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JEFFREY M. COHEN
(301) [email protected]
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