Accomplished and versatile executive with twenty years of professional sales experience securing and managing multi-million dollar projects and accounts for industry leaders WIPRO, TCS, GE. Vertical experience includes Manufacturing; Automotive; Aerospace; CPG, Public Sector and Financial Services. Proficient at establishing and fostering executive level relationships. Equally adept at developing new business, growing revenue in existing business and gaining consensus while leading multifunctional teams in business pursuits to achieve objectives, maintain high client satisfaction, and close business. Executive Relationship Management Strong Problem Solving Skills ITO Experience Client Relationship Management Sales Leadership New Client Acquisition Large Account Management Entrepreneurship Top and Bottom Line P&L Account Strategy and Development Strategic Alliances Contract Negotiation
Vice President01/2014 to CurrentCompany NameCity, State
Ranked 2nd among 15 of my peers with a pipeline growth from $0 - $123M in 18 months Closed $37M in new revenue against a $30M target resulting in 123% over quota Identified and closed $14M net new revenue against a $10M target resulting in 140% over quota Identified, shaped and led the deal pursuit team in the capture of an SAP xMii initiative resulting in two wins at the Clorox Company: $150K consulting engagement, and a multi-year contract, TCV $21.3M Led the deal pursuit team that secured the contract between Pitney Bowes, EMC and Wipro Management which resulted in a $55M/5yr.
Data Consolidation, [IAAS] cloud offering to Pitney Bowes Restored confidence and perception with key stakeholders in Pitney Bowes HR, and Global Online BU's, regaining entry to several Microsoft related initiatives, resulting in $4.5M net new business Responsible for managing the client relationship between ARI and Volvo Construction Equipment Responsible for leading and shaping the deal pursuit of a $25M strategic initiative between Volvo Construction Equipment and ARi to build, design and operate a Test and Validation Facility Identified, shaped and led the deal pursuit of a test and validation outsourcing initiative, resulting in ARi being awarded a $4M outsource contract.
Principal Consultant01/2011 to 01/2014Company NameCity, State
Providing clients with services in the following areas: sales leadership, sales and marketing strategy, pipeline development,.
identification and development, master services agreements and contract negotiation.
Client Engagement Manager01/2010 to 01/2011Company NameCity, State
As a member of the Leadership team, was responsible for the client relationship between Wipro service lines and business stakeholders, relationship management, strategic alliances, and revenue growth within a $70M account Accountable for revenue growth, strategy and quarterly objectives Secured $14M in new business revenue against a $10M target resulting in 140% over quota Led the deal pursuit team and facilitated the contract negotiations between Pitney Bowes, EMC, Cisco and Wipro resulting in a $55M/5yr.
Data Consolidation, [Infrastructure as a Service] cloud offering Restored confidence and perception with key stakeholders in HR, and Global Online BU's, regaining entry to several Microsoft related initiatives, resulting in $4.5M new business edward j.
devine Page 2 Co-led the annual account planning review, which included interfacing with service lines, tower leads, and delivery heads responsible for the Pitney Bowes account Discussed areas where increase in service line penetration could be attained Jointly created account planning with the account team Reviewed CSAT levels to insure standards and CSAT levels were being met Managed the partner ecosystem for Wipro with EMC, SAP, Cisco, IBM and Microsoft within the client account Client facing lead between Wipro and Pitney Bowes Facilitated Annual Interlock Sessions Quarterly Account Planning Identified areas to partner together Committed to Quarterly revenue targets Worked collaboratively on marketing based events Fostered and maintained executive level relationships Established Bi-weekly meetings with BU heads Improved Communication Lines and Value Perception Maintain proactive customer communication to foster a high touch relationship Earned trust and gained accessed to Steering Committees Hosted a monthly CIO meeting with direct reports, and Wipro Account leadership team Responsible for top line and client satisfaction goals for the CXO relationships.
