TAKING THE REINS: DAVE DONOVAN

Federal sales director, SeeBeyond Federal headquarters, Reston, Va. Company headquarters is in Monrovia, Calif. 43 Timonium, Md. Herndon, Va. Married, has two sons: 2 1/2 and "nearing 1." "Saving Faith" by David Baldacci David Baldacci, Jack Higgins, Tom Clancy Santana, Steely Dan, Van Morrison Zeffirelli Ristorante Italiano, Herndon "I play a lot of golf, watch too much sports. With two young kids, there isn't time for much." "The O'Reilly Factor"From my father about presentations: If you know more than your audience does about your subject, you don't have anything to worry about.Bachelor's degree in business administration, University of Delaware, Newark.Director of Global Defense Solutions, Tivoli Systems Inc.Two things: to make sure SeeBeyond is positioned correctly to service the federal government. A lot of times these California-based software companies open a federal division, and they think they'll hire two more sales guys and then call yourself federal. I will make sure they do federal business right. I will hire the infrastructure to do this business properly, such as contract managers. I'll establish a marketing budget, get us on the [General Services Administration] schedule. I will make sure those things are put in place so we could do business with the federal government efficiently.Also, to educate our partners on the value of software for their customers. Within enterprise application integration, many people look at it as merging different data sources. The idea of enterprise application integration is to merge these different data sources to create information. Our partners are important because they understand the data that makes up their domain knowledge and are able to articulate the business value that is associated with the merging of the data sources. The resulting information and how that benefits their customers is the value that partners bring to the overall solution.It's like going back to when I started with Tivoli. It was a $50 million [in revenue] company. With IBM buying it, it became a $2 billion [in revenue company.] I am now back into what I like to do: building an organization, hiring the correct people ... almost back to the drawing board for another start-up, which I like. SeeBeyond is an 11-year-old company with a start-up mentality in the federal space. I like building things.