| Candidate Information | | Title | Director of Marketing or Business Development Manager or Chan... | | Target Location | US-NJ-East Windsor |
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Click here or scroll down to respond to this candidateSALES/MARKETING & BUSINESS DEVELOPMENT EXECUTIVE
Business Experience: Telecommunications; Networking; Outsourcing
Results-oriented, customer-focused Sales/Marketing and Business Development Executive with a demonstrated ability to produce significant results in highly competitive environments. Skilled in defining and implementing short-term and long-term tactical and strategic initiatives necessary to guide department/corporate transition into next level of success in new markets. Skilled in effectively coordinating multiple priorities in high profile projects through innovative problem solving and troubleshooting abilities. Adept in building and directing professionally recognized teams that, through the synergistic application of their skills, effect rapid business turnarounds. Acknowledged for the ability to identify and transform traditional patterns of business by creating and implementing novel business concepts.
AREAS OF EXPERTISE
* Product/Service Marketing
* New Market Development & Penetration
* Product/Service Team Facilitation
* Channel/Partner Management
* Industry & Market Insights
* Strategic Planning / Implementation
* Valued-Based / Solution / Consultative Sales * Business Process Transformation
* Sales Process and Methodologies
* Sales Planning and Training
* Staff Development
* Statistical and Forecasting Analysis
* Relationship Development & Management
* Product Management
CAREER HIGHLIGHTS
MTS IntegraTRAK, Inc., Piscataway, New Jersey 2004
CONSULTING ASSIGNMENT (ROLE: MARKETING & CHANNEL DEVELOPMENT)
Commissioned by the Vice President of Marketing & Sales/Americas Region to develop a marketing infrastructure and greater lead generation capabilities for an Operations Support Systems (OSS) company specializing in call accounting, customer care & billing.
Results
* Generated a prospecting list of 12,000+ prospects, creating more than 30 opportunities for MTS to participate in RFPs/RFIs/new business, facilitating recognition of MTS as an industry leader.
* Signed and implemented a new channel partner relationship for MTS with Avnet Enterprise Solutions focused on 14 branch locations throughout the U.S. selling VOIP solutions.
* Organized and managed MTS' participation in eight industry trade shows.
INNODATA CORPORATION, Hackensack, New Jersey
DIRECTOR - CLIENT SOLUTIONS 2002 to 2003
Recruited by the CEO of the world's largest digital content services company to develop a practical and coherent plan that would enable the organization to migrate away from a project-driven model to one that is more outsource-focused. Sell content supply chain services to largest global publishers, commercial content providers, and Fortune 1000 companies.
Results
* Generated new business opportunities in excess of $3 million (with upside of $12M) centered on business process outsourcing opportunities by identifying and capitalizing on new markets/applications for the company's digital content outsourcing services.
* Created business process outsourcing sales model/template for Innodata; prototype adopted by sales organization and used broadly to facilitate new opportunities.
CAREER HIGHLIGHTS CONTINUED
EDS, New York, New York
CLIENT SALES EXECUTIVE III, OPERATIONS SOLUTIONS 2000 to 2002
BUSINESS DEVELOPMENT MANAGER, KM PRACTICE, E.SOLUTIONS