James Nicholas DiClementi
Leesburg,VA
Summary
Results-driven Business Development and Enterprise Capture Leader with 25+ years of experience, including 15 years in IT services and computing equipment, driving strategic top-line revenue growth across the federal services and technology industry. Experienced in shaping, leading, and winning complex federal procurements valued up to $8.5 billion, across the Federal Civilian (especially VA and DHS), and Defense Sectors (especially Army and Navy). Proven record securing over $20 billion in federal contract awards for prime contractors, nontraditional defense contractors, and small business integrators. Experienced in healthcare, soldier protection account management, and vertical market development. Expert in the full business development lifecycle, capture strategy and execution, pipeline development and prosecution, RFI and proposal preparation, cross-functional leadership, and client engagement.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Capture Executive, Enterprise Strategic Pursuits
ManTech Advanced Systems International, Inc.
Leesburg, Virginia
08.2023 - Current
- Planning and executing enterprise-level captures for key strategic pursuits within the company’s Federal Civilian and Defense Business Sectors, in compliance with the company’s Corporate Business Acquisition Process, intertwined with unique, creative technical approaches, and innovative value propositions for specific opportunities.
- I place a premium on early and significant client engagement, the formulation of unique value propositions, a win strategy, and capture plan development.
- Currently responsible for five (5) major strategic opportunities with the VA, DHS, Army, Navy, and DHA, worth $3.5 billion in aggregate value.
- Secured over $400M to date in total new contract value, with an additional $500M potential revenue still in source selection.
Director of Business Development & Capture-Federal Sales
NCS Technologies, Inc.
03.2018 - 08.2023
- In a concerted effort to grow this Small Business IT hardware and software company into a mid-tier growth company, identified, cultivated, and captured large and strategic long-term business opportunities with Federal Civilian and Defense Agencies involving Agency Wide mission-critical programs.
- Worked closely with the Company President, Sales & Pricing Teams, Technical/Product/Pricing Specialists, and Team Partners to position NCS ahead of emerging Agency contract opportunities throughout the entire Capture Lifecycle.
- Personally, I served as Capture Manager and subsequently, Federal Account Manager, for new strategic accounts where an initial foothold was secured.
- Built, maintained, and prosecuted a viable 2–3-year Opportunity Pipeline promising at least 5X corporate annual revenue goals derived from $3-$5B in qualified opportunities.
- Attained a 320% Aggregate Sales Growth by securing over $1.5B in new awards, mostly single-award BPAs, IDIQs, or Task Orders.
- Won a “white space” single award “Provisioning as a Service” BPA ($470M) contract with the VA, followed by two additional single award BPAs with VA totaling $300M within the following 2 years.
- Won six of six major recompeted contracts with 4 different Agencies.
- Expanded route-to-market channels for the company’s key businesses through growth of the company’s OEM/Prime Contractor Partnership network.
- Secured long-term subcontract with leading SI as single-source sub-assembly provider for afloat enterprise networks for Defense platforms.
Federal Civilian Account Executive
Leidos, Inc.
05.2016 - 03.2018
- Focused on rejuvenating key legacy businesses by creatively winning several critical contract renewals, as well as key GWAC Task Order bids, and cultivating new growth opportunities for emerging service areas across several business units.
- Served as Account Executive for several key accounts with DHS, DOE, and NASA.
- Collaborated with Account Executives for Defense, Health, and Security sectors in devising new integrated market growth.
- Managed several direct reports, along with leveraging cross-functional resources.
- Focused on developing strategic New Market Growth Plans for both Federal Civilian and Defense sectors.
- Attained 10%+ Annual Growth rate within a stagnant portfolio involving mostly legacy services.
- Secured company's first Federal multiple-award contract with DOE’s Energy Savings Performance Contract (ESPC) Program ($100M) involving U.S. military bases.
- Won 4 out of 5 major recompeted contracts involving 3 different Agencies (totaling ~$1B in new awards).
- Secured the next-generation single award contract with DHS-TSA involving Hazardous Materials Management/IT Services at airports worldwide ($250M).
- Main Proposal Writer for large-scale DOE Low-Level Radioactive Waste Initiatives, resulting in a single multi-billion contract award.
- Developed cross-cutting, fully integrated strategic market plans for entry into DoD IT/Cyber/SCADA Systems Support and NASA Large “Smart” Infrastructure Development (promising >$500M in revenue potential over 10 years).
Senior Business Development Manager, DuPont Government Solutions
E.I. du Pont de Nemours & Company, Inc.
12.2004 - 04.2016
- As the company’s first external new hire to stand up a new Federal Business venture (DuPont Government Solutions), developed and executed market strategy for 3-to-5-year market horizon involving IT Services, Healthcare Technology Development, Systems Engineering, R&D Program Support, Military Technology Insertion, and High-Hazard Program Management Services.
- Established initial BD pipeline and converted several qualified opportunities into new Federal business which grew to $200M-$250M annual revenue by Year 5 and generated ~10%+ growth annually thereafter.
- Created a Federal Center of Excellence that eventually grew to 10 marketing and sales professionals representing several key business units, including Central R&D.
- Over a 2-year period, created and internally socialized a new Federal Winning Proposal Blueprint for preparing >$2B in proposal value.
- Built and cultivated corporate partnerships with several leading Federal Primes which led market entry particularly in large-scale National Security and Defense programs.
- Secured several new BPAs or single-award R&D contracts within Healthcare, Soldier Protection & Information Security Vertical Markets ($500M).
- Secured Prime and Subcontractor roles in DHS Agency-wide IT Contracts involving systems engineering, Enterprise IT operational support, and Offensive Cyber Operations ($350M).
- Prompted the company’s commercialization of its Biofuels Technology utilizing Cooperative R&D Agreements (CRADAs) with DOE ($100M).
- Launched new Miniature Fuel Cells for Soldier Modernization programs by securing two Cooperative R&D Agreements with Army PEOs.
- Won an Army TARDEC contract for Military Vehicle Armoring using customized solutions for several families of vehicles ($400M).
- Won 2 major Defense Technical Information Center (DTIC) Contracts involving weapons development, C5ISR Information Assurance, and Cybersecurity Engineering ($200M work share).
Education
BS - Chemical Engineering
University of Maryland
College Park, MDProfessional Certification - Global Business Management
Georgetown University
Washington, DCSkills
- Business development strategy
- Capture management expertise
- High ethical standards
- Industry reputation
- Federal contracting knowledge
- Acquisition regulations proficiency
- GWACs and IDIQs experience
- Proposal writing
- Customer relationship management
- Leadership in business development
- MS Office and Google Docs proficiency
Certification
- Advanced Proficiency in Salesforce Cloud-based CRM platform
- Trained in Shipley Capture Process (since 2009)
- Lean Six Sigma Green Belt Certification (Six Sigma Institute, 2011)
Timeline
Capture Executive, Enterprise Strategic Pursuits
ManTech Advanced Systems International, Inc.
08.2023 - Current
Director of Business Development & Capture-Federal Sales
NCS Technologies, Inc.
03.2018 - 08.2023
Federal Civilian Account Executive
Leidos, Inc.
05.2016 - 03.2018
Senior Business Development Manager, DuPont Government Solutions
E.I. du Pont de Nemours & Company, Inc.
12.2004 - 04.2016
BS - Chemical Engineering
University of Maryland
Professional Certification - Global Business Management
Georgetown University