Global Sales and Practice Management

 

Dynamic management career for strategic and tactical sales leadership in technology and business consulting.  Results-driven perspective; positions day-to-day management and strategic initiatives to be accountable to bottom-line value. Manages multimillion-dollar projects and budgets. Drives outcomes through expertise in:

 

   Business Intelligence  ● Information Management & Analytics

  ● Organizational Change & Effectiveness ● Executive Stakeholder Engagement               ● Performance Management  ● Application Transformation to Cloud

DXC TECHNOLOGY; Plano, TX                                                                     2017-present
Global Top 3 IT services company. Spun off of HPE in April 2017 and merged with CSC to form DXC Technology
Vice President and Managing Director, Global Sales - Applications Services
DXC Technology is the world’s leading independent, end-to-end IT services company. We guide clients on their digital transformation journeys, multiply their capabilities, and help them harness the power of innovation to thrive on change. Formed from the merger of Hewlett Packard Enterprise Services and Computer Sciences Corporation, DXC has more than 6000 clients globally and $25B in revenue.


As Vice President and Managing Director, Global Sales - Applications Services, the position is responsible for achieving the sales targets to meet the Applications Services revenue objectives. This includes the development of the strategic selling plans that will promote sales growth and net promoter scores for applications development, applications management and application modernization and transformation service offerings. Specific responsibilities include:

  • Development of annual sales plan in support of organization strategy and objectives with revenue target in excess of $1.5B.

  • Design and oversight of direct and indirect revenue generation organization including recruitment, training, management and motivation within North, South and Central America.

  • Opportunity coaching and solution and contract structuring for multi-million dollar applications outsourcing contracts.

  • Direct implementation and execution of sales policies and processes.

  • Implements sales strategies for improvement based on market research and competitor analyses.

  • Manages multiple channel selling strategies including direct, indirect and partner channels.

 

HEWLETT PACKARD; Plano, TX                                                                      2006-2017

 Global Client Sales Leader, Major Accounts                                                2014-2017

Actively leading all sales and revenue generation activities within HP’s single largest global account.  Sales management responsibility for the global sales staff with annual revenue in excess of $500M.

 

Director Applications Sales, EMCIE                                                                  2013-2014

Trusted advisor at the C-Level for global companies in the automotive, manufacturing, hi-tech, media and energy sectors.  Sales management responsibility for 15 direct reports and 36 indirect with an annual sales budget in excess of $450M. 

  • Exceeded all budgeted sales metrics; Total Contract Value 124%

  • Selected to HP Winners Summit, top 1% of HP Sales

  • Awarded Collaborator of the Year by HP Enterprise Services, Americas

 

Director Sales, Information Management and Analytics                                 2010-2013

Designed and created the IM&A sales group within HP Software as a result of the HP acquisition of Knightsbridge.  Directly responsible for 24 direct sales and $240M in annual revenue.  Established new go-to-market and route-to-market frameworks.  Extensive direct client relationships in consumer packaged goods, retail, travel and media.

  • Increased HP IM&A annual revenue from $90+M to $240M over 18 months from 2011 into 2012

  • Solidified IM&A portfolio, integrated sales processes and established new solution as a service offering

 

Practice Principal, Life Sciences, HP Software - IM&A                                    2007-2010

Successful relationship development to C-Level executives for global HP Life Sciences accounts.  Provided revenue management, delivery oversight and P&L responsibility for integrated Business Intelligence solutions and services. Accomplishments include:

  • 300%+ revenue growth FY2010, 200%+ revenue to target for FY 2008 and FY 2009

  • 1st 100% Gartner customer satisfaction rating for area

  • 1st BIS BI/EDW off-shore application maintenance agreement

 

Practice Principal, Sales and Marketing Technology (KNIGHTSBRIDGE acquired by  HP)        2006-2007

Acquired by HP, Knightsbridge focused on sales and marketing enterprise data warehousing and business intelligence.  Responsible for account and project oversight, solution offering development, solution marketing and sales.   

  • Defined “Voice of the Customer” for service solutions offered to select client base

  • Spearheaded change management, talent management and organizational effectiveness changes globally

 

INFORTE CORPORATION; Chicago, IL                                                           2003-2006

International systems consulting firm with a focus on Business Intelligence and Customer Relationship Management Vice President/Client Principal, Communications, Media and Entertainment. Lead the strategy, budget, performance and a staff of information services professionals in U.S. and Europe.  Advanced company growth by 26% in 2004 and 115% in 2005.

  • P&L responsibility and management for programs exceeding $100M

  • Key new clients included: Defense Logistics Agency, Tribune Company, SBC Communications, McCord Travel Management, Microsoft, Best Buy, Louis Vuitton/Moet Hennessey and Lippincott Williams & Wilkins.

 

BRAUN CONSULTING; Chicago, IL                                                                  1999-2003

International systems consulting firm with a focus on Business Intelligence and Data Warehousing

Practice Lead / Communications, Media and Entertainment (2001-2003)

Senior Consultant (1999-2001)

Provided consulting services to Fortune 500 companies emphasizing analytics and decision support technology.

  • Responsible for business development activities resulting in $10M+ annual client revenue. 

  • Key new clients included: Pfizer, The New York Times, Tribune Company, Boston Globe, Kohl’s, RR Donnelley, Orbitz and Home Shopping Network.

 

THE POST COMPANY; Idaho Falls, ID                                                             1998-1999

Regional Media Company comprised of daily newspaper, NBC broadcast affiliate and direct marketing subsidiary

Advertising Director

Re-engineered business processes and technology enablers for regional media company to achieve operational efficiencies and prepare for employee-led buyout

  • Supervised sales staff of 25 with profit and loss responsibility on a revenue base of $10M.  

  • Achieved double-digit revenue increase.

 

KNIGHT RIDDER; Miami, FL and San Jose, CA                                               1995-1998

National Media Company and 3rd largest newspaper publisher.  Acquired by McClatchy

Advertising and Database Marketing Director (1998)

Program Director, El Nuevo Herald (1997)

Marketing Manager, Advertising, Miami Herald (1995-1997)

Managed both business and technology staff to achieve operational efficiencies at various business units including;

The Miami Herald, El Nuevo Herald and Knight Ridder Corporate

  • Directed five marketing managers representing $260M in annual revenue. 

  • Planned and managed successful launch of El Nuevo Herald

 

MONTGOMERY WARD & COMPANY; Chicago, IL                                        1989-1995

6th largest US. Retailer; $6+ billion in annual revenue.  Acquired by GE Capital Services

Director of Marketing, Montgomery Ward & Company (1995)

Manager, Commercial Services, GE Commercial Services (1994)

Target Marketing Manager, Montgomery Ward (1991-1994)

Sales Training Manager, Montgomery Ward (1989-1991

 

2010 - present

2010 - present

Education
Harvard University, Cambridge, MA,
Master of Liberal Arts in Extension Studies, Concentration in History
Anticipated completion 2018

Thomas Edison State College, Trenton, NJ

Bachelor of Arts in Humanities

College of William & Mary, Williamsburg, VA 

3 years toward Bachelor of Arts in Philosophy