Associate Vice President01/2008 to 01/2010Company NameCity, State
Responsible for achieving a revenue target of $30M in ITO business, the development and execution of a sell with / sell through sales strategy with SAP and Microsoft and for new clients within Manufacturing, Automotive, and Aerospace Entered a new territory, developed and executed a business development plan that led to the closure of "8" new logos, "10" MSA's and a pipeline growth from $0 - $123M in 18 months Ranked 2nd among 15 of my peers with a pipeline totaling, $123M Achieved $37M new revenue against a $30M target resulting in 123% over quota Identified, shaped and led the deal pursuit team in the capture of an SAP xMii initiative resulting in two wins at the Clorox Company: $150K consulting engagement, and a multi-year contract, TCV $21.3M Successfully turned around the business relationship between TCS and Daimler Truck North America [formerly Freightliner].
As a result, TCS was able to re-establish a presence in a failing account with senior leadership that led to wins in engineering, and the shortlist for an SAP initiative involving the blueprinting and implementation of SAP ECC 6.0 platform enterprise wide, projected TCV, $25 - $30M.
Director of Sales01/2004 to 01/2008Company NameCity, State
Responsible for revenue generation and establishing a business portfolio of services in the southeast including IT Consulting, Application Support, Deskside Support, and IT Staffing to mid-tier clients As part of Hudson's leadership team, initiated, developed and executed national sales strategy that contributed to and resulted in new and annualized revenue from $0 to $53M in a 3.5 year period Identified opportunity with the largest US steel manufacturer to provide Hudson's full spectrum of IT services including but not limited to: software development, infrastructure design and help desk support, resulting in a large on-site / offsite outsourcing agreement (TCV) total contract value, $26M Developed a strategic relationship with Answerthink addressing the need for augmented staffing capabilities that resulted in new business at a National level contributing $750,000 to the bottom line year one Planned, built and ran a PMO for Burntsand's (7) USA locations leveraging our Rapid Deployment Model - TCV $5.5 M.
Entry was gained into this account through my relationship with the President, N.A.
Partner01/2002 to 01/2004Company NameCity, State
Principal in a start-up venture, responsible for sales strategy, business development and revenue growth Co-Developed and implemented sales and marketing strategies for a secure PKI extranet solution that resulted in revenue dollars from $0 - $2.8M in first 18 months Negotiated and closed successful new client acquisitions with Columbia Presbyterian Medical Center, Safety Insurance, Lockheed Martin Global Telecommunications, and United Messaging Developed strategic alliances with Sun, VeriSign and Baltimore Technologies Co-managed a team of 25 delivery engagement managers.
Business Development Director01/1999 to 01/2002Company NameCity, State
Responsible for revenue generation within Manufacturing and Financial Services in New England and Tri-State Area Built an account base from the ground up and generated sales to meet or exceed a $5 million dollar quota Recognized as top line producer for 2001; Q1 and Q2, delivering $1.4M and $1.8M or 29% and 33% respectively against the corporate projected revenue goals for the New England region Re-engineered, negotiated and closed a $4.1M application development project at Pitney Bowes that became a flagship account for Primix and the second largest client in the company's history Cold called COO, was referred to VP, established capabilities and led sales efforts that resulted in a $1.3M services contract with US Trust Wealth Management to deliver a Knowledge Management strategy, and application development of an E-Learning portal.
Regional Vice President of Sales01/1992 to 01/1999Company NameCity, State
Responsible for the development and execution of a multi-state sales strategy, expanding the GE portfolio within new and existing business and achieving assigned revenue targets Instituted an aggressive market expansion strategy for regional account programs resulting in an 80% increase of market share and a 400% revenue growth (from $5 million to $20 million) over four years Hired, mentored and coached a sales team of six, while achieving both individual ($8M) and team ($12M) revenue goals, respectfully Secured $3M/3YR helpdesk contract, with the Federal Way School District, providing L1,L2 and L3 support Initiated the sales pursuit, negotiation and capture of a multi-year, managed services contract for GE Capital ITS with the department of Health and Social Services of Washington State, resulting in a $7.5M/3YR TCV.
Bachelor of Arts: Social SciencesWashington State UniversityCity, StateSocial Sciences
Associate of Applied Sciences: General BusinessWenatchee Valley CollegeCity, StateGPA: Recognized, National Deans ListGeneral Business Recognized, National Deans List
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Washington State University
Wenatchee Valley College
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Client Engagement Manager
Associate Vice President
Director of Sales
Business Development Director
Regional Vice President of Sales
Bachelor of Arts : Social Sciences Associate of Applied Sciences : General Business
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