Resume

• 2005

  Dextrys

  EOS CCA

  Andover

  Massachusetts

  Lead a growing team of proposal managers for a highly innovative and rapidly expanding high-tech U.S. DoD contractor. \n\nFaced with the challenge of upgrading the competitiveness and quality of Mercury's proposals without compromising speed

  I created a strong proposal process supported by enterprise software tools. Mercury's culture shifted from dominance by a small number of proposal heroes to perpetual collaboration and teamwork by independent capture teams. Customers praised our proposals as the best they had ever read. Our franchise wins (with lifetime values at hundreds of millions of dollars) transformed Mercury from a $215M provider of digital processing hardware and services into a growing

  $650M leader in secure sensor and mission processing subsystems.

  Sr. Manager

  Capture and Proposals

  Mercury Systems

  Norwell

  MA

  Generated sales leads | Developed media relations program | Drove branding efforts.\n\n• Promoted within 6 months in recognition of ability to identify hidden prospects and close sales.\n• Achieved highest monthly rate of new client growth after overhauling sales proposal process

  media relations

  and corporate online presence.

  Manager

  Business Development and Proposals | Sales Lead Generator

  EOS CCA

  Wakefield

  MA

  Favorably positioned sales team to win major awards | Mined research sources to generate leads | Distilled key market insights to arm team members with current data in fast-paced competitive environment | Streamlined and unified processes that built the foundation for the sales process | Delivered Price to Win proposals | Plotted marketing communications strategy.\n\n• Generated dozens of sales leads with outreach project | Landed ~5 major offshore deals that launched company in marketplace and led to critical financing.\n• Led team to secure $12M in 2006 revenues | Added 20 new clients and grew sales to $15M in 2007. \n• Partnered with sales team to win projects by developing stable

  scalable processes and reliable methodologies for the business acquisition cycle \n• Played a key role in rebranding company to accelerate revenue and grow market share | Launched brand within 60 days.\n• Delivered results against aggressive deadlines to establish company as a global outsourcing leader | Launched e-marketing initiative and overcame technical hurdles to penetrate new market.

  Knowledge Management/Proposal Manager | Revenue and Growth Driver | Business Development Initiator

  Dextrys

  Westminster

  MA

  Led multiple concurrent teams to deliver wins consistently | Delivered sales-critical information to teams | Captured business via top caliber federal

  state

  military

  and commercial proposals.\n\n• Led team to secure >$74M in wins with an ambitious submission rate averaging one proposal daily.\n• Forged productive working relationships among internal units to achieve impressive 75% win rate.\n• Delivered informational presentations and training sessions to sales representatives in company’s 10 major industries and 4 primary product lines.

  Proposal Development Manager | Sales Training Leader

  SimplexGrinnell

  Bedford

  MA

  Matrix manage up to 50-member cross-functional global sales teams across Asia-Pacific

  EMEA

  and N.&S. America in developing and delivering proposals critical to closing sales | Control business acquisition cycle from business development and sales through legal/IP (intellectual property) and contracts | Interface cross functionally with engineering

  finance

  and marketing to improve products and sales | Manage competitive market intelligence.\n\n• Tapped to facilitate largest

  most complex solution sales to US Dept. of Defense (DoD)

  other US and international government entities

  direct commercial

  and foreign military prospects.\n• Organized and led a team to win the world’s premier CBRN contract in unmanned ground vehicles. In a two-year process of competitive bidding and user evaluation trials

  our team secured the $9.6 million 10-year program of record contract issued by the Canadian Department of National Defense. Subsequently

  we delivered 20 510 PackBot CBRN robots.\n• Principal driver of sales efforts that won critical contracts to provide countries such as Italy and Brazil with Explosive Ordnance Disposal (EOD)/security robots | Involved skillful navigation of import-export regulations

  cutting through red tape

  delivering against tight deadlines

  and providing exact documentation.\n• Facilitated iRobot’s leap to large company/“major player” status by winning a key long-term contract to provide Mini-EOD robotic systems to DoD | Managed 5 teams concurrently to win 5 separate research projects | These DARPA (Defense Advanced Research Projects Agency) awards solidified company’s reputation as major innovator for years to come.\n• Launched and led data-driven competitive intelligence capability | Generated fact-based market size analysis

  customer knowledge

  industry trends

  M&A candidate vetting | Enabled improved strategic decision making | Helped Sales exploit changing market conditions and close new deals in new markets.

