GEORGE ANDREWS JR.
Ormond Beach,FL
Summary
Program Management, Service Delivery, and Business Development Executive Delivering IT Transformation, Revenue Growth, and Satisfied Customers Highly accomplished and versatile Sales and Delivery leader with extensive experience driving sales and revenue growth of innovative solutions and complex modernization programs. Value proposition is based on teamwork, creative effective problem solving – distilling complex problems into clear actions; building strong customer relationships, delivering highest level customer satisfaction; developing high performance teams led through contagious enthusiasm and positive attitude; proven contract negotiator with exceptional communication and relationship building skills. Technical and Leadership domains and strengths include Complex portfolio and program management, strategic outsourcing, networking, collaboration, Cybersecurity, AI/ML. Cross Domain Solutions, Data center/cloud computing, IT consulting, IT Service Management, Business continuity and secure application development using Agile and Waterfall methodologies using industry-leading portfolio, program, and project management tools. Industry experience in Information Technology for Public Sector, Retail, Financial Services, Distribution, Media and Entertainment, Transportation and Hospitality / Travel. Possess Interim TS Clearances and formerly held TS/SCI Clearance with CI Polygraph-Intelligence Community. Provided direct service delivery support to the following US government agencies: Army, Navy, Space Force, Air Force, NSA, NRO, NGA, DHS, CISA, DLA, DIA, DLA, Treasury, and Energy.
Business Operations Executive offering an over 25-year history of leading strategic and tactical business initiatives. Proven expertise in large-scale business transformation and change management to consistently exceed company objectives. Offering effective communication, team building and coaching skills with commitment to fostering company vision and building professional culture rooted in trust and mutual respect.
Functional Senior Director driving proven results within multiple industries including Federal Government, Finance, Retail, Hospitality, and Information Technology. Manages complex occupational issues while meeting business objectives. Strong operational skills and solid experience regulating policies and managing budget expenditures. Collaborates with management teams and stakeholders to uphold company vision.
Results-driven leader adept at guiding high-performing teams and implementing strategic initiatives to drive business success. Known for fostering collaborative environment and achieving measurable milestones. Exhibits strong leadership and adaptability to changing business needs.
Senior executive with proven track record in driving growth and operational excellence. Adept at strategic planning, project management, and leveraging data to inform decisions. Strong focus on fostering team collaboration and adapting to changing business needs. Highly skilled in leadership, communication, and delivering impactful results.
Knowledgeable senior leader with a proven history of leading high-performing teams and executing strategic initiatives that drive organizational growth. Successfully directed cross-functional projects that resulted in significant process improvements and operational efficiencies. Demonstrated leadership and communication skills in fostering collaborative environments and delivering impactful results.
Overview
27
27
years of professional experience
1
1
Certification
Work History
Sr. Director Business Development – IT Division
CONCURRENT TECHNOLOGIES CORPORATION
08.2023 - Current
- Led the full sales lifecycle for new market penetrations for a non-profit Applied Research and Development and Professional Services company serving the DoD and Intelligence Community with specialties in Cloud Architecture and Security, Cybersecurity, Data Management and Analytics, Agile DevSecOps Software and Infrastructure Development, Edge Node Solutions, and Artificial Intelligence/Machine Learning solutions.
- Defined and implemented a multi-year penetration strategy for growth, emphasizing new Agency penetrations to further diversify the business diversification within DoD/IC, and the Federal Civilian markets.
- Supported our Service Delivery leaders with organic growth within existing customers.
- Prioritized near-term captures on existing corporate and personal relationships and past performance.
- Established and maintained a $31B Growth pipeline including Prime, and Subcontract opportunities, and new Contract Vehicles – quadrupling the pipeline within the first 120 days.
- Increased utilization of OTA proposals and Congressional Appropriation Requests using organic, relationship-based sales techniques and CTC’s DoD consortia.
