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SUMMARY
Over twenty years of broad ranging sales, implementation, consulting and management experience in the Banking, Investment & Brokerage industries with emphasis on the delivery, marketing and selling of complex solutions and professional IT and consulting services. Have received continuous promotions in both line and staff positions, achieving the senior management position in charge of sales and services for a national practice. Serve as an industry expert and in the use of technology to support and re-engineer businesses. Have established a reputation as a professional who can establish and manage senior executive relationships as well as assemble the professional resources and technical components to solve complex business problems based on value propositions, and manage sales.
BUSINESS EXPERIENCE
BT Global Services, New York, NY NOV 2005-Present
Global Account Director for a premier full service financial firm (JPMC). Responsible for planning and implementing global account strategy, building senior level relationships, serving as business expert, negotiating & managing global Master Services Agreement, and building the global sales team. Business plan targets $45 million with specific revenue and margin objectives.
Have acted as strategy advisor for other accounts and new value propositions and have exceeded all financial and non-financial targets to date.
Sun Microsystems, Inc., New York, NY OCT 2004-NOV 2005
Senior Engagement Manager for business development and customer engagements in the global banking division responsible for solution sales and marketing of core business solutions in support of key business initiatives. Succeeded in closing over $6.5 million services and software business, to date. Leveraged double that (approximately $18 million) in hardware product sales.
Wins were achieved in Data Management, E-mail Archiving, Identity Management, Data Center Builds, and skills staffing. Responsibilities include deal creation, pursuit management, contract negotiation, partner management, recruiting & deployment, and serving as ongoing engagement executive.
Leverage existing customer relationships, establish and maintain new relationships at all levels in client organization, and serve as ongoing client engagement executive. Primary Accounts include: UBS, HSBC, JPMC, DB, Bear Stearns, Citigroup as well as SG, BarCap, RBS, Reuters & CSFB.
CM Consulting Partners, LLC, Ridgewood, NJ SEPT 2001-OCT 2004
Managing Director
Founding partner and primary business development manager responsible for selling solutions and creating alliance partnership with over 30 professional staff in the US and 55 in the UK with primary focus on STP/T+1, Program Office services, Risk Management, Prime Brokerage, Business Activity Monitoring and various business/management/technical consulting capabilities.
Assembled and managing team to develop the STP/T+1 service offering suite for a major computer/services company and have been identified as the sole Americas delivery arm for end-client subject matter expertise delivery. CM Partners is organizing the offerings, marketing strategy and managing the sales functions within two multi-billion dollar global concerns. Have also established distribution arrangements with several best-of-breed software product, tool and ASP providers.
SPECTRA SECURITIES SOFTWARE, New York, NY DEC 2000-SEPT 2001
Executive Vice President of US Sales, Executive Committee Member
Responsibilities included managing sales, offerings development and supervision of delivery at the national level. This included setting of targets as well as recruiting, training, mentoring and leading the sales and sales support organization.
As the senior manager in the US, reporting directly to the Board of Directors and V.C., had responsible for strategy, planning and attaining $20 million in sales for fiscal 2002. As a member of the Executive Committee, participated in corporate strategy, managing US senior executive client relationships as well as sales pipeline. Helped prepare for acquisition.
CAP GEMINI ERNST & YOUNG, New York, NY (Paris based parent) AUG 1996-NOV 2000
Director of Financial Services
Three time Over Achiever’s Club. Responsibilities included Global relationship executive for three cornerstone accounts (JP Morgan, Reuters & UBS Warburg) in the financial services industry. These accounts collectively contribute over $70 million to Cap Gemini Group per annum.
As business development executive, responsible for development of business relationships through marketing and relationship building, as well as direction of National Account teams in the
US and abroad. Focus in global financial services/investment banking institutions with revenue targets of approximately $50 million.
GREA CORP (Global Research, Engineering & Analysis), Ridgewood, NJ FEB 1994-AUG 1996
Principal Consultant
Engagements included the development of technological strategic plan for an international credit card company, development of firm-wide requirements and migration strategy for the US agencies of several foreign banking organizations and development of specification/management of the development of a tri-party repurchase (bond finance) system implemented by another major German commercial and investment bank.
Implemented Marketing & Sales strategy for financial software products division of $400 million UK based software/services company (payments, risk management, compliance, etc.).
DIGITAL EQUIPMENT CORPORATION, New York, NY 1989-FEB 1994
Director, Investment Management /Capital Markets Practice
Twice awarded President’s Club for substantially exceeding sales targets. Managed a staff of eighteen sales and delivery professionals supporting solutions acquisition, design and implementation for trading, asset management, mutual fund companies and exchanges.
Principal Director for the development of DEC's business platforms including integration of trading support, portfolio/risk management, decision support and back-office (SMAC) offerings, with a primary focus on cost justification and business process re-engineering for use in multi-vendor platform environments.
Leveraged over $50 million of hardware, software and professional services to banks, insurance companies, brokers, fund managers, traders and exchanges. These investments resulted in over $100 million of benefit to clients.
Profitably managed the Asset Management/ Financial Services segment of the business responsible for quality control, staff development, third party vendor/channels relationships and maintaining relationships within Digital's complex matrix organization.
MERRILL LYNCH CAPITAL MARKETS, New York, NY 1983 - 1989
Assistant Vice President, International Systems,
Trading, Operations & Telecom
Promoted from Systems Architect to Sr. Systems Manager in 1984 then to AVP International Trading & Securities Operations in 1985.
Produced and developed systems with a staff of 55 focused on Trade Desk Support and Securities Operations including Process Re-engineering and Securities Movement & Control.
Managed the development of the core multi-currency environment Merrill still uses.
Created the plan to outsource major functional components and substantially reduce the corporate systems budget of over $1 billion.
SMITH BARNEY, HARRIS UPHAM, New York, NY 1981 - 1983
Group Project Manager-Trading, Operations & Systems
Promoted from project manager to group manager in 1982.
Implemented and managed development projects supporting virtually every aspect of the business including all instruments, business functions and product types. Major focus was on trading, operations, syndicated initial offerings, core systems & masters, insurance, securities lending, SMAC and ERISA products.
JAMES R. TOOMBS & ASSOCIATES, Ramsey, NJ 1978 - 1981
Management Consultants
Provided operational consulting to various manufacturing and process companies.
Developed commodities trading, transport & tracking facility for global refinery operations.
Managed business and created plans of arrangement for Debtors-in-Possession under the auspices of the Federal Bankruptcy Court and in concert with creditors' committees.
COOPERS & LYBRAND, New York, NY 1975 - 1978
Manager-Management Consulting Services
Promoted from staff consultant to manager in 1976.
Participated in the sale and delivery of over $1 million of consulting services with primary focus on financial services, money managers, securities exchanges and the not-for-profit sector (Lincoln Center for the Performing Arts).
Achieved substantial savings for client concerns resulting from better resource allocation.
ALEXANDER PROUDFOOT COMPANY, Chicago, IL 1973 - 1975
Business Consultant/Installation Manager
Promoted from staff consultant to Installation Manager in 1973.
Participated in the implementation of production control systems internationally resulting in substantial client savings and throughput improvements.
Managed development and implementation of training programs and industrial film production for client personnel (HR and Skills Training).
EDUCATION
Harvard University AB
Ongoing graduate course work & symposia
PROFESSIONAL AFFILIATIONS & SPEAKING ENGAGEMENTS
Securities Industry Association, International Society of Securities Administrators, AMTECH, New York Institute of Finance, DEC World, Institute for International Research, Research & Planning, DEC National Sales Meetings and other Industry Symposia. . Collaborations with Columbia University, Stevens Institute of Technology, and Cornell Theory Center. |
