Business Development, Marketing and Sales Event

April 26, 2011

Fred L. DiSalvo
Sector Director, Talent Acquisition
Northrop Grumman Information Systems
Human Resources & Administration

Fred L. DiSalvo is sector director, talent acquisition for Northrop Grumman's Human Resources & Administration, Information Systems sector.

In this position, DiSalvo is responsible for the talent acquisition for Northrop Grumman Information Systems sector. He is responsible for a staff of 140 employees in support of all recruiting for Northrop Grumman Information Systems (approximately 6,000 positions filled per year).

DiSalvo is responsible for all staffing-related metrics and reporting, compliance, university recruitment and relations, recruiting, training and development, charter to design and implementing standardized recruiting process, roles and responsibilities, and metrics across Northrop Grumman Information Systems.

DiSalvo joined Northrop Grumman in March 2004 from Northrop Grumman's Space Technology sector, in Redondo Beach, Calif., where he held the position of senior manager, talent acquisition and in July 2004 director, talent acquisition.

Since then, DiSalvo has held a variety of talent acquisition roles of increasing responsibility, and brings a wealth of experience and knowledge to this position. He has extensive broad-based recuitment expertise and is a proven leader in supporting operational excellence within large organizations.

DiSalvo has a degree in finance from Syracuse University.

June R. Jewell, CPA
Acumen Advisors

June Jewell, CPA, founded Jewell & Associates in 1990 and grew a successful consulting practice supporting the Wind2 Financial Management System. In 2005, Deltek purchased Wind2, and Jewell & Associates quickly rose to become Deltek's most successful partner. Jewell & Associates merged with Innovative Solutions Group (ISG) in 2010 to become Deltek's largest and most successful partner. Jewell's focus at Acumen Advisors is on client relationships and business development. She is constantly working to leverage her relationships by introducing clients to others that offer potential value for business partnerships.

As an assistant professorial lecturer at The George Washington University in Washington, D.C., Jewell taught accounting to undergraduate and M.B.A. students. She has also co-authored several books including, Selecting Time Billing and Job Accounting Software.

Ken Leiner
Ken Leiner Associates

Ken Leiner began recruiting for technology vendors in 1987 and started Ken Leiner Associates (KLA) in 1990. Originally a one man band, Leiner led the company throughout the 1990s to grow into one of the premier search firms focused on helping technology vendors build their sales, marketing and technical teams. KLA experienced the boom of the dot-com era and was able to survive the dot-com crash and the tough economy since 2009.

KLA consists of a team of 10 recruiters and is in growth mode, looking to expand the team. Throughout the years, Leiner and his team have placed leaders and individual contributors at dozens of small, medium and large technology companies, including Microstrategy, Deltek, Symantec, SAS Institute, Teradata, Netezza, ISS, Red Hat, IBM, Open Text, RSA, Vivisimo, RightNow, BMC and many others. The candidates placed by KLA have contributed hundreds of millions of dollars in revenue to their companies, and have helped many of them go public, get acquired, or simply grow the business significantly. KLA has also helped hundreds of professionals in our industry build successful and lucrative careers.

Leiner's philosophy of recruiting has always been to laser focus on recruiting "hard to find" candidates, conduct in-depth, in-person interviews to qualify candidates' skills and understand their history and goals, and work with clients to close the best candidates for their requirements. Besides getting the job done for his clients, Leiner's approach has always been to look out for the candidates' best interests, and this has contributed to the strong reputation KLA has in the industry. In recent years, KLA has expanded beyond technology vendors to also recruit business development and technical professionals at all levels for professional services firms and government systems integrators. The recruiting market in the D.C. area market is very challenging. Clients are able to leverage KLA's depth in the federal and mid-Atlantic markets to achieve great results.

After 23 years in the business, Leiner is as passionate as ever about recruiting and gets excited by the day-to-day challenges of closing placements, mentoring his team, and coaching candidates and clients in the technology industry.

Shant Markarian
Senior Vice President, Sales
Lee Hecht Harrison

Shant Markarian is a senior-level business professional and organizational leader with more than 23 years of experience delivering outstanding results in sales, business development, marketing, client relations and customer-focused processes. In his current role as sales director for Lee Hecht Harrison, Markarian has overall responsibility for the sales and marketing strategy, activity, resources and results for the Maryland, Virginia, and Washington, D.C., market area across the entire LHH talent development portfolio.

LHH Is the global talent development leader in connecting people to jobs though career transition and helping companies improve employee performance through leadership development, career development, and change management. In this capacity, Markarian has represented LHH in various media interactions including leading television and radio outlets across the metropolitan Washington, D.C., area.

Markarian joined LHH in 2008. He has extensive experience building and leading high-performing teams, identifying and improving business processes to produce measurable, sustainable increases in productivity, and ensuring the sales function of the organization is constantly improving and focused on making an impact on the business results of the customer. He also has extensive knowledge of the federal government's structure, processes, regulations and initiatives from spending 15 years employed by private sector organizations that contract directly with government agencies. In this capacity, he has also worked directly with federal CIOs and their IT leaders to support critical projects, programs and initiatives across functional and business objectives. He also has expertise in research processes, the use of research databases, and knowledge of open source information and information services.

Prior to joining LHH, Markarian held positions with Targus Information Corporation, Gartner, LexisNexis and Reed-Elsevier. He received both his B.A. degree in political science and economics, and his M.L.S. degree from Indiana University.

Nancy Peters
Vice President

Nancy Peters, vice president for CACI's Civilian Agency Group, is responsible for law enforcement business development covering the Department of Homeland Security and the Department of Justice. She is the business development executive for DHS. Previously, Peters was the business development manager for GSA and managed CACI's Task Order Sales organization.

Before joining CACI, Peters served as director of business development and sales for Software AG Federal. Prior experience includes manager of the Washington, D.C., Computer Horizons Consulting Office and outsourcing sales for Lockheed Martin.

Peters is an active member of the TechAmerica Homeland Security and GSA Committees. She is also active in Women in Homeland Security, receiving a Leadership Award for 2010. She serves on the AFCEA Bethesda Board of Directors as outreach chair, and is active in the Professional Services Counsel. Peters has received numerous sales quota achievement awards including President's Clubs from Martin Marietta and Software AG Federal. She has received CACI's Marathon and Pinnacle Awards, and she received the Federal Computer Week Fed 100 Award in 1994.

Peters her business career in Washington, D.C. as sales director for a catering company. She holds a Bachelor of Arts in history and English from Juniata College.

Corey Williams
Vice President, Global Sales

As the vice president of global sales for Silverpop, Corey Williams oversees company initiatives focused on new customer growth. Williams brings more than 10 years of sales and email marketing expertise to his current role, having previously served as Silverpop's vice president of international sales, during which time he was instrumental in the company's expansion into Europe.

Prior to Silverpop, Williams worked as the regional vice president of sales for CheetahMail, where he was credited with increasing the company's regional revenues by 200 percent and helping it emerge as one of the leaders in email marketing. A University of Colorado graduate, Williams also worked as director of national accounts for MessageMedia (now DoubleClick).