AccoJEFFREY M. COHEN

(301) 537-3180Jeffreycohen41@verizon.net

PROFILE

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

Worked 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

15+ years of success providing 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