TONY QUINTANA

19 Black Forest Lane  Lovettsville, VA 20180  (703) 347-4936  tonyquintana@usa.net

https://www.linkedin.com/in/tonyquintana

Business Development Professional with increasing revenue generating success for Global-500-sized B2B
accounts. Proven track record planning and leading multi-million dollar sales campaigns and exceeding
aggressive sales quotas. Multilingual communicator with solid skills in developing and managing strategic
relationships, finding and winning new business, penetrating new markets, pursuing all avenues for revenue
generation, hiring and mentoring staffs, instilling focus on customer need and winning.

ACHIEVEMENTS

EXOSTAR LLC, Herndon, Virginia

BUSINESS SOLUTIONS DIRECTOR – AEROSPACE & DEFENSE, 2017 – 2018

Identified, nurtured and closed opportunities for Secure Collaboration, Cybersecurity and Supply Chain
Management Software-as-a-Service (SaaS) solutions for aerospace and defense vertical. Strategized
competitive positioning, pursued all avenues for revenue generation and delivered for customers on-time and
budget. Managed engagement teams in discussions with high level stakeholders internal and external to the
organization and proved value proposition and alternatives for solution offerings. Supervised all aspects of
customer relationships throughout lifecycle.

 Generated revenue in assigned accounts. Closed secure collaboration, risk management and supply
chain solutions sales with: BAE Systems, Timken Steel, Enduralock, AeroPrecision, Husky Injection
Molding Sys, and managed sales for Space Systems Loral, SAFRAN, Bombardier, and similar others.
 Evangelized product portfolio across teams and partners, organized all aspects of customer
engagements with prospects, assisted with field marketing efforts, and provided appropriate training
and necessary remedial efforts to corporate and channel/partner groups across disciplines.
 Ensure high post-sales satisfaction facilitating positive long-term relationships and high potential for
repeat business.
 Advise senior management on best path to attain revenue goals in assigned markets.

Defense Technology Equipment, Inc., Sterling, Virginia

SENIOR BUSINESS DEVELOPMENT & GLOBAL SALES REPRESENTATIVE, 2016 – 2017

Mapped growth via strategic planning and market analysis to permit senior management to evaluate and
approve as market demands. Increase sales through effective marketing, account management and business
development activities to ensure maximum revenue-generating opportunities.

 Guided and led teams to launch of new customers through use of partnerships, addition of Value-
Added Retailers, and new ventures that aligned with goals, including all tactical planning and
execution activities leading to increased revenues.
 Managed challenges to ensure customer loyalty and sales retention; while strengthening and
lengthening client relationships. Increased sales to established customer base and broadened client
base and market share with the purpose of exceeding established sales quotas.
 Create infrastructure to support account executives, sourcing managers and other personnel with a
vision to achieve a successful sales operation. Organize and revitalize accounts as needed with the
cooperation and involvement of required staff. Re-organize or re-assign dormant accounts to motivate
under-performing customers to re-engage with organization.
 Surveyed key drivers and implemented profit-driven solutions. Injected a high energy and effective
communication strategy with existing and potential client base to generate loyalty, and commitment to
DTE as number one supplier.
 Drove commitment to excellence environment and improved work ethic among staff; re-engineered or
introduced process to achieve vision; developed, mentored and produced measurable growth while
reducing turnover and increasing job and personal satisfaction.

Pan Am International Flight Academy, Miami, Florida

DIRECTOR OF SALES & MARKET DEVELOPMENT, 2015 – 2016

Crafted new business pipeline, formed, trained and coached senior sales teams based on regional or
functional expertise. Evaluated investment opportunities and sold them to senior management, including but
not limited to our core business -- facilitating new training centers and simulators. Built mature
relationships with over 100 commercial airlines worldwide, consistently meeting or beating customer
expectations.

 Landed over 500 opportunities for pilot certification in all types of commercial aircraft, winning
some100 contracts and generating single-year income increase of $3M.
 Worked seamlessly with Saudi Arabian Airlines to secure an $850K services contract, while unseating
the incumbent supplier.
 Designed and won management support for $1.7M addition of new training facilities and contractor
relationships which improved profitability by 22 % over a single year.
 Tenacious negotiator with penchant for turning around lagging sales; boosted total sales revenue 17%
in first year.

Gerson Lehrman Group, Austin, TX

BUSINESS INVESTMENT CONSULTANT, 2013 - 2015

Leveraged expertise in smart card and aerospace industries to provide ad-hoc consulting to Fortune 1000
corporations with guidance on viability of investments in both areas.

 Teamed with Fortune 50 bank executives to drive bank programs to improve profits and gain market
share, leading to 22% revenue expansion.
 Conceived and sold to senior management a strategic sales vision, at times even training their veteran
and junior sales staffs to fully execute new concepts and ideas. Re-trained staff execute new tasks
with ease and best practices for team building and strengthening morale.
 Facilitated risk mitigation for corporations looking to invest in new undeveloped technologies by
providing red team analysis of business plans to rationalize over $ 100M in investments.

Oberthur Technologies of America Corporation, Chantilly, Virginia

BUSINESS DEVELOPMENT MANAGER – CORPORATE & HEALTHCARE SECTOR, 2010 – 2013

Directed new business efforts of a four-person team. Carried a personal load of 55 major customers and
captured new contracts from every one. Managed and acted as lead team-member in closing Registered
Traveler Personal Identification Verification campaign, better known commercially as The CLEAR Program
used in expedited airport security.

