Sherwood Smith
Damascus,MD
Summary
A leader with significant experience developing, selling and managing complex IT solutions across Public Sector and Commercial organizations.
Overview
25
25
years of professional experience
Work History
Director of Business Development
LexisNexis Risk Solutions
Reston, Virginia
01.2023 - 01.2026
- Led strategic initiatives to enhance market penetration and client engagement focused on opportunities with civilian agencies to preserve identity and reduce fraud and waste.
- Business Development – Built opportunities in a defined market of Civilian departments such as SSA, USDA, DOE, HUD, Interior and DOT. Increased $4M revenue base by over 15% and generated pipeline of over $30M. Current focus areas include dual participation improper payments and programs focused on identity verification and call centers.
- Delivery Partner Development – Worked to match partners with agencies and opportunities. We utilized partners to fill qualification holes, provide a contract vehicle, provide specific skills, and utilize their influence network.
- Sales – Positioned LexisNexis software solutions and any necessary services to customers. Provided presentations, answered questions, scoped opportunities, pricing and worked through any legal and contracting obligations. Managed the post sales relationship with an internal support team.
Government Consulting Director
Confluent
Reston, Virginia
05.2021 - 01.2023
- Develop partners and consultants to provide customers a wonderful experience
- Led cross-functional teams to develop and implement consulting strategies enhancing client engagement.
- Delivery Partner Development – Identified and vetted potential delivery partners. Worked with partner and internal contracting to put blanket agreements in place and individual statements of work. Established the resource review and onboarding processes including rate determination. Maintained the ongoing partner relationship to help build out a reliable resource pool.
- Infrastructure Development – Current organization is not designed to support Federal work. Building the infrastructure to support Federal clients such as: Facility Clearance, GSA schedule, FiPS 140 compliance, labor categories and contract management.
- Business Development – With new focus on consulting business, have grown the business from $2.2M per year to estimated 4.2M in 2022 with bookings 2.1M in final quarter, largest ever.
- Team Development – Built a team from 0 to 8 consultants with skills to cover all phases of Confluent installation and development to ensure we can provide a good software experience to our clients.
Senior Practice Manager Federal Civilian
Amazon Web Services
Herndon, Virginia
01.2020 - 05.2021
- Manage and sell cloud consulting services implementing AWS for government customers
- Solution Development – Worked closely with customers, consulting teams, partners, and sales team to develop, deliver, grow and maintain complex cloud solutions.
- Partner Development – Worked with multiple different partners at varying stages of development for cloud delivery capabilities. Worked with them on building their support through skill development, contracting methods, resource management and business development to increase their percentage of overall delivery from 7% to 10%.
- Services Sales – Looking to expand consulting business in the territory, we have built the current fiscal year pipeline from $2.4M to $13.4M with a range of opportunities from $60k to $1.75M.
- Team Development – Starting with 2 consultants, grew the team to 10 consultants with skills to cover all phases of cloud delivery using Agile methodologies. Performed hiring activities to include resume review through onboarding.
Director of Government Consulting
MicroStrategy
Tysons Corner, Virginia
05.2018 - 01.2020
- Manage and sell consulting services for a business intelligence focused software company
- Infrastructure Development – Current organization is not designed to support Federal work. Building the infrastructure to support Federal clients such as: Facility Clearance License, GSA schedule, FiPS 140 compliance.
- Market Development – With new focus on consulting business, have grown the business from $1.2M per year to $2.5M/year.
- Team Development – Built a team of 8 consultants with skills to cover all phases of business intelligence delivery to ensure we can provide a good software experience to our clients.
Director of Consulting
SAS LLC
Arlington, Virginia
02.2010 - 05.2018
- Managed and developed consulting business for analytics focused software company
- Project Management – Responsible for the successful delivery of complex information intelligence solutions to Federal government clients. Average 70 active projects across the BU at any 1 time. PMP certified at the time.
- P&L responsibility - Managed all aspects of a business unit experiencing 20% annual growth and delivering over 60 projects with revenue over $20M. Some responsibilities included: P&L management, recruitment and retention of staff, forecasting, budgeting, business development, and client management.
- Personnel Management - Managed a team of over 50 project managers and consultants executing complex technical and analytical software projects. Created a cohesive team in an organization where all the services personnel worked remotely and maintained a voluntary attrition rate below 2%.
- Partner Management – Worked with the Sales team to identify potential delivery partners and then would determine their SAS capabilities. Manage the partners network and created from scratch a robust partner organization utilizing SAS technologies. SAS limited contract capabilities made strong partner network a key to the team’s success.
