Seasoned, strategic executive
with 25+ years proven experience driving impact, innovation and transformation at
the intersection of business and technology. Sixteen years in the High Tech sector working at both Cisco and Salesforce with
leadership positions in Corporate Strategy, Business Development, Innovation, Solutions/Value
Selling and Consulting.
years strategic consulting with clients spanning High Tech, Industrials and
Consumer Packaged Goods.
Technology Investment and Adoption
Internet of Things (IoT)
Business and Corporate Development
Enterprise Solutions Selling
Organization Change Management
Vertical Go To Market Strategies
Strategy Development & Execution
10/2015 to Current
Sr. Director, Business Value ServicesSalesforce – Chicago, IL and San Francisco, CA
Advising Salesforce's most strategic enterprise manufacturing and CPG customers in identifying and quantifying the value of connecting their customers, partners and employees in new, innovative ways.
Responsible for preparing visionary business proposals for CEOs, General Managers and CIOs across the Fortune Global 500.
Leading development of business cases that define value realization for Boards of Directors and CFOs to review and approve in response to capital appropriation requests for transformational investments in Salesforce cloud solutions.
04/2015 to 10/2015
Director (Principal), High Tech Strategy PracticeStrategy& (formerly Booz and Co.) – Chicago, IL
Advised enterprise, consumer hardware and software clients in the areas of growth, portfolio management, go to market strategy, and building product & solution platform capabilities.
Led development of thought leadership covering Internet of Things and Emerging Technology Trends.
08/2011 to 04/2015
Sr. Executive Director, Customer Business Transformation LeadCisco – Chicago, IL and San Jose, CA
Practice lead defining business relevance with customers, assuring value realization of innovative, industry-relevant solutions and platforms.
Defined discovery-based consultative selling in technology adoption to provide capabilities to meet business imperatives.
Enabled growth of Cisco's business-to-business sector (Discrete, High Tech, CPG, Life Sciences, Oil & Gas and Utilities) by at least 15% each year.
Identified and created long-term strategic pipeline opportunities.
Defined and implemented vertical go to market strategy for the US market, incorporating enablement, partner ecosystem and solutions across Internet of Things, Big Data & Business Analytics, Cloud Computing, Collaboration and Security.
In FY2015, achieved incremental revenue impact over $250 Million and 3 year pipeline of $950 Million, both in excess of 25% YoY growth and 3 year CAGR over 30%.
03/2009 to 08/2011
Sr. Managing Director, Worldwide Strategy and PlanningCisco – Chicago, IL and San Jose, CA
Defined and implemented go to market
strategy for Cisco's top 500 customers, which comprised over 50% of Cisco
Strategy lead for Cisco's Global Private
Sector Board (created to increase Cisco's vertical business relevance in the
Enterprise segment and apply a market in, customer-focused approach).
Managed long-range planning as well as go to
market strategy across four sectors:
Financial Services, Manufacturing, Retail and Energy.
Cross-functional co-lead for development
of a new global theater for Enterprise customers. Facilitated team of cross-functional and
theater executives. Assisted team in
developing overall strategy and plans.
Co-led Business Architecture definition
working group that articulated the connection between business value,
capabilities, technology architectures, solutions, and products.
03/2002 to 03/2009
Managing Director, Global Industrials and CPG Practice LeadCisco – Chicago, IL and San Jose, CA
Created IBSG's Global Industrial, High Tech and Energy Practices (IBSG, Cisco's global consultancy, advised CXOs from the world's largest public and private organizations solve critical business challenges, turning visionary ideas into value).
Facilitated strategic development and Go To Market for Cisco's largest, most strategic, global manufacturing customers.
Advised global CXOs on leveraging technology investments into strategic assets that increase productivity, reduce costs, and create new revenue.
For a Fortune 10 Diversified Manufacturer, developed a next generation collaboration vision and strategy. The project identified $35 million in productivity and cost savings as well as an additional $50 million in new revenue upside due to reduced time to market. Project also impacted approximately $75 million in revenue for Cisco in the first 3 years.
For a Global Medical Device Manufacturer, assisted CEO and staff defining addressable market opportunities for "digital hospital of the future". Project identified $50 million in revenue opportunity in the first year, including a $25 million revenue opportunity for Cisco in the first 2 years.
Co-led development of Connected Manufacturing, a CXO-focused publication discussing strategies for leveraging internet-based technologies.
Frequent speaker at leading global conferences such as The Economist, Harvard Business Review and MIT Digital Business Forum.
01/2000 to 03/2002
Field Scaling Executive Advisor, Internet Business Solutions GroupCisco – Chicago, IL and San Jose, CA
Cultivated relationships with CXOs from the US Enterprise's most strategic customers, extending Cisco's thought leadership in the future applications of Internet solutions and technologies.
Consistently impacted between $25-$50 million per year in new Cisco business.
2000 - "Behind the Scenes" Award for consistently exceeding client expectations.
2001 - "Top 20%" Consultant Award for customer and field impact.
2002 - "Most Valuable Consultant" Award for customer impact and innovation.
2008 - Selected to Action Leader Forum recognizing high potential Directors.
Selected for the 2012 Momentum Program recognizing Cisco's "Top 10%" Directors.
06/1994 to 01/1999
Principal, Strategic Technology PracticeAT Kearney – Chicago, IL
Led client engagements across business strategy and architecture, business and technology alignment, and organization transformation.
Consistently exceeded business development and sales goals by at least 15% each year.
For a Global Logistics Company,
recommended required technology capabilities and strategies in support of new
business unit vision. Improved quality
of service to both internal and external customers, created a best-in-class
service model, implemented technology enablement, and created a new
organization and operating model to respond to continuing changes in the
business and technology marketplace.
Newly launched business realized 15% productivity versus existing
businesses while driving $250 million in new services revenue.
For a Global Consumer Products Company,
analyzed future business and technology requirements for improved supply chain
visibility and coordination. Developed
next generation business architecture model for managing enabling technology
opportunities. Modeled key business
information needs in support of order entry, inventory management, customer
service, and electronic information exchange across global supply chain. Developed detailed business value and risk
analysis, which was adopted by senior management. Co-led development of a Global Category
Management technology strategy leading to improved sales force effectiveness. In first year, company realized 15%
1996 and 1997 “Most Valuable Consultant
Award”, Global Strategic Technology Practice.
Selected to 1998 Global Exchange Program,
recognizing the firm's “Top 5%” global managers.
Contributed to the book, Mastering the
in “Top 10%” for every engagement and annual performance review.
02/1989 to 05/1992
Sr. AssociateAndersen Consulting (Accenture) – Chicago, IL
Served as the functional liaison between client and project personnel, dealing with the installation of large manufacturing systems.
Interviewed senior client management regarding international sales and marketing technology strategies ensuring improved corporate communications and operational effectiveness.
MBA: StrategyWashington University in St. Louis - St. Louis, MO
Bachelor of Science: Industrial EngineeringPurdue University - Lafayette, IN
Outstanding Achievement Award 1987 Hartley Engineering Ingenuity Award for Innovation Excellence.