- Completed research and services offering development for new competencies in Post-Quantum Cryptography, and DoD Cybersecurity Maturity Model Certification.
- Initiated the development and publishing of white papers highlighting our thought leadership in Cross Domain Solutions, Cybersecurity, and Post Quantum Cryptography.
- Successfully awarded seats on the DLA JETS 2, and EPA MRITTS vehicles.
- Signings for proposals and new vehicles pending award expected to exceed $60 million dollars.
- Cultivated a culture of innovation by promoting creative thinking and encouraging employees to take calculated risks in pursuit of solutions.
- Led development of business operation processes and policies.
- Developed strong relationships with key industry partners, fostering collaboration and mutual growth opportunities.
- Led cross-functional teams to successfully launch new products, meeting deadlines and budgets.
- Championed continuous improvement initiatives to drive operational excellence within the organization.
- Planned and integrated project and program schedules.
- Met with department supervisors and provided staff support to attain organizational goals.
- Managed risk effectively by identifying potential threats, developing contingency plans, and implementing mitigation strategies in line with overall business objectives.
- Set strategic plans and attainment goals to strengthen operations and drive growth.
- Fostered work culture of collaboration and inclusion to increase morale and reduce turnover.
- Drove strategic improvements to enhance operational and organizational efficiencies.
- Directed design and execution of business transformation initiatives to drive performance, profit optimization and growth opportunities.
- Instituted formal operating procedures and enforced adherence to policies and regulations that impacted bottom-line.
- Established data-driven decision-making processes and implemented best practices in analytics to optimize performance across the organization.
- Implemented cost-saving measures through effective resource allocation and budget management.
- Enhanced internal communication channels, resulting in improved information flow and decision-making processes.
- Achieved departmental goals by developing and implementing strategic plans and initiatives.
Director, Business Development
KARSUN SOLUTIONS
01.2021 - 01.2023
- Leading the opportunity identification and qualification process for a CMMI-Level 5 certified provider of leading-edge Agile enterprise modernization, cloud migration, SAAS, PAAS, Artificial Intelligence, Machine Learning, and data management services company serving the US Federal Civilian marketplace. Each $100+M Program portfolio incorporate CI/CD, continuous testing, sprints ranging from 3 to 8 weeks, using repeatable, adaptive, and/or customized processes.
- Drove the implementation of streamlined processes for deal qualification and the initial gating of opportunities to obtain proposal funding while increasing the capture runways from 4 months to 12 months.
- Implemented an updated CRM solution to improve the efficiency and effectiveness of Marketing and Sales.
- Established a $27B Growth pipeline including Prime, Subcontract, and Joint Venture-led opportunities - doubling the pipeline within 12 months while implementing a diversification strategy to expand Karsun’s footprint beyond its existing client base.
- Authored RFI responses and supported proposal development to improve the quality of Karsun’s proposals.
- Signings for submitted proposals pending award and/or protest resolution expected to exceed $170 million dollars.
- Collaborated with Program Managers, Practice Leaders, and Senior Leadership to document Karsun’s agile processes and tools for proposals and Marketing collateral.
- Directly engaged with the following Cloud, SAAS, and PAAS partners on strategic and tactical planning: AWS, Salesforce, UiPath, ServiceNow, RedHat, and Appian.
- Authored whitepapers for direct email campaigns focused on Continuous ATO using cloud native services and Agile DEVSECOPS methods.
Program Manager, Next Generation Store Network (NGSN)
APEX SYSTEMS @ ADVANCE AUTO PARTS
01.2018 - 01.2021
- Transformative change agent responsible for the definition, evolution, and delivery of a skills-based call center solution capable of improving top and bottom-line results of Advance Auto Parts commercial line of business by improved Customer experiences. Successfully reduced the call abandoned rates by over 80% across all stores in the USA and Canada which helped drive an increase in top line sales exceeding $50M per year.
- Developed and tested a proof of concept of the solution that piloted in AAP and CARQUEST stores in 2Q and 3Q2021, with scaled enterprise-wide deployment initiated in 90 days.
