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Tom Solitario

Corporate and Business Development

Summary

Strategic, global corporate and business development executive. Delivering high value ($250MM+) deals, global partnerships, and M&A transactions for national and international market expansion.  Complimentary sense of key processes to drive globally deployed 30+ member teams.  Former Air Force intelligence and systems acquisition officer. Fluent in Spanish, Portuguese, and French.

Work experience

2010Present

Director, Corporate Development – Strategic Planning

MAXIMUS, Inc.
  • Corporate strategy development in national and international business process outsourcing (BPO) for health and human services administration. Strategic market development, new market analysis, portfolio review, acquisitions, divestitures, mergers, investments, other strategic initiatives and projects.  In my tenure with the company, revenue has grown from $800M to $2.5B, and enterprise value has grown from $940M to $4.105B.
  • Leading initial phase, new market and country research to guide corporate strategies in global expansion. I’ve identified and analyzed over 40 new markets the company could enter and 40 countries.
  • Administering Merger and Acquisition (M&A) projects. Lead due diligence and integration administration. We’ve successfully concluded six M&A transactions from $4M to $300M.
20082010

Startup Co-Founder

Blue Mobile Media
  • Developed a system for mobile services supporting state and federal government elections together with Duetto Group (government relations firm); encouraging voter turnout and administering volunteer support.
Apr 20072008

Director, Corporate and Business Development

Legado Networks (Lightsquared / Mobile Satellite Ventures (MSV))
  • Executed strategies and engaged partners to support development of a $10+BB next generation, 4G, hybrid – terrestrial/satellite - mobile wireless broadband platform. Targets included: wireless carriers; international telcos, local exchange carriers and cable operators.
  • Developed business models in location based services for new verticals, including: commercial and recreational boating; recreational vehicles, government first responders and energy.
  • Defined strategy for mobile wireless broadband applications in Latin America and the Caribbean.
20062007

Senior Director, Partner and Channel Management

Arriss / EGT
  • Deployed global channel strategy of digital processing technology for cable, broadcast and TELCO networks. Broadened company’s value with strategic partnerships to satisfy customer requirements that increased international sales by 150%.
  • Enlisted distributors in Latin America and the Caribbean, Europe and Asia Pacific; and strengthened company’s US offerings by complementing direct sales with channel distributors.
20042006

Director, Business Development

CISCO - Service Provider Video Tech. Group (SPVTG) / Scientific-Atlanta
  • Initiated product market development for private network systems with system integrators. Pursued new business development initiatives serving: IPTV, distance learning, and digital signage. 
  • Led $5MM+ sales initiatives with largest North American content provider.
  • Opened North American eastern regional office to expand sales network with more effective sales development. Expanded market penetration in Canada, Latin America and the Caribbean by leveraging corporate brand.
20012004

Director, Marketing, Sales and Channel Management

Philips, Digital Networks / Scopus 
  • Defined division’s presence in North America. Sales initiatives exceeded all others with largest ($7MM+) network as strategic customer.
  • Increased market share throughout the Americas for Israeli based company, concluding with $5MM+ worldwide sales initiative for largest global satellite operators as strategic partners.
19962001

Director, Marketing and Business Development,

Loral Space and Communications, Inc.  / Space Systems
  • Developed next-gen broadband multimedia services offering, including a roll out strategy, to capture market share with 700K+ subscribers in first year of operation. Conceived comprehensive product and services plan to drive awareness / user base and augment revenues against a $1.5BB revenue base.
  • Established budget headcount business development parameters and sales plan, successfully capped at $2MM in first year with rapid ramp-up of $25MM in second year.
19962000

Chief of Staff, Marketing and Sales, Satellite Communication Systems

Space Systems / Loral
  • Architected sales campaign/contract negotiations for key satellite systems in Hong Kong, Beijing, and Mexico. Closed deals for $120+MM and $250MM.
  • Built complex US Government demand models; facilitated 30 satellite launch/year program conclusions.
  • Created financial model pricing tool for competitive bids as key decision tool in sales over $100MM.
  • Oversaw performance/management of 36 direct reports. Spear headed headcount reduction by 50% to drive efficiencies/cost of sales; sales grew $200MM.
  • Established vision for 20+ person marketing and sales team to re-engineer SATMEX, a former Mexican government satellite operation acquired by Loral, to become a commercially viable / recognizable player for commercial and government sales throughout Latin America and the Caribbean.

Education

19841984

Program Managers Course

Defense System Management College
19741978

BA, Physics

College of the Holy Cross

Worcester MA

19751979

BS, Mechanical Engineering (Controls) - Pending

Worcester Polytechnic Institute

Worcester, MA

Additional Experience

US Air Force Major (Retired) - communication and aerospace systems development

US Military attaché in Brazil

Security Clearance: Top Secret, SA, SCI – expired 2001

Membership

Northern VA Technology Council (NVTC), Big Data and International Committees

Washington DC Mobile-Mondays (MoMo)

TelecomHUB – Advisory Board, Social Media Director 

Wireless Communication Association International (WCA), Rural Communications Committee

Pacific Telecommunication Council (PTC) – Former Board Member

Society of Satellite Professionals International (SSPI) – Former Board Member