SUMMARY

• A professional, self - motivated leader with a proven track record in sales and P&L ownership of Information Technology Services, and Business Consulting services to mid-market
• Consistent sales track record in achieving revenue growth in leadership and individual roles with targets from $3M-$30M
• Skilled in driving the full sales life cycle from opportunity identification to closure, building and managing account plans, leading teams, RFP/RFI execution, pipeline management, sourcing and MSA negotiations
• Specialized expertise: greenfield and existing accounts, consultative selling, value creation, CXO relationship building
• Domain experience: ITO, BPO, Digital Transformation, Cloud, Application Services, SAP, Microsoft and open source solutions
• Industry experience: Manufacturing, Automotive, Public Sector, Financial Services
• Capable of helping firms manage their most complex and demanding client relationships at any organizational level

PROFESSIONAL EXPERIENCE

Confidential„ New York, NY

Vice President, Business Development

Responsibilities:

• Engaged to re-engineer their current recruiting process and to build-out a recruiting partner ecosystem that is industry specific focused on delivering hard to find skill sets in the Telecom, Cable, Wireless industry
• Retained as VP of Sales to transform an under-performing region of the US (east coast) in order to meet revenue and market share growth targets. Sold consulting and IT services across digital, modernization and technology domains to mid-market and enterprise accounts. Built a $6M pipeline that generated $2.4M in revenue against a $2M target achieving 140% over quota. Secured 8 new client logos: Eagle Family Foods Group, JM Smuckers, GoGo, Swisher Intl, Party lite, Massimo Zanetti, PCLS, and Home Depot. retired previous home grown PIM platform, implemented a consolidated PCM (Product Catalog Management) and CMS (Content Management System) platform and stood it up onto the AWS platform. Go-Go : developed a modern, scalable and extensible Merchandising Center application that dynamically publishes products to customers in flight through multiple channels using the Pimcore platform. migrate and retired current E-Commerce systems (2) into a new digital commerce platform using Magento
• Retained as VP of Strategic Initiatives to work in collaboration with the senior leadership team in a variety of projects and initiatives. Responsible for a $25M strategic business initiative between Volvo Construction Equipment and ARI. Led the discovery phase, collaborating with Volvo management to build out the vision and scope of the project. Created a business development strategy to enable ARI growth, both short & long term. Defined the organization's sales process methodology and engagement model. Rebranded their corporate identity delivering a new logo, website, content and a new brand message, the power of "i" (innovation, ingenuity, intelligence, insight)

Confidential, New York, NY

Global Account Director

Responsibilities:

• Grew the portfolio of business by 140%, generating $14M in revenue against a $10M target
• Led the deal pursuit team and alignment of strategic partners EMC Consulting, Cisco and Wipro in closing a $55M/5yr. global data center initiative, involving the consolidation of more than 80 legacy data centers into 6 world class facilities enabling Pitney Bowes Engineering to transition to a cloud based Infrastructure as a Service IaaS
• Restored confidence and perception with key stakeholders in HR, and Global Online BU's, regaining entry to several Microsoft related initiatives, resulting in $4.5M new business
• Qualified opportunities, and insured proper alignment of resources, reviewed all legal contracts, MSA's and SOW's Internal and External, partnered with PM's and Stakeholders to insure objectives, and client satisfaction were being met
• Managed alliances for Wipro with EMC, SAP, IBM, Cisco, and Microsoft, led annual and quarterly account planning sessions to identified areas to work collaboratively on marketing based events to support visibility and revenue objects
• Fostered and maintained executive level relationships, established bi-weekly meetings with BU heads to improve communication and value perception, co-led a monthly CIO meeting including direct reports, and Wipro leadership team

Confidential, Redmond, WA

Associate VP of Sales, Manufacturing BU, West Coast

Responsibilities:

• Ranked 2 nd in North America against 15 of my peers in the Manufacturing BU
• Entered a greenfield territory, developed a go-to-market strategy that included a sell with/sell through sales strategy with SAP and Microsoft that resulted in "10" new logos, "10" MSA's and a pipeline growth from $0 - $123M in 18 months
• Grew Manufacturing Services vertical from $0 to $37M, achieving 123% of quota against a $30M target in ITO business
• Won a $21.3M, multi-year contract, taking business away from the 3+ year incumbent, Confidential, who held a $260M IT Services contract at Clorox
• Turned around the business relationship in a failing account between TCS and Daimler (DTNA), resulting in key wins in product engineering of $1.8M and the implementation of SAP ECC 6.0 platform enterprise wide, projected TCV, $25 - $30M
• Led the deal pursuit and capture of an Application Development & Maintenance - Rite Sourcing initiative for Daimler Truck North America (DTNA) resulting in TCS winning a $27M contract
• Drove IT Strategy sessions and workshops with clients to uncover consulting and outsourcing opportunities

Confidential, Atlanta, GA

Regional VP of Sales

Responsibilities:

• Transformed under-performing segment into top producer by rebuilding the sales team Mid-Atlantic and Southeast regions
• Directed 4 sales executives and 2 systems engineers covering 2 regions: Mid-Atlantic, and Southeast
• Increased revenue from $2M to $8M in 1st year, exceeding quota 130%. Doubled revenue to $16M by 2nd year
• Developed a strategic relationship with Answerthink addressing their need for augmented staffing capabilities that resulted in new business for Hudson Global Resources at a National level contributing $750,000, year one
• Generated $5.5M in partner sell side revenue

Confidential, Boston, MA

Director of Business Development

Responsibilities:

• Re-engineered, negotiated and closed a $4.1M application development project at Pitney Bowes that became a flagship account for Primix and the second largest client in the company's history
• Achieved 102% of quota against a $5M target
• Recognized as top line producer for 2001; Q1 and Q2, delivering $1.4M and $1.8M or 29% and 33% respectively against the corporate projected revenue goals for the New England
• Identified and led the sales pursuit for Primix Solutions with US Trust Wealth Management to deliver a Knowledge Management strategy, and application development of an E-Learning portal that resulted in a $1.3M services contract

Confidential, Bellevue, WA

Regional Vice President

Responsibilities:

• Increased market-share 80% and revenue growth by 400% from $5M to $20M over a 4-year period by executing an aggressive market expansion strategy for GE regional account programs
• Managed strategic relationships for GE, generating an additional 8-10% YOY revenue growth
• Secured a multi-year, managed services contract for GE Capital ITS with the department of Health and Social Services of Washington State, resulting in a $7.5M/3YR contract
• Served on the technology advisory board at Edmonds Community College