SILAS J. MANUEL, (240) 603-3861, silasmanuel@aol.

com
Developing new Business by Leveraging Corporate Expertise and Performance
Distinguished, proven, and quantifiable 30 years of end-to-end Federal Civilian and DOD business development and capture
track record working with Government and IT Executives, business owners, and end users. Achieved significant business
mission critical targeted opportunities and drove successful price to win strategies. He consistently exceeded sales expectations
by following structured business development and capture processes. Depth and breadth of experience includes, but is not
limited to, conducting assessments of Government mission critical business issues, identifying business problems, and providing
business and technology solutions while leveraging existing investments to maximize optimal performance. Knowledge and
solid technical foundation in complex enterprise solutions include; cognitive computing, artificial intelligence, unmanned
systems, application development, desktop, server, and storage virtualization, enterprise application integration, web
security, email encryption, databases, work flow, business process management, logistics, asset management, help desk, alert
management and incident notification, data center consolidation, remote secure access, continuity of operations/disaster
recovery, and IT cyber security regulatory compliance solutions.
Professional Strengths and Abilities

Business development
Program management
Client relationships
Sales and marketing

Capture management
Strategic planning
Contract negotiations
Strong peer relationships

Proposal management
improvement
Change management
Process improvement
Organizational analysis

A Career delivering new Business Technology Solutions and Consulting Services

BLUEWATER FEDERAL SOLUTIONS, Inc.
Feb 2013 to Mar 2015
Director Business Development and Capture
Managed and developed business opportunities to solve information technology problems, provide program management and
acquisition support, and provide security operations support utilizing Unmanned Aerial Vehicle technology, cognitive computing,
and technical subject matter experts. Pursued opportunities and captured intelligence in support of business opportunities in the
Department of Homeland Security, US Citizenship and Immigration Services, Transportation Security Administration, Veterans
Administration, DISA, US Navy, USAF, State Department, GSA, DHA, and the Federal Aviation Administration.
Spearheaded, drove, and developed an exclusive cognitive computing consulting practice with renowned Dr. Stephen Thaler,
which is one of the few of its kind in the United States
Identified and negotiated with new Teaming partners, from large and small businesses to construct best value solution teams
that support client requirements including developing a Joint Venture to capture a IDIQ contract.
Submitted eight proposals totaling over $160M that is currently in source selection and closed $15M in sales.
Responsible for discovering, pursuing and winning IDIQ, GWAC, and developed strategy and capture plan to win a
GSA OASIS Pool 1 contract.
Corporate focal point to customers and prospects in all sales and business development activities.
Performing Business Development and Capture currently on over 20 pipeline opportunities totaling over $450M.
.
WHITNEY BRADLEY & BROWN, INC. (Merged with NETSTAR-1)
Jan 2011 to Dec 2012
Director Business Development
Developed opportunities for unmanned aerial system consulting services, IT Support Services, Management Consulting Services,
and financial management consulting services by building relationships with key Government CXOs and Program Managers.
Pursued opportunities and captured intelligence in support of business opportunities in the Department of Homeland Security, US
Citizenship and Immigration Services, Transportation Security Administration, Veterans Administration, Commerce Department,
State Department, and the Federal Aviation Administration.
Performed Business Development, Capture, and Proposal Management.
Won a five year FAA National Airspace Engineering Contract for $300M.
Identified and negotiated with new Teaming partners, from large and small businesses to construct best value solution teams
that support client requirements.
Responsible for discovering, pursuing and winning IDIQ, GWAC, and developed strategy and capture plan to win a
GSA OASIS Pool 1 contract.
Corporate focal point to customers and prospects in all sales and business development activities.
Authored several program management, business, and financial management consulting position papers and white papers.
Collaborated with WBB lines of business/sectors to develop marketing, teaming, win strategies, and business solutions.
Developed key WBB knowledge of agency strategic programs and future initiatives.
Knowledge of Government laws, statutes, directives and mandates proved critical to the successful performance and
governance of contracts.

