VP Business Development Sales in Washington DC Resume Alan Kraft

Kraft Edgewater, MD 21037

alankraft@verizon.net Home: (443) 203-0182 ■ Cell: (703) 850-8777

Clearance: TS/SCI Full Scope Polygraph

Summary: Senior Executive Leader with experience in Federal, Public Sector and Commercial markets with

startup, turnaround and established businesses. A leader in building and leading high-performance Sales

Organizations, penetrating Global Accounts and Major Government Agencies with consistent performance in

meeting and exceeding revenue and organizational goals. A U.S. Naval Academy alumnus and Fortune 500

executive with a 30+ year career showcased by a track record in driving sales and business development

initiatives that have taken companies to greater levels of success. Experience with a diverse range of products

and solutions including; cyber tools and methodology; ERP; CRM and business analytics; social media;

database solutions; cloud computing; enterprise software solutions; cross domain solutions; wireless solutions;

software system testing; outsourcing; managed services; business intelligence; sales force automation;

security software, identity management, data warehousing; e-commerce, and collaboration tools. Pioneer in

Open Source in public sector market combined with in-depth knowledge of consulting service methodologies.

Professional Experience

CACI, Hanover, MD / Ballston, VA 2010 – 2017

Executive Director, Cyber Security Business Development

Company Description: CACI, is a $4B Federal integration company with solutions in cyber security,

communications, intelligence systems, logistics and material readiness, command and control, and

business systems.

Responsibilities: I was brought on board to build and implement the cyber security strategy across the

Federal and Public Sector. I regularly interfaced with C-level executives and participated in M&A initiatives.

Solutions include offensive cyber, cyber resiliency, cyber exploitation and cyber defense. Developed and

implemented a sales strategy for Counter Unmanned Aerial Systems (cyber over RF) solution as a start up

within the company.

Accomplishments:

 Built business pipeline of $2B. Led sales in strategic wins with Intelligence, DoD and Civilian agencies.

 Succeeded in major takeaway of $400M cyber forensics win against long-term competitive incumbent.

 Won $300M Agile Cyber Technology contract with U.S. Air Force.

 Secured $450M Cyber Emergency Response contract as member of the Northrop Grumman team.

 Lead the business development effort for winning $460M United States Cyber Command Mission Support.

 Initiated Counter Unmanned Aircraft Systems strategy and launched cyber exploitation over radio

frequencies product to counter small rogue drones and nefarious drone users. Published writer and

speaker on Counter Unmanned Aircraft Systems technologies (C-UAS).

TRUSTED COMPUTER SOLUTIONS (now a part of Raytheon), Herndon, VA 2007 – 2010

Vice President of Sales

Company Description: Trusted Computer Solutions was a small business focusing on building cross

domain products. Pioneered implementation of secure Linux.

Responsibilities: Lead 15 person sales team in selling cyber security solutions that enable government

agencies to share and access information securely across classified networks.

Accomplishments:

 Launched new products that drove 50% of company’s revenues.

 Hired/managed sales director, replaced underperforming sales personnel, and implemented sales force

automation process for products and services.

 Grew sales 30% in two years to $19M. Met or exceeded all revenue goals for three consecutive years. Closed

major international business in the Far East.

Alan R. Kraft – Page | 2 Cell: (703) 850-8777 ■ alankraft@verizon.net

NOVELL (now part of Micro Focus), Tyson’s Corner, VA 2003 – 2006

Vice President and General Manager

Company Description: Novell is an enterprise software company with solutions in identity

management and Linux solutions.

Responsibilities: I was hired to lead a sales and sales engineering team in the turnaround of

declining government market share.

Accomplishments:

________________________________________________________________________________

 Overhauled and rebuilt federal team with new hires focused on growing revenues in open source and identity

management federal market.

 Led campaign for open source and identity management product standards.

 Built business case to develop and market high-level security Linux offerings in intelligence and command and

control market. Drove development and launch of security products for Homeland Security.

 Stabilized and grew market share 10%, reversed declining revenue stream to 10% revenue growth year-

over-year, and reestablished and renegotiated profitable reseller relationships.

 Achieved major revenue wins by cultivating relationships with C-level executives and closed a first of a kind

federal multi-license contract. .

INFORMATICA, Tyson’s Corner, VA 2002 – 2003

Vice President of Federal & Mid-Atlantic Operations

Company Description: Enterprise Software company specializing in data warehousing, data extraction,

translation, and business analytics software and services.

Responsibilities: I was hired to lead a 10-person team of sales and system engineers to turnaround

declining revenue.

Accomplishments:_________________________________________________________________

 Directed sales, business development/capture, marketing, partnership and branding initiatives in federal market

and targeted, penetrated and grew business with Fortune 100 commercial accounts.

 Doubled revenues in first six months over prior year. Achieved President’s Club for improving revenue

performance. Sold to commercial, federal, and state and local customers.

 Overhauled sales team through focusing on performance management, hiring new talent, and adding nationwide

resources in remote locations.

 Successfully overcame fierce campaign by competitors to gain market share with integrators and resellers.

Negotiated key partnerships and added key contracts and GSA schedules.

 Aligned company’s focus on sale of both hosted applications and software to commercial and government

entities. Developed marketing plans and created advertising and packaging for new products.

NET COMMERCE CORPORATION, Tyson’s Corner, VA 2000 – 2001

Executive Vice President of Sales & Marketing

Company Description: Startup company providing ecommerce websites in providing business to business

software applications.

Responsibilities: I joined Netcommerce as a member of a three person executive team to direct sales and

marketing activities. Participated in venture funding and had profit and loss responsibilities.

Accomplishments:

 Aligned company’s focus on sale of both hosted applications and software to commercial and government

entities. Developed marketing plans and created advertising and packaging for new products.

 Successfully partnered with and branded solutions for resale by top 5 software company

Alan R. Kraft – Page | 3 Cell: (703) 850-8777 ■ alankraft@verizon.net

TRW, Inc (now a part of Northrop Grumman) 1997 – 2000

Vice President of Sales, Global Enterprise Solutions

Company Description: TRW was a diversified company specializing in IT integration, software testing,

Software services, auto parts manufacturing and financial services.

Responsibilities: I joined TRW as a part of the management team in spearheading a startup division to

focus on commercial ecommerce, ERP, CRM, network security and software testing. I built the capture

team to 50+ sales, business development, inside sales, sales engineers and sales engineers. P and L

responsibility.

Accomplishments:

 Opened remote offices (NYC, Kansas City, Atlanta, and Los Angeles).

 Built revenues to $25M in first year of operation and doubled revenues to $50M in second year

 Led M&A initiatives to acquire European ERP companies.

 Secured commercial revenue wins in global accounts for transportation, manufacturing, hotel, insurance,

telecommunications and finance industries (Verizon, Sprint, BankOne, Nationwide, Merrill Lynch, Nations Bank,

Marriott, Delta Airlines, America West, Bell South, Mars and Wheeling Steel).

 Closed company’s first major outsourcing contact ($100M; multiyear) to include ERP systems.

 Developed commercial integration strategy in a public sector oriented corporation, and created custom sales force

automation methodology and system, compensation plans, and career development programs.

Informix Software 1995-1997

Director of Federal Sales

Company Description: A leader in database software and big data

Responsibilities: I joined Informix to lead the business development and sales teams to expand the

company’s Federal footprint. Managed four managers and fifty personnel in sales, business development

and channel distribution to end-users, integrators and value added resellers to the Federal Government.

Products include Internet application development and operations technology, relational and object

relational databases, development tools, and consulting services

Accomplishments:

 Developed and implemented budgets, revenue goals, business plans and compensation plans for sales, business development

and finance departments. Performed additional duties as management oversight of finance department.

 Established a successful channel distribution network currently expanding to include all public sector markets.

 Reorganized business development and sales into a focused, consultative selling organization.

 Instituted a framework with international partners for a worldwide military line of business. Promoted team selling of

solutions across multiple accounts to increase productivity and revenue.

Sterling Software ( formerly Knowledgeware) 1992-1995

Area Vice President

Company Description: Knowledgeware was a computer assisted software engineering product. The

company was owned by Fran Tarkenton and sold to Sterling Software

Responsibilities: Lead 26 sales, marketing, system, business development and administrative personnel in

commercial, public sector, integrator and channel sales.

Accomplishments:

 Doubled government sales two consecutive years.

 Initiated successful telesales and marketing operations.

 Number one ranked sales and marketing organization two successive years

Alan R. Kraft – Page | 4 Cell: (703) 850-8777 ■ alankraft@verizon.net

Tandem Computers, Inc. 1985-1992

Regional Sales Manager

Company Description: Manufacturer of fault tolerant computers and software for high transaction and high

availability systems.

Responsibilities: Lead the Southern California district sales organization of 9 sales and 13 support personnel

in marketing to commercial, custom software house and public sector customer base. Promoted to Regional

manager for Federal sales.

Accomplishments:

 Major successes in communication, manufacturing, finance, POS, entertainment, distribution, medical, aerospace, and

networking application.

 Expanded the sales into new accounts in the Southern California area.

 Leading edge manufacturing techniques for government contractors

 Member of 100% club multiple times.

Datapoint 1982-1985

Branch Manager

Company Description: Pioneer in local area networking, communication and mini computers

Responsibility: Promoted from Navy Sales Representative to West Coast Branch Manager leading 6 remote

sales representatives.

Accomplishments:

 Exceeded revenue goals every year.

 Expanded sales organization and closed new Federal accounts on the west coast.

IBM 1982-1985

Sales Representative

Company Description: At the time, a manufacturer of office products, mini and main frame computers and

software

Responsibilities: Hired as a sales representative in the Federal Office Products Division. Promoted to the

Mini Computer Division selling to the commercial marketplace

Accomplishments:

 Initiated retail sales of IBM products in the IBM storefront.

 Attained 100% Club every year.

 Initiated sales strategy integration between different IBM Division.

US Navy 1982-1985

Naval Surface Warfare Officer

Responsibilities: Junior Officer assigned to US Navy Destroyers and Staff of Cruiser Destroyer Group

Alan R. Kraft – Page | 5 Cell: (703) 850-8777 ■ alankraft@verizon.net

Accomplishments:

 Qualified as Surface Warfare Officer

 Awarded Navy Commendation Medal for actions saving lives after a collision are sea between an aircraft carrier and cruiser.

 Qualified as an Officer of the Deck and Fleet Officer of the Deck (Responsible for Task Force maneuvering)

 Recommended to promotion as Lieutenant Commander.

Education / Additional Information

Bachelor of Science, Analytical Management – United States Naval Academy

Various IBM and professional sales training programs and methodology

Board of Advisors – Collabraspace Corporation

US Navy Commendation Medal

Company Commander at the US Naval Academy

Eagle Scout.

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