 Planned and pioneered a security system product with Wells Fargo Bank in open competition, winning
a $25M three-year contract.
 Closed $4.8M dollar sale with Citibank, NA for the acquisition of up to three million PIV cards
following participation in team negotiations lasting nearly a year.
 Led capture team to win a $5M contract to create “Next Generation Smart Card” for The Boeing
Company. After a hard-fought competition, won on technical, cost and schedule.

Jet Asia Limited, Macau SAR China

EXECUTIVE DIRECTOR, BUSINESS DEVELOPMENT, 2009

Established private airline whose launch into the corporate charter market required a ground-up buildout.
Determined viable markets to penetrate and identified then built long-term relationships with senior corporate
executives and affluent individuals to secure new charter business for 25 aircraft fleet. Maintained steady
pipeline of new charter business totaling $ 4M.

 Established and built affinity with senior corporate, government and other executives to secure new
charter business for 25 corporate aircraft fleet.
  Cultivated, managed, and increased utilization rates by an average of 50% for private charter aircraft
account.
 Grew sales by 250% during period of extreme economic and political turmoil in the Malay Archipelago.
 Promoted growth by ensuring charters met the highest levels of client satisfaction with respect to on-
time operation, security and discretionary boarding protocols.

Continually expanded market share through innovative sales strategies and tactical plans. Generated $950K
operating revenue in six months. Recruited and groomed new-hire management personnel into Kuala
Lumpur base.

BAE Systems, Inc. – Electronics, Intelligence and Support, Arlington, Virginia

SENIOR BUSINESS DEVELOPMENT MANAGER, 2005 – 2009

Led capture teams which won over 80 integrated systems in highly competitive domestic and international
military marketplaces. Conceptualized and implemented marketing strategies that consistently penetrated
new markets.

 Directed activities of 20 independent global agents in execution of diverse program and platform sales
totaling $ 85M. Released 11 agents for non-performance and mentored team activism and wins.
 Strengthened relationship with key customer Naval Air Systems Command; kept the Digital Auto-pilot
System (DAS) sold on USN aircraft and increased orders for that product with Foreign Military Sales as
FMS cases were approved. One example was our $23M sale of the DAS to Royal Australian Air Force.
 Led capture team in the successful Rate Sensor Assembly selection for Lockheed Martin Aeronautics’
major production program of F-35 Joint Strike Fighter.

GE Aviation (formerly Smiths Aerospace), Germantown, Maryland

INTERNATIONAL BUSINESS DEVELOPMENT MANAGER, 2003 - 2005

Established new business opportunities for growth and expansion of aircraft and vehicle electronic systems.
Single internationally-focused member of a seven-member team.

 Built and grew relationships with customers at all levels. Designed and executed a Product Area
Business Plan and co-developed strategic and tactical capture plans for each sales target. Made solid
15% contribution to capture rates across division.
 Multi-tasked 12 proposal initiatives with Portuguese Air Force, Lockheed Martin UK, BAE Systems,
Hellenic Air Force, and Boeing. Won 8 of these bids.

Pan Am International Flight Academy, Inc., Sterling, Virginia

SALES MANAGER, 2002 - 2003

Successfully sold training programs to commercial airlines and governments worldwide. Spearheaded studies
for senior management that evaluated training center expansion feasibility, and business growth
opportunities worldwide. Revitalized dormant accounts by fostering and building new relationships.

Established networking channels with aircraft leasing providers that generated new areas for revenue
opportunities.

Fairchild Dornier Corporation, Herndon, Virginia

MANAGER, AIRLINE MARKETING, 2001

Launched performance and economic studies for customer specific campaigns.

BAE Systems, Inc. – Regional Aircraft, Herndon, Virginia, 1994 - 2001

REGIONAL SALES MANAGER - LATIN AMERICA / SPAIN, 1999 - 2001

 Successfully marketed and sold Jetstream and Avro aircraft to commercial airlines and foreign
governments.
  Completed $ 37 million deal with AeroVIP, SA for seven aircraft while closing, on average, one multi-
million-dollar aircraft sales campaign annually. Closed $25 million sales with LAER, S.E. for the
purchase of four aircraft.

SENIOR SALES EXECUTIVE, 1996 – 1999

 Closed a $70 million aircraft lease transaction to Air Europa. Generated $21 million in revenue with
aircraft lease to Canarias Regional Airlines.

MARKET ANALYST, 1994–1996

 Sales Engineer who manufactured all materials used for marketing and generated competitive
financial analysis between product offering and product being offered to customers as alternatives.

MARKETING INTERN, 1994

 Created and shaped marketing message for use in sales campaigns across commercial aircraft
division. Internship meant as temporary extended followed by permanent position.

EDUCATION

Strategic Marketing and Relationship Training Certificate, Univ. of NC, Chapel Hill, Jul. 2004.
Aviation Safety and Security Management Certificate, George Washington University, Washington, D.C.,
Nov. 2003.
Bachelor of Science in Aeronautics, minor in Electrical Engineering, Florida Institute of Technology,
Melbourne, FL, 1993.
Business Case Course Certificate, Harvard University, Cambridge, Massachusetts, 1987.

______________________ This section below is strictly reserved for search engine indexing _____________________

Cities: Washington, DC, Reston, Arlington, Alexandria, Herndon, Ashburn, Leesburg, Lovettsville, Purcellville,
Frederick, Germantown, Rockville, Chantilly, Sterling, Dulles

Area Codes: 703, 571, 540, 202, 301, 240

Keywords: Airline, Aerospace, Aviation, Business Development, Sales, Capture Management, Marketing, Lead
Generation, Aircraft, Technology, Commercial Pilot.