For the past two decades Steve Charles has helped hundreds of technology manufacturers succeed in the government marketplace. His breadth and depth of expertise on every dimension of the government technology ecosystem provide technology manufacturers with a strategy and clear focus for the greatest success. He is adept at mapping technology product lifecycles and revenue models with appropriate channel and contract vehicle strategies in light of current procurement law, regulations and policy. He receives glowing reviews from the training workshops he facilitates to help sales teams understand the sales tactics needed to address each step in the government acquisition process.
Steve is actively involved in government-industry associations including TechAmerica, ACT-IAC, Coalition for Government Procurement, and the National Contract Management Association. He meets regularly with leaders in government and industry to increase understanding and positive action.
He co-authored The Inside Guide to the Federal IT Market, a how-to book for technology companies selling to the government. He is regularly quoted by media outlets such as Federal News Radio, Computer Reseller News, Washington Technology, and Washington Business Journal and frequently posts blogs to Government Sales Insider.
Prior to founding immixGroup, Steve served as vice president of contract management with Selbre & Associates. He received a B.A. in Communications & Business, Magna Cum Laude from Temple University and has completed extensive coursework in government procurement at American University, George Washington University, University of Virginia, and the National Contract Management Association.