Blue Ocean Global Technology Interviews Javier Piquero | Senior National Account Manager; Air and Space Force at GSA

Javier Piquero is a Strategic Account Manager at GSA. His career began in the United States Marine Corps as an Aviation Maintenance Marine. Javier believes in humility, focus, and proactivity, qualities he brings to his work at GSA. With his experience in defense aviation and logistics, Javier prioritizes clients’ needs through effective communication and collaboration. He believes kindness is essential for appreciating life’s small joys, from listening to music to spending time with loved ones.

Blue Ocean: Please share more about your career journey/trajectory and how it led you to GSA

Javier Piquero: I started my career in the Marine Corps as an aviation maintenance Marine. I was an airframes and hydraulics technician on Legacy F-18s in Miramar CA. While stationed in Philadelphia, I worked at the Boeing facility where they built V-22 Osprey fuselages and empennages. This experience exposed me to supportability analysis, which is crucial for logistics and maintenance.

After leaving the Marine Corps, I worked as a supervisor of technical writers and later as an engineering services support manager for BAE Systems. I then transitioned to the government, joining NAVAIR as a data management specialist and eventually moving into the P-8 Poseidon Program Office as a Deputy Assistant Program Manager of Logistics.

In 2020, I joined the General Services Administration (GSA) as a branch chief and am now a National Account Manager supporting the Air Force and Space Force.

Blue Ocean: What does your typical day look like at GSA?

Javier Piquero: My partner and I frequently discuss the Strategic Account Plan. We work with Customer Service Directors to evaluate spending, assess new policies, and focus on professional services and IT. We also aim to tap into the global supply Category.

GSA is organized into categories for acquisition.The Air Force’s biggest spending, which we focus on, is in the professional services and IT categories, as well as Global Supply for Aviation Logistics and supportability, which includes piece parts and repairable items.

We use our CRM, Salesforce, to track everything we do, including our engagements and opportunities. Phil Lowther (my partner on the account) and I coordinate with the category leads within GSA and the heads of relevant Air Force Commands.

For example, we work with Ms. Andrews, the Senior Executive overseeing all professional services acquisitions in the Air Force, as well as the Chief Technology Officer of the Air Force. We ensure that we invest our time in comprehensive category discussions. This not only helps understand the clients’ existing or upcoming policies, but also enables us to collaborate effectively by catering to their needs.

Blue Ocean: What is one trend in your industry that excites you?

Javier Piquero: I think AI is huge everywhere we go. This year, I’ve attended conferences to learn about government policies and attitudes towards AI. It’s fascinating to see how they’re grappling with this new technology and implementing strategies to address challenges.

I attend conferences regularly. I attended the emerging technology conference here in DC, where high-ranking military and government officials discussed procurement strategies for AI-powered cybersecurity tools. It’s clear that government is investing heavily in AI to address emerging threats.

Blue Ocean: How have you differentiated yourself and what helped you be successful?

Javier Piquero: I believe in being professional, humble, and attentive. In my current role, I do a lot more listening than speaking. My partner Phil and I complement each other well professionally. He has extensive experience at GSA, while I contribute with my logistics and contracting background.

Listening helps me better understand clients and their needs. Many times, people ask a question and then continue talking. I focus on recognizing whether clients need a response or simply want to express their thoughts. I strive not to fall into that pattern and instead focus on understanding how GSA can support them and how we can collaborate effectively.

I also strive to keep my work professional. Working for the federal government means I receive the same paycheck regardless of whether I’m successful or not. The mission of supporting the Warfighter drives me, even when I encounter clients who have had poor experiences with GSA. The challenge is to present GSA’s solutions effectively and address any negative perceptions.

This requires emotional intelligence and the ability to avoid taking things personally. By maintaining a professional demeanor, I can successfully navigate difficult situations and contribute to my overall success.

Blue Ocean: How did your experiences as a business leader, especially in GSA, shape the person and professional you are today?

Javier Piquero: I’ve been with GSA for about four years, with NAVAIR the previous 8. My experience working with our talented team has been positive. I’ve stepped out of my comfort zone as a project manager to explore business development in my current role. Although it’s been challenging, it has also been incredibly rewarding. When you work with the same folks on a daily basis, you build a rapport with them. However, in business development, you’re speaking with new people and engaging in their experiences all the time. And there’s a sales side of the house too. I never worked sales before and that’s helped me discover new creative approaches to situations.

Javier Piquero, CIV GS-15 TS [Air Force & Space Force, DoD Account Executive]

Blue Ocean: What is something unique GSA offers to the global market and how do you being in this industry demarcate your offering?