ACCELERA SOLUTIONS
Director of Business Development (Citrix CCSP)
Jul 2009 to Aug 2010
Sold cloud computing and virtualization business solutions, to include Server, Application, Desktop, and Storage virtualization;
web application devices; and cloud computing solutions to multiple Federal agencies: Dept of Commerce, NOAA, PTO, Census
Bureau, DOT, FAA, Volpe, U.S. Postal Service, Veterans Affairs, NASA, HUD, GSA, and SEC.
Developed successful business partnerships and strategies focused on C level Executives and technical Directors.
Focused on changing companys business model from tactical to strategic.
Networked with key business executives from major systems integrators and developed
Created new Federal business channels with HP, IBM, Catapult, Standard Communications.
Worked with Systems Integrators and Business Partners, IBM, Lockheed, Vangent, NetApp, Appsense, Citrix, VMware,
and Carahsoft, to bid on virtualization and cloud computing initiatives.
Garnered $2M in revenue and reviewed and negotiated teaming agreements.
Worked on ACT IAC VA VistA (Electronic Healthcare Record) legacy modernization project and
developed recommendations to VA CIO.
Assessed client/prospect virtualization and cloud computing requirements; worked with technical team to architect a solution.
Developed winning strategies to successfully win business at VA, DOT, Commerce Dept, NOAA, and OS, USPS, Securities
and Exchange Commission, and GSA.
Proposal Manager and Capture Manager on major RFPs for Health and Human Services (HHS) and Veterans Affairs.
Became acknowledged expert on solving IT business issues, such as consolidating data centers, providing secure remote
access (TeleWork), developing continuity of operations/disaster recovery solutions, reducing data center energy consumption
(Green IT), and delivering applications to the desktop environment.
ALARMPOINT SYSTEMS, Inc.
Director Business Development
Mar 2008 to Apr 2009
Provided alert management, incident notification, and continuity of operations enterprise software solutions to Federal
Agencies, System Integrators and technology partners .
Developed successful business and capture strategies to all Federal Accounts, civilian agencies and Department of Defense.
Managed Federal partner channel with HP, IBM, BMC, and with Systems Integrator Partners.
Analyzed and developed an enterprise solution for the Treasury Dept, U.S. Postal Service, Dept of Agriculture, Freddie Mac,
GSA, and other civilian and DOD agencies.
Developed successful Federal marketing strategy, identified opportunities, and collaborated with teaming partners to develop
solutions and build pipeline.
Wrote proposals and responded to RFPs to secure new business as a part of the capture process.
Built network of Federal Chief Information Security Officers to understand security requirements and architect solutions.
POSTX/IRONPORT/CISCO (Acquired)
Oct 2006 to Mar 2007
Federal Sales Executive/Director
Developed enterprise email encryption solution to Federal Agencies and Commercial firms.
Responsible for all Federal Accounts, Eastern Region State, Local, and commercial.
Successfully captured business opportunities with Commerce/OCIO/Census, VA State DMV/VEC, Carmax, DOD/OSD.
Developed strategic relationships with Multimax, Northrup Grumman, Accenture, QSSI.
Responsible for developing successful Federal business strategy, opportunities, and closing business.
Worked with Technical team to identify key security issues and architect a solution to solve problems.
WATCHFIRE, INC/IBM (Acquired)
Federal Civilian Account Executive
Jul 2004 to Aug 2006
Captured new software license business with Dept of Transportation, Office of Personnel Management, US Agency
for International Development, Agriculture Department, and Dept of Interior.
Assessed clients web based application security risks and vulnerabilities and provided solutions.
Developed successful Federal Civilian business strategies and opportunities.
Organized effective sales and marketing campaigns.
Utilized network of contacts to establish new business relationships.
WEBMETHODS, INC/SOFTWARE AG (Acquired)
Regional Sales Manager
Jun 2003 to May 2004
Provided software solution to Justice Department, Internal Revenue Service and State Department.
Evaluated clients information technology problems and presented solutions.
Achieved 200% of sales quota; managed key account and closed a $3.2M software license.
Developed teaming relationships with major systems integrators on major Federal Programs.
Developed network of Government C level Executives to position application integration solutions.

PEREGRINE SYSTEMS, INC. (Merged with Remedy, Inc.)

Senior Account Manager
Feb 2001 to Jun 2003
Provided enterprise-wide infrastructure management software including help desk and asset management solutions to Federal
Civilian Agencies and commercial corporations.
Developed and Captured $10M enterprise software opportunity with the Federal Aviation Administration.
Developed and Captured $2M asset management solution to Transportation Security Administration.
350% of quota and achieved Elite Presidents Club status.
SALES AND MARKETING CONSULTANT
Sold IT Services to Departments of Transportation, Commerce, and Agriculture.
Developed account and territory plans and presented capabilities to key decision makers.
Assessed agency IT requirements and worked with technical team to recommend solutions.
Negotiated task orders and contracts with Contracting Officers and teaming partners.
Served as Proposal Manager on key IT initiatives.

Dec 1999 to Feb 2001

LITTON/PRC
Senior Account Manager
Nov 1996 to Nov 1999
Provided information technology solutions and services including, Year 2000 (Y2K), Internet/web, software development and
help desk support to 6 Federal civilian agencies.
Achieved Presidents Club in 2 consecutive years; 200% of Quota in 1999.
Directed sales team consisting of Engineers, Marketing Support, Proposal Team, and Telemarketing personnel.
Partnered with H-P, Oracle and Cisco and closed business with State Department, USAID and DOT.
Developed over $200M in technology business including consulting services.
INFORMIX SOFTWARE
National Account Manager
May 1993 to Nov 1996
Developed relational database management systems software, consulting support, and training to Department of Agriculture
and Department of Transportation direct and through systems integrators.
Developed sales and marketing strategies to capture new business.
Worked on data warehousing, geospatial, smart card, and flight simulation projects.
Developed $1M business opportunity with the Department of Agriculture.
Served on the project management team to design the FAAs aeronautical information subsystem.
Worked on electronic data interchange, networking, software development and telecom projects.
Won a $3M contract with the FAA on the Aeronautical Information Subsystem program.
SOFTWARE CONTROL INTERNATIONAL
Sales/Business Development
Developed IT services to the Dept of Transportation
Managed sales and telesales team.
Developed business plan and sales strategies.
Worked on information engineering, multimedia, networking, and training projects.
Contributed to proposal development and capture teams to build winning proposals.
Developed network of key IT Executives in the Federal Government.

1989 to 1993

DATA & RESOURCE MANAGEMENT, INC.

Principal
Developed IT support services and managed key accounts and contracts.
Conducted market research and technology assessments for clients.
Built successful teaming relationships with integrators.
Worked on teams to analyze, design, and develop management information systems.

1982 to 1989

Education
National-Louis University, Evanston, IL, BA Management (3.9 GPA) 1995
George Mason University, Fairfax, VA 1977 to 1980