Profile:
Comprehensive executive experience in domestic and international business development and operations management with $450 million P&L responsibility.
Extensive experience in complex contract negotiations and well-versed in legal and financial terminology.
Proven ability to troubleshoot and develop creative, innovative solutions to business challenges; successfully able to manage change for improved performance and efficiency.
Skilled in strategic planning, opportunity identification, risk analysis, trend and predictive analysis. Proficient in finance and budget administration, forecasting and long and short term planning.
Ability to coordinate a wide range of human resource functions including staff recruitment, development, motivation and training.
Professional Experience:
Oracle Corporation, Redwood Shores, San Francisco. CA 1998-10/2003
Vice President, North America Consulting Operations
Key member of the Senior Management team accountable for Consulting Operations with responsibility for 62 staff supporting a $450m P&L, covering 24 divisions and employing 1800 consultants.
· Built and lead a focused team specializing in multi-dimensional complex contract negotiations securing over $100 million in new business
· Coordinated legal, finance and business negotiation teams that won multi million dollar contracts with Fortune 500 organizations.
· Responsible for budgeting, forecasting and financial reporting.
· Developed centralized resource sales group that increased consultant utilization by 11%. Achieved annual utilization of over 71%.
· Created a telesales organization that added an additional $17m a year in revenue.
· Moved to a blended rate, off shore delivery model, enabling competitive rates and margin increase.
Oracle Corporation, Redwood Shores, San Francisco. CA 1996-1998
Senior Director. Industry Consulting
Drove revenue and margin through the development of key account relationships in the High Tech Manufacturing Sector. Led executive presentations, negotiated and closed key contracts representing over $35M in revenue. Coordinated project implementations in the US and Europe.
· Managed the critical client executive relationships for several successful global solution implementations that each generated between $7m and $30m in revenue.
· Maintained an average of 30% client funded personal utilization.
· Developed and maintained highly successful partner relationships with PWC.
· Achieved 139% of revenue goal and 175% of margin goal in FY98.
· Taught as a certified instructor for Oracle training courses in Project Management, Negotiation Skills and Complex Contract Development.
Oracle Corporation, Bracknell, UK 1992-1996
EMEA License Account Manager & Business Development Manager
Achieved over 100% of License and consulting sales targets selling to the UK Construction and Engineering Market, Rank Xerox and HP printer division.
· Closed $9.2m European component of $27m Global License Agreement with RX.
· Achieved 190% of target winning top EMEA consulting sales position in FY95.
· Achieved 130% of target by negotiating a $7m worldwide volume purchase agreement with Trafalgar House in FY94
· Achieved 107% of target selling License and Consulting into the Construction and Engineering market place in FY93.
MDS Ltd. Sales Director selling PC network and support consulting. 1988-1992
Education, Training and Achievements
· BA Business Studies - Nottingham. United Kingdom.
· Won Oracle's prestigious 'Most Significant Single Contributor' award for FY02
· Attended 9 Quota Clubs for over 100% of target performance.
· Attended numerous training courses including:
§ InfoMentis Sales Strategy.
§ Four Quadrant Leadership.
§ Miller - Heiman Strategic Negotiations.
§ AIM Implementation Method. |
