David Dastvar

Public Sector Executive – Business Development

202-497-8848

Email: david.dastvarjob@yahoo.com

 

Summary

 

Mr. Dastvar has over 27+ years of Excellence in Business Development in the technology sector for Public Sector and commercial clients. He has developed strategic partnerships to drive the development, qualification, capture and proposal development of opportunities. He has lead his teams in targeting, growing, and developing existing and prospective client relationships by working in close collaboration with client-facing, portfolio and delivery organizations. Mr. Dastvar has extensive experience in all forms of Federal, State, Commercial, and quasi-government contract vehicles, which he has used effectively to achieve competitive positioning. His mastery of the contract lifecycle extends to negotiations of complex and critical teaming arrangements and developing effective metrics and standards for his teams to follow and perform. A Senior Leader and Manager, he has years of experience reporting directly to the C-suite while managing multiple divisions. He regularly exhibits ability to work and present ideas and strategic direction effectively, consistently leading his teams to success. He is managing a revenue pipeline of over $900 MUSD.

 

Experience

 

Senior Public Sector Executive - Infosys

January 2013 – Present – Washington, DC

·               Lead business development and sales endeavors for Federal Agencies and Quasi Government, resulting in winning contracts with the following agencies and programs with high margins and PAT (Profit after Tax). Negotiated FAR flow-downs, NIST Facility/FISMA/ADP II contract compliance:

o Commercial

1.          MetLife - TriCare Health Benefit Administration Contract - $195M

2.          LTCP - OPM Long-Term Care, Flexible Spending Account (FSA) and Benefit Administration contract - $375M

3.          Established new Master Service Agreements (MSAs) and maintained current contracts for IT Business Process Outsourcing (BPO) projects: Aetna, MetLife, CareFirst - BlueCross BlueShield, Long Term Care Partners, Horizon - BlueCross BlueShield, Avivia Health - Kaiser Permanente, JFK Health System - proposed solutions:

o  Information management for patient care

o  BPO Managed Services to optimize IT operations

o  Data Analytics

o  Core systems modernization

o  Claims system upgrades & process efficiency

o  B2C e-Commerce transformation

o  Readiness and testing for exchange participation

o  Consumer engagement

o  Testing COE to optimize QA

 

o Federal

o  SEC and USPS Benefit Administration, PBGC FSA, OCC FSA & Benefit Administration

o  HHS Oracle upgrade and migration to cloud

o  GSA Schedule 70 RFQs, IDIQ/GWAC RFQs (HHS RMADA, CIO SP3, CIO CS, AF NETCENTS II, VA T4, TIPSS 4)

o  Federal Reserve Staff Aug BPA

o  USDA Loan Processing modernization

o  GSA software testing and FISMA compliance

o  Peace Corp Application migration to cloud

o  NIH NITAAC Application Development and testing and SSES Modernization and O&M

o Quasi-government

o  State Regulatory Registry LLC (SRR) – a subsidiary of the Conference of State Bank Supervisors (CSBS) - Nationwide Multi-state Licensing System and Registry (NMLS) – Procurement Finalist $89 MUSD

o  World Bank BPO, International Monetary Fund (IMF) managed services BPO, Inter-American Development Bank (IADB or IDB) SAP upgrade, and multiple UN ERP and BPO contracts

·               Leverage extensive Public Sector network to influence SOW, obtain information, and develop business pipelines in the following agencies:

o OPM, PBGC, OCC, Treasury, Indian Health Agency, HHS, NIH, SSA, United Nations, IMF, GEHA, TriCare, IADB, and World Bank

o USDA, Education, and Energy loan programs

·               Drive Pipeline to result in high-yield, long term contracts such as:

o Benefit Administration – $280M

o Student loan – $325M

o Oracle/SAP Upgrade – $175M

o Application Development – $150M

o Testing – $120M

·               Spearheaded capture management and proposal development by organizing and managing teams and matrices in tandem to include:

o Identify and capture sales for enterprise licensed software (Panaya, Financle, AssistEdge, CreditFinanceEdge, TradeEdge, ProcureEdge) 

o Delivery (Infrastructure, BPO, Infosys Lab, MaCamish, Lodestone Consultants), pricing, legal, contracts, subcontracts and insurance stakeholders

o Pursuit of clients using extensive contacts within: Treasury, Interior (DOI) – National Business Center, IRS, National Institutes of Health (NIH), GSA, Health and Human Services (HHS) – Program Support Center (PSC), HUD, USDA – National Finance Center, Commerce, Federal Home Loan Banks (FHLB), Federal Reserve, Education - Federal Student Aid (FSA), CFTC, EXIM Bank, Fannie Mae, FDIC, Freddie Mac, IMF, OCC, PBGC, SEC, US MINT, IADB, and World Bank.

