Stacy E. Baxter
Business Development
Blairsville,GA
Summary
Experienced Director of Business Development, Capture Manager, and Client Development professional with a strong focus on strategic partnerships and growth strategy. Proven track record of driving end-to-end capture strategy and proposal development, maximizing sales growth in the public sector.
- Successfully facilitated growth strategies for businesses of various sizes, entering new markets and expanding current customer base. Skilled in establishing long-term trusted partnerships and teaming relationships to enhance sales growth.
- Proficient in managing full-lifecycle opportunity/sales strategy, from early identification to securing contract wins.
- Demonstrated ability to lead capture and growth strategies in new markets within the Federal and SLED sectors.
- Advanced expertise in developing technical solutions for professional services, products, and technologies.
- Adept at market analysis and developing comprehensive market growth strategies.
- Instrumental in producing revenue growth for a multinational telecommunications company, doubling monthly recurring revenue and average win revenue in the public sector and SLED markets.
- Possess over 12 years of experience in sales and business development roles, supporting various sectors including Federal, SLED, and Commercial Sales/Bid sectors such as telecommunications, technology products, systems engineering, emergency management, financial management, and professional services.
Overview
16
16
years of professional experience
Work History
Director of Business Development & Strategic Partnerships
PotomacWave Consulting, Inc.
11.2016 - 03.2025
- Secured wins on over 50 new contracts valued at $500M+
- Led capture on winning two BPAs for customers at DHS and grew the work to $140M+
- Led proposal and compliance teams to establish a prime position on 4 major GWACs
- Acted as Program Manager on the OASIS professional services GWAC and led growth strategy that resulted in the company becoming a top 10% performer on the contract vehicle with 30+ awards
- As Capture Manager, successfully secured over 20 contract wins each between $50M-$100M and expanded the company into 5 new markets/customers
- Developed a technical solution for a new corporate capability that was established with a customer at the Department of State and expanded the capability to new customers
- Established a long-term Strategic Partnership channel
- Led the growth strategy for a small business transitioning to mid-tier to maintain revenue and year-over-year growth and successfully compete in the full and open market
- As the Business Development Director produced materials and completed interviews to assist the company in obtaining and completing ISO and CMMI audits/accreditations for quality controls and process improvements
- Managed relationships with strategic partners including large primes, small businesses, technology providers, and government clients ensuring growth objectives and compliance requirements
- Worked in collaboration with the contracts team to develop NDAs and negotiate strong teaming agreement language
- Led the development and execution of comprehensive capture strategies for targeted opportunities, ensuring alignment with company goals and customer requirements
- Analyzed and assessed government solicitations (e.g
- RFPs, RFIs, RFQs) to determine viability and strategic value, providing recommendations to senior and C-suite level leadership
- Assembled and led cross-functional teams, including proposal managers, client delivery, solution architects, teaming partners, and subject matter experts to develop and deliver compelling and compliant proposals
- Established and maintained robust relationships with key stakeholders and contracting officers within Government agencies, understanding their needs and mission to position the company to successfully win bids and deliver on requirements
- Conducted thoroughly sourced analysis of competitors, market trends, and customer budgets to inform capture strategies and identify differentiators
- Oversaw the proposal development process, ensuring delivery of high-quality, compliant, and persuasive proposals that effectively communicated the value proposition to evaluators
- Identified potential risks associated with pursuits to develop mitigation strategies to address them proactively
- Established and matured a robust pipeline of opportunities through the full gate review process
Proposal Manager
Cogent Communications, Inc.
08.2012 - 11.2016
- Led sales staff in identifying business opportunities in new markets, obtaining more refined competitive market information
- Drove year-over-year growth in the SLED market
- Created structured opportunity pipeline by incorporating untapped resources, prospects, and public sector monitoring tools
- Identified and worked to resolve internal barriers that restricted contracting compliance and higher loss rates
- Improved gate review and Bid/No-Bid decision process
- Expanded bid management performance for a twofold increase of proposal submissions year-over-year
- Growth in both total monthly recurring revenue and average win revenue from successful bids
- Increased monthly recurring revenue from less than $45,000 to over $250,000
- Consistently maintained a win rate above 35%
- Supported RFP responses for 400+ sales staff
- Responsible for creation and support of new Bid Manager Role in our European Office
- Oversaw North America and European Bid Management Teams - two direct reports
- Coordinated with Sales, Sales Engineering, Operations, Legal and other internal groups to obtain necessary proposal content
- Responsible for the entire RFP response process including review of pre-RFP documentation, development of solution/win themes, management plan, timelines, pricing, and required data
- Reviewed and edited content for consistency in style, word usage, grammar, spelling, format and adherence to RFP requirements
- Managed pre and post award contract administration tasks and reporting requirements
- Researched topic collateral documentation and worked with Internal subject matter experts to create new materials and content for proposal responses
- Maintained a file management system to track win rates and analyze market specific success rates to recommend product/price adjustments as necessary
- Successfully developed a Schools & Libraries Program sales support training program and market strategy to increase overall sales in the education sector
Consulting Internship
Duane Morris Consulting
05.2011 - 08.2011
- Worked with the procurement team to develop Department of Defense proposals for a start-up technology company
- Assisted in the writing and editing of a $250,000 Pennsylvania Department of Environmental Protection Alternative Fuel Incentive Grant for clients
- Created and maintained a research database for the future development of a natural gas trade group with a $75,000 membership fee
- Involved in acquiring public-private contracts with corporations, gov't agencies, and foundations
Non-Profit Staff Member
United Methodist Campus Ministry
01.2009 - 05.2010
- Oversaw $50,000 budget and donor relations with 1,000 members
- Assisted director in the writing and editing of small grants for student programs
- Maintained 700 record alumni database for fundraising and development
Education
Master of Arts - Public Administration
University of Pittsburgh
Pittsburgh, PA04-2012
Bachelor of Science - Geography
New Mexico State University
Las Cruces, NM05-2010
Skills
- Research
- Team management
- Strategic planning expertise
- Networking and business development
- Team building
- Dependable and responsible
- Computer skills
- Strategic partnerships
- Negotiation skills
Timeline
Director of Business Development & Strategic Partnerships
PotomacWave Consulting, Inc.
11.2016 - 03.2025
Proposal Manager
Cogent Communications, Inc.
08.2012 - 11.2016
Consulting Internship
Duane Morris Consulting
05.2011 - 08.2011
Non-Profit Staff Member
United Methodist Campus Ministry
01.2009 - 05.2010
Master of Arts - Public Administration
University of Pittsburgh
Bachelor of Science - Geography
New Mexico State University
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