PROGRAM MANAGEMENT · SALES · BUSINESS DEVELOPMENT
Develops and drives international program management for satellite and hybrid satellite connectivity solutions. Responsible for contract execution, product delivery, customer satisfaction and follow-on business development.
- Proven 15+ year record managing entire scope of programs, from opportunity identification, to contract to revenue
- Assesses competitive landscapes and communicates recommendations to maximize revenues and profits
- Subject Matter Expert (SME) on satellite and hybrid satellite mobility/broadband products and services
- Customer success with, among others AT&T, BMW, DOD, FCC, NATO, Sprint,, T-Mobile, Verizon, Vodafone, 3GPP, ETSI, European Commission, Ericsson, Hughes, Inmarsat, Motorola and Nokia-Siemens
- Recent experience with and focus on DOC (FirstNet), NOAA (weather), NASA (small sats), FAA (NextGen ATC/ATM), NRO (NextGen ISR/Remote Sensing), FCC and ITU (5G Hybrid+Backhaul)
- Mentors and coaches team members and colleagues, and develops professional relationships with customers
- $1.35 B: Managed up to 15 person teams driving new sales and $1.35 B company acquisition
- $300 M: Calling on executives and field personnel, managed up to 15 person teams driving $300 M opportunity
- $400 M: Led up to 12 person teams generating sales and developing new business with AT&T and T-Mobile
- $250 M: Managed existing professional relationships and led business development for $250 M network migration
- MBA - Yale University; MA – Johns Hopkins SAIS; BA - Dartmouth College; PMP certification in progress
- U.S. Citizen, native English, fluent German, basic French, Italian and Spanish, and ITAR access eligible to renew
Managing Director, Program Management, Sales & Business Development
Washington Mobility Solutions, LLC (WMS), Washington, DC - 1/2012 – Present
Opportunity is to lead Technical-Commercial Program Management, Sales and Business Development initiatives.
- Leads planning and execution of Programs, Sales and Business Development
- Satellite and terrestrial telco/wireless Subject Matter Expert (SME) who executes GEO and Hybrid-GEO initiatives with a broad knowledge of current and emerging information communications technologies (ICT)
- Recent focus on LEO CubeSat solutions, telematics, IoT/sensors, hybrid GEO networks, Spectrum Management, FirstNet, NextGen Intelligence, Surveillance and Reconnaissance (ISR), and NextGen Air Traffic Control/Management (ATC/ATM)
Director, Program Development-Management & Business Development
TerreStar Networks, Inc., Reston, VA (company acquired) - 6/2007 – 12/2011
Opportunity was need for ubiquitous connectivity. Called on executives, field and government regulatory personnel to drive product differentiation, sales and business.
- Satellite industry Subject Matter Expert (SME) who communicates status recommendations to executives, leads program and roadmap developments for a comprehensive range of GEO and Hybrid-GEO applications
- Worked with regional Sales and Business Development to define, prioritize and communicate roadmaps and lead consultative sales with operators, vendors and integrators
- Led planning and execution of a wide range of Sales, Business Development, Product Development, Program Management and Sales support for Hybrid satellite network with global operators, vendors and integrators
- Developed, maintained and evangelized Hybrid-GEO network vision, strategy and business value
- Led teams and worked individually with operators and vendors to drive business development, program management and industry adoption of company products and solutions, as well as t lead interactions with the 3GPP, ETSI FCC, ATIS, EC, ITU and Ofcom
Director, Program Management, Sales & Business Development
Standards Solutions, LLC, Washington, DC (hired by local client) - 5/2005 – 6/2007
Opportunity was to plan and execute GEO and Hybrid GEO initiatives for TerreStar Networks and Airbiquity, by managing product and program developments from concept to revenue
- For Airbiquity, Inc., which produces OnStar, the opportunity was to influence the global transport (ITS/Connected Car) market. Called on BMW staff to develop reference account for $300 M opportunity
- For TerreStar Networks, Inc., designed and drove Network Architecture and Business Development with global mobile satellite operators and equipment vendors for mission-critical networks
Senior Manager, Product Line Management
TruePosition, Inc., Berwyn, PA (growth driven company reorganization) - 2001 - 2005
Opportunity was to influence solution and the ecosystem of the developing e911 mobile location market. I led cross-functional teams developing and driving technical and commercial strategic growth initiatives, driving $400 M+ in sales.
- Developed and drove $400 M+ in sales by leading teams and working individually to plan and execute Product Development, Business Development, Regulatory Affairs and Sales
- Led development and execution of Business Development, driving company Pre-sales, Business Development, Sales and Alliance Management
- Represented company throughout the mobile community to mobile network operators, led creation and presentation of company submissions to FCC location groups, and with DOT, ETSI, IEEE, Ofcom and 3GPP
- Defined and drove product roadmaps to align with customer requirements, led planning and execution of Product Management, Business Development, Alliance Management and stakeholder advocacy with customers, regulators and industry
Product Line Manager, UMTS and Broadband Networks
Siemens AG, Berlin/Munich, Germany and Siemens ICN, Boca Raton, FL (business unit sold) - 1997 - 2001
Opportunity was emerging 3G mobile communications market as well as the developing need for broadband connectivity. Managed international and U.S. domestic product management and strategic marketing for global commercial broadband solutions, managed company contributions to mobile regulatory organizations and managed development and capture of $250 M+ sales opportunity.
- Developed new global mobile markets and drove creation of $250 M+ opportunity by leading Product Management and Business Development
- Authored internal Siemens studies on global technology markets used to plan expansion strategies
- Managed contributions to international industry organizations, developed collateral and sales tools
- Developed relationships and managed partnerships for company’s North American broadband portfolio sales
Technology Program Management
Science Applications International Corporation – SAIC (returned to school to earn an MBA) - 1989 - 1995
- Led engineering program and acquisition support to numerous Services and Offices in the DOD, DOE and NATO
- Led program support for OSD driven NATO nuclear weapons program
- Extensive experience with DOE offices and facilities, DOD services and offices of the Secretary of Defense, Eligible to renew DOD TS/SCI and DOE “Q” security clearances
EDUCATION, VOLUNTEER ACTIVITIES, ADDITIONAL INFORMATION
- MBA Yale University; MA Johns Hopkins SAIS; BA Dartmouth College; PMP in progress
- Lab Rescue LRCP, Potomac Appalachian Trail Club
- Able to travel domestically and internationally as needed
- Native English; fluent German; basic French, Italian and Spanish
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