Business Development, Marketing & Sales

Speaker Bios - March 16, 2007

James Collins
Federal Software Sales
IBM, STE, Software Technical

James Collins has over 30 years of information systems experience in sales management, technical management, project development, systems design, system installation and tailoring, consulting, marketing and education. Mr. Collins has practical experience in IBM large systems, telecommunications, systems programming, and application development. His sales experience spans Fortune 500 companies down to the SMB space. He has worked with many industries, including banking, insurance, and public sector.

Mr. Collins is currently the software technical executive for IBM Federal software as well as the business unit executive for zSeries brand software sales. Responsibilities include management and deployment of technical sales resources for all software brands, across Federal agencies as well as Federal Systems Integrators (FSIs).

Beth Hardison
Vice President of Business Development
Harris Technical Services Corporation

Beth Hardison brings over 20 years of experience to her position as Vice President, Business Development for Harris Technical Services Corporation. She directs a team of business development, capture and marketing managers, focused on delivering a broad complement of the corporation's communications and IT solutions to the DoD, Civilian and Intelligence markets.

Prior to assuming her current position, Ms. Hardison was responsible for business development and marketing for a $1.2B business unit at Northrop Grumman. Earlier in her career, Ms. Hardison was the Vice President, Sales and Marketing for Acuent Inc., leading their nationwide commercial and federal sales and marketing teams. She also managed alliance relationships and assisted in the evaluation of merger and acquisition candidates.

Ms. Hardison has also held leadership positions at Litton, CSC, NORTEL and GTE.

Donna Kilbourn
Vice President of Business Development
Unanet Technologies

Donna Kilbourn has over twenty-27 years of technical, managerial and project leadership experience in Information Technology (IT) projects and products. Currently, Ms. Kilbourn leads the direct sales effort for the Unanet product suite and contributes a part of her time to building marketing programs and processes for applications consulting attendant to the implementation of the Unanet product. With extensive experience in understanding and converting customer needs into product decisions, Ms. Kilbourn identifies and champions those product enhancements that deliver the most customer value.

Ms. Kilbourn's broad experience in IT consulting also includes management of the development of an extensive Internet, web-based order tracking system for a global telecom company and many engagements in the areas of strategic IT planning, organizational transformation, IT metrics, and systems design, development and implementation. Previously with Price Waterhouse, she has expertise in financial systems' controls and functions.

Michael King
Director, Strategy and Business Development
Commercial, State & Local Group
Information Technology Sector
Northrop Grumman

Michael King directs the market strategy and business development efforts for the State & Local Government IT Solutions operating unit of Northrop Grumman's Information Technology sector's Commercial, State and Local group. This $350M unit is responsible for all aspects of business expansion and program delivery for Northrop Grumman's IT infrastructure and outsourcing programs in the state and local market place and was recently created to leverage the company's recent successes in the industry.

Mr. King is the originator of Northrop Grumman's IT Infrastructure Partnership with the commonwealth of Virginia's Information Technologies Agency (VITA). This groundbreaking public-private partnership is a 10-year, $2 billion relationship that will bring hundreds of high-tech jobs to southwest and central Virginia, and includes over $270 million of new capital investment by Northrop Grumman in the Commonwealth. He also was engaged in efforts that led to Northrop Grumman's $500 million secure wireless broadband network for New York City.

Prior to joining Northrop Grumman in 2001, Mr. King held positions at DynCorp and System Automation Corporation, responsible for a myriad of sales, business development, corporate branding, program management and marketing initiatives.

Mr. King holds a bachelor's degree in Business Administration in Marketing from James Madison University and lives in Ashburn, Virginia with his wife Kim and daughter Cara.

Nancy McCarthy
DC Rainmakers

Nancy McCarthy is the president of DC Rainmakers and is a dynamic, result-driven sales consultant and coach who turns executives into Rainmakers which significantly increases their revenue. The average revenue increase for her clients is 40 percent; some clients have achieved up to 311 percent of year over year revenue with sustained yearly increases.

Nancy works with CEOs and executive teams of companies with revenue up to $100 million to achieve their business goals by creating and adjusting strategies and tactics. Her business philosophy is a direct and practical business approach to help clients evaluate and coach their sales/business development teams to build sustainable revenue. She also works with attorneys, CPAs and non-sales team members. In addition, she hosts a C-level "Rainmaker Roundtable" each month to discuss issues and identify solutions from experts and attendees.

She has 20-plus years of award winning sales and management experience at General Electric, LexisNexis and McGraw-Hill. She opened new markets in most of her positions, breaking through quotas with a track record of performing consistently in the top 1 percent. Her experience includes selling services and products to both commercial and government markets in a technical and non-technical environment.

Nancy holds a B.S. in Business and has completed course work toward her MBA at the University of Maryland.