Identify and aggressively pursue business with the National Security Agency and other classified organizations.  Develop relationships with customers, teammates, and subcontractors. Support requests for bids, quotes, visits, and information.   Continuously improve BD processes, customer satisfaction, capture and proposal processes, bookings forecasts, and strategic planning.  

• Lead capture of an opportunity valued at more than $300M
• Our BD team grew bookings from $350M to over $500M per year    
• Maintain bookings forecast to within 10% of actuals
• Budget and monitor BD investement (selling, B&P, and R&D dollars)
• Implement online customer relationship management system

Manager of Business Development, New Business Start 02-03
Launched land mobile radio business (public safety, transportation, federal) in the U.S. for a European subsidiary of Nortel Networks.
Pre-Launch: Perform market analysis, sizing, and segment identification. Assess suitability of business partners and develop go-to-market plan.
Launch:Consolidate technical and commercial info about competition. Detail customer product requirements and bridge to R&D. Direct the production of product brochures, presentations, magazine articles, and web productions.
Post-Launch: Prospect and qualify customers, develop relationships, negotiate commercial terms, provide service, and maintain customer satisfaction.
Manage or write parts of proposals for key customers .

• Convinced senior leadership to place purchase offer on US manufacturer of private radio systems in order to short cut next generation development cycle and leverage established channels to market
• Developed complete reseller program for US region

Manager, Strategic Planning, US Region 98-02
Advised on regulatory issues (spectrum, E911, TTY) to solve problems with technical, business, and legal implications.   Developed business cases and provided support for product compliance/introduction. Responsible for strategic/market planning for wireless markets in the U.S. region.  

• Developed business case for unique Department of Treasury RFI
• Organized waiver of spectral efficiency requirement for FCC certification 
• Created unique mathematical model to correlate market drivers (subscriber/MOU growth) to forecast equipment sales

• Initiated MTX Website to improved design efficiency of group

• Promoted to assembly integration lead; plan adopted by other leads
• Critical on-site resource: TDY extended from 3 months to a year (max)

• Pivotal role interfacing to custom hardware and other SUN workstations
• Complex design with multiple interfaces (VME, FDDI (TCP/IP), MPM)

• Designed innovative median finding (sort) algorithm (see EDN article )

• Designs competed after little applicable coursework (no digital design)
• Recognized by management for a HW design that measured instruction times of AS/400 m Ps