4/07 – Present
Director, Global Sourcing Advisory
PricewaterhouseCoopers
Atlanta, GA
Recruited to PricewaterhouseCoopers by my former manager at CSC. I was hired by PwC to build its Outsourcing Advisory Practice which was a new practice area for the firm. I am responsible for building the Outsourcing Advisory business in the East and leading the practice in the Industrial Products, Aerospace and Defense and Consumer Packaged Goods verticals. Initially, I worked with PwC Partners to introduce the Outsourcing Advisory practice nationally. I lead sales and delivery efforts with clients including AT&T, Newell Rubbermaid, Delta Airlines, Georgia Pacific, Fidelity National and UPS. Currently lead teams that assist Fortune 500 companies in developing a global Outsourcing or Shared Services strategy. I then direct the implementation of its components. Engagements are worth $1-5 million dollars in contract value and encompass onshore and offshore IT Infrastructure, Applications Development and Business Process Outsourcing scope.
Currently leading PwC’s sales efforts at AT&T to develop and implement an overall sourcing strategy to align and optimize its current ITO and BPO sourcing relationships with Accenture, IBM, CSC and Infosys. AT&T currently spends in excess of $3 Billion annually on Outsourcing Services and we are working with AT&T’s CIO and VP Services to maximize its Outsourcing ROI. AT&T is expected to bill in excess of $5 million annually positioning it as one of PwC’s largest new clients. Also leading the sales teams at Delta Airlines, Georgia Pacific and Fidelity National. Delta Airlines and Fidelity National are looking to rationalize large outsourcing budgets in excess of $1 Billion annually for Applications Development, Infrastructure Management and Call Center BPO. Revenue from Outsourcing Advisory was $15 million in its first year and is forecasted to double in size to $30 million in FY 2008.
6/03 – 3/07
Business Development Executive
OAOT
Atlanta, GA
Recruited to this $140 million outsourcing and systems integration firm by a former co-worker of mine at CSC. Reporting to the President, I was responsible for selling IT Outsourcing and Business Process Outsourcing (BPO) solutions to global technology firms such as Hewlett-Packard, CSC and Unisys. I was hired to re-vamp our client management processes, find and close new business, and help build a sales and client management team once we achieved sales momentum.
Our first challenge was to stabilize our relationship with HP. I worked with our technical teams to upgrade our delivery processes, implement new client management policies and establish relationships with HP’s leadership team that enabled us to retain our BPO Call Center business. In 2004 and 2005 we signed 23 new contracts with HP worth $37 million for IT infrastructure outsourcing and BPO services. In 2005 I was given responsibility for HP globally and worked with our European team to sign HP Europe to a new $12 million contract for Infrastructure Services in the UK.
As our delivery quality improved, I focused my efforts on closing new business. In 2005, I closed new services contracts with Unisys and Computer Sciences Corporation. The Unisys contract was worth $17 million and was for outsourcing portions of their U.S. data center operations. We also uncovered additional work at Unisys worth $120 million in contract value. At CSC, I leveraged my previous relationships to close infrastructure outsourcing contracts at Boeing Corporation worth $15 million.
6/01 – 6/03
Vice President
Perot Systems Corporation
Atlanta, GA
Responsible for building Perot Systems large scale outsourcing business in the industrial and services segments. Perot Systems looked to leverage my experience in winning multiple billion dollar outsourcing engagements while at CSC.
Reporting to the President of the Industrial Services Group, I developed and executed a go to market strategy to compete for new Outsourcing and Systems Integration contracts at Gillette, Nucor, VF, Kimberly-Clark, Eastman Chemicals and Hercules. These were companies that were not previously pursued by Perot.
Over $45 million in new contract revenue closed and booked in 2002 - 2003. Led a team of business consultants and technical architects that uncovered and competed for four $200 million plus opportunities in 2002 in a sector that had not previously yielded one mega-deal in the previous five years. Successfully leveraged industry relationships with outsourcing and advisory firms (TPI) that resulted in Perot being able to compete more successfully in the managed competition space.
4/00 - 6/01
Personal Leave of Absence
During this time I provided full time care to my wife who was terminally ill.
3/98 - 4/00
Director – Global Outsourcing Sales
Computer Sciences Corporation (CSC)
Falls Church, VA
Responsible for CSC’s sales, marketing and business operations in pursuit of information technology outsourcing and systems integration relationships in the Manufacturing, Services, and Aerospace and Defense verticals.
