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Business Intelligence Resume

Boston, MA

Solution Sales Executive with extensive global experience and proven success in devising and selling complex, multi million dollar software and IT services solutions in Finance, Healthcare, Retail, Manufacturing and other industries. Experience in sales management channel, product and services delivery management IT architecture.

Sales Qualifications

Individual Sales

  • Led IBM sales team on global Fidelity Investments account to increase in total sales from $15M to $55M annually over 5 years (30% average YTY growth). Hunter in new software application space, doubling yearly.
  • Honored with the first Gerstner Award for Customer Excellence, IBM s highest recognition for merit in Teamwork, and the IBM Golden Circle award for selling a $10M high profile Oracle and IBM mission critical application.
  • Awarded prestigious IBM Beacon Award for a breakthrough Oracle E Business Suite solution in Healthcare.
  • Sold and managed a $20M+ CRM/Contact Center software and services solution handling over one million calls a day separately achieved #1 IBM partner salesperson in IBM CRM/Contact Center sales for two years.
  • Closed large Customer Marketing Analysis/Business Intelligence (BI) data warehouse and decision support solutions including services at large Financial Services and Retail clients, including a $6M solution.
  • Sold IBM and HP/Autonomy ECM and BI solutions including services in Big Data content capture, management, BPM/case mgmt (HR, accounting, call center, fraud, etc.), search, analytics, legal, compliance, information lifecycle governance, records, eDiscovery, social CM, collaboration, defensible disposal and SaaS.
  • Architected and sold database, hardware and software management infrastructure solutions for SAP, Oracle and PeopleSoft ERP and other large business application implementations to a number of major corporations.
  • Created and sold WebSphere portal solutions with design, development, content management, security and implementation services as well as databases, application servers and edge servers to several large enterprises.
  • Sold IT solutions including software and services to Fidelity, JP Morgan Chase, State Street, CitiStreet, John Hancock, Liberty Mutual, CIGNA, WellPoint, BCBS of MA & RI, Express Scripts, Steward Health Care, Partners Healthcare, Biogen, Serono, Tyco, Waters, LL Bean, State of CT, many universities and many others.
  • Personally closed over $6M in new enterprise software and services solutions for six years running.
  • Earned IBM s Eagle Award as a top 1% sales performer.

Sales Management/Product Management/Channels Management

  • Recruited, motivated and led a team of ten IBM channel salespeople from start up to $50M in five years as the Fastest Growing Tech Company in New England, topping yearly team sales targets by 230%, 37%, and 28%.

Service Delivery Management/Engagement Management

  • Accomplished successful, long term IT outsourcing engagements providing IT process and delivery leadership to CIGNA, WellPoint and Fidelity. Executive role in C level relationship management and incremental sales.
  • Service Delivery Leader and focal point for client issue analysis, escalation, resolution and measurement. Led recovery at a large Healthcare client to a remarkable year to year IT outsourcing services profit turnaround.

Professional Experience

Confidential, Boston MA

VP Sales (Contract position)

  • Global sales and marketing responsibility for legal document and matter management software developer and solution provider based on IBM s ECM infrastructure. First salesperson in over a year, developed go to market strategy and created solid pipeline from scratch including Fortune 100 and 500 companies.

Confidential, Boston MA

Senior Client Executive

  • Grew empty IBM ECM and BI software and services pipeline to $3.4M in less than 6 months with solutions averaging $250K in large corporations and closed one deal for $55K. Solutions featured Big Data capture, management, analytics, BPM/case mgmt, compliance, information lifecycle governance, search and SaaS.

Professional Experience (continued)

Confidential, Boston MA

Strategic Account Executive (Software)

  • Sold HP Autonomy ECM and BI software and services solutions in content mgmt, information lifecycle governance, BPM, search, compliance, legal, eDiscovery, archive, disposal, SaaS, social CM and collaboration.

Confidential, Boston MA

Senior Business Development Manager

  • Sold IT services to untapped Fortune 100 territory. Onshore/offshore solutions included analytics, BI, ETL, Business Process Management, Master Data Mgmt and full lifecycle software development and integration.

Confidential,Business Continuity and Resiliency

  • Relationship Manager/Engagement Manager/Service Delivery Manager
  • Performed three successful, long term consulting engagements providing IT process and delivery leadership.

Confidential, Burlington MA

Client Executive, New England

  • New England team leader and hunter selling IBM and EMC solutions direct for large Tier 1 VAR and VAD.

Confidential,Hall Mark Distribution Division,

  • Developed and owned brand strategy, programs, recruiting and sales objectives for IBM UNIX product lines. Owned ISV/SI/VAR C level relationships, partner sales force education, mentoring and pipeline leadership.

Epistemic Business Intelligence And Analytics Software, Boston MA

Director of Sales and Marketing

  • Devised and executed go to market strategy, positioning, collateral and sales for failed BI software start up.

Confidential,Lincoln RI

Senior Sales Representative,

  • Salesperson with the largest IBM and Oracle Systems Integrator/Value Added Reseller in New England. Sold over $16M in software and services in the company s first year. Director of Sales/Marketing, 1998 1999/2001 ( Working manager with individual role above)
  • Recruited, motivated and led a team of ten salespeople from start up to $50M, topping targets for five years. Conceived and executed sales plans and quotas, forecasts, leads, pipelines, training and client satisfaction.

Confidential,

Boston MA and Poughkeepsie NY 1Senior Client Executive and IT Architect, IBM Financial Services and Insurance Industries,

  • Led the sales team and new business development (hunter/farmer) on global Fidelity Investments account.
  • IT Solutions Architect for Financial Services and Insurance clients across New England. Advisory Systems Engineer (1988 1993) Project Manager, IT Consultant and Programmer (1984 1988)

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