Results oriented leader with a track record of marketing and implementing business improvements around enterprise software solutions and consulting services for Global Corporations. Possesses a deep understanding of critical business drivers and market trends in Financial Services and Insurance; highly successful in building relationships with upper-level decision makers, seizing control of critical problem areas and delivering on customer commitments and company targets. Customer focused and performance driven with a fervent passion for success. Key skills include:
- Driving Revenue Growth
- Market Positioning
- New Product Introduction
- ROI Analysis
- Organizational and Channel Alignment & Integration
- Account Management
- Customer service
- Relationship management
- Entrepreneurship
- Product Positioning
- Market Penetration
- Practice Development
- New Process Design
- Process Improvements
- Team Building
- Improving Operational Efficiency & Effectiveness
- Budget and P&L Management
- People Management
- Program Management
- Project Management
- Full SDLC Management
- Systems Development
- Application Maintenance
- Systems Architecture
- Business Analysis & Design
Master of Business Administration • Kellogg School of Management, Northwestern University • Kellogg-Schulich Program
Bachelor of Science • Computer Applications and Information Systems • Clarion University of Pennsylvania
SELECT ACHIVEMENT HIGHLIGHTS
✥ Created new solutions product offerings expanding beyond core software capabilities and solutions. Increased product penetration into new and existing customers; surpassed $45 million revenue target
✥ Crafted compelling new product positioning approaches and strategies based on customers processes. Increased sales productivity 110% through fast, but accurate qualification of ECM & BPM opportunities
✥ Established and successfully developed an e-Strategy & Solutions Practice from a greenfield startup operation to over $2 million in revenues in 9 months
✥ Drove strategy and execution of an eCommerce initiative creating operational efficiencies by integrating all products and enhancing customer relationship at a large Commercial Bank.
✥ Reverse engineered data and processes within an existing enterprise application which led to the identification of over $13 million in savings for a state Worker Comp group
Consulting and Process Improvements Portfolio:
Mortgage • Wealth Management • Commercial Banking • Brokerage • Compliance and Risk Management • Securities • Credit Card • Activity Based Costing • Business & Technology Strategy • Commercial Credit • Customer Segmentation, Positioning and Targeting
Technology Portfolio:
Bespoke applications • Microsoft and Java • n-Tier architectures • Enterprise Content Management • SDLC Methodologies • DMBS • Open Source • Quality Assurance & Testing
PROFESSSIONAL EXPERIENCE
Filenet Corporation 2001 to 2004
New York, NY Vertical Solutions Leader/Architect, Financial Services & Insurance
Directed vertical solutions by bringing together sales, marketing, engineering and channel partners to craft and take to market industry focused Compliance & Risk Management, Enterprise Content Management, Business Process Management and Business Intelligence software solutions products for large Financial Services and Insurance clients.
New Product Introduction
Market Positioning / New Process Design
Organizational & Channel Alignment & integration
• Created new market growth opportunities by developing offerings utilizing and/or expanding upon core Filenet capabilities. Drove market requirements analyses and interpreted it into viable business architectures and application solutions products.
• Established a meaningful point of difference for customers by implementing a broad product portfolio which addressed unique points of concern while also focusing on relevant process improvements across the enterprise. Solutions portfolio included:
• STP - Securities Exception Management • MISMO and Mortgage processing solutions • Sarbanes-Oxley/COSO compliance & risk management • Commercial Deal Management
• Grew industry solutions product portfolio to include 10+ new strategic partners with new solutions sets in less than one year. Identified & developed key go-to-market solutions products partners. Led multi-function (marketing, engineering, direct field sales and channel partner) teams on solutions sales opportunities.
ROI Analysis
Product Positioning
Revenue Growth
• Enabled customers to quickly determine software/solutions investment value by creating return on investment and total cost of ownership (TCO) templates modeled on industry best practices; also devised P&L positions for solutions products
• Researched and developed point of views and uniquely positioned solutions product, price, place and promotion. Evangelized software solutions through client meeting and presentations and by building relationships with upper-level Business and IT teams
• Increased software and solutions product penetration into new and existing customers; consistently surpassed $45 million quota
Filenet, Toronto, Ontario (Covered Eastern Canada, Michigan and Ohio) District Systems Consultant
Led district pre-sales consulting and services teams. Did demos, proof of concepts and RFP’s; Identified key customer requirements using business, functional and technical experiences. Managed several client accounts, as a trusted advisor, pre and post sale. Relied upon as the product and industry specialist both internally and by the customer.
Customer Service/ Account Management
Market Penetration
Process Improvements
Relationship Management
• Increased customer satisfaction index by assisting customers with issues and concerns ranging form technology to licensing. Mitigated risk and ensured customer successes by setting realistic expectations around software products and services, project implementations and software maintenance and support. Expanded product usage/ licensing by influencing and communicating the strategic and tactical business benefits and uses of Enterprise Content Management and Business Process Management software.
• Contributed significantly to revenues increases; helped team achieve over $12 million quota, through clear identification of customer requirements and problem areas, application of capabilities to those problem areas and by leveraging industry knowledge to quickly gain credibility and mind share as a trusted advisor
• Shortened sales cycle by changing the focus of the sales team from infrastructure sales to value and solutions selling; created new presentation methodologies; focused on domain knowledge; implemented and improved on demo tools and approach for pre-sales teams
• Became the Trusted Advisor by establishing and growing relationships with all levels of Business and IT, by delivering business value and by developing and preserving a profound understandings of both individuals and businesses aspirations and drivers for success
marchFIRST 2000 to 2001
Pittsburgh, PA Strategy Consulting Manager
Managed people, practice and projects. Managed B2B and B2C eBusiness engagements which provided bespoke strategic, creative and technology solutions for large customers. Conducted business development and client management activities, formulated proposals and architected solutions offerings from strategy to implementation, ran pursuits.
Practice Development
People Management /
Team Building
Operational Efficiency and Effectiveness
Budget and P&L Management
• Established and successfully developed the e-Strategy & Solutions Practice – from startup to over $2 million in 9 months.
• Built a high performance, low turnover solutions consulting team; Led the hiring process, conducted team evaluations, mentored teams with regards to career development, performance improvements and life balancing
• Led the strategic design and implementation of a Wholesale Banking Corporate Customer Portal which integrated service economies, drove process efficiencies and serviced all wholesale products and segments. Managed design, implementation and rollout of the first e-Business application for a distributor/manufacturer to extend reach and improve operational effectiveness. Took Dot Com Clients live in 10 weeks using Accelerator
• Set budgets, cycled through budgeting process, forecasts and growth estimates; managed WIP, billing, team utilization and realization targets; developed staffing plans
Ernst & Young LLP 1998 to 2000
Pittsburgh, PA Senior Consultant
Delivered bespoke solutions; Performed in roles ranging from business analysts to project manager on key business application and eCommerce analysis, design and development projects. Was part of the Financial Services practice.
Program Management
Business Analysis and Design
• Managed a program which tacked and reduced costs associated with finished vehicles for a big 3 automotiive company. Managed within budget (of $4M+), the development, infrastructure and testing teams during design, implementation and rollout of a key cedit card processing application for one of the largest banks. This was one of the first complex large scale eCommerce applications in Financial Services
• Designed and analyzed business systems. Team Leader for design, implementation and testing of a Point Of Sale application for a major insurance company. Team member for design and analysis of a de-regulated settlement-billing services for an Energy company
Systems Architecture and Development. Business Process Improvements
• Led a reverse engineering effort that identified $13 million in saving opportunities for a states workers comp. Defined key n-tier architectural components for a complex financial service application. Analyzed the service utilization and billing requirements for de-regulated line usage for an energy company. Analyzed and defined requirements leading to the implementation of improved processes in terms of both customer and distribution channel efficiencies for a leading life insurance provider
Ciscorp 1994 to 1998
Pittsburgh, PA Senior Consultant/DBA
Performed in various technology consulting roles, ranging from systems design to leading user acceptance testing and systems functionality training; Did RFP/RFQ responses, client proposals and solutions presentations. Progressively assumed responsibility from Consultant to Sr. Consultant & DBA / Project Manager.
Project Management
Full SDLC Management
Systems Development
Application Maintenance
• Managed projects to deliver on time and within budgets; performed staff evaluations. Analysis, design, development and implementation covered various projects including:
o Annuities process re-design and digitization for a major insurance company
o Course Management System for the leading self improvement training firm
o CRM for a large HVAC Maintenance firm
o Corporate Real-Estate Management for the largest bank
• Focused on methodology based systems analysis, design and implementation resulting in exceeding customer expectations through high quality and timely project delivery;
• Created technology based business efficiencies and extended application life; analyzed and developed Detailed Systems Design, Data Model and Coded applications for a major bank; created C api level communications and transmission link for a major systems management firm; Re-Engineered a non-relational Informix database for the IS division at a health systems firm; Automated an orders process for leased phone lines between two large communications providers; Developed, Installed and Trained Users for several bespoke applications; Customized Solomon AP & AR modules for a major TV network
PROFESSIONAL RECOGINTION
At Filenet: Promoted as the first Solutions Architect in the company – 2003 • Systems Consultant of the Year – 2002 • Systems Consultant Rookie of the Year – 2001 • Premier Systems Consultant – Q4 2002 • Business Process Management large deals award • Best Sales Presentation, Filenet First View
CERTIFICATIONS
• Target Account Selling
• Personal Sales Effectiveness
• Filenet Certified Professional
• E&Y Fusion & Project Management, ASE
• Microsoft Certified Professional
• marchFIRST accelerator methodology
TECHNOLOGY BACKGROUND
ECM/BPM P8, Business Process Manager, Content Manager, Image Manager, Web Content Manager, Forms Manager, Records Manager, Email Manager & Team Collaboration
Internet HTML, XML, SOAP, SOA, Web Services, EJB, JSP, ASP, Visual InterDev, BEA WebLogic, WebSphere, COM, ActiveX, MQ Series, J2EE, .NET, LDAP
Languages/OS .Net, Java, XML, C, Omnis, Solomon, Crystal, Actuate. Windows, Linux, Unix
DBMS Oracle, MS SQL, Informix, SQL Net, JDBC, ODBC, ADO, TCP/IP, PL SQL
Methodology Waterfall, Booch / Rumbaugh, RUP, UML, Erwin, MS Office, MS Project
Automated Testing LoadRunner, Win Runner, SQA LoadTest Suite, WinBatch
Open Source Apache – Tomcat, Slide, Open CMS, Alfresco, Open Office |