Reporting to President of the Outsourcing Group, I was responsible for developing and implementing global business strategy for this sector, leading sales and technical pursuit teams and owning the client relationship until steady state operations were achieved. Exceeded annual TCV sales objectives of $1 billion in 1998 and $1.5 billion in 1999. Led a team of 15 senior consultants, IT architects, financial, HR and operations executives in selling and managing outsourcing and systems integration relationships worldwide. Within two years my sales and technical team led all CSC business units in terms of total new revenue growth. My primary focus was finding and selling new business.
Grew total contract revenue from $441 million in 1997 to $1.2 billion in 1998 and $1.7 billion in 1999. Although my team was relatively small, in 1999 we drove 14% of CSC’s total worldwide revenue growth of $1.6 billion. Made changes to CSC's sales and client management approach to emphasize strategy alignment and executive relationships as opposed to the previous focus on proposal generation. Win percentage improved from 20% in 1997 to 40% in 1999.
Led the team that successfully competed against an IBM/Accenture alliance in winning the third largest Outsourcing contract ever awarded to CSC at United Technologies Corporation. Scope was outsourcing global applications and infrastructure services as well as ERP implementation. Initial contract was worth $1.2 Billion with additional business commitments totaling another $1.7 Billion. This was one of the three largest IT Services contracts signed in the world in ‘98-’99. Led CSC’s outsourcing pursuit teams for opportunities at Merrill Lynch, TRW and Allied Signal.
11/96 - 3/98
Director - Business Operations
BellSouth Corporation
Atlanta, GA
P&L responsibility for BellSouth’s Commercial Internet and Network Services division. One of three individuals initially hired to develop a business strategy and build BellSouth’s commercial Internet business. Responsible for direct and channel sales, product development, marketing and customer support organizations.
Grew Internet and Network Services revenues from $5 million in 1996 to $28 million in 1997 and $70 million in 1998. Recruited and developed a team of 78 sales, marketing and engineering professionals that exceeded revenue and new business goals. Built a channel sales organization that signed 30 re-sellers to represent BellSouth’s Internet and Managed Network Services service lines. Developed alliance relationships with Cisco and MCI/Worldcom that significantly accelerated sales revenues. Direct and channel sales organizations signed over 650 new customers in 1997 and exceeded revenue objectives by 30%.
3/82 – 11/96
CompuServe Inc.
Cleveland, OH, Pittsburgh, PA, Atlanta, GA
I started my career at CompuServe in 1982 as an Account Executive in our Cleveland office selling managed software solutions to the Research and Development and Financial Analysis markets. I led the country in new accounts sold in 1984 with new account wins at British Petroleum, Sherwin Williams, Eaton and Foseco and was promoted to manage our Pittsburgh branch at the end of 1984.
In 1984 CompuServe began transitioning its services portfolio from Software Services to Managed Network Services. As Pittsburgh Branch Manager from 1984 through 1987 I recruited and developed a sales and support team that led the company in terms of overall revenue growth in 1986 and 1987. My team and I closed new network services contracts with PPG, USX, HJ Heinz, and Mellon Bank and I was promoted to District Manager in 1987.
As District Manager for the Great Lakes from 1988 to 1990 I led sales branches in Detroit, Cleveland, Pittsburgh and Toledo. My team grew District revenues from $8 million in 1988 to $24 million in 1990 and signed Owens Corning Fiberglas to the largest Network Services contract in company history worth $22 million. In 1990 I moved to Atlanta to become Southern District Manager.
In Atlanta, I recruited and trained a sales and technical support team that grew revenue from $3.7 million in 1990 to $20 million in 1992. Our team grew the Atlanta branch to be the largest in the company and I was promoted to Regional Director.
As Regional Director I was responsible for sales and business operations for the company’s largest region with offices in Atlanta, Dallas, Houston, Charlotte, Miami, Memphis and Washington DC. The region led the country in terms of revenue and account growth increasing network services revenue from $20 million in 1992 to $160 million in 1996. Co-Developed CompuServe’s Electronic Commerce strategy for partnering with airline and travel industry and worked with Delta and American Airlines to form a travel alliance that generated $70 million annually. Closed 37 new accounts worth $120 million including contracts at IBM, EDS, AMR, Continental Airlines, Bank of America, Equifax, Fedex, Wal-Mart and Michelin.
1/80 – 8/81 Engineering Trainee - Goodyear Aerospace Corp.
Akron, OH
Entered management-training program after college.
Education
BS, Business Administration, The Ohio State University 1980. Four-year academic scholarship recipient |
