SUMMARY
Information Technology Consulting Executive with proven expertise in establishing, growing and managing consulting practices at product-centric technology organizations. Consistent track record of profitable revenue growth through disciplined management and continuous improvement initiatives. International experience driving consulting practices up to $120M in annual revenue and 750 professionals. Trilingual English, Spanish and Portuguese, verbal and written.
- Consulting Management
- Technology Management
- Systems Integration
- Solution Implementation
- General Management
- P&L Responsibility
- Business Development
- Project Management
- Profitability Improvement
- Process Improvement
- Project Quality
- Six Sigma Black Belt
PROFESSIONAL EXPERIENCE
UNISYS CORPORATION, Boca Raton, FL 1994 - 2009
Publicly held $5.2B global provider of information technology services and solutions to financial services, telecommunications, public sector and transportation clients. Recruited to help transform this traditionally mainframe-based company to a services-led provider, initially focused in Latin America.
Program Leader, Worldwide Sales & Services (2006 - 2009)
Following a successful track record of managing consulting services and improving profitability in the Latin America region, accepted this global position to lead high priority revenue enhancement and cost reduction initiatives.
- Managed global large accounts program to grow orders and profits in the company’s top 40 accounts despite declining overall revenues. Increased orders by 42% and gross margin by 30% in these accounts over two years.
- Reduced annual worldwide labor costs by $19M by driving the increased use of offshore and low-cost resource pools.
- Implemented new global processes for assigning staff to client engagements. Reduced unassigned time by 20%, or $3M per year, and contributed to a 30% reduction in problem projects.
- Managed a program to reduce facilities management expenses in the U.S. by $6M per year. Received company Trailblazer Award for successfully delivering project benefits ahead of schedule.
Regional Practice Leader, Latin America and Caribbean (1999 - 2005)
Promoted to this regional position after successfully leading the systems integration consulting practices in Mexico and Brazil. Oversaw the delivery of information technology solutions to Banking, Telecommunications, Public Sector and Retail clients in the region. Teamed with in-country sales force to drive business development. Proposed and priced projects, delivered them as contracted, managed client relationships, and continuously improved operations. Drove recruiting, training and professional development, project staffing, and performance management for all systems integration staff in the region.
- Delivered annual services revenue up to $120M derived from systems integration projects and outsourcing contracts. Managed staff of 750 professionals through ten direct reports.
- Improved consultant utilization levels from 71% to 80%, contributing $6M per year to profitability.
- Reduced contractor usage by 38%, contributing to the improvement in staff utilization.
- Established a Project Quality Office for the region. Structured proposal and project quality assurance reviews that led to reduction of 55% in problem projects over two years.
- Developed proposal, project plan and pricing templates by industry and solution. Reduced annual proposal costs by $1.5M.
- Conducted periodic gap analyses to evaluate skills for all regional staff against market requirements. Defined and implemented training, development and workforce planning initiatives to improve skills.
Managing Principal, Mexico (1996 - 1998)
Led systems integration consulting practice, overseeing a staff of 120 professionals. Increased revenue from $5M to $11M over the course of this three-year international assignment.
- Shifted portfolio of projects from low-value technical support and staffing assignments to higher-value systems integration projects, improving project margins by an average of 11 points.
- Implemented rigorous change order process increasing contract add-on revenue from virtually zero to 10% of billings.
- Renegotiated contracts for two troubled projects, avoiding losses of close to $1M.
Managing Principal, Brazil (1994 - 1995)
On an interim basis pending the recruitment of a local hire, managed consulting and systems integration practice of over 300 professionals in Brazil. Increased revenue from $15M to $23M in this year-long international assignment through diligent practice management.
PRIOR EXPERIENCE
SIMON & SCHUSTER, Old Tappan, NJ
Director, Applications Development
Led development of corporate Customer Service, Order Management and Inventory Management applications. Managed an annual budget of $3M and supervised a staff of 12 employees and consultants. Oversaw integration of Customer Service, Supply Chain, Application Development and Data Center areas of Macmillan Publishing as part of its acquisition.
TECHNOLOGY SOLUTIONS COMPANY, Chicago, IL
Senior Principal
Managed systems integration projects for clients in Consumer Products industry. Focused on engagements in supply chain area, including high-volume order processing and fulfillment for catalog retailers.
ACCENTURE, Florham Park, NJ
Senior Manager
Sold and led the delivery of systems and management consulting engagements in consumer and industrial products sectors. Recruited, trained and developed professional staff. Instructed systems planning, design and implementation methodology courses for staff and senior consultants. Representative projects include:
- Proposed, sold and managed a $12M project for a major supplier of industrial gases to implement a nationwide logistics system encompassing leading-edge technologies and remote data collection devices. Managed a project team of 55 consultants and clients.
- Defined supply chain systems strategy and technical architecture for a major integrated food products company. Led client through the process of selecting application software.
- Directed systems planning, software selection, systems design and application development phases of a program to implement production planning and finished goods distribution systems for an international designer of fashion apparel.
Manager, Senior Consultant, Staff Consultant
Led systems development engagements in the areas of supply chain, finance, and human resources for a variety of large companies including IBM, Praxair, Kraft Foods, ConAgra Foods, Schering-Plough, Securitas, State of New York, Educational Testing Service, and Liz Claiborne.
EDUCATION
Master of Science (MS), Management Engineering, Rensselaer Polytechnic Institute, Troy, NY
Bachelor of Science (BS), Management Engineering, Rensselaer Polytechnic Institute, Troy, NY
CERTIFICATIONS
Certified Black Belt, Six Sigma
LANGUAGES
Fluent in English, Spanish and Portuguese, verbal and written
Understanding of French |
