DOUGLAS B.

ROSSI E
Phone: 703.829.5290 Email: dougrossie@verizon.net
Leesburg, VA.

SALES EXECUTI VE
Sales Executive with more than 20 years of experience driving profit and client acquisition through effective sales
forecasting, action planning, and value-creating business networking.10-time Presidents Club Member experienced
with Intelligence Community, USMC DCIO, USAF Gunter, AFSPACE, AFSOC, and ACC. Proven background using sales
process expertise to stimulate demand, develop strategic marketing, and generate new business opportunities.
Exceptional staff leader, presenter, and communicator implementing successful coaching, motivational tactics and
assessment tools to develop top-performing staff. Recognized for closing $190MM in revenue, achieving 25 net-new
wins, and maintaining over 3000 contacts throughout the DOD and Civilian market.

AREAS OF EXPERTISE

Sales Forecasting
Strategic Marketing
Brand Development
High-Level Sales
Negotiations/Closing
New Business Development
Business Networking
Client Target Acquisition
Staff Development


PROFESSIONAL EXPERIENCE

dbar Solutions LLC, Leesburg, VA 2013 PRESENT
President/Principal
Sales and marketing consulting firm focused on the Federal Government with emphasis on the Department of Defense.
Provides federal business development and sales consulting, research, and capture support to Federal Government
clients including large privately-held companies, small businesses and companies that are just entering the Federal
marketplace.
Increased customer pipelines from 0 to over 30 through strategic marketing, lead generation and client
targeting

MOCANA CORPORATION, SAN FRANCISCO, CA 2012 2013
DIRECTOR OF GOVERNMENT SALES
Director of Government Sales leveraging expertise in strategic marketing, forecasting, and trend analysis to produce
long-term market share. Engage business acumen to interpret reporting and generate realistic sales planning and
process optimization. Recruit, train, and develop knowledgeable sales staff capable of meeting sales objectives
through strong sales process leadership. Implement effective budget management to achieve satisfactory profit and
loss ratio and sales production volume. Expand brand awareness and client penetration through strategic networking
with key industry partners. Conduct performance reporting to devise value-creating process improvements.
Increased Federal Pipeline from two to 25 through sales lead generation, negotiations, and networking

HEWLETT PACKARD, INC., PALO ALTO, CA 2010 2012
BUSINESS DEVELOPMENT AND SALES DIRECTOR
Business Development and Sales Director exceeding sales quotas and performance objectives through successful
Federal Relationship Management. Liaised extensively with Microsoft Federal to manage Business Intelligence, Data
Warehousing, and SQL. Utilized solution selling and product knowledge to close sales opportunities. Developed win
strategy and sales action planning to achieve market penetration for HP hardware. Established valuable new
opportunities for both HP and Microsoft through effective market channel development.
Recognized for achieving 100% of $3.5MM goal in 2011, as well as 105% of $4.5MM goal in 2012

MOBILE ARMOR, INC. ST. LOUIS, MO 2008 2010
FEDERAL REGIONAL SALES MANAGER
Douglas B. Rossie Resume, Page 2

Federal Regional Sales Manager overreaching profit and performance objectives through strategic marketing and
client demand stimulation. Applied advanced knowledge of sales process, competitive research, market trends, and
business relationship building to generate new business opportunities. Demonstrated comprehensive program and
contract management to build, sell, and maintain a $500M contract with the Executive Office of the President.
Identified, won, and managed $4.5MM New Enterprise Contract for Data-at-Rest.
Achieved 120% of $3.5MM goal in 2009 and 98% of $3.5MM goal in 2010

NOETIX, INC., REDMOND, WA 2007 2008
FEDERAL REGIONAL SALES MANAGER
Federal Regional Sales Manager increasing company exposure, client traffic, and sales using marketing programs and
innovative business solutions. Engaged strong communication skills to establish productive relationships with
existing clients and develop contacts with new potential clients. Implemented advanced ability in DOD sales and
partnership management to maintain successful product direction, reselling agreements, and GSA agreements.
Obtained five net-new customers as well as achieving 95% of $1.5MM goal

NOVELL INC., PROVO, UT 2003 2007
SENIOR CLIENT EXECUTIVE
Senior Client Executive managing over $30MM of revenue through effective sales and client acquisition. Implemented
key business networking to establish DOD and DHS accounts for multimillion dollar new clients. Developed and
executed insightful sales action planning and product promotion to drive category performance and expand market
penetration. Drastically overreached sales objectives, generating more than $7MM in net-new revenue, as well as
achieving 125% of $5.5MM goal in 2004 and 100% of $7.5MM goal in 2005 and 2006.
Increased Intelligence Community business by 400% and Air Force business by more than 200%

BEA SYSTEMS INC., SAN JOSE, CA 2001 2002
GLOBAL ACCOUNT MANAGER
Global Account Manager spearheading key accounts performance through proactive territory management and client
relationship building. Devised and met aggressive strategic sales initiatives using industry knowledge, market
research, and sales forecasting. Liaised between Navy/Marine Corps, DOD Health Affairs, TRANSCOM, DTRA, and
NORTHCOM to ensure achievement of performance quotas.
Closed and managed $1.8MM contract with US Air Force/TRANSCOM for GTN21 Program

WEBMETHODS, INC., FAIRFAX, VA 2000 2001
REGIONAL SALES MANAGER
Regional Sales Manager devising and executing insightful sales planning to achieve territory objectives. Utilized sales
and performance reporting to establish operational requirements while identifying areas for process improvement.
Recruited, assessed, and developed sales team to achieve sales and client acquisition goals. Provided operational
support for high-volume DOD organization.
Generated three net-new accounts for new division

ORACLE FEDERAL, REDWOOD SHORES, CA 1995 2000
SENIOR ACCOUNT EXECUTIVE& PRODUCT ACCOUNT MANAGER
Senior Account Executive and Product Account Manager generating more than $125MM of new revenue through
successful sales, marketing, and budget planning. Engaged communication expertise to coordinate between US Air
Force, MHS, AMEDD, BUMED, AF SG, TMA, and all MTFs. Expanded sales pipeline through multiple deal originations,
including the win of a $43MM Air Force-wide Deal. Delivered top-performance in sales goal achievement, attaining
between 100-275% of goal for five consecutive years.
Presidents Club Member for four consecutive years and Mid-Year Achievement Club Member for three years


EDUCATION
Major in Sociology, Longwood University, Farmville, VA
Major in Criminology, George Mason University, Fairfax, VA