Javier Piquero: GSA, a federal agency established by executive order, serves as the procurement arm for the U.S. government. Our primary challenge is providing federal agencies with contract vehicles, streamlining the procurement process and ensuring compliance with small business goals. We support category management, across the federal government, offering professional services contracts for weapon systems, IT, and other areas.

We provide something unique to the global market—the ability to acquire or procure an opportunity federally or locally at a rapid rate. While all federal agencies have the resources to manage their own contracts, this can be time-consuming and resource-intensive. GSA streamlines this process by connecting agencies with existing vendors who can provide the necessary services or products. This can significantly reduce procurement timelines, often completing them within 90 days or less.That’s a stretch, most procurements are not going to take 90 days to completion but I would say that, as far as the global market for the US government, it’s a pretty big deal.

Specifically, from my position within GSA as a Strategic Account Manager, we work with senior executives at Headquarters, and at the Pentagon in Washington D.C. We strive to provide excellent customer support, but sometimes communication gaps arise. We meet with different offices to align on their goals, then visit Air Force Commands at Air Bases around the United States to understand local needs and priorities. Due to limited resources within DAF, individual USAF Commands rely on partnerships with agencies like GSA to effectively accomplish their procurement mission.

Blue Ocean: What advice would you give to your younger self?

Javier Piquero: I’d say a couple different things. I’d probably tell myself not to get out of the Marine Corps because my older self would have some unfinished business there. I’ve been focused on education and my career. I finished my bachelor’s at Villanova and started a master’s at Drexel, but paused when my wife became pregnant with twins. So I made a decision to take a pause on a master’s degree and I never pursued that further. I think I could go back and talk to my younger self. I would say: “I know that you don’t want to study this subject matter. I know it’s gonna be difficult with the twins coming, and I know that it’s expensive right now.” I think I would tell myself, “Finish it whether you want to or not.” It would be out of the way. I would probably advise myself to pick up where I left off. But I’m very happy where I am professionally. I don’t need a master’s degree anymore because I’ve gotten where I am, and I’m proud of that.The experience, people, and potential networks have been invaluable. Those are more valuable than that piece of paper that says I did my graduate work and I have this other diploma hanging on the wall.” Because looking back, the education received thru experience and hard work and the people I met along the way are far more valuable.

Blue Ocean: What’s your best memory in the Marine Corps?

Javier Piquero: The Marine Corps taught me the value of hard work and perseverance. It was different from intellectual work, requiring physical strength and the ability to push through difficulties. I spent most of my days covered in jet fuel, hydraulic fluid, or some other fluid that was required to make that aircraft fly. But I did it surrounded by friends. No matter how difficult it was or how challenging it was at the end of the day we could all sit back and laugh about it.

Blue Ocean: What is something in your life that you’re extremely grateful for?

Javier Piquero: Some of my greatest memories were the friends I met along the way, the challenges that we went through together, and the lifelong brothers and sisters that I have. I’m extremely grateful for the relationships I have with the people in my life. Human beings are particularly challenging individuals at times. We don’t always see eye to eye, but it’s important to be kind to one another. I’m grateful every day that I get to share my human experience with the folks that choose to be around me.

Blue Ocean: Can you share some of the passions, interests or hobbies that you pursue outside of your professional life?

Javier Piquero: I live on Kent Island in Maryland, a beautiful place with lots of outdoor activities. My three sons and I love spending time fishing, hiking, and swimming. I still work with my hands, but not as much as I’d like and that’s because I’m 44 years old and my passions and interests are not the same as they were. My sons, I think, eventually may want to get to work with their hands. Right now they’re into sports. There’s a lot of baseball going on at my house. My boys are competitive swimmers, so we spend a lot of time at the pool. But I’d like to get them out in the shop and have them experience and develop the same passion that I have for building something or working with their hands to bring something back.

Conclusion

Javier Piquero’s journey exemplifies dedication, leadership, and a strong commitment to serving both in the military and government sectors. Beginning his career in the U.S. Marine Corps as an aviation maintenance Marine, Javier transitioned into government roles that shaped his expertise in defense aviation and logistics. Currently serving as a Strategic Account Manager at GSA, he emphasizes humility, active listening, and client collaboration to address complex procurement challenges. His career highlights his passion for supporting the Warfighter and adapting to new trends such as AI. Javier’s insights on leadership, his gratitude for personal connections, and his reflections on his time in the Marine Corps reveal a deep appreciation for human experiences, both personal and professional.