- Business Development - Manage technical and solutions-oriented pre-sales resources to assist in the sales process and ensure a smooth transition from sales cycle to project delivery.
- Business Intelligence – Designed and implemented metrics to manage the consulting business using a forecast versus actual approach. Metrics include utilization, revenue, customer satisfaction, project risk, bookings, backlog, pipeline, profit/loss amongst others.
- Resource Management - Manage consulting resources to staff delivery projects with the right resources at the right time in the right place through implementation of a resourcing system and processes.
Vice President of Delivery
Detica Inc. A BAE Subsidiary
Arlington, Virginia
01.2006 - 07.2009
- Managed and developed a business from US start-up to $50M revenue in 3 years
- Executive Management - Key decision maker in a company growing from start-up to $50M revenue and 275 personnel in the complex and competitive federal market space. Managed P&L financials, purchasing, hiring, contracting, facilities and systems with oversight of project delivery and business development.
- In an environment with limited oversight, developed and successfully implanted “cradle to grave” project management system for all projects in the organization. The system yielded higher win rates, increased customer retention, and greater project profitability.
- Successfully integrated the personnel, capabilities, clients and support after acquisition of 2 US organizations; and was the primary executive interface for integration after being acquired. All integrations achieved main goal of no significant impact to clients.
- Created a training environment in 30 days to develop key personnel in data intensive behavior analysis. Graduated over 30 people in 1st 12 weeks; environment was used to develop business and perform proof-of-concepts.
- Strategic Planning - Instrumental in developing strategies and executing them to penetrate the US market with a network development and detection tool designed to identify and prosecute organized fraud and deception tactics particularly in the financial and medical communities. Particular areas of focus were banks and insurance companies, Medicaid and Medicare, IRS, FinCen and USDA Crop Insurance.
- Business Development - Overcame lack of brand awareness and absence of government contract vehicles to achieve a greater than 50% proposal win rate by leading the development and execution of market penetration strategies.
- P&L Management - Achieved 10% increased efficiency, increased client service and stayed within $9M budget with no loss of personnel by aligning the support units to the organizational strategy and providing management oversight in the form of measurement and leadership.
Associate
Booz Allen Hamilton
Norfolk, Virginia
01.2001 - 01.2006
- Built and managed team with year over year 50% growth
- Team Development - Built a team generating $2.5M in annual revenue at 22% profit in 18 months by leveraging the existing organization and demonstrating the value proposition internally and to clients.
- Analytics and Business Intelligence Consulting
- Workflow design leader in developing an IRS Collections Right Case/Right Treatment strategy by applying a combination of process simulation, financial modeling and optimization tools to achieve increased collections of over $1.2 billion.
- Increased return on IRS Installment Agreements by over $200 million by developing a strategy based on analysis examining why defaults occur and identification of lever points.
- Developed a collection strategy for IRS call centers by understanding how the IRS interacts with taxpayers through the creation of a “Touch” analysis. The analysis resulted in 25% fewer mailing and calls while increasing collections by 10%.
- Reorganized IRS Appeals Group, a unit with over 300 union personnel in 35 locations. Achieved increase in primary metrics such as quality, processing time, case shipping time, and costs, while balancing union concerns, space issues, career progression, and regulatory considerations.
- Performed a detailed as-is review – financials, needs and capabilities; of all Naval Warfare Centers which identified over $500M of savings opportunities.
Education
MBA - Business Administration And Management
College of William And Mary
Williamsburg, VABachelor of Science -
Missouri State University
Springfield, MOSkills
- Sales cycle execution
- Key account management
- Vendor management
- Technology savvy
- Pipeline development
- Revenue growth
Other Work History
- Associate Director, DMR/Fujitsu, Baltimore, Maryland, 01/00, 01/01
- Internal Consultant, First Union, Richmond, Virginia, 01/95, 01/97
- Nuclear Power Operations, US Navy, Norfolk, Virginia, 01/88, 01/94
Timeline
Director of Business Development
LexisNexis Risk Solutions
01.2023 - 01.2026
Government Consulting Director
Confluent
05.2021 - 01.2023
Senior Practice Manager Federal Civilian
Amazon Web Services
01.2020 - 05.2021
Director of Government Consulting
MicroStrategy
05.2018 - 01.2020
Director of Consulting
SAS LLC
02.2010 - 05.2018
Vice President of Delivery
Detica Inc. A BAE Subsidiary
01.2006 - 07.2009
Associate
Booz Allen Hamilton
01.2001 - 01.2006
MBA - Business Administration And Management
College of William And Mary
Bachelor of Science -
Missouri State University