I turn aerospace and defense pursuits into program wins.
Capture, business development, and marketing leader with 15+ years across military and commercial aviation. I connect the customer, the product, the competition, and the proposal.
How I run a capture, from first signal to submitted proposal
- Identify opportunities
- Qualify and filter
- Competitive intelligence and price-to-win
- Win themes and bid strategy
- Proposal management
- Pipeline and forecast
About
I started in the Marine Corps and built a career where engineering, markets, and customers meet. For more than 15 years I have led business development, capture, product, and marketing teams for avionics, SATCOM, electro-optical, and mission systems.
My edge is range. I have written the capture process, run the bid, built the price-to-win, and launched the product the bid was for. I now lead AI enablement in marketing, and I bring the same tools to opportunity qualification and competitive analysis.
I’m looking for a capture management role where I can raise win probability on programs that matter to warfighters and operators.
Capture approach
A repeatable process beats heroics. These are the steps I have built and run, and the templates my teams used to respond to RFIs and RFPs.
Find and qualify
Identify commercial and federal opportunities, then classify, filter, and qualify them so pursuit dollars go where the odds are best.
Know the field
Competitive intelligence feeds capture plans, price-to-win, and product roadmaps.
Shape the bid
Develop win themes and bid strategy, and align internal business units around joint pursuits.
Manage the proposal
Standard bid templates, proposal financial models, and clear ownership from kickoff to submission.
Feed the pipeline
Annual forecasts, booking targets, and pipeline development that keep the funnel honest.
Experience
Oct 2021 – Present
Remote
Lead military avionics marketing across General Aviation, Business Aviation, Special Mission, and Military & Government markets.
- Led AI marketing enablement and transformation strategy.
- Built social-listening competitive intelligence.
- Own brand, content, digital, advertising, and press strategy, plus the marketing budget.
- Manage remote and in-person marketing teams.
Jan 2020 – Mar 2021
Peachtree City, GA
Led product management for parts distribution and PMA groups, applying capture strategy to grow revenue and profitability.
- Led capture strategies that won new business.
- Used competitive intelligence to drive capture plans and roadmaps.
- Built pipeline feeding the business development funnel.
- Found bolt-on products and built go-to-market plans.
Jan 2015 – Jan 2020
Manchester, NH
Led global sales and marketing for SATCOM and aircraft connectivity across commercial and Mil/Gov customers, including Boeing, Airbus, Collins Aerospace, NASA, and DOD.
- Captured and generated new program wins exceeding $10M.
- Established the capture process to identify, classify, filter, and qualify opportunities.
- Led proposal management, price-to-win, and federal opportunity identification.
- Created bid and proposal templates used by the whole sales team.
- Built the sales, marketing, and BD teams and their processes.
Jan 2010 – Jan 2015
Merrimack, NH
Director, New Business and Products Development (2012–2015)
- Achieved annual bookings goals above $30M and generated new program wins exceeding $30M.
- Led capture, price-to-win, competitive intelligence, and federal opportunity identification.
- Developed win themes and bid strategies for commercial aerospace programs.
- Launched new products and led BD and product teams on electro-optical and infrared systems.
Director, Sales and Marketing / New Business (2011–2012)
- Defined the capture process and led capture plans, proposals, and pricing analysis.
- Partnered with government teams on rule changes that created a new market segment.
- Worked with NASA on proofs of concept that led to full development budgets and program kickoffs.
- Won government grants to advance new technology.
Director of Marketing (2010–2011)
- Led digital, content, and brand strategy for avionics, reaching new markets and customers.
Expertise
Capture and business development
Opportunity qualification, capture plans, win themes, price-to-win, proposal strategy, pipeline and forecasting.
Strategy and partnerships
Growth strategy, OEM and Tier-1 engagement, teaming, government and prime relationships, market expansion.
Product and marketing
Product launches, roadmaps, brand and content strategy, competitive intelligence, trade show and digital programs.
Technology domains
Avionics, SATCOM, connected aircraft, electro-optical and infrared, military aviation and mission systems.
AI enablement
Generative AI for marketing, competitive analysis, and business planning.
Federal acquisition
FAR and DFARS knowledge applied to federal proposals and negotiations.
Credentials
Capture and federal acquisition training
Degrees
Professional development
Let’s talk about your next capture
I’m open to capture management roles in aerospace and defense, and to conversations about growth strategy, partnerships, and mission systems.