·               Designed and executed client and account management strategies which lead to the growth and success of existing accounts and resulting in 98% repeat business and excellent client satisfaction

·               Negotiated with large and small corporate suppliers successfully in teaming, subcontracting, and Service Level Agreements (SLAs), resulting in

o robust corporate supplier diversity for commercial and government clients for inclusion of SDB, 8(a), HUBZone, SDVOSB, Alaskan/Indian owned, and Women-Owned Small Business

o A successful and effective tribal Enterprise JV with Southwest Native American Tribe as well as the largest Health Insurance & Pharma to address government Health sector set-aside opportunities

·               Advised Corporation CEO regarding M&A opportunities and targets among Federal Contractors

 

Vice President of Business Development – InnoVest

1996 – 2013 – McLean, Virginia 

·               Responsible for business development, project identification, teaming, and win resulting in $450M contract award and $875M pipeline through highly skilled and experienced business development – All captured procurements had high margins and PAT (Profit After Tax)

·               Developed customer relationships in government and commercial (financial & banking) sectors in the pursuit of new contract opportunities.

·               Identified and qualified business opportunities, and shaping deals in terms of win themes, strategic partnership, and client relationship development

·               Directed business development team that covered 22+ departmental agencies, with a focus on HHS, NIH, Education, USDA, IRS, OPM, GSA, Treasury, USAID, FDIC, CFTC, OCC, FRTIB, Commerce, Labor, HUD, Courts, PBGC, SSA, USPS, USITC, and SEC.

o Business development and capture management resulted in $450M contract award and $875M opportunities pipeline:

1.          Treasury/IRS - TIPSS 4 – HR Connect, ACA, ECM, NMCC, OCA SACS, CIMIS, CI, Shared Services, Cloud Application Migration, Integrated Financial Management System - $250M wins

2.          USDA and Education – Loan program - $41M win

3.          NIH NITAAC – SSES RFQ - $21M win

4.          GSA - STARS, ALLIANT, IT GWAC, GITGO (GSA IT Infrastructure Technology Global Operations), GSA Schedule 70 - $25M wins

5.          Labor - Federal Black Lung Program - $7M win

6.          Interior & BLM – Cloud, Full & Open IT Contract - $19M win

7.          Commerce – PROTECH, High Performance Computing

8.          Financial Agencies – US MINT, FDIC, OCC, Federal Reserve

9.          Securities and Exchange Commission (SEC)  -  EDGAR, DIOMDS

·               Developed Partnerships and negotiated Master Service Agreements (MSA), FAR flow downs, Teaming Agreements, and SubK with prime contractors (8(a), HUBZone, SDVOSB, HP, Lockheed Martin, IBM, Oracle, DELL, Accenture, CSC, Northrop Grumman, ITT Exelis, SAIC, and GDIT).

·               Advised and consulted government leaders and CIOs in the management of IT and infrastructure assets and organizations, including developing IT strategy based on business priorities & mission, setting and managing expectations, and project oversight.

·               Implemented delivery efficiency with focus on profitability through global delivery, quality, productivity gains and customer satisfaction

·               Managed and monitored lifecycle processes for critical/high-risk accounts and oversee compliance for all projects on parameters such as schedule and effort overruns, customer issues, quality parameters, account level operating margins, risks, etc.

·               Utilized innovative approaches to leverage BPO cost-structure by maturing certain percentage of service lines to drive highly efficient role ratios across the Unit.

·               Developed the next line of delivery leadership talent, ensuring recognition of high performers, high employee engagement and satisfaction, and deploying robust goal flow-down and performance management mechanisms with competency and career development opportunities to engage, retain and develop a committed and skilled workforce.

 

Executive Staff - Business Development & Program Management – CSC

1986 to 1996 - Falls Church, Virginia

·               Served in multiple government and commercial divisions and created Horizontal Business Unit (HBU) and Industry Business Unit (IBU) sales plans which resulted in 35% increases in captured business with 19% in overall program margins increase:

o Banking & Capital Markets (BCM) IBU

o Federal Civilian and Financial IBU

o Consulting Solutions HBU

o Infrastructure Management Services HBU

o Systems Integration HBU

·               Business development with well-designed sales pitches and collateral to customers while collaborating with delivery divisions, resulting in SOW influence

·               Built internal consensus and priority for business opportunities and bid/no bid, resulting in 19% increase in win rate

·               Managed proposal negotiation with customers and closures of the MSA/contract T&Cs/FAR flow-downs - acted as an escalation point and catalyst for contract transition and incumbent re-badging

·               Account management that included 20% increase in client Scope of work (SOW) increase, follow up with clients on payment release (50% decrease in RAR and disputed invoices) with an objective of ensuring achieving revenue goals and sales target as per plan

·               Added existing customers to the HBU's customer base and increased HBU footprint in existing customer accounts – 17% increase in revenue Best Estimates (BEs)

·               Prioritized sales effort and capture/proposal resources to maximize win ratio (increased win rate by 19%)

·               Capture management and business development for opportunities in the IRS, Justice (DOJ), Army Information System Command, FAA, Department of State (DOS), Financial Institutions, Hughes, General Dynamics, BP, ARAMCO, Merck, and Verizon.

