Summary of Experience:
Over twenty years of leadership and sales success in the information technology services marketplace. As a vice president and manager, responsibilities included: new region and division start-up, strategy development, organizational leadership, budget management and attainment of division financial goals. As a sales executive, responsibilities included: complex conceptual sales and business development, executive level relationship management, strategy execution and contract negotiations.
Experience Detail:
CSC Consulting Current
Partner, Applications Excellence Practice
Led the Applications Management Outsourcing Practice for New England and Philadelphia Regions. Responsible for a matrixed organization of sales professionals and subject matter experts focused on the sale of Application Management Outsourcing Services. Developed and executed sales strategies for consulting and outsourcing services, including business and IT alignment, applications optimization, and production support for all types of applications portfolios (legacy, distributed, ERP, etc.) using on-shore, near-shore, and off-shore resources. Focused on programs ranging from $20 million to $125 million in Total Contract Value (TCV).
The Paladin Sourcing Group December 2003 to December 2004
Founder and Principal
Founded professional services company that provides leadership and guidance to both buyers and suppliers of IT outsourcing services. For buyers, services included sourcing strategy and business case development, vendor evaluation and selection, and contract negotiation. Post-contract management services included vendor relationship management, financial and performance monitoring, and contract re-negotiation. For providers, services included strategy and go-to market plan development, assessment and improvement of sales processes and operations, sales team coaching, and deal management.
Perot Systems Corporation October 2002 to December 2003
Vice President, Strategic Sales and Business Development
Recruited by the COO to create and lead a cross functional organization responsible for the development of complex business opportunities across all vertical industry groups. Developed the organizational model, created and led a team of sales, delivery, finance and legal experts to pursue programs that exceed $200 million in TCV. Developed relationships with the intermediary organizations (e.g., TPI, Everest Group, and others) and maintained oversight of all intermediary-based opportunities. Spearheaded efforts to review all current sales processes and implement improvements to drive sales velocity.
AT&T Solutions April 2001 to September 2002
Vice President, Global Accounts, Northeast Region: March 2002 to September 2002
Selected as one of 10 executives to support AT&T’s largest accounts worldwide and assigned the 12 largest accounts in the Northeast Region. Successfully turned around a 5-year revenue decline within this region. Managed and led a team of over 60 sales, delivery and networking professionals responsible for the sale and delivery of all AT&T’s products and services including traditional data and voice transport, managed and professional services, managed network outsourcing, and web hosting.
• Responsible for over $500 million in annual client revenue.
• Re-captured $30 million in annual revenue within 6 months.
• Managed a $20 million budget.
• Responsible for and measured against all aspects of the teams' performance including financial results, client satisfaction, and employee development.
Vice President and Client Partner, New England Region: April 2001 to February 2002
Responsible for the leadership and management of a 22 person sales and support organization focused on the sale and marketing of network outsourcing, managed network services, professional services, and web hosting in New England. Developed and executed the joint regional sales strategy with Business Services organization. Integrated the AT&T Solutions’ Managed Services and Hosting sales teams into the Business Services’ branch structure, creating cross-selling opportunities and dramatically increasing the number of complex, full service solutions proposed to clients.
• Exceeded 2001 New Annual Revenue goal of $50 million by 20%. Ranked #2 sales region worldwide.
• Achieved team TCV sales of over $300 million.
• Opened AT&T’s newest and largest Hosting Center; team sold 50% of capacity 6 months prior to actual opening.
Electronic Data Systems (EDS) April 1997 to March 2001
Client Sales Manager, Information Solutions, New England Region: January 2000 to March 2001
Established and lead EDS’s first sales organization geographically focused on New England. Within 120 days conducted a market assessment, developed a market strategy plan, and created a new sales team of over 20 professionals. Devised an organizational model and implemented numerous sales processes to exceed assigned sales targets. Sales team was responsible for selling numerous EDS offerings, to include: enterprise outsourcing, desktop management, applications development and hosting, and network management.
• Achieved team sales in excess of $200 million in new TCV and $80 million in new annual booked revenue.
• Built a regional sales team of 22 Sales Executives, Business Development, and Proposal Management professionals
• Served as EDS’s representative on 3 major clients’ Executive Steering Committees.
• Opened EDS’s first New England Headquarters office, providing a visible focal point for clients and office space for over 60 employees.
• Positioned EDS as both a primary sponsor and the premier provider of event technology for the 3 major sporting events in Boston: the Head of the Charles Regatta, the Beanpot Hockey Tournament and the Hockey East Championships.
Strategic Account Executive, Financial Services Business Unit: March 1998 to December 1999
Assigned overall responsibility for EDS’s largest client in the Mortgage Industry. Responsible for revenue growth, profit, and customer satisfaction for the entire portfolio of the client's contracts with EDS. Functioned as a member of the client's senior management team and served as senior technology advisor to the client’s Executive Committee. Jointly developed and implemented a new business with client and a major software provider that changed the way mortgage loans are processed, resulting in reduced charges to borrowers, improved flow of conforming loans to client, and increased revenues to EDS.
• Exceeded sales targets by over 400%.
• Increased EDS revenue on this account by over 300%.
• Reduced client’s loan processing costs by over 25%.
• Improved the time of loan processing for borrowers by up to 50 %.
• Implemented on-line, Internet billing that improved client’s broker loyalty by 15%.
• Awarded Service Excellence Award by client.
Senior Sales Executive, Financial Services Business Unit: April 1997 to February 1998
Responsible for sales of EDS products and services to clients in the insurance, mortgage, and consumer lending industries. Created and executed a detailed business plan focused on the clients’ business and industry drivers resulting in significant growth.
• Exceeded 1997 targets by 20%
• Implemented Web based version of client’s automated underwriting system that improved client’s loan pipeline by 10% and led to the client being designated an EDS Strategic Account.
• Renegotiated $60 million transaction processing contract, increasing client commitment to over $100 million while improving client’s overall satisfaction.
EDS Achievements/Awards: 1997 to 2001
1998 Inner Circle Silver Award
1999 Inner Circle Pinnacle Award (highest sales distinction)
1999 Selected to Top Sales Performer Program
BSG Alliance I/T January 1996 to March 1997
Managing Director, Business Development
Responsible for the management and leadership of all business development and operational activities within the Mid-Atlantic region. Led a team of over 20 sales, consulting, and technical professionals responsible for building long term, annuity based business relationships focused on E-Business, Inter/intranet, and supply-chain management opportunities.
• Generated team sales over $50 million TCV, a 50% year over year improvement.
• Increased revenue within the region by 20% to $60 million.
• Improved Consultant Utilization Rate from 50% to 90%.
Electronic Data Systems (EDS) September 1985 to December 1995
Senior Sales Executive, Transportation Business Unit: April 1992 to December 1995
Responsible for sales of all products and services within a new market for EDS: the inter-modal transportation and railroad industries. Developed and maintained client executive relationships in this new territory. Developed marketing strategy for railroad industry.
• Met or exceeded quota 1993, 1994, 1995.
• Managed account teams of up to 25 Sales Support, Marketing, Legal, Finance and Technical professionals in developing account and industry relationships and sale opportunities.
• Developed and marketed Business Plan for a joint EDS/Rail Industry IT enterprise.
Senior Sales Executive, Government Services Division: October 1987 to March 1992
Responsible for all sales to the U.S. Departments of Agriculture and Commerce. Created sales plan detailing steps to identify and qualify the most promising opportunities for EDS to pursue.
• Sold new, 4 year, $215 million contract to USDA.
• Increased annual revenue from $20 million to $60 million in two years.
• Managed deal teams of up to 25 Sales Support, Marketing, Legal, Finance and Technical professionals in developing agency relationships and sale opportunities.
• Managed relationships with over 20 sub-contractors.
Technical Director, Government Services Division: September 1985 to September 1987
Managed and led a team of 10 Systems Engineers. Designed, built, and implemented an internal proposal automation system for deployment across EDS. This distributed, UNIX-based system was the first of its kind in the company.
EDS Achievements/Awards: 1985 to 1995
1990 Inner Circle Pinnacle Award
1991 Inner Circle Pinnacle Award
1994 Inner Circle Silver Award
AT&T Advanced Information Systems January 1983 to September 1985
Industry Consultant
Selected by senior managenent to join this separate subsidiary of AT&T, created as a result of the Bell System break-up (specifically, C&P Telephone described below). Responsible for sales to the Health Care and Information Services Industries in the Mid-Atlantic area. Sold total product line including AT&T’s first retail offering of digital PBX’s. One of only 5% selected for AT&T’s first computer sales organization.
• Exceeded sales targets each year.
• Sold AT&T’s first digital switch in the long distance reseller market.
• Awarded Achiever’s Club 1983, 1984.
• Awarded Council of Leaders, 1984.
C&P Telephone Company of MD September 1981 to December 1982
Account Executive
Responsible for sale of AT&T/Bell System product line to Health Care industry
• 125% of quota 1982.
• Best in Group, AT&T National Sales School.
American Society of Internal Medicine September 1980 to August 1981
Director, Component Society Services
Represented this medical association to its 50 state organizations. Developed state and local legislative strategies. Interpreted federal legislative impact for state organizations.
Education:
Harvard College 1973 - 1977
Cambridge, MA
Awarded BA in Biology, June 1977
Harvard Graduate School of Arts and Sciences July 1977 to August 1980
Research Assistant and Graduate Student
Performed laboratory research in Immunology while pursuing an advanced degree. |
