Resume Jeff Cohen 2014

JEFFREY M. COHEN

(301) 537-3180Jeffreycohen41@verizon.net

PROFILE

• 15+ years business development for large accounts – Federal and Commercial, as well as targeted accounts

• Deep knowledge of IT Industry including Federal Government, Commercial and Healthcare businesses

• Worked with internal and external partners to ensure success within established and preferred accounts

• Proposal Management and Capture Management experience

• Provide leadership, management, tactical and strategy planning for a variety of enterprise solutions and services

• Strong background and success in working with System Integrators such as SAIC, Northrup Grumman, CSC and BAH

• Worked with vendors such as Dell, HP, IBM, Microsoft, Oracle, SAP, Pega Systems, Symantec, Amazon, SalesForce.com, EMC, VMware

PROFESSIONAL EXPERIENCE JMSC ConsultingAugust 2014 – CurrentPrincipal/Owner

• Analyze bid/no bid decisions

• Provide insight and research on upcoming Defense Health Agency opportunities

• Adjunct Professor for Management Information Systems college level course

Computer Sciences Corporation (CSC)July 2013 – March 2014Senior Principal: Business Development – Management and Technical Consulting

• Responsible for all Business Development for Consulting for major public sector accounts within Civilian and DHS Agencies

• Manage multiple sales cycles from start to finish including proposal capture and proposal management

• Developed and implemented business development strategies for Application offerings including Microsoft, CSC’s Branded FuturEdge Shaping and Transforming solutions, and IT Advisory Services

• Actively cultivated relationships internally and externally to ensure that CSC’s products and solutions were well positioned

EMC – Isilon Storage DivisionApril 2012 to May 2013Regional Territory Manager – COCOM, MHS, DOD Agencies and OCONUS

• Manage all Isilon Product sales in the territory

• Develop partnerships with System Integrators

• Identify programs that have Big Data, Full Motion Video, Data Center Consolidation requirements

• Evangelize the Isilon Product line internally and externally

GartnerSeptember 2008 to April, 2012Senior Account Executive – Joint Defense Agencies – DLA, iTA, DCMA, SOCOM, JSOC

• Managed the Joint DOD space for Gartner and built relationships with key executives

• Shooting Star Award - 2009 – Number one in the company for Consulting sales growth

• Achieved 448% of Total Sales bookings plan 2009

• Achieved 195% of Total Sales bookings plan 2010

• Focus on business development, client retention, growth for Research and Consulting

• Partnered with System Integrators such as Lockheed Martin and BAH for consulting projects

• Obtained Top Secret Clearance in 2009

Govplace December 2007 to June 2008Senior Account Manager

• Business Development for NETCENTS II – Position the company to be a strong competitor on the re-compete

• Targeted Data Center Efficiencies solutions within DOD- HW/SW/Services

• Developed and implemented small business plan within DOD Agencies and partners

• Focus on developing program business to pursue in DOD including Air Force, Navy, Army and Defense Agencies

• Successfully establish relationships with OEM and System Integrators within DOD - VMware, HP, SAIC and others

HP Federal July 2006 to September 2007 and June 1998 to August 2005Account Manager – Software – Targeted and Established AccountsArmy/OCONUS/AAFES

• Closed two 250K software deals with US Army Biometrics and USAMRA

• Closed a $1M plus support/implementation contract with a partner for MNF in Iraq

• Developed and successfully implemented business plan to Army/OCONUS/AAFES

• Developed a go to market strategy with System Integrators and Channel partners

• Identified opportunities – maintained $5M+ pipeline -50% successfully closed in Q4 2007

• Position HP/Mercury as the leader in Enterprise Management

Enterprise Account Manager Sold enterprise solutions to preferred and targeted accounts within the U.S. Army/Air National Guard and DOD Health Affairs/Military Healthcare System.

• Achieved on average 130% to 169% of quota over the past seven years.

• Identified, Captured and Managed numerous projects

• Worked closely with System Integrators and Channel partners for successful quota achievement – 65% of business went through in this manner

• Strong understanding of the healthcare market and its impact on DOD and public sector

• Architected solutions for large enterprise systems including UNIX, NT, storage, Openview software, networking and professional consulting services.

• Beat out SGI in 2004 for large Itanium hardware and legacy software migration opportunity

• Won long term contract to provide benchmarking, performance tuning and software enhancements for DODHA/MHS

• Closed $4M Oracle Financial opportunity with Army National Guard

• Beat IBM to host a 9+ million Patient Record Database, estimated lifetime value $100M, currently in progress.

• Won numerous $500K + system integration projects, including HW, SW and consulting services.

• Managed the virtual team and provided mentoring

September 2005 to June 2006CGI Federal `Director Business Development DOD Health Affairs/Military Healthcare System.

• Developed a comprehensive business plan to start up the DOD Healthcare practice

• Identified, created & marketed core competencies in ERP, Database, and application development

• Created partnerships with customers, System Integrators, and IT consulting firms

• Competed on numerous opportunities in the DODHA/MHS environment

• Won two consulting projects for Developers and testers

November 1996 to June 1998 BTG Account Executive Developed business from new and existing clients.

• Sold a number of large software deals with Lotus Notes, Verity and Netscape solutions.

• Acted as capture manager for several large proposals.

• Won $2.5M “Land to Ship” communication project for the Navy with Cisco.

• Won $1.2M network wiring infrastructure project at the Chesapeake Community College.

• Won Lotus Notes development projects with Dept. of Education and FDIC.

• Managed the Imaging Software business unit.

Degrees and Certifications

MS from University College at the University of Maryland at College Park Major: Administration and Management Information Systems

BA, in Social Work from Rochester Institute of Technology (RIT), Rochester, NY