  Senior Business Capture/Proposal Development Manager | Sales Lifecycle Driver | Market Forecaster

  iRobot

  Andover

  MA

  Director

  Capture and Proposals

  Mercury Systems

• 2002

  Jonathan

  Myerov

  APMP

  Mercury Systems

  iRobot

  SimplexGrinnell

  Middlesex Community College

  Middlesex Community College

  Founded and grew the chapter into one of the most vital and powerful groups in APMP. Served as chapter president

  2005-7.

  APMP

  Society of Competitive Intelligence Professionals

  Certified CI professional.

  Provided vision and direction to grow a new chapter into the most active

  decorated

  and successful chapter in APMP | Took charge

  supervision

  and authority over the business of the chapter | Built chapter membership and established special events.

  Founder

  President

  Board of Directors

  Nor'easters Chapter

  Association of Proposal Management Professionals

  Designed association strategy to meet the needs of APMP's commercial proposal constituencies | Drove APMP to developing and implementing an accreditation system | Communicated with commercial proposal professionals internationally and sponsored participation in major association events.

  Board of Directors (Commercial Sector)

  Association of Proposal Management Professionals

• 1988

  Spanish

  German

  Swedish

  English

  Double BAs

  Political Science and English

  Honors

  Disciplinary Council

  Delta Chi

  University of Massachusetts

  Amherst

  MA

  English Language and Literature

  Publication: \"Beowulf 3074-3075: Movement into Knowing.\" Anglia 118 (2000): 531-555.

  West Virginia University

  Dale Carnegie Training

  Sales Excellence

  Project Management Foundations: Schedules

  LinkedIn

  CIP

  SCIP

  AM.APMP

  APMP

  Coaching and Developing Employees

  LinkedIn

  Leadership Foundations

  LinkedIn

• My son was diagnosed as autistic in 2009

  and I began to get involved in the Autism community from that point.

  Autism Speaks

  Den Leader

  Cub Scout Pack 100

  Leader of Den 1

  Pack 100 of the Westford Cub Scouts.

  Boy Scouts of America

  Volunteer

  Clean and clear trails.

  Mass Audubon

  Chair

  Lead a town-appointed committee overseeing two funds suppoted by vountary donations by residents. Disburse financial awards that recognize students with outstanding civic service and support deserving local educational projects. \n\nCreated committee mission statement and operating procedure. Defined financial awards available for application

  one a student scholarship and the other an educational grant for teachers. Established a calendar and process for soliciting applications

  evaluating them

  announcing awardees

  and distributing awards. Launched a marketing plan to promote available scholarships and grants

  and to solicit taxpayer donations to funds.

  Town of Westford

  Scholarship and Grant Committee

  Field Processor (Shrayber)

  As part of the Wexler Oral History Project

  I mine the Yiddish Book Center's interview archive for great stories. \n\nI expand public access to these in-depth video interviews by identifying their most compelling moments—a wonderful story

  a rich description

  a poignant reflection--and then writing clear and engaging abstracts that summarize the main topics discussed in the interviews. Finally

  I assign keywords that researchers and the general public can use to search within and across interviews.

  National Yiddish Book Center

  Research

  New Business Development

  Security Clearance

  Microsoft Office

  Government

  Collaboration Tools

  Marketing Communications

  Public Speaking

  Blogging

  Writing

  Training

  Technical Writing

  Editing

  Market Research

  Strategy

  Team Leadership

  Knowledge Management

  Process Improvement

  Proposal Writing

  Coaching

  Project Manager

  Global Sales Capture and Bid/Proposal Process

  Project Manager

  Global Strategic Operating Plan

  Myerov