- Led the Line of Business and Executive Stakeholders implementation of SAFe Agile methods to manage Organizational Change associated with the various operating models in each District.
- Developed a scalable deployment model to upgrade all CPP workstations for each Point of Sale System.
- Led the enterprise team that developed and tested a minimum viable product integrating Salesforce and Five9 solution for basic call center and CRM functions in stores. Led the facilitation with Enterprise stakeholders, the SAFe Agile development, and ITSM teams to establish and execute the modernization and support plan for the legacy applications to integrate the new Connected CPP operating model.
- Innovative, driven leader responsible for the rescue of a $48M transformational IT managed service that delivers and operates a standardized SDWAN and IP Telephony solution at over 5,100 Advance Auto and CARQUEST stores across the United States. This initiative is enhancing Advance Auto’s market leadership through improved customer experiences and the delivery of cloud-based solutions to stores, all while reducing operating costs.
- Developed and implemented a scalable delivery model capable of modernizing up to 70 stores per night, four nights per week.
- Achieved on-schedule completion in 2Q2021 opening the expansion of NGSN to Canadian operations.
- Lead PMO contributor to the design and implementation of ServiceNow to modernize the IT Service Management process across AAP and its managed service providers.
Senior Business Development Manager, Classified Network Services (CNS)
CISCO SYSTEMS
01.2016 - 01.2018
- Innovative, creative, and collaborative leader responsible for establishing and implementing processes and providing direct Business Development and Subject Matter Expertise support required to drive triple-digit pipeline growth and corresponding revenue growth of opportunities for Cisco Managed SAAS, PAAS, and IAAS services for US Public Sector customers with data sovereignty, data protection, and delivery at classification requirements.
- Doubled the year-to-year pipeline growth of qualified managed services opportunities in both 2017 and 2018, allowing Executive Leadership to focus on increased deal depth and forecasting of signings.
- Developed, implemented, and supported tools, processes, and training to facilitate efficient small deal qualification, pricing, and a more formal, Shipley-based capture management processes for large deals and Requests for Proposals from Public Sector clients.
- Primary Business Development focal point for the planning and launch of Cisco’s Hosted Collaboration Solution for Defense (HCS-D) – Cisco’s first Impact Level 5 cloud delivered SAAS/PAAS/IAAS service. Teamed to develop required launch, sales, and adoption collateral.
- Lead editor and content creator for the development of required sales collateral across all CNS offerings.
- Effectively led the CNS managed services proposal and RFI response teams for all Department of Defense, Federal Civilian, SLED, and Intelligence Community clients, including creation and delivery of unsolicited proposals. Signed Managed Services exceeded $60M TCV.
Project Executive
IBM GLOBAL TECHNOLOGY SERVICES
01.1999 - 01.2016
- Results-driven, client focused Program Management leader of strategic Application Development and Maintenance outsourcing, managed services, and IT consulting contract portfolios for customers in Financial Services, Travel & Transportation, Retail, Distribution, Media & Entertainment, and Public Sector industries. Led 300+ person transformational service delivery teams in Waterfall and Agile Application Development and Maintenance, and IT Service Management in matrixed and hierarchical organizations.
- Achieved on-time, profitable delivery and organic base growth averaging 30% on each contract through effective financial management, timely, effective service delivery, aligning innovative IT solutions to client business needs, and effective partnerships with clients and internal sales teams.
- Achieved average client satisfaction scores of 9 (of 10) with 2+ point improvement on inherited contracts.
- Exceptional track record in Program Recovery – bringing troubled programs back to good health – improving IBM financial performance, delivery performance, and client satisfactions.
- Guided execution of large, complex programs for commercial and government clients seeking to implement multi-cloud IT transformation and improved business resilience including the development and testing of enterprise business continuity plans.
- Guided process improvements and enhanced technology deployment and support methods resulting in $75M expansion of Managed Print services business at a large “Big Box” retailer.
- Quarterbacked initiatives to drive up to 20% cost reduction in service delivery through automation and implementation of new staffing models.
- Developed and introduced new IAAS product offerings, delivery and governance models in Mobility, Managed Print, Wireless Networking, and Resilience services. Innovations helped deliver $50M revenue streams in consulting and managed services for commercial customers in retail, hospitality, and a classified Intelligence Community agency.
- Served as Capture Manager for consulting and strategic outsourcing contracts of $150M+ for counter terrorism within the Intelligence Community.
Education
Master of Science - Industrial Administration
Purdue University
West Lafayette, IN12.1987
Bachelor of Science - Quantitative Business Analysis
Pennsylvania State University
University Park, PA05.1981
Skills
- Sales and Business Development
- Customer Relationship Management
- Product, Portfolio, & Program Management
- Troubled Program Recovery
- Technology Strategy & Planning
- Services Offering Development
- Financial Planning and P&L Management
- IT Operations and Management
- Hybrid IT Transformation (Cloud)
- Application Development
- IT Strategic Outsourcing
- Business Resilience
- Organization Change Management
- Vendor and Business Partner Management
- Agile SCRUM
- SAAS/PAAS/IAAS Implementation and Support
- Cybersecurity
- Post Quantum Cryptography
- Foreign Military Sales
- Other Transaction Authority Contracting
- Culture transformation
- Collaborative leadership
- Team management
- Reporting expertise
- Team building
- Prospecting skills
- Team building and motivation
- Stakeholder relations
- Data analytics
- Administrative oversight
- Policy implementation
- Core values management
- Key performance indicators
- Pipeline development
- Practice operations management
- Innovation management
- Relationship building
- Budget management
- Time management
- Verbal and written communication
- Contract and vendor management
- Strategic planning
- Analytical thinking
- Coaching and mentoring
- Client relations
- Leadership development
- Hiring and retention
- Financial analysis
- Risk management
- Performance management
- Talent acquisition
- Staff management
- Content development
- Conflict resolution
- Employee development
- Goal setting
- Sales management
- Story pitching
- Project management
- Negotiation
- Creativity and innovation
- Budget control
- Business planning
- Program management
- Market analysis
- Stakeholder engagement
- Financial management
- Process improvement
- Vendor relationship management
- Legal and regulatory compliance
- Staff development
- Government relations
- Issues resolution
- Contract negotiation
- Contract management
- Change management
- Corporate communications
- Information technology management
Accomplishments
- Led formation and operation of the largest Java application development organization using waterfall methods at Lockheed Martin supporting major Intelligence Community (IC) Agency and a $50M contract portfolio.
- Captured $15M strategic outsourcing engagement for large Intelligence Community Agency using < 80 hours of Bid and Proposal funding.
- Led $80M foreign military sales program including procurement, delivery and installation of computing infrastructure and all mainframe and client server software development.
- Identified new business opportunities in command and control (C2) systems generating $1.5B+ in sales.
Certification
- Project Management Professional, Project Management Institute
- SCRUM Fundamentals Certification, Scrum Alliance
- Customer Engagement Masterclass Certification, Hi-Q Group
Timeline
Sr. Director Business Development – IT Division
CONCURRENT TECHNOLOGIES CORPORATION
08.2023 - Current
Director, Business Development
KARSUN SOLUTIONS
01.2021 - 01.2023
Program Manager, Next Generation Store Network (NGSN)
APEX SYSTEMS @ ADVANCE AUTO PARTS
01.2018 - 01.2021
Senior Business Development Manager, Classified Network Services (CNS)
CISCO SYSTEMS
01.2016 - 01.2018
Project Executive
IBM GLOBAL TECHNOLOGY SERVICES
01.1999 - 01.2016
Master of Science - Industrial Administration
Purdue University
Bachelor of Science - Quantitative Business Analysis
Pennsylvania State University