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Maurice (Mac) Nachlas
2132 Western Run Dr. • Baltimore, MD 21209 • Cell 443-882-8729 • macnac@gmail.com
Strengths:
• Listening to customers, communicating their business/mission needs to technical
resources, and then communicating technical solutions back to customers in business
terms.
• Applying a Systems approach and Solution Selling skills to get multiple parties with
disparate goals pulling together toward customer objectives revenue goals.
• Aligning product offerings with customer mission and developing narratives to convey
value and drive long term vision.
Experience:
• 15+ years of experience in the Federal IT arena with companies ranging from start-up
to highly-matrixed multi-nationals.
• Experience in Federal accounts including Commerce, DHS, SSA, VA, DHHS,
HUD,CMS and DOD.
• Customer Relations Management including business development, bid and proposal,
sales, negotiation and program oversight including requirements management,
project design and testing.
• Vendor team management in both prime and sub contractor roles in partner ecosystems
including IBM, Microsoft and Cisco.
• Management of programs/projects including software development and integration,
Systems Engineering, financial management, HR, analytics, communications and IT
security.
Core skill areas:
• Sales and Business Development using techniques and skills based on Solution Selling
and Spin Selling.
• Negotiation and Team management based on the Accluvus and Fischer/Ury systems.
• Project and Program management and “scope-creep” control using techniques of Model
Based Systems Engineering.
Career Highlights:
• $20m in Task Order contracts won at Pacstar, Inc.
• Won a major GWAC worth over $80m at Force 3,Inc.
• Teamed with IBM to build the Integrated Public Alert Warning Systems (IPAWS) for
FEMA
Professional Experience:
• Senior Account Manager
Vitech Corporation, September 2012- May 2014
Page 1 of 3

Promoted Model Based Systems Engineering methodology, software and services to
government customers and systems integrators for evaluation and design of highly
complex systems and documentation of multi-faceted processes.
This was a technical sale that involved identifying customers with appropriate need,
demonstrating the value of our methodology and negotiating between various
stakeholders for adoption. My largest customers included USMC, NASA and MITRE
Corp.
• Business Development/ Program Lead
VirtualAgility Inc. Jan 2009-June 2011
As an IBM Partner we built a Decision Support Systems for senior leaders at FEMA.
Other customers included Army Logistics Command and Joint Forces Command.
As Project lead for the Integrated Public Alert Warning System (IPAWS), I sold and
managed our team from concept through implementation, working with multiple partners
and changing Government leads. Based on IBM SOA, the system provided tools for
common operating picture, analytics and mission action outputs.
• Sales/Business Development/ Program Lead
Pacific Star Inc., 2004- November 2008
As Business Development Manager for Pacstar I negotiated access to IDIQ contracts (ex:
IMOD, ITES-2S, NETCENTS) through which I won and managed task orders worth over
$14m. I identified and qualified opportunities, developed solutions, developed teams and
win-themes and managed customer interactions to ensure success.
• Federal Account Manager
Network Associates, 2000-2004
Sold Enterprise Information Security to named Federal accounts. Working through
VARS, integrators and channel partners I negotiated a $2 million-plus enterprise license
agreement with DHHS and Blanket License Agreements for HUD, HCFA (now CMS),
NOAA and sub-cabinet accounts including The Smithsonian Institution, NIST, and the
Federal Trade Commission.
• Federal Account Representative
Keane Federal Systems, 1998-2000
Sales of consulting, software development and integration, and program management
services to C-level executives in named Federal agencies including Department of
Veteran Affairs, DHHS and SSA including a $1m consulting contract for VA Financial
Services Center and a implementation services for SSA (Oracle Financials and
PeopleSoft HR).
• Director of Federal Programs
Force 3, 1992-1998
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As the second employee of this 8(a) startup I led a team that developed service offerings
for installation of networking and telecom equipment and recruited partners to win (as
prime) the NIH ECS Contract, helping the company grow to over $100m in revenue in 5
years.
• Prior Employment:
Computer Sales, Nynex/ Microcomputer Center, Manufacturing Engineer at Thonet Bros,
Statesville, NC. Account Manager for Star Furniture Finishes, Manager Almar Bookstore
Professional Development:
• Education:
o University of MD / Barkley University, BS in Business Management. 1985
• Certifications & Licenses:
o Certification in Industrial Engineering, Sirge Birn Association 1981
o Cisco Certified Sales Associate
• Training:
o Salesforce.com (Power-user);
o Siebel Sales Techniques;
o Acclivus Negotiation Training; Solutions Selling,
o Miller-Heinman Strategic Selling and Solution Selling
• Affiliations:
o CIO Councils Industry Advisory Council (IAC);
o Armed Forces Communication Electronics Association (AFCEA);
o Information Technology Association of America (ITAA)
Community:
o Chair, Governors Commission for Service and Volunteerism, State of Maryland
2009-2014. Volunteer position leading the State of Maryland to vet and manage
grant applications for Americorps Programs worth over $20m and providing
stipends to almost 10,000 volunteer members.
o President, Mt. Washington Improvement Association
o Member WYPR Community Advisory Board
o President MW Community Swim Club
o Coach Roland Park Baseball League, MW Soccer
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MnachlasSD2_2015

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