Michael J. Maglothin

Experience

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  United States Air Force

  Jan 2000 - Jan 2005

  Operations Manager

  Active duty Security Forces officer and leader for 100+ military members providing Force Protection. Law Enforcement and nuclear security shift duty commander. Deployed as Base Commander’s Chief of Anti-Terrorism.

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  BTAS, Inc.

  Jan 2005 - Jan 2008

  Senior Systems Analyst

  Senior technical advisor to Air Force Program Office responsible for $1.5B in long-term, Global acquisition and systems integration of the latest security capabilities. Provided project management, solicitation development, systems engineering, requirements management and traceability, specifications, designs, and life cycle management according to the Defense Federal Acquisition Regulation (FAR). Supported solicitations, RFPs, Request for Quotes (RFQ), and Statements of Work (SOW). Systems engineering and design expertise for dozens of military base upgrades, also specific assets: nuclear weapons, Air Force One, Space Shuttle, and other highly-critical assets. Established office’s Modeling & Simulation capability to analyze security scenarios and develop designs Show less

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  Boundary Security (BSEC) Planning Corp

  Jan 2008 - Jan 2010

  Managing Technical Director & Co-Founder

  Venture capitalist-backed start-up company's entrepreneurial sales strategist and solutions innovator. Brought to market a disruptive software and system design planning software. Transferred Intellectual Property (IP) from Israeli Ministry of Defense to the U.S. for Federal Government and global business development. Supported customer engagement activities, bolstered marketing and branding, supported proposal development, and secured contract for joint product development activities with Boeing on U.S. border program. External teaming agreements with Fortunes and other innovators. Scouted new office, designed its floor space, established showcase tech lab with state-of-the-art IT supporting high speed big database network architecture, recruited a team of technologists, Professional Engineers, and SMEs. Show less

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  RhinoCorps Ltd. Co.

  Jan 2010 - Jan 2012

  Software Sales & Field Director

  Technical analysis, advisory services, and program management consultation for Department of Energy (DoE) security clients. Provided consultation to define requirements and communicate their customer security need as justification for business cases and high value risk management investments. Software development for new GUI to Vanguard and developing Archos’ Artificial Intelligence (AI) battlefield behaviors. Program management of engineering contracts for multiple “Manhattan Project” fissile material handling contracts and sites: - Highly Enriched Uranium Materials and Uranium Processing Facilities security ops evaluations- Analyzed Savannah River Site’s, Mixed Oxide Fuel Fabrication Facility security design concepts- Office of Secure Transportation, Safeguards Transporter security ops optimization support Show less

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  Honeywell

  Jan 2012 - Jan 2015

  Director, Business Development

  Sales and capture management leadership for cross-functional organization excellence of large and geographically-dispersed customer relationship and matrix pursuit teams. C-level presentation skills: corporate adviser for multinational’s Security and Intelligence global solutions and services group. Authority on annual forecasting, sales cycle and pipeline, marketing, business plan execution for new territories and strategic accounts, solicitation responses, and financial analysis. Negotiated NDAs and teaming agreements with external partners and vendors. BD and capture lead for all New England, Air Force security, and FMS security solution services pursuits. Led 100% of BD and capture process for each opportunity: maintained Salesforce CRM and pipeline, coordinated gate reviews, Black Hats, and Color Team reviews; developed value propositions, managed Basis of Estimates (BOE), price-to-win, and activities of up to 50 indirect reports: legal, contracts, proposal, writers, operations, engineering, finance, HR, consultants, and partners. Financial management of $2M B&P budget.- Win rates: 57% New Business, 67% Recompetes, 67% IDIQs within a $1B+ pipeline- BD and capture manager for USAF Force Protection Site Security Systems “FPS3”($486M ceiling)- Proposal manager for corporate-wide submission for GSA Schedule 84- Sole-sourced $11.5M of Fall-Out for Law Enforcement Officer Safety Act (LEOSA) credentialing- Qatar Emiri Naval Forces Base Security Facilities BD and capture lead (NPP/0058, $360M) Show less

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  General Dynamics

  Jan 2015 - Jan 2016

  Director, Business Development

  Winning BD strategy and best-in-class technical approaches within the security enterprise and IT technical solutions acquisition space, and across Public Sector and Government markets. Leadership from initial gate through to award. Responsible for strategy and business sales plans, competitive intelligence, color team reviews, win strategy, value proposition, identifying discriminators, and proposal development. Formulated bids, determined revenue forecasts, and led business practices for sales management. Negotiation for teaming agreements with OEMs and vendors, channel partners, and subcontractors. Managed division's Dynamics CRM supporting analytics and data driven by dozens of users. - In first year, achieved 10% of entire Division’s total FY16 sales goal- Captured $6.6M Air Force Host Based Security System (HBSS) cyber security FFP (LPTA) task order- Moved six opportunities into proposal writing (RFP) phase with a combined value of $150M - Led solution development and written responses for almost a dozen market surveys (RFI) - Egypt border security in both Commercial and FMS/DCS program phases- Lead for GSA Schedule 84, Total Solutions for Law Enforcement, Security, Facilities submission- Grew $600M pipeline of U.S. and Foreign commercial, defense, security, and IT opportunities Show less

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  L3 Technologies

  Jan 2017 - Mar 2019

  Promoted to oversee new division responsible for Salesforce and Dynamics CRM Reporting and Analytics, Quotes and Orders, Channel and Distributor Sales Enablement, B2B Inside Sales, and RFP and Tender Bids & Proposals functions across commercial and International government markets. Managed a multi-territory global team supporting growth and expansion of L3 security and detection solutions for aviation, transportation, government, and critical infrastructure. Responsible for over $1B in total bid value, and 150+ submissions annually. Show less Predictive studies of customers, applying strong emotional IQ and "street sense," especially towards planning negotiation of terms on multi-million dollar B2B and B2G contracts. Owned market strategy and campaign business planning. Sales, capture management, and proposal visionary for large efforts. Drove front line sales team effectiveness through a focus on positioning to win. Mentored sales in understand customer’s needs and tailoring matching solutions. Formulated market assessments and forecasts, and comprehensive competitive analysis. Show less

  • Director Global Sales Operations

    Jan 2018 - Mar 2019

  • Principal, Strategy & Solutions

    Jan 2017 - Jan 2018
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  S2 Global

  Apr 2019 - now

  Promoted to lead international business unit: programs management, capital investments, sales operations and opportunity capture.

  • International CertScan Delivery

    May 2021 - now

  • Director, SaaS Deployments

    Apr 2019 - May 2021