| SUMMARY Over 17 years of experience in ERP sales, business consulting, and management, with the last 4 years in a leadership capacity concentrating on value-based selling to Higher Education client executives in the ERP environment. Focus was on changing the paradigm from traditional back-office ERP users to student-focused results. EXPERIENCE Sales Manager, Business Advisory Services Confidential - Reached 300 sales services bookings growth over a 3-year period, from just over 10M in 2007 to over 32M in 2010.
- Achieved President's Council in 2007 and 2010.
- Grew the average services deal size from 12,000 to 150,000 through reaching the non-IT executives at the client institutions and moving the conversation from tactical to strategic.
- Focused on the re-engineering of the existing Action Planning approach with the existing client base to speak directly to the non-technical executive staff of the institution. This allowed the vision of Datatel's roadmap to be visible to those responsible for creating an environment of increased student success in an economically-challenged environment. Sales decisions made were based directly on ROI and benefit to the students.
- Worked closely with senior-level management in the Professional Services Group to improve the communication and collaboration between sales and services to improve the transition from sales to services engagements. This allowed an important shift in focus from being not just software implementers, but business process consultants.
Director of Client Services Confidential - Managed a 5.5M operating budget for the Client Services division, which also included all of the relevant HR and staffing components of a 60 member team.
- Provided delivery oversight for over 20 successful public sector ERP implementations for state and local clients across seven different Business Units. Responsible for increasing direct contribution margins for delivery engagements for each Business Unit.
- Created a new Existing Client Sales program to sell to the existing client base. Sales goals were achieved for this program, at 3M.
- Created and sold new service offerings into the existing CGI client base, including Platinum Support and maintenance, which in six months generated over 13M in sales revenue.
- Managed a team to produce over 40 proposal responses to RFIs and RFPs which helped generate 100M of new business.
- Managed a national conference 1M budget and training symposium for CGI ERP clients, generating over 500 attendees and sales leads for business growth opportunities.
- Created a quick-start implementation methodology, which provided a means for our small to mid-size clients to upgrade from our legacy mainframe system to the web0based version without having to go out for a formal procurement. The Upgrade Starter Kit helped retain several clients, which in turn also generated 3M of implementation services and software revenue, and preserved the continual annual maintenance stream.
- Provided sales consulting leadership to help negotiate a large state procurement generating over 13M in software license, services, and maintenance revenue.
Senior Sales Consultant Confidential - Created estimate letters and project planning documents that generated over 40M of software license and services revenue.
- Coordinated efforts through our Technology Services Group to help clients prepare their Technical Configuration and hardware cost estimates during the pre-sales process.
- Worked with 6 different sale representatives to work deals all over the country.
- Presented Implementation Approaches and Strategies in demos during the formal procurement process.
Client Support Manager Confidential - AMS Advantage Financial: general ledger, cost accounting, accounts payable, accounts receivable/cash receipts, procurement, projects accounting, fixed assets, inventory control, investments, and reporting
- AMS Advantage Human Resource Management: payroll, position budgeting, learning management, talent management,
- AMS Advantage Performance Budgeting
Client Relationship Manager Confidential Managed a team of 8 Client Relationship Managers to reengage with our state and local public sector clients to find out organizational changes, enlist C-Level support to find out future IT direction, and to generate viable sales leads. Provided many renewed client relationships that generated over 5M of new business, and 1.5M in back maintenance revenue from clients who were running the CGI software but had stopped paying maintenance. Project Manager/Financial Systems Consultant Confidential Acted as a Project Manager, as well as a consultant both in the Client Support Group, as well as on various Public Sector client sites. Became a specialist in budgeting, accounts payable, fixed assets, and procurement. Also performed over 50 training classes on various areas of the financial management system including: budgeting, accounts, payable, accounts receivable, fixed assets, procurement, and cost allocation. A few longer-term projects include: |
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