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STEVEN B.

GOODHEART
5431 Ladue Lane, Fairfax VA 22030
(703) 273-5974 sg8fc390@westpost.net

TECHNICAL SERVICES SALES EXECUTIVE


GOVERNMENT IT SOLUTIONS
NEEDS ANALYSIS SOLUTIONS SELLING ENGINEERING DESIGN INTEGRATION SUPPORT
Successful, proven senior government IT solutions sales professional with over 2
5 years of experience in IT business development and sales. Combine strong techn
ical background with record of sales success focusing on IT solutions for govern
ment entities and Fortune 500 clients. Particularly strong in needs analysis and
solution development/selling; excellent ability to communicate complex technica
l solutions in easily understandable way with focus on ROI, process improvement
and value proposition. Expert at initiating and developing effective relationshi
ps with C-level decision makers in both government and commercial organizations.
Team leader, liaison, facilitator, able to develop and communicate with cross-f
unctional teams for most effective sales approach. Many contacts in IT prime con
tractor community for federal government, military and local government agencies
; strong knowledge of federal government/military account acquisition process th
rough white papers, lobbying, Congressional testimony and multi-disciplinary pre
sentations. Closed $1B IT contract to Air Force to replace global communications
system with proprietary system developed in partnership with CISCO. Successful
entrepreneur who developed, sold own very profitable business.
New Business Development Territory Acquisition/Development Large Account Manag
ement Lead Generation Relationship Development Needs Assessment Solutions De
sign Presentations Contract Negotiations Sales Forecasting Sales Promotions
IT Security IT Solutions Network Management Entrepreneur Consulting Traini
ng and Development Team Leadership Regulatory Compliance

PROFESSIONAL HISTORY
L. R. KIMBALL, Vienna, VA 2008 - Present
Top Engineering/Architecture/IT Solutions services firm headquartered in Pennsyl
vania with offices nationwide. IT Solutions clients include many major federal g
overnment agencies including DHS HQ, Coast Guard, FEMA, Dept. of Transportation,
Dept. of Army, Dept. of Navy, Natl. Guard Bureau, and US Army Corps. of Enginee
rs.
Vice President, Federal Business Development
Principal responsibility to identify, develop and close large IT related project
accounts with federal government agencies. Particular talent for targeting reve
nue opportunities involving all of Kimball's cross-divisional resources together
with third party teaming relationships to produce solutions that most effective
ly address client needs. Develop effective partnerships for effective, whole-s
ervices solutions both among different Kimball divisions and with other governme
nt contractors. Clients include Departments of Homeland Security, Transportation
and Defense as well as state and local government agencies. Also key in develo
ping sales and providing support for major Delaware Valley Intelligence Center (
DVIC) project, a four-state combined emergency operations center and dispatch ba
ck-up facility for NY, NJ, DE and PA. Key player in Interoperability and Contin
uity Technical Assistance Program (ICTAP) programs to help state & local emergen
cy planning and public safety administrators develop plans for emergencies inclu
ding natural disasters and acts of terrorism. Active in all aspects of planning
for communications interoperability networking (broadband, wireless, radio, WiF
i, Next Gen 9-1-1).
* Key in negotiation and closure of a key multi-state communications integration
project worth $16M for just initial data gathering, evaluation and planning sta
ge and worth projected $40-60M over project lifetime.
* Originated and closed FEMA Interoperability and Compatibility Technology Assis
tance Program in coordination with incumbent prime contractor SAIC. ICTAP is th
e most recent five year award in a twenty year program initially valued at $30M.

STEVEN B. GOODHEART sg8fc390@westpost.net PAGE TWO


AMERICAN UNIFIED SOLUTIONS, LLC, Fairfax, VA 2005 - 2008
Startup family -owned consulting firm specializing in special multimedia trainin
g programs for federal government and military clients. Woman owned small busine
ss under management of wife.
Vice President, Sales Consulting
Expanded firm's sales to federal government IT solutions. Performed detailed cli
ent needs analysis, developed effective technology solutions and met, developed
relationships with key decision makers to close sales. Successfully penetrated f
ederal government market and closed major sales.
Partnered with IBM to close $840,000 sale with FLETC to develop, implement majo
r data storage system expansion and security upgrade to handle information for o
ver 170 law enforcement agencies and tenants using FLETC for training.
Partnered with ITA to develop and deliver multimedia updates for US Army/PEO-EI
S, a program worth up to $250,000 and providing excellent update capabilities an
d far lower costs than printed training materials.
INNOVATIVE TECHOLOGY APPLICATION, INC., Springfield, VA 1999 - 2005
Pioneer web and interactive/multimedia learning applications firm offering custo
mized online and CD/DVD interactive training modules for government and commerci
al organizations.
Director, Business Development
Responsible for identifying and developing accounts with government agencies for
innovative, customized multimedia training solutions designed to enhance traini
ng results while cutting training time and costs. Closed sales with National Geo
spatial Intelligence Agency, Department of Homeland Security, Army and Navy. Foc
us on close analysis of client training needs to develop effective, state-of-art
, interactive training programs that eliminate the need and expense of classroom
training using online and CD/DVD media. Also acted as effective mentor, trainer
for sales force.
Key in attaining corporate-wide growth from $1.5M in 1999 to $30M in 2004 by si
gnificantly initiating and growing federal government sales.
Produced training programs for DOD for all aspects of training including person
nel, programs, equipment, communications systems, weaponry, anti-terrorism/force
protection, Chemical/Biological/Radiological and High Explosives (Hazmat), for
sales as much as $1M per program.
Grew an effective sales force from zero to 14 reps. over five years to support
market expansion initiated as Director of Business Development.
SIGNAL COMMUNICATIONS, INC., Greensboro, NC 1998 - 1999
Director of Business Development; Video teleconference and command center integr
ation
ELECTRONIC COMMERCE INDUSTRIES, Manassas, VA 1992 - 1998
Successful inventory management system and multi-state service organization of f
leet carwash and auto aftermarket services.
Founder, President and Principal Owner
Established fleet automotive services aftermarket business with focus on develop
ing computerized fleet inventory management system for airport tenant rental car
companies. Built business from ground to successful $6M operation with expansi
on from carwash and chemicals into environmental waste-water management and recy
cling. Sold fleet management system rights, fleet aftermarket, and environmenta
l cleaning business units for significant profit.

EDUCATION AND MILITARY SERVICE


Bachelor's Degree in Business Administration, Alameda University, Boise, Idaho
Xerox Professional Selling
Xerox Persuasive Communication
United States Coast Guard; Radioman; Vietnam Vet; Honorable Discharge

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