PROFESSIONAL EXPERIENCE

Hibernico Consulting LLC, Glasgow VA

Jan 2021-Present 

CEO/Manager

I’m responsible for the financial management of my company as well as the corporate human resource policies and procedures. I develop the marketing and business development plans and am responsible for capture management in support of my strategic business plans and growth strategies.

I'm supporting clients in developing customer strategy, go-to-market and call plans. I analyze market information, requirements, and customer industry events/materials to help put together the best commercial off-the-shelf solutions.

I helped establish the AFCEA Rockbridge Shenandoah Chapter in Western Virginia in 2022 and currently serves as the Director of Small Business for the Chapter. AFCEA International’s “AFCEAN of the Month” for April 2024

Digital Marketing Advisor and Course Participant, Shenandoah University School of Business, 2024

Advisor, St. Michael’s Learning Academy “Veterans to Work Program”

Governing Board Member for the Mountain Gateway Community College Information Technology Education Center, MG-TEC.

As a board member of Purple Heart Homes, I lead their IT/Business Process Task Force, aligning the Strategic Plan with IT investments/contracts to ensure the technology and tools are in place to support the veterans we serve and our growth.

Salesforce: Reston, VA

Nov 2019 – Nov 2020

Account Executive, Army Team

Salesforce’s Senior VP of Public Sector recruited me to help their DoD team grow and to help them understand logistics generally, since that has been a focus area of mine for a long time and a gap of theirs. I helped Salesforce establish a vision for how their technology fits in the DoD logistics community, which is very service-centric, and I helped them place this in the context of Gartner’s “Post-modern ERP” construct. I also helped Salesforce and the Army transition an existing important customer to the framework of the Army’s budget process and Program of Record status for large programs. I served as a mentor and coach to the young members of the Army account team.

Purple Heart Homes – Statesville, NC

Summer 2019

Director of Strategic Communications and CIO

I had come to know Purple Heart Homes through one of the co-founders, Dale Beatty, who was one of the Wounded Warriors at the Fisher House Golf Classic. Each year, I was the Chairman. I spent the summer of 2019 helping them develop their first IT budget and aligning some of their existing IT investments (very Salesforce-centric) with their vision of the future Purple Heart Homes: “Because every veteran deserves a safe place to call home.” I aligned the growth and business goals of Purple Heart Homes with appropriate, affordable technology enablers.

SAP – Reston, VA 

June 2007 – April 2019

Solution Manager, Defense Industry Business Unit – Jan 2016 – April 2019

Joined SAP’s Defense Industry Business Unit as the solution manager for security products and security functions related to S/4HANA Defense and Security Industry Solution

• Key liaison between the SAP product development organization and external customers in the global defense industry. Focus on SAP’s technology baseline and the next-generation S/4 HANA family of systems
• Supported SAP’s US Department of Defense team by analyzing market trends, organizing key customer events (Annual Supply Chain/Logistics Summit, Sapphire), and publishing thought leadership papers and point-of-view documents. Developed academic relationships via SAP’s University Alliance Program and NEXTGEN

Account Executive, Regulated Industry Business Unit: January 2014–Dec 2015

• Returned to the Account Executive role in 2014 to help negotiate the second Enterprise Agreement with the customer when the first ELA reached its contract ceiling earlier than expected

Industry Principal for US Department of Defense team, January to Dec 2013

Global Account Director, US Army Team,

Jan – Dec 2012

Led and directed coordination of SAP’s overall engagement with the US Army, which was the second-most productive account for SAP in North America during this timeframe

• Coordinated product sales, professional services, and support, as the client fielded several major SAP-based programs

Senior Account Executive, US Army Team, June 2007–Dec 2011

• As a senior account executive, I shared responsibility for negotiating and executing with the Army an enterprise license agreement valued at more than $150 million in US license revenue
• 2010 Built a team to succeed for the next decade in SAP’s exclusive partnership with the US Army.

Chairman, Fisher House Golf Classic, Washington, DC, May 2009–June 2014

I served as head liaison for this key SAP corporate relationship, managing SAP’s annual contribution of $100,000 to the event, as well as key executive meetings with Fisher House Foundation leadership and the preparation and conduct of the golf event.

• Led a steering committee of about 15 industry leaders, including key spouses of military service chiefs, retired flag/general officers in key corporate leadership roles, and EVP/SVP members of the executive steering committee
• Raised more than $5 million in support of the Fisher House Foundation’s capital construction mission over the course of this six-year period; each of the six golf events yielded about $1 million.

ORACLE: Reston, VA

June 1999 – April 2007

Account Executive, US Marine Corps, June 2001–April 2007

Managed a dynamic team of 15 presales and program management personnel that had complete strategic responsibility for handling Oracle’s relationship with the US Marine Corps.

• Took over an account that produced, on average, less than $1 million per year; under my direction, I maximized the same account to produce more than $25 million in software license revenue in six years as an account manager.
• Directed and managed a wide range of profitable business results, including enterprise licenses of databases and tools, the Total Force Structure Management System (TFSMS); and the Global Combat Support System-Marine Corps.
• Recognized as a leader in “solution selling” as the company transitioned from technology to a broader, more solution-centric company.

ORACLE

June 1999 – June 2001

Program Manager and Managing Principal Consultant for the US Air Force and US Transportation Command

Developed a sales strategy and execution plan for the Air Force enterprise license of Oracle technology.

• Aligned the Air Force “500 Day Business Plan” to Oracle product capabilities.
• Briefed senior Air Force staff, including the Secretary of the Air Force and his team, at Oracle Corp. headquarters.
• Awarded the prestigious “Leadership 2000 Award” for my contributions to organizational performance

Wheat International Communications

Aug 1998 – June 1999

Program Manager/Business Development Lead

Developed a business strategy for the Defense team, interacting with the US Marine Corps. Lead their interactions with the Manpower and Reserve Affairs Department, Headquarters USMC.

Marine Corps Computer and Telecommunications Activity (MCCTA), Quantico

July 1997 – July 1998

Deputy Branch Head, Software Development and Sustainment

Senior military leader in an organization of about 100 people (military and civil servants/contractors) who developed and maintained software systems for the Marine Corps. The primary customers were the Manpower Department, HQMC; Logistics (I&L Department, HQMC); and Marine Corps Base Quantico.

I took several of the Marine Corps Business Process Re-engineering initiatives and turned them into automation programs enabled by software and shared data systems.

Officer Assignment Branch, Personnel Management Division, Manpower, and Reserve Affairs Dept., HQ Marine Corps; Systems Support Officer/Team Lead

Summer 1992 – June 1997

I led a team of five Marines who supported the assignment and non-title ten school processes for active-duty Marine Corps officers. Concurrently, I participated in the Marine Corps Continuous Process Improvement Program (MCCPIP), which was one of the first large-scale business process re-engineering efforts in the Federal government. I was a primary member and subject-matter expert on the human resources team. I briefed the Commandant of the Marine Corps and his primary staff. Our work resulted in realigning mission resources, partnerships with other organizations who could help us, and system modernization to support the newly defined business processes of the Marine Corps Total Force.