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Practice Director, Resume

Bethesda, MD

EXPERTISE AREA:

  • Practice Management Organizational Management & Design
  • P&L Management cloud Strategy
  • Program Management / CIO
  • Data Center management
  • Project Management
  • Enterprise Architect
  • IT Security
  • DevOps Management
  • Network Architecture & Design
  • Amazon Web Services

TECHNICAL SKILLS:

Skills: VMWARE VSphere 5, ITIL, ISO, JAVA, HTML5,XML, Ajax, Six Sigma, Kaizen, Cisco, Cloud Computing, Virtualization, Unified Communications (UC), Cisco UCS, Salesforce.com, PMP, Network Security, DevOps, Confidential NetScaler 10.5 & 11, Confidential Cloudbridge vWAN, Amazon Web Services (AWS), ITIL Scrum, Python, Standards compliance (FedRamp, PCI)

PROFESSIONAL EXPERIENCE:

Confidential

Practice Director, Bethesda, MD

Responsibilities:

  • Manage a direct team of professional services consultants (45), $35M in revenue and day - to-day operation of the practice. Focus products are:
  • Provide thought leadership for IT Security, IAM, Malware protection and security related topics to Confidential Customers
  • Provide design and thought leadership for Confidential IAAS / Private and Hyprid Clouds
  • Guide clients on data centers and co-location operations
  • Work with internal business partners to influence product roadmap through delivery of real time feedback from the field
  • Build relationships with strategic clients and add value throughout various phases of the project lifecycle.
  • Calibration of Practice headcount based on consulting sales quotas and forecasting models
  • Lead, Manage, and inspire consultant team through various activities including feedback, coaching, mentoring, recruiting, career development and enablement plans, burnout management, and participating in regional meetings and team building events
  • Develop revenue-generating services to our most strategic customers
  • Collaborate with Product management and engineering teams drive growth of Practice and innovate to provide competitive advantage
  • Develop content, including presentations, white papers, messaging guides, sales collateral for the Practice
  • Act as Practice trusted advisor on technology, strategy, trends and best practices for data center management, application delivery, IT Strategy, DevOps and network security

Confidential

Director, National Solutions, Herndon, VA

Responsibilities:

  • Designed strategic sales plan to ensure customer base’s technological relevance. Created numerous value proposition plans. Trained sales force, drove adoption of TLM strategy. Resulting $250M business unit exceeded financial targets every quarter
  • Implemented services-led sales strategy addressing customer needs. Leveraged SPIN selling to create services positioning plans. Successfully increased services contribution over hardware sales by 25% in 2011
  • Directed IT business process and requirements to streamline pipeline tracking and lead generation processes. With BU leaders aligned CRM systems to business needs, & implemented “closed loop” strategy for lead pursuit, using Salesforce.com
  • Led M&A integration of Confidential . Verified synergies. Crafted a “sell to” and “sell through” cross-selling strategy to lead sales and operational integration. Confidential successfully vertically integrated
  • Crafted go to market plan to launch IPV6 offering across the America’s. Authored numerous white papers. Closed two $350K IPV6 consulting deals in 2 months. Currently provide $2M of IPV6 consulting services in region
  • Successfully launched Cloud business unit with differentiated private and hybrid cloud services in the America’s
  • Successfully launched four Direct marketing, Seminar and targeted marketing campaigns to generate $5M+ in incremental revenue
  • Crafted a solution offering for University client that saved over $2M per year on telecom expenses
  • Crafted Confidential TEM solution for Confidential that allowed them to better account for their telecom licenses
  • Managed team of 5 sales consultants and 3 solution architects to position TLM to contribute $25M in contribution margin
  • Grew TLM team to 8 sales consultants to exceed $300M revenue target for fiscal year 2011.
  • Developed three TLM sales account executives to sales leaders in 2 years

Confidential

Manager, Network Solutions Practice, Herndon, VA

Responsibilities:

  • Crafted multi-dimensional North East region advanced technology marketing strategy. Targeted consumers directly with Radio and Online ads. Changed customer perceptions, increased existing customer spend by 35%, grew revenue 15% y-o-y
  • Built strong advanced technology partner alliances in North East region. Increased Cisco Sales by 15% year over year in the North East Region. Won numerous partner awards from Cisco. Increased Juniper sales by 20% year over year
  • Fostered deep relationships and built coalitions with local integrators to partner on large engagements. Created strategic alliances with key vendors to differentiate our solutions. Won numerous contract awards on complex Confidential ’s
  • Implemented formal personal development plan and coaching program for every Architect and Sales executive. Ensured plan followed with monthly follow-up discussions. Achieved highest retention rates nationally

Manager, Professional Services

Confidential

Responsibilities:

  • Developed fully integrated Professional Service strategy aligned with hardware offerings that grew business over 100% to $5M in revenue in 2005
  • Innovated with vendor partners Security and Management bundled offering presented to customers as a “ready to go solution”. Increased Data Center sales by 35%
  • Partnered with leaders of Security and Collaboration practice to create “use” cases to cross-sell non-practice solutions. Increased security sales by 20%
  • Managed 26 direct report, 2 Team Leads, 3 Project Managers, and 3 Sales Executives. Two Project Managers promoted to Service Managers. Maintained healthy retention rate for engineers
  • Implemented Quality Assurance processes and strict SOW standards. Maintained high level of customer satisfaction for all delivery projects. Maintained GP margin of over 40% for PS projects
  • Provided in-depth technical expertise on large-scale projects for enterprise-class clients. Served as SME for Security & Network technologies. Maintained high customer satisfaction for delivery projects. Directly responsible for $5M revenue

Senior Solutions Architect

Confidential

Responsibilities:

  • Streamlined Confidential proposal process. Streamlined SOW writing process.
  • Removed bottlenecks for Proposal writing process
  • Become SME for technical projects

Confidential

Senior Security Architect, Chantilly, VA

Responsibilities:

  • Authored proposals directly responsible for numerous $1M+ awards
  • Provided Pre-Sales technical support for complex Security, Data Center and network architecture opportunities
  • Created numerous Security and Network Architecture Designs and solutions to meet customer functional and technical requirements
  • Co-authored numerous Security and Data Center white papers
  • Implemented Cisco Network Management platforms for numerous Federal customers. Received high customer rating on all Network Management Projects

Confidential

Senior Security Engineer, Washington, DC

Responsibilities:

  • Deployed fully redundant Cisco Metropolitan Area Network
  • Wrote security policies mitigating agency risk
  • Oversaw all network security operations for the National Academies

Confidential

Senior IP Engineer, Fairfax, VA

Responsibilities:

  • Secured customer internet routers and ensuring access lists configured properly
  • Troubleshot Data connections ( Confidential ) for large clients

Confidential

Senior IP Engineer, Arlington, VA

Responsibilities:

  • Managed Oracle ERP system for Department of Education
  • Ensured all servers had proper software patches and operated at highest levels

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