Summary of Qualifications

• High-performing and results driven private/public sector information technology executive with a unique combination of strategic client relationship and account management, business development, sales, service delivery, technical and interpersonal skills. Large, complex deal focused senior client executive experienced in all aspects of the new business development process, from developing and qualifying opportunities through contract execution. Responsible for forecasting, managing and delivering on a 50M pipeline. Proven skills in developing and maintaining high level embedded relationships among key CxO level leadership, directors and other decision makers. Accomplished and successful bid and capture manager. Skilled in proposing and winning both project and staffing-based opportunities. Deep knowledge and experience in commercial and government procurement.
• Ability to promote collaborative activities across internal organizations, create strong alliances and build lasting relationships among customers and partner vendors. Excellent oral and written communicator, supplemented by strong skills in new business development, proposal writing, marketing and public relations. Proficient in theory and execution of ITIL Service Support processes and best practices, as well as all standard system development life cycle methodologies. Successfully stood up and managed TL 9000 and ISO 9001:2008 Quality Management Systems through multiple certifications and surveillance audits. Extensive experience managing technical staff and multi-million dollar complex projects, both in the US and internationally. Broad knowledge of technical and functional requirements for application development, systems and networks ranging from desktop to enterprise class computing. Highly skilled in database development, data collection, statistical analysis and reporting.

Information Technology Leadership, Experience and Skills Summary

• 20 years Information Technology Experience
• 15 years in Client Relationship and Account Management, Sales, New Business Development and Marketing
• 20 years Supporting Commercial, State Government and Higher Education Information Technology
• Highly Effective Client Relationship Initiation, Building and Maintenance skills
• Extensive Knowledge of Commonwealth of Pennsylvania IT Landscape, Procurement, Partnerships and Contracting
• ITO, BPO, Systems Integration and Strategic Staffing Business Development Acumen
• Skilled in Capture Management, Proposal Writing and Win Theme Generation
• Experienced in Financial Cost Modeling, Risk and Profitability Analysis
• Results Driven, Outcome Oriented Leader with Strong Team Building and People Skills
• Strong Vendor Partnering, Subcontractor Management and Negotiation Experience
• Expertise Managing International Clients and Projects
• Proven People Leadership, Interface, Human Resource and Mentoring Abilities
• Expert Meeting and Group Facilitator. Excellent Presentation, Verbal and Written Communication Skills
• Pivotal leader able to adjust to rapidly changing project demands and priorities, while continuing to deliver outstanding customer service and new business

Professional Experience

Confidential

Client Executive

• Key member of IT services firm's executive management team, delivering immediate positive impact through significant financial growth and maturity of sales/delivery processes. Generated 15M in new revenues as Client Executive for the firm's largest commercial customer Forbes top 25 global telecommunications firm . Successfully stood up new practice, and then leveraged that account to achieve 10x revenue of original contract. Doubled company pipeline and potential new business partnerships through strategic sales planning. Managed international client relationship and projects for global telecommunications company. Led efforts to successfully subcontract on 700M data center outsourcing opportunity. Responsible for rapid adoption and certification of TL 9000 and ISO 9001:2008 Quality Management Systems. In role as Quality Manager, successfully lead team through two certification audits and three surveillance audits. Assisted in initial implementation of Microsoft Dynamics CRM.
• Delivered 4M in new sales during first six months, including several new, strategic and long term partnerships
• Traveled extensively throughout U.S., introducing company to global telecommunications company
• Leveraged relationships and identified new business opportunities to add 22 full time project resource in three months
• Developed new sales process, business development strategies and significantly improved marketing materials
• Created TL 9000/ISO 9001:2008 Quality Management System and gained certification in less than six months
• Stood up and grew new Performance Monitoring and Contract Governance Practice
• Increased annual revenue and full time employees by >30 in first year

Confidential

Senior Sales Executive and Account Manager

• Responsible for 50M pipeline as account executive for government and commercial solutions in the Commonwealth of Pennsylvania. Developed new relationships, grew significant new business and maintained all current revenue streams for 40M annual systems integration consultancy branch. Introduced firm to Commonwealth CIO, CTO and other high level executives through strategic contract win and delivery. Significant accounts managed include Pennsylvania Departments of Transportation, Governor's Office of Administration/Office of Information Technology OA/OIT , Public Welfare, Revenue, Labor Industry, State Police, Environmental Protection and Corrections, in addition to Fish, Boat and Game Commissions. Responsible for contract wins in excess of 15M. Significant accomplishments include:
• Secured proposal win 4M to build a Project Management Office for large Commonwealth agency
• Developed winning proposal and delivered 1M data center facility analysis project for Office of Administration
• Maintained 100 of existing staffing engagements while growing new staffing accounts by 20
• Delivered winning proposals to retain 100 of existing contract renewals while growing revenues
• Repaired severely damaged account through consistent quality of service and securing of new business

Confidential

Service Delivery Director and Senior Account Relationship Manager

• Dynamic leader of 975M joint private and public sector outsourcing engagement of large, multi-agency state government IT infrastructures. Responsible for new business, service delivery and satisfaction of critical customer account generating 80 of project revenue. Deep knowledge and experience in all account aspects.
• Progressive leadership positions held include Subcontractor Liaison, Technical Support Manager, Solution Support Team Manager, Account Manager, Client Services Manager and Service Delivery Director
• Created and led solution development team responsible for more than 45M in new business over two years
• Designed and implemented new support model for severely distressed agency, resulting in vastly improved service delivery and customer satisfaction, along with significant 28M new business growth
• Rescued failing critical customer relationship by championing innovative concepts, ideas and actions
• Managed largest IT Commonwealth agency account featuring combination of mainframe and open systems
• Led restructuring of Client Services team, focusing on customer satisfaction and value adds, identification of new business opportunities/requirements, and increased project management efficiencies
• Effectively managed and drastically improved subcontractor relationships
• Managed process improvement team resulting in no qualifying exceptions for subsequent SAS 70 audit
• Confidential Associate Director
• Worked closely with Chairmen and Directors from 100 leading information technology companies to recognize and reward more than 300 innovative case studies through initial contact, follow up and closure. Increased program revenue by 50 for key accounts through effective sponsorship generation. Managed recognition events in San Francisco and Washington, DC, while also directing all information technology operations.

Confidential

Michigan Administrative Information Services MAIS

• Manager of Systems Support Technical Infrastructure Operations
• Directed staff of 12 operating system AIX, Windows, and OS390 administrators responsible for keeping University administrative information systems stable, efficient and secure. Handled vendor relationships, negotiations and procurement. Provided recommendations on vendor products and services. Interviewed, hired and evaluated staff. Coordinated technical infrastructure planning, enterprise consolidation and RFP efforts.
• Successfully led projects and assigned staff priorities for a variety of implementations and upgrades
• Researched, recommended, and procured more than 15M of hardware and software
• Doubled hardware and processing power of registration systems in less than 24 hours during crisis
• Managed subcontracted staff and project plan to complete successful system upgrades
• Maintained robust, stable and secure legacy mainframe systems while significantly reducing costs
• Extensively involved in budget processes, reducing hardware/software budget by 30

Project Manager Confidential

• Designed, developed, implemented and maintained PeopleSoft Operational Data Stores ODS . Managed staff of developers, system and database administrators. Prepared ODS architecture and process documentation. Assisted with several Data Warehouse implementations utilizing Business Objects.
• Managed project implementations and process improvements for key deliverables
• Reduced replication time of databases by 50 via hardware and software tuning effort

Confidential

• Developed beneficial relationships between corporations and the College, coordinating activities with the University's central corporate relations staff. Traveled extensively to visit corporations, foundations and alumni.
• Championed major corporation's multi-million dollar sponsorship of undergraduate research program
• Secured major gifts in excess of 5M from alumni, corporations and foundations

Information Systems and Web Site Manager Confidential

• Designed, created and maintained Law School's first web site. Developed content intensive site with integrated database applications including an interactive alumni area. Planned, implemented and managed new network, servers, databases, information management, desktop and phone systems for 6M per year fund-raising office.
• Presented concept and plan for content rich web site, delivering into production in less than three months
• Increased fund raising success of capital campaign through overhaul of alumni database and reporting

Confidential

Director of Marketing, Managing Editor and Computer Systems Administrator

• Responsible for all company marketing of sports marketing firm. Composed and presented proposals to corporate clients. Developed new clients and prospects traveling to sporting events nationwide.
• Traveled to Indianapolis 500, Daytona 500 and major college football bowl games to market services
• Innovative introduction of information technology enabled sports marketing firm to double productivity of client report generation and increase revenue by 125 in one year

Confidential

Athletic Public Relations Assistant/Building Supervisor

• While a full time student, assisted Division I University in all aspects of sports information including press relations, writing and composition of media guides. Editor of 1987 national award-winning Michigan Basketball media guide.
• Chief Editor of 1987 national award-winning Michigan Men's Basketball media guide and game programs
• Traveled extensively with teams to conference, tournament and bowl games
• Supervised University Recreational Sports facilities during evenings and weekends to finance undergraduate degree

Confidential

Public Relations Director

Guided media relations through weekly press releases and direct contact in the New York City market area. Handled team travel plans, player contracts, statistics and other executive duties.

Information Technology Expertise

• Operating Systems: Microsoft Windows All PC and Server versions , AIX, Unix, IX, z/OS, Macintosh
• Hardware: Desktop to Enterprise Class Computing Dell, Unisys, IBM, EMC, Sun, StorageTek
• Database: Oracle, SQL Server, Microsoft Access, DB2
• ERP: PeopleSoft HR, Financials and Campus Community Modules, SAP
• Data Center Management and Information Technology Outsourcing
• Application and Systems Development Life Cycle
• Programming Languages: Java, HTML, SQL, Visual Basic
• Project Management Methodologies and Best Practices
• Microsoft Office and Productivity Software Expert
• Microsoft Dynamics CRM