VP BUSINESS DEVELOPMENT or VP GLOBAL ALLIANCES
2000 – 2002
PRIVATE SOFTWARE COMPANY
EXECUTIVE VICE PRESIDENT AND CHIEF TECHNOLOGY OFFICER
Worked at a global, private, $16 million international trade logistics software company with over 1,000 customers. Reported to the Chief Executive Officer. As Executive Vice President, managed a $13.2 million development budget with recurring revenue accountability for $8.3 million. Responsibilities encompassed Software Development, Product Strategy, Customer Support, Information Technology, and Content. Managed a global organization with staff in Canada, U.K., The Netherlands, and multiple U.S. locations. Consulted on wide-ranging business strategy. Participated in all Board of Director meetings.
o Built predecessor company into a profitable company by 4th quarter 2000, while growing company valuation from $37 million to $185 million.
o Led merger integration activities. Implemented a 120-day plan to rapidly reduce costs and rationalize product lines. Reduced pre-merger headcount from 270 to 190 post-merger, and reduced quarterly operating expense from $11 million to $8.7 million during first 30 days.
o Divested non-core businesses, including almost 500 customers in both the U.K. and the U.S. Identified acquisition candidates. Developed sale pricing and business terms. Supervised transition activities.
o Oversaw business consolidation, including the closing of offices in NYC and Crawley, U.K. Relocated IT infrastructure (100+ servers).
o Provided executive support and account management for large, global sales activities and alliance relationships.
o Introduced a new Customer Satisfaction initiative, including revamped technical support capabilities, customer satisfaction surveys, on-line customer service center, and customer segmentation.
o Delivered new software and content product releases on time, on budget and with high quality. Developed new global content repository to better manage key information asset and consolidate multiple, disparate content databases. Introduced new web-based products and services, including XLM based web services and the company’s first Application Service Provider (ASP) product. Managed development of next generation products leveraging web service and .Net technology.
’01 Executive Vice President – Chief Technology Officer. Formalized direct CEO reporting relationship that had been the de facto arrangement for many months.
’00 Vice President – Chief Technology Officer. Hired as VP and CTO at Atrion International. Led software development and outsourcing efforts to deliver new products, improve product quality, streamline operations, and reduce cost.
2000 - 2000
VENTURE CAPITAL BACKED SOFTWARE COMPANY
VICE PRESIDENT – GLOBAL ALLIANCES
Joined an early stage, venture capital backed software company focused on developing software solutions to support internet markets and exchanges. Recruited by venture capitalist and board member to build company’s global alliance strategy and organization. Reported to Senior Vice President Marketing.
1994 – 2000
SAP AMERICA, INC.
GLOBAL ACCOUNT EXECUTIVE – FINANCIAL SERVICES
SAP America is the North American subsidiary of the multi-billion dollar German software company that provides Enterprise Resource Planning (ERP) software solutions. Recruited to company to serve as Co-Chief Operating Officer of the Center of Expertise formed between SAP and a leading Big-6 Consulting Firm, as well as the National Alliance Manager for other technology and consulting firms. Initially responsible for North America, South America, and Australia/New Zealand – later expanded to global responsibility. Helped propel SAP America’s 100%+ year-on-year growth throughout the mid- to late-90’s. Encouraged by President to accept direct revenue responsibility for under performing financial services vertical. Succeeded as top producing Account Executive in all subsequent years.
As a Global Account Executive, had sales responsibility for Global 100 financial services organizations throughout the U.S. Reported to the Senior Vice President of the financial services sales and marketing organization. Identified and qualified target organizations. Developed and executed sales strategy. Managed resources and delivery of value proposition. Sold largest financial service account in U.S.
YEAR SALES QUOTA QUOTA %
1997 $8,925,000 $3,000,000 298%
1998 $6,977,550 $3,300,000 211%
1999 $9,471,000 $3,000,000 316%
Recognized as member of SAP's Top Performers Club every year from 1996 - 1999. Earned Lifetime Top Performer award in 1998.
’97 Global Account Executive – Financial Services. Revenue responsibility for Tier 1 financial services organizations.
’96 Global Partner Manager. Implemented SAP America’s alliance partnering strategy to increase sales, market share and profitability. Managed partnerships between SAP and key consulting and technology firms. Responsibilities included: Board level management, business plan alignment, relationship management, marketing support, sales support, systems integration service delivery, quality, customer satisfaction, partner training, and complementary product development.
Invited to 1996 Top Performers Club in recognition of outstanding achievements.
’94 National Partner Manager. Managed technology and consulting alliance partners across the Americas.
1986 - 1994
DELOITTE & TOUCHE CONSULTING GROUP (DELOITTE CONSULTING)
SENIOR MANAGER
Deloitte & Touche Consulting Group (Deloitte Consulting) is the $3.5 billion consulting arm of the global Big-5 audit, consulting and tax firm. Joined as a Senior Consultant upon completion of MBA program. Singled out by being promoted ahead of my class to Manager and by being selected as the sole Midwest Group representative, and one of only 12 consultants nationwide, to serve on the Manager's Advisory Council - Jan 1990 to Jun 1991. Accumulated eight years of business and systems consulting experience specializing in the application of information technology to solve business problems. Experienced with reengineering business processes, project management, large systems development, and strategic systems planning. Representative projects include:
o Systems Integration. Managed the design and implementation of a multi-year, multi-million dollar integrated acquisition and inventory management system for a $2 billion wholesale hardware distributor. Project included all phases of the systems development lifecycle from requirements definition through construction and implementation.
o Operations Review. Managed a warehousing and transportation review of a $350 million privately owned manufacturing company. Evaluated current operations. Recommended operations improvements with identified savings in excess of $3 million. Developed a strategy to help support the company's goal to grow the business while improving cost containment, quality, and customer service.
o Organization Review. Conducted an organization review of the purchasing department for a $7 billion division of a diversified oil company. Reviewed current operating policies and procedures. Performed a competitive industry assessment. Revised the organization structure to better support corporate objectives. Implemented the new purchasing organization.
o Systems Design and Implementation. Managed the design and implementation of a custom check reconciliation system for a Top 20 property and casualty insurance company. Evaluated business requirements. Designed database, screens, reports, and systems interfaces. Managed technical development team. Assisted claims personnel with the development of new work flows and operating procedures.
’91 Senior Manager. Promoted after proving large account management expertise while leading a multi-million dollar implementation with a project team exceeding 50 people.
’88 Manager. Promoted ahead of class following demonstrated success.
’86 Senior Consultant. Joined firm upon completion of MBA.
1981 – 1984
ANDERSEN CONSULTING (ACCENTURE)
SENIOR CONSULTANT
Andersen Consulting (now called Accenture) is a $12 billion management and technology consulting firm. As a Senior Consultant, provided consulting assistance to a variety of public, private, and not-for-profit organizations. Received in excess of 600 hours of classroom and self-study training.
EDUCATION
UCLA, Anderson School of Management, Los Angeles, CA
MBA – Finance and Production Operations Management, 1986
Beta Gamma Sigma Honor Society
Cornell University, Ithaca, NY
B.S. – Operations Research & Industrial Engineering, 1981
CIVIC
The Newberry Library, Chicago, IL
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