·               Responsible for multiple proposals for the following programs: UK Police Automation, ULANA, MAC C2 IPS, SMSCRC (Air Force), IDCU (VA), DOSTN (State), AWIPS-90 (NWS), CDN, ISC, DPS, TCS, SCSS-TA (Treasure), ARCAS, SMC, SBIS, REAS (Army), ALMRS (BLM), Project 615 (USDA), HIPS (HUD), STIP, GOSIP Gateway (Navy), FTS2000, TSC (GSA), and the outsourcing of General Dynamics, Merrill lynch and Hughes computer and telecomm operations.

 

Key Responsibilities:

·               Program Management – Worked on the day to day project management and client interface with account management and delivery coordination to meet program schedule. Worked with program team leads to improve and de-risk the engagement, resulting in project delivery improvement by 25%. 

·               Account Management – Signed off on client’s SOWs and contracts and negotiated Far and flow-downs. Conducted contractual negotiation in coordination with legal and contract team, resolved disputed invoices, followed up for release of payments; minimized revenue leakage for services delivered and enhanced client satisfaction.

·               Account Mining - Prepared and lead client meetings to identify opportunities to expand footprint in account as per plan. 

·               Account Planning - Assessed account specific plans to ensure planned growth for the HBU (revenue, margin, utilization) as per plan.

·               Engagement Management – Positioned CSC as a trusted partner of the client by developing close relationship with client stakeholders and developing solutions in close collaboration with them

·               Sales Planning - Created HBU and IBU- specific sales plan, in conjunction with the corporate business goals.

·               Market Development - Gathered information from client accounts on competitive positions of service lines; piloted innovative solutions; evangelized service lines through pilots, to support revenue growth outside the account and increase ROI.

·               Business Development – Lead opportunity identification and qualification to build internal consensus for opportunity pursuit and prioritize resources to maximize winning. Visited customers to provide targeted pitch, leveraging existing presence and account context

·               Capture and proposal management – Lead capture team with solution architect and pricing experts to develop a winning approach for opportunities

·               Contract and MSA negotiation - Managed SLA, BAFO, contract/MSA negotiation to ensure quick closure of the contract with acceptable contractual risk

·               Merger & Acquisition - Qualified M&A opportunities from the bankers and finalized the business case for evaluation by corporate staff and CEO office to improve competitive stance and market share

 

Senior Program Manager and Global Alliance Manager - Northrop Grumman

1984 to 1986 - McLean, Virginia

Mr. Dastvar was program manager of USPTO, Air Force and Army programs. He lead the development of joint alliance plans, building alliance partnerships to provide industry wide references, develop joint solutions and offerings, prepare account plans and manage a team of Alliance Managers with the objective of ensuring that the alliance program is aligned to and contributes to corporate goals.

 

Key Responsibilities:

·               Sales Planning and Review - Developed joint alliance plan with alliance partners and ensured completion of tasks and attainment of goals. He planned quarterly reviews and coordinated inputs from board members, Division managements, delivery heads, business unit alliance program managers, and solution managers, and conducted at least 2 executive business reviews per year, in order to ensure the alliance partner is contributing to the achievement of the corporate goals.

·               Market Development - Persuaded alliance partners to provide industry wide references in order to build our brand as trusted transformation partner. Negotiated sponsorships to corporate marketing, participated in events and conferences in order to support revenue growth and increase ROI on events.

·               Customer Prospecting - Worked with alliance partner's to promote joint solutions and offerings to alliance partner sales teams and customers in order to create pipeline of joint opportunities.

·               Opportunity Identification and Qualification - Conducted regular pipeline calls with alliance partners in order to identify new opportunities based on specific solutions and initiatives.

·               Proposal Development - Assisted Sales and marketing by working with the alliance partner to provide technical expertise and product pricing for the client proposal.

·               Contracting and MSA - Negotiated NDA and all required alliance agreements to jointly sell solutions and other offerings to new and existing clients.

·               Account Planning and Review - Participated in the Account Planning process for clients to promote joint solutions and offerings with the global alliance partner for inclusion in the account plan.

·               Relationship Management - Developed relationships with key alliance partner executives to facilitate relationship development between our corporate stakeholders in order to position us as a go to alliance partner for new opportunities.

·               People Management - Instructed Sales and Marketing on how to work with their alliance partner in order to facilitate joint selling. He set goals, conducted performance reviews, coach, track performance, prioritize tasks, handle escalations and motivate alliance managers on their team in order to retain and develop talented alliance professionals.

·               Organization Initiatives - Participated in recruiting by identifying talent, conducting interviews to ensure that the alliance role is a good fit.

·               Managed infrastructure modernization for agency wide projects for commerce Department, GSA, Department of Interior, Patent and Trademark Office and Security Exchange Commission (SEC).

 

Education

George Washington University – Washington, DC - BS – Electrical Engineering - May 1981

 

 

 

 

 

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