JOSEPH S. MELCZER East Brunswick, NJ 08816 (732) 763-5635 JoeMelczer@gmail.

com
Business Development / Sales - Strategic Alliances - Systems Integration Outsourcing - Consulting Services Award winning sales and business development leader with strong background in directing and winning complex solution sales and marketing of sophisticated systems and services to large corporations. Exceptional background of building successful business partnerships with major corporations. Skilled at managing "C" level relationships with corporate clients. Consistently recognized for high levels of success in revenue generation and profit contribution. Recognized as top sales performer in North America. Outstanding Relationship Manager. CACI, Inc. Federal 2011 Present

Executive Director, Corporate Business Development C4ISR System Operating Group Reports to Senior Vice President Army, Corporate Business Development. In this role responsibilities include managing the Operating Group pipeline of existing contracts and new opportunities in growing the business of this $800M+ organization. Matrixed to the Executive Vice President of the C4ISR Systems OG and responsible for monthly, quarterly, and annual new business forecasting and planning. Worked with line management executives in winning $500M+ in awards in FY12 exceeding all bookings goals. Successfully managed the Opportunity Review process from Operating Group to Corporate level helping maintain high levels of contract awards for re-compete and new competitive awards. Positioned our company in winning Prime Awards on IDIQ contracts with total ceiling values in excess of $20B. Built solid teaming relationships with numerous industry leading teammates in pursuit of these contracts. Worked closely with senior Army leadership in identifying new growth opportunities valued at over $250M to my company.

DRS Technologies, Inc., Technical Services Segment

2007 - 2011

Director of Business Development 2008 - 2011 Reports to the Vice President, Business Development for the Technical Services Segment of DRS Defense Solutions. Managed the Business Development Team and developed the BD strategy and plans for this $365M LOB which markets its professional services to various Army organizations including CERDEC, CECOM, and PEO EIS. Responsible for successfully increasing revenues while managing the budgetary process for Bids and Proposals. Successfully secured new contract vehicles and developed new relationships which allowed the LOB to utilize a variety of government contract vehicles through other prime contract holders as well. Formulated plans for the build out for the BD organization and expansion of the business base. Won over $10M in new business with PM Network Service Center, Defense Communications System Southwest Asia. Won a Prime position on the Blanket Purchase Agreement awarded by DCS SWA. Won the award in excess of $95M with our partner Lockheed Martin for the

RESET of C4ISR systems from the CECOM Logistics Readiness Center. Won award in excess of $15M for communications support for JPO MRAP. Leading efforts for other large IDIQ contracts like Communications and Transmission Systems (CTS) out of PM DCATS. Exceeded new business goals of $49M for the division for 2009 and on track to exceed 2010 divisional goals. Business Development Manager 2007 2008 Hired to expand this divisions current customer base. Successfully expanded into the PM Network Service Center, Defense Communications System Southwest Asia. Built business from $200K to over $5M in the first year. Provided BD input regarding re-compete of the Rapid Response 3G IDIQ contract. Developed Trade-show plans for the division. 2004 2007

Vanteon Corporation

Regional Sales Manager RSM for the Northeast for this outsourced project engineering company (Communications, Video, and Imaging) for companies like Harris RF, Equinox, and Kollmorgen Electro Optical. Responsibilities included expanding market penetration (over 100%) by developing business relationships with strategic business partners as well as developing solutions for purveyors of sophisticated electronic products. Top sales performer in 2006. Successful in developing strategic partnerships with major defense contractors like Lockheed Martin, Northrop Grumman, Harris, and Computer Sciences Corporation in pursuit of significant government solicitations.

Skyoptix

2004

Business Development Consultant for this network asset management software company. Developed business development strategy targeting businesses beyond the traditional Local Exchange Carrier market. Successfully gained support from the New Jersey Congressional delegation to submit company for funding and opportunities from numerous federal agencies.

Comm-Works, Inc.

2002 - 2004

Regional sales executive for this provider of voice and data network infrastructure deployment solutions. Developed opportunities and delivered multiple services and products to support the network communications needs for major corporations on the East Coast. Services included telecom support, data and RF networks, facilities roll-outs, system deployment, and software support. Developed the first Customer Testimonial Marketing campaign.

Zenfinity, Inc.

2000 - 2001

Director of Alliances - Recruited to establish and ramp up an Alliances Program for this telecommunications consulting firm. The company provided sophisticated design, analysis, and implementation services and solutions to telecommunications service providers (CLECs). Established Strategic Relationships with key partners including IBM Global Services, Cisco Systems, Lucent, Ciena, Marconi, and Sycamore Networks.

 Developed plans for building an alliances program directed at our target market, Network Equipment Manufacturers. Defined specific solution sets to the target market in support of our marketing programs. Developed the business development plan. Hired and managed the team of Alliance Relationship Managers.

PSINet Consulting Solutions

2000

Director of Major Account Sales, Eastern Region - Hired to drive Major Account business for ERP implementations for SAP and Oracle environments and develop a Major Account presence and model for this professional services firm. Reported to the Vice President of Eastern Region Sales. Developed the first major account in the Northeast with the deployment of SAP Business Warehouse software for management reporting. Managed account resources to maximize revenue opportunities within the account. Developed Major Accounts program in the Eastern Region. 1984 2000

Compaq Computer Corporation, Formerly Digital Equipment Corporation

Directed corporate accounts, complex solution sales encompassing systems/network integration, outsourcing, professional services, computing systems, and software. Drove opportunity development and assembled and managed complex solution teams in defining, winning, and implementing very large integration opportunities. Integrated Solutions Manager 1992 1999

Directed development of systems and network integration solutions for MCI. Directed solutions team in proposals and bid responses and insured the technical viability and financial soundness of proposals to MCI. Developed the opportunity, created the proposal to management, and negotiated the contract which led to replacement of the data communications network which drives the NASDAQ Stock Exchange. This contract provides for extensive systems and services and is valued in excess of $110 Million over a six-year term. With one of the largest revenue goals in North America of $12,500,000 in 1998, delivered actual revenue of $41,375,000. This 331% of goal was unparalleled in the company. Developed the opportunity and managed the efforts of the cross-functional bid team that won a major network outsourcing contract with MCI that was valued in excess of $45 Million. When the transaction was announced, it increased Digital's stock price by over 5% and increased the company's market valuation by over $275 Million in one day. Never achieved less than 120% of quota in this position. Twice Circle of Excellence winner. Executive Account Manager 1991 - 1992 Selected to broaden the base of opportunities with MCI's National Accounts Division. As part of this new business development effort, negotiated a Teaming Agreement whereby Digital and MCI would jointly bid on new business opportunities. Leveraged MCI's National Accounts Division as a channel of distribution for Digital's products and services. Directed the sale and planning for a message switching network contract and increased its revenue contribution to Digital by over $2.5 Million.

 Grew revenues from the National Accounts Division from $500,000 to $2,500,000 annually by re-establishing sound account management techniques. Developed a global services alliance proposal with MCI which led to an agreement to provide managed router services. Corporate Account Manager 1990 - 1991 Assumed this role with overall responsibility for all revenues and business development associated with Automatic Data Processing. Remotely managed a team of six sales people around the country selling to various ADP divisions. Exceeded revenue goal of $8,000,000 by 15%. Led a consulting team to determine the feasibility of a strategic acquisition with ADP. Presented comprehensive findings and recommendations to senior management. Strategic Account Manager 1984 - 1990 Promoted from Senior Sales Representative to this position with total responsibility for the Brokerage Information Services Group of ADP. Increased Brokerage Information Services Group revenues from $800,000 in 1986 to $5,900,000 in 1990. Led and developed the sales strategies for four sales representatives selling into the Brokerage Division in the tri-state area. Consistently exceeded all goals.

Xerox Corporation

1980 - 1984

Senior Account Manager, Printing Systems Division Sold sophisticated high-ticket capital systems to senior IT and financial managers at major corporations. Developed a strategy to penetrate those accounts in the Central New Jersey area.

Awards Digital's Circle of Excellence - Exceptional Sales Performance - Multiple. Digital's DEC100 Club - Exceeding Annual Sales Goals - Numerous. Xerox's President's Club - Exceptional Sales Performance - Multiple. Numerous other awards and recognition for outstanding performance Organizations Industrial Representatives Association AUSA AFCEA - NDIA Education Bachelor of Science Degree, The College of New Jersey. - Dual Major in Marketing and Business Management. Clearance Currently hold a Secret Clearance.