Extended resume for Fed

1. FEREOL “FED” DE GASTYNEFEREOL “FED” DE GASTYNE
41 National Blvd  Beaufort, South Carolina 29907
M: 843.872.7511  fereol59@gmail.com
EXPERT IN GOVERNMENT CONTRACTING - LARGE DEAL CAPTURE & ALLIANCES
Top performing Government Sales Executive, experienced in Federal, State & Local Government Sales. From 2016
to 2017 increased sales pipeline for State & Local Government from $3 million to $16 million – increased close
ratio – increased average deal size. In 2014 sold $20 million plus in services and solutions to Government.
Capture Management – Proposal Team Management – Win Strategies - Business Development
Customer Requirements Analysis - Direct Sales – Channel Development – Solutions & Services
Pipeline Development – Partner Alliances - Subcontracting Strategies
Consistent success in leading large deal capture efforts involving third-party solutions and services to address the
needs of Government customers. Proven ability to drive new sales deals to exceed quota attainment. Led
Panasonic Solutions Team in end user sales. Continual success working with corporate resources, proposal
managers and legal counsel to win large deals.
PROFESSIONAL EXPERIENCE
HARMAN INTERNATIONAL March 2016 to September, 2017
Director of State & Local Government Sales
Hired to build a State & Local Government sales program. Grew the pipeline from $3 million to $16 million,
increasing close ratios and average deal size. Emphasis on Courts, EOCs, Municipal Buildings, and other State &
Local Government projects involving new construction and AV IT refreshment. Left Harman as part of a global
reorganization action which eliminated 650 positions.
PANASONIC OF NORTH AMERICA August, 2008 to October, 2015
Solutions Architect
Hired as BDM supporting the entire Federal Government Panasonic Sales Team, then transferred after three years
to Solutions Architecture Team (SAT), for total tenure at Panasonic of seven years. As BDM assisted the FEDCIV
and DoD teams in exceeding their Panasonic product sales quotas, and gathered FEDGOV customer requirements
leading to development of new mobile computing products. As a Solutions Architect, handled all third-party
solutions and services sales made by Panasonic to State & Local customers, including many complex engagements.
The solutions process included forming alliances with subcontractors - the qualification of, onboarding of, and
management of, third-party partner companies. Managed many of the solutions and services projects through to
completion, acting as overall project manager. Left Panasonic due to the elimination of Solutions Teams.
FOCUSED SOLUTIONS
AV Management – Networked AV – Premium Audio – Architectural Lighting - Mobile Computing – Digital
Signage – Dual Factor Authentication – Video Surveillance – Video Management Systems – Situation
Awareness – Installation Services – Endpoint Security – Display Solutions – ALPR (License Plate
Recognition) – Facial Recognition – Video Analytics – Evidence Management – Body Worn Camera (BWC)
– Cloud Applications & Storage – Customized Statements of Work for Government Agencies

2. SPOTLIGHT PROJECTS
ETHAN Project – City of Houston telemedicine initiative led by retired Air Force officer, Dr. Gonzalez
Wayne County Airports in Detroit – digital signage, wayfinding proposal effort that changed the
government customer’s technical approach to the project.
City of Austin Central Library – assisted this municipal government customer in its construction of a
networked AV system for a new, six-floor library in downtown Austin, Texas.
Henrico County, Virginia – numerous opportunities generated via Networked AV and total solutions
presentations with multiple departments at Henrico County. Sales across multiple product lines.
First Judicial District of Philadelphia – developed lead that resulted in orders totaling $451,000 in dealer
revenue to Harman, encompassing 35 courtrooms for audio and AV control in Philadelphia.
Florida Highway Patrol – managed the installation of 1,026 in-vehicle video evidentiary capture systems
and (24) servers across the State of Florida within 90 day time frame.
EOC for City of Richardson, TX – closed sale and managed implementation of entire solution set for
newly-constructed emergency operations center, including digital signage, professional projectors, surveillance
system, and audio/visual management system (CRESTRON). Managed the process of installing and programming
these systems to a successful conclusion.
Maui County – responsible for all pricing, contract negotiations, and SOW development and
implementation of the multi-vendor solution that provided CJIS-compliant law enforcement evidentiary video
capture on the islands of Maui County, Hawaii. Required tight communication and logistical coordination with
installation and solution partners.
TRUSTED SOLUTIONS GROUP, INCORPORATED December, 2007 to August, 2008
Government Business Development Manager
Developed a distance-learning initiative in cooperation with government technical consultants and a technical
college, then sold the course to agencies of the US Federal Government. Negotiated and managed all teaming
efforts with large prime contractors, including SAIC, CGI, etc. Handled all marketing collateral development
and branding for TSG.
ENTRUST, INCORPORATED February, 2007 to October, 2007
Account Executive, Department of Defense
Developed DoD sales plan and sold security and encryption software solutions to DoD and U.S. military
customers. Solutions included multi-factor authentication, data-at-rest encryption, single sign on
(SSO) authentication securit y, and security software for enterprise web portal and email
security for DoD and U.S. military accounts.
INTEGRATED INFORMATION SOLUTIONS (IIS) November, 2005 to October, 2006
Director, Government Sales & Marketing
Sold professional services and telecom products (Engage Telecommunications, Inc.) direct
to government agencies (Missile Defense Agency, VA, USDA, DISA), and through
integrator partners (Booz, Allen & Hamilton, SAIC, Lunarline, ITG).
PROVANCE, INCORPORATED July, 2005 to October, 2005
Account Executive for Government & Integrators
Government Integrator Sales Account Manager for a developer of Total Lifecycle Asset &
Services Management Software. Managed global contract accounts for CSC, Northrop

3. Grumman, EDS, and other large government integrator customers, and conducted joint sales
efforts to close enterprise deals in support of federal government agency accounts.
CENTRISOFT CORPORATION October, 2002 to March, 2005
Manager of Federal Government Sales
Created a federal sales program for Centrisoft, including activities with direct DoD and civilian
accounts, relations with TELECOMs such as MCI Government Markets, and partners for
Centrisoft’s dynamic bandwidth allocation enterprise software. Closed a $2.5 million/year
enterprise software sale with US Army Reserve Command ( U S A R C ) in Atlanta.
INTEGIC CORPORATION July, 2002 to October, 2002
Manager of Partner Alliances
Worked with partners and integrators to generate interest in selling lntegic's ePower workflow
product into government accounts.
DOMAIN TECHNOLOGIES, INCORPORATED December, 2001 to May, 2002
Director of Business Development
Sold multiple services from small business Web developer, directly to government agencies.
LUMINANT WORLDWIDE LLC February, 2001 to October, 2001
Client Development Principal
Handled all federal government-related sales of this national Web portal development
company. A rollup company, Luminant ceased operations in October, 2001.
FED SERVICES, INCORPORATED 1995 to 2000 (five years)
President & Publisher
Founded a firm that published Electronic Government Magazine, and InSight Magazine,
focusing primarily on IT innovations of U.S. Department of Defense. Also provided custom
publishing and advertising support to vendors marketing to the federal government. In 1998,
sold advertising and services garnering $1.2 million revenue.
STG MARKETING, INCORPORATED 1994
Director of Government Operations
Responsible for providing marketing c o mm u n i c a t i o n s support sales to the Bell Atlantic
Account, which was marketing the TEMPO telecommunications modernization
contract to U.S. Department of Defense in the Pentagon.
MICRO COMPUTER POWER, INCORPORATED 1993
Director of Government Operations
Sold microcomputer products directly to government agencies, and managed the creation and
maintenance of GSA schedule contract for that woman-owned business.

4. BOHDAN ASSOCIATES, INCORPORATED 1992
Manager of Dealer Programs
Managed four salespeople comprising a $30 million division of a regional seller of personal
computers. Sold exclusively to government integrators, 8(a) minority companies and veteran-
owned firms.
COMPAQ COMPUTER CORPORATION 1986 to 1991
Channel Account Manager & Dealer Sales Manager
Managed indirect channel sales for Compaq to federal government, including bringing GTSI
to US1 channel status. Won Excellence in Marketing Award, created in recognition of
marketing contributions in the government sales arena. Received multiple forecasting and
President's Club awards and trip recognition for sales achievement.
NBI OFFICE AUTOMATION SYSTEMS 1982 to 1986
Account Executive
Sold directly to commercial accounts and government systems integrators in Washington, DC.
Won multiple Peak Performers awards and President's Club trips. Recognized as multi-year
national finalist for Demorama sales competition.
Education: Bachelor of Science, Environmental Studies – COLLEGE OF WILLIAM & MARY IN VIRGINIA (1981)