectives.

Prior Background:

Sr. Director, Government Services, GlobeCast Government Services, Washington, DC, 2002 to 2004

Vice President, Global Sales, iDirect, Reston, VA, 2001 to 2002

Sr. Director, North America, FLAG Telecommunications, New York, NY, 1999 to 2001

Executive Director, NA Sales, Orion / Loral Orion (now Telesat), Rockville, MD, 1993 to 1999

B.A. Degree, Fairleigh Dickenson University, Hackensack, NJ

SSPI (Mid-Atlantic chapter), SIA, AFCEA, NDIA, WTA