Sold software to F500 financial services, telco, healthcare. Turned around two failing IT consulting organizations. Rebuilt software sales team; led company in revenues six consecutive quarters. Developed vertical industry market for fourfold increase in revenue. Sold consulting engagements to $4M+. |
VP OF SALES
Accomplished, results-driven sales executive offering a blend of experience in licensed software products and IT consulting. A start-up and turnaround specialist with a solid history of driving positive revenue results and substantial revenue and profit improvements in rapidly changing business landscapes. Recognized for creative sales strategy development and reliable, on-target execution. Thrives on opportunities to build and improve. Highly respected team builder and leader able to motivate sales teams to achieve high performance through training, focused management and coaching. Available for relocation.
Professional strengths and abilities include:
Sales Force Development ~ Start-up/Turnaround Management ~ Revenue/Profit Growth ~ Complex Sale Orchestration ~ Budgeting/P&L Management ~ IT Issues Knowledge ~ Consultative Solution Selling ~ Enterprise Account Management ~ Software Dev. Process ~ Remote Team Management ~ Sales Strategy & Forecasting ~ Vertical Industries
CAREER HIGHLIGHTS & QUALIFICATIONS
Sold software and IT services to F500 financial services, telco, and other large corporations by educating, proselytizing, and winning consensus across numerous stakeholders for adoption of leading new IT paradigms.
Turned around two failing IT services organizations, successfully launched another from scratch.
Rebuilt and launched US sales and support teams that led the company in revenues six consecutive quarters for a new software product.
Planned and executed vertical industry market focus in financial services and life sciences to achieve fourfold increase in revenue and profit.
Sold and managed IT consulting engagements up to the scale of $4M+.
PROFESSIONAL EXPERIENCE
Enterprise Software Company April 2003 July 2006
Regional Vice President, Eastern Region
Company provides a metadata registry/repository with features to support software asset reuse and software architecture compliance as the foundation for critical IT/business alignment, governance, and enterprise IT cost reduction programs.
Key achievements:
Opened four new accounts in six months. Grew territory from three existing accounts to eight with add-on license and services sales in every account. Initial sales range from $100K to $400K. Add-on sales were of equivalent scale.
Cultivated solid relationships with enterprise architect/VP IT/CIO in major banking, insurance, and telecomm accounts. Utilized Miller-Heiman (sales strategy) and Sogistics (sales tactics) methodologies.
Enterprise Software & Consulting Company May 2001 April 2003
SVP/General Manager, Eastern Region
Company provides software integration solutions to healthcare industry payers and providers. It automates the orchestration of unrelated systems and enables the real-time movement of information between systems.
Key achievements:
Rebuilt sales team. Coached and managed them under direct, matrix, and indirect models as the companys business and organization structure migrated from services to products.
Led the company in introducing HIPAA compliance solution to major hospitals. In three months, from a cold start, teed-up eight license deals each valued at $50K-$200K for indirect sales team.
Sold full license, first-customer-ship integration platform ($700K) and successfully managed accompanying $700K fixed-fee pilot development project.
Sold $600K hospital/lab system integration pilot to largest US medical test lab.
Participated in planning new vertical markets focus and product adaptation through five acquisitions.
Enterprise Software Company Jun 2000 May 2001
General Manager, ASP Operations
Company provided software solutions for service management in telecommunications. Its software for broadband ordering and provisioning shielded the CLECs from the complexities of integration to the ILECs OSSs and from regulatory changes.
Key achievements:
Launched ASP business from start-up including infrastructure build-out and performance metrics, creation of customer deployment and support process, SLA compliance processes, hiring of personnel for application deployment and support. In six months, took operation from infancy to successful deployment of first two customers.
Created a business plan and budget for FY01 to achieve 60% operating margins.
Enterprise Software Company Sep 1997-Jun 2000
Vice President/Managing Director
Company offered an integration engine permitting application interoperability across disparate operating systems and databases.
Key achievements:
Built new market in the U.S. from near-start-up position. Built entirely new sales team. Grew revenue through direct sales and ISV/System Integrator channels.
Doubled proportion of US revenue contribution to near 50% of total company revenues. Provided reliable, on-target forecasts for CEO and board consumption.
Personally led the company in license and services sales six consecutive quarters in 1998 and 1999. Average individual sale was $250K. Produced $3M in revenues in FY 99.
Member of executive team to plan and execute critical market and product re-positioning.
Transitioned product to acquiring company and trained new sales team in consultative selling and product features / value prop.
Boutique Technology Consulting Company Feb 1994-Aug 1997
Regional Manager
Compnay offered project-based software engineering services based on the OO paradigm and utilizing distributed component architecture.
Key Achievements:
Established East Coast office and territory targeted at the Insurance and Financial Services industry from an account base of one active account. Completely staffed and managed sales function and did much of the selling.
Opened five new major accounts. Projects sold ranged in scale from $250K to $4.5M
Developed technology alliances and sales channels to augment direct prospects for new business. Won a $1M application porting project through a channel relationship I created.
National Technology Consulting Company Apr 1989 Feb 1994
Vice President/Branch Manager
Company was a national IT consulting firm offering project-based software development and staff augmentation services to F500 companies.
Key achievements:
Completely revamped the sales team and built vertical industry specialty services. Grew the operation from $2.5M to $12M in revenues over four years taking it from with lowest-ranked of 30 branches to fourth largest and most profitable. Managed staff of 130 personnel.
National Technology Consulting Company May 1984 April 1989
Technical Director/Senior Consultant/Account Executive/Operations Manager
Company is a national IT consulting firm specializing in project-based software development services.
Key Achievements:
Worked with sales as senior project management consultant and account breaker. Opened three new major accounts resulting in $1.5M first year annual revenues.
As technical director and operations manager, had full responsibility for revenue and expense forecasting, gross margin control, sales and technical management. Managed the NY Metro region through a period in which revenues and staff tripled, while staff performance and client relations remained consistently positive. Led a staff of 130 persons.
In final year, personally sold projects valued at $5.1M
Prior:
International Reinsurance Company / Private Insurance Systems Company
Systems Development Manager
Large P&C Insurance Carrier
Insurance Systems Manager / Insurance Underwriter
EDUCATION
BA in English from Colgate University |
