SUMMARY
Twenty plus years of global, national, and regional sales management and business development success. Have leveraged consultative sales techniques to exceed expectations and lead my teams to overachievement. Over 16 years experience in Financial Services sector across market data, trading room systems, risk management and trade order processing/routing plus 6-plus years in cross-industry enterprise software, technology, security, and outsourcing solutions. Excellent written, verbal, and public speaking abilities; a high energy, high impact leader with a passion for results. Strong consultative sales skills, business acumen, and negotiation skills with a track record of achieving corporate goals and objectives.
CAREER ACHIEVEMENTS
INTEGRATION TECHNOLOGIES Apr 2006 - Current
Vice President, Central Region Sales
Provide regional sales/sales management presence for newly launched Integration Information Management (IIM) Technology organization. Responsibilities include lead generation, sales/marketing strategy, alliance/channel partner program creation and sales execution. Primary integration focus is along 4 pillars of services, ESM, CRM, ERP, and IIM.
DATA RETURN, LLC Nov 2004 – Apr 2006
Vice President, Central Region
Recruited by Executive Management for sales management and revenue growth throughout the Central Region of the US, including local marketing strategy, lead generation, and sales execution for application infrastructure hosting and selective outsourcing engagements. Acted as the catalyst to create an effective Alliance Partner to facilitate Sarbanes-Oxley regulatory compliance through innovative use of internal technology systems. Established key alliance/partner relationships across the territory to complement Data Return’s service offerings in mutually beneficial arrangements. Key application areas supported are enterprise software suites; SAP, JD Edwards, Peoplesoft, Siebel, Oracle, etc. Revenues under management exceed $20M.
• Over 135% of quota attainment for most recent quarter, Q4’05.
• Led the country for IT Operations outsourcing deals with 3 (out of 4) closed in excess of $13M in services TCV.
• Full year 2005 services revenue production in excess of $3.5 M plus $1.2 M in professional services revenue, with 50% of team attaining President’s Club status.
• Solidified the first SAAS client on newly launched “Infinistructure” utility computing platform through in depth analysis and revenue projection modeling.
Sales Staff: 10
DIGEX, INC/MCI July 2001 – Nov 2004
Regional VP/Director, MCI Solutions (2004)
Evangelize and execute the MCI Solutions Services offerings in Managed Network Services, Data Center Operations, and Security Services. Provide C-Level interaction for business analysis and needs assessment. Provide local Executive leadership for the sales processes. Responsibilities include business strategy and IT alignment, coupled with Outsourcing advisory services.
• Successful Network Optimization and Data Center analysis methodologies performed leading to revenue production at 380% of quota at end 2004.
• Responsible for securing Regions largest Managed Network Services Upgrade in excess of $1.2M monthly.
Sales Staff : 12
Vice President, Central Region, Digex, Inc (2001-2003)
Responsible for sales and support functions throughout a 24 state region and Eastern Canada. Recruit and train sales, engineering, and support staff, develop and implement direct and channel sales, and marketing strategies for the region. This was a “startup” model for the sales force with Regional Sales Directors placed in Chicago, Denver, Dallas, and Detroit. Develop and implement vertical sales approach to Fortune 1000 target accounts, niche markets include financial services and healthcare. Consistently met or exceed sales forecasts and objectives. Annual revenue acquisition target of $10M. Revenues under management exceed $50M.
• Led the country in client revenue retention throughout difficult financial situation(acquisition). (2002)
• Signed first major Systems Integrator deal for company valued in excess of $ 2.3M. (2002)
• Nearly $ 13M in new sales revenues generated in 2003, exceeding quota by 32%.
Sales Staff : 36
GLOBAL CENTER / EXODUS COMMUNICATIONS May 2000 – July 2001
Vice President – Global Financial Practice – Exodus
Upon acquisition of Global Center, appointed chief architect of the formation of a global practice targeted at the financial markets and financial services community. Responsibilities include business, sales and marketing plan formation, strategy, and deployment of fully managed outsource infrastructure and application solutions for financial markets participants. Anticipated 24 month revenues exceed $ 500 MM
Vice President, Sales – Global Center
Recruited by the SVP of Global Sales to establish Central Region sales, sales support, and marketing infrastructure throughout Mid-West/Southwestern USA (24 state region) for Data Center facilities launch in Chicago (12/00) and Dallas (12/01). Client engagements targeted at the Fortune 1000. Overall revenue targets for Chicago MDC ’01 exceed $ 40M.
Sales Staff : 60
REUTERS AMERICA INC 1984 - 2000
VP/Director, Reuters Trading Solutions, Chicago 4/99 – 5/2000
Strategic sales management role for Reuters Trading Solutions suite of enterprise applications, middleware, software, and services; including Triarch/TIB, Active Enterprise, Kondor+ Risk Management, and Consultancy services including P/L responsibility for 28 state Central and Western region. Additional responsibility for results in Latin and South American region. Exceeded 1999 and 2000 sales/revenue ($ 15M annual) and profitability targets throughout region (300 % of sales target)
Number of Staff - 8
Sales and Business Director, Dallas (01/97 – 04/99)
Recruited by Senior Executives to manage sales and business development in the Dallas/Southwest Territory ($18M annual). Sales and revenue targets were consistently exceeded on annual basis. Overall management of cross-functional sales and support team included Account Managers, Specialists, Liaisons, and Technologists. Responsible for all Reuter products, solutions, and customers within the given territory. Achieved annual revenue growth rate of 13% while reducing costs in a consolidating market.
Number of Staff - 24
Strategic Business Development Manager, Chicago (1996)
Responsible for the cultivation of executive level relationships between Reuters and our largest strategic accounts as measured by revenue and growth potential. Responsible for creating and implementing joint strategy plans as well as acting as the catalyst to create strategic opportunities to drive the technology component of Reuters offering to the forefront. Created the first “internet subscriber” contract model for Reuters entry to the Internet.
Open Systems Sales and Business Manager, Chicago (1991 – 1995)
Sales management and strategic selling of Reuter Information Management Systems, products, and services in the Central Midwest region with a primary focus on revenue growth. Management of multi discipline Open Systems Team for sales and support of Open Systems solutions and services. Full P/L and sales quota responsibility. Six consecutive years of over target achievement, the largest being 1994 at 232% of quota.
Number of staff: 17
RICH INC. (Acquired by Reuters in 1990)
Sr. Systems Sales Consultant, Boston (1987 – 1991)
Successfully acted as the lead sales consultant in the sales and support of IMS products throughout the Eastern District (18 states). Focus provided on post sales consulting arrangements and on-going technical relationship management. Led the country in both sales and consultancy revenues.
• Assignment - Reuters Central Europe, Zurich (1987-89)
Assigned to drive the sales and technology launch of Trading Room Systems products in a four country region. Responsible for the implementation of the first, large scale TRS solution in Switzerland, as well as the formation, creation and management of a technical support team and infrastructure for the Areas future growth. Created sales methodologies and marketing strategy for sales engagement in Central Europe.
Senior Systems Engineer, Rich Inc., Chicago (1984- 1987)
Responsible for the Project Management of all systems implementations throughout North America, excluding New York City.
• Assignment - Reuters Asia, Hong Kong, Australia (1985)
Sole representative assigned to aid in the Trading Room Systems product launch throughout Hong Kong and Australia. Provide marketing and sales support as well as implementation training for local nationals. Effectively managed the first, multi-million dollar trading room system installation in the Pacific Rim for Reuters, Hong Kong.
EDUCATION
Bachelor of Science
Southern Illinois University, 1984
AAS, Electronics Technology
Illinois Valley Community College, 1982 |
