ACCOMPLISHMENTS
· Consistently met or exceeded quotas. Doubled profit margins. Generated the largest customer acquisition resulting in a multi-year, multi-million dollar Oracle ERP implementation contract.
· As President of the Dallas Oracle Users Group (2002-2004), increased membership by 500% and tripled corporate sponsors. Chairman (2005-2008) of Advisory Council including 9 CIOs.
· Closed $4.38 Million/year of outsourcing, off-shoring IT services across Business Intelligence, ERP, Infrastructure Support and QA/Testing Practices (5% over quota)
· Relationship Manager for Fortune 500 clients including Motorola, Texas Instruments, Sprint, AG Edwards, American Airlines, Anheuser-Bush, and Halliburton.
· Managed employees and consultants for Fortune 500 clients including Verizon, Cingular, Texas Instruments, and Prudential Securities. Company grew 3,800 % over 5 years, placed #52 on Inc. 500 Magazine and was recognized as one of the Best Places to Work in 2004.
· Developed partnerships with IBM, KPMG, CSC, Oracle and Cisco Systems.
· Brought to market IT industry "firsts": first wireless extensions for Business Performance infrastructure and knowledge management application, first "WebTV" extension for eCommerce application, first internet subscription to executive education programs.
· Executed strategic plan for worldwide channel development including World Bank, Loral Communications and University Of Dallas. Opened Canadian, Mexican and Brazilian markets.
PROFESSIONAL EXPERIENCE
Dallas TX 9/07 to 4/08
(Global Business Advisory and Technology Consulting Firm)
Director, Hackett-Certified Advisor:
· Responsible for developing a strong partnership with Oracle Corp. and devise a go-to-market strategy that will leverage The Hackett Group World Class Benchmarks and Best Practices.
· Assist clients and partners in defining and meeting their business and technology needs to achieve World Class Performance.
· Responsible for the strategic growth of the Hackett Technology Solutions in the Southwest region of the US - from assessment to Best Practice Implementation and support.
Dallas TX 6/05 to 8/07
(Global Systems Integrator with 3,400 employees and 3 delivery centers)
Senior Business Development Manager:
· 1st year: met 100% $2 Million quota. 2nd year: met 105% of $4.2 Million quota from new Global 500 clients.
· Focused on Enterprise Application Solutions including:
- ERP: Oracle and SAP.
- Business Intelligence: Management Consulting and Data Warehouse Development
- Enterprise Content and Collaboration Management: Documentum, Interwoven, Sharepoint and Oracle content services solutions. Corporate communications and Blended Learning.
· In 2006, awarded Zensar Innovator of the Year First time recipient outside of India.
Dallas TX 11/03 to 02/05
(Inc. 500 ranked, comprehensive IT professional services firm)
Director of IT Sales and Services:
IT Services Lead. Re-packaged service offering to focus on core strengths: Oracle ERP implementation and Web development practices. Sold new accounts and managed delivery of projects and services to Fortune 500 clients (Verizon, Cingular, Texas Instruments, Prudential Securities).
esoftsolutions, Inc. placed #52 on the Inc. 500 Magazine of fastest growing private companies in the US (based on five year revenue growth).
Leveraged recently earned minority owned business certification to access senior executives of the largest employers in the Dallas Metroplex. (Alcatel, AMR, Lockheed Martin, TXU).
Trusted advisor to regional clients, providing infrastructure and go-to-market strategy support.
Leveraged local community and user group ties to grow Oracle support and IT implementation/upgrade practice.
Dallas TX 8/00 to 5/03
Director of Business Development:
Responsible for Southern Region Sales Channel and Business Development. Established and developed new partnerships with Oracle, Cisco Systems, IBM, KPMG, Docent (now SumTotal Systems), Interwise, Gradepoint, Xtend Corp and PRIMEDIA Workplace Learning.
Systems integration projects doubled gross profit margins: 55% vs. 27% average.
Established esoftsolutions as the Cisco Systems e-learning ecosystem integration partner, and a Certified Partner of Oracle Corp.
Added Oxychem, National Semiconductor, PRIMEDIA, GameStop, Prudential Securities, Brazosport College, Southern Methodist University, Verizon, Cingular, Accor Economy Lodging, VarTec Telecom, and Accenture to the list of Fortune 500-1000 clients.
Met 100% of quota in 2001 and 2002 in spite of difficult economic conditions. Generated the largest customer acquisition resulting in a multi-year, multi-million dollar account.
Dallas TX 5/03 to 11/03
(Leader in Enterprise Content Management software)
Enterprise Solutions Manager:
Relationship Manager for Fortune 500 clients (Motorola, Texas Instruments, Sprint) and major accounts including AG Edwards, Edward Jones, American Airlines, Anheuser-Bush, and Halliburton. 3 month campaign resulted in multi-million $ software license.
Assisted clients in defining the Enterprise Content Management road map (business functionality and technical infrastructure) to leverage the investment across the enterprise.
Worked with Account Executives to turn around troubled accounts. Applied systemic approach and I6 methodology to performance issues and came to resolution within 60 days.
Participated in new enterprise solution development and go-to-market strategy.
(Lay-off of entire Enterprise Solutions Team due to a corporate merger and restructuring)
Dallas TX 6/99 to 8/00
(Leader in Business Performance infrastructure, solutions and services)
Regional Sales Manager:
Responsible for Central Region Sales with focus on Financial Services and Retail industry. Turnkey solutions included Docent software license and professional services aligned with clients corporate objectives designed to produce rapid Return-on-Investment (400%). In 2004, Docent merged with Click2Learn and became SumTotal Systems.
Sold and managed Fortune 500 accounts including Arthur Andersen, Accenture, Target Corp., C.U.N.A. and web-enabled education leader Wisconsin Technical College System.
Established $200,000 to $300,000 pilot contracts and negotiated 7 figure contracts for enterprise deployment. Decision maker level: CEO, VP HR/Sales, IT/Training Director.
Dallas, TX 12/94 to 3/99
(A $1.6 billion leading Media Company)
Director, International Development: - January 98 to March 99 -
Identified foreign markets and created strategic plan for international channel development: Doubled profit margins (70% versus 30% average).
Created pricing model for the first e-commerce application: subscription to PCUnet store.
Managed PRIMEDIA's global alliances and sales channels including World Bank (AVU), Loral Communications, National Technological University, University of Dallas, TEN- Brazil and Videonet-Mexico.
Established high profit margin contracts of over $800,000 in 1998 - 200% quota - (Lay-off due to corporate restructuring and 25% reduction in staff)
International Sales Manager: Executive Education Network - Dec. 94 to Dec. 97 -
Sold, implemented and managed satellite technology, CD-ROM and internet streaming products for Global 500 corporations such as Rhone-Poulenc Rorer, Volkswagen of America and Panasonic. Decision maker level: CEO, VP HR/Sales, Training Director.
1996: Established Canadian market and reached sales of $550,000 (100% quota). Accounts included Royal Bank, CIBC, TD Bank, Sun Life, GlaxoSmithKline.
1997: Opened Latin American and European live broadcast market with events for Siemens, Cap Gemini, EDS, J & J, Schlumberger, France Telecom, Bank of Ireland, Ernst & Young.
Concurrently managed accounts with $400,000 revenue (110% quota).
Dallas, TX 3/94 to 9/94
(Exclusive French imports)
U.S. Area Sales Manager:
Channel sales: organized and trained 10 distributors.
Sold directly to commercial and corporate organizations.
Increased sales by 50% reaching $750,000 in 1994.
Pittsburgh, PA and Dallas, TX 9/90 to 12/93
(Communications and sales training seminars)
Regional Sales Consultant:
Applied consultative selling methodology to the following point of sale: CEO, VP Sales/Marketing, Sales/Training Director.
Conducted over 100 sales training workshops and co-facilitated over 50 seminars.
Sold key accounts such as AT&T, the U.S. Post Office and L'Oreal.
Pittsburgh, PA 9/89 to 6/90
(Heavy-duty electronic equipment for steel mills)
Sales and Promotions Coordinator:
Reorganized Sales Force and created promotional materials.
Increased sales by 200%.
Relocated to the United States 8/89
Lille, France 2/89 to 8/89
(A multi-national chemical company)
Export Assistant:
Administered export documents for $7 million region: Central & South America,
The United Arab Emirates and the Mideast.
EDUCATION & TRAINING
B.T.S. Degree, International Commerce: (distinction in English)
Gaston Berger Business School, Lille, France (1988)
Executive Education / Professional Seminars
· Data Warehouse (DW2.0) Certified Architect, Bill Inmon Systems., (2007)
· Sandler Selling System Boot camp, Sandler Sales Institute. (2003)
· Solution Selling, Barry Rhein & Associates. (1999)
· Managing in the Market-Space, Harvard Business School
Publishing. (1997)
· "Who will win on the Web" roundtable, Harvard Business School
Publishing. (1997)
· International Business Leadership Program, University of North Carolina. (1997)
· Target Account Selling, Target Marketing International, Inc. (1997)
· Effective Sales Force Management, University of Notre Dame. (1996)
· Marketing Communications Strategy, Pennsylvania State University. (1996)
· Finance for the Non-Financial Manager, Wharton School - University of Pennsylvania. (1996)
AFFILIATIONS
· Dallas Oracle Users Group: 2005-2008 Chairman, Advisory Council including 9 CIOs from Global 2000 firms.
President 2002-2004: increased membership by 35% in 2002, 40% in 2003 and 150% in 2004. Managed a team of 12 volunteers. Launched new website branding, events and electronic newsletter improving business processes and benefits. Introduced the Oracle Applications Forum, Business Intelligence Forum and organized the first CIO Panel series in collaboration with SMU School of Engineering.
· French-American Chamber of Commerce: Member since 1995.
CITIZENSHIP
· U.S. Citizen
LANGUAGES speak write read
French (native): Bilingual Excellent Excellent
English: Excellent Excellent Excellent
Spanish: Moderate Moderate Moderate
German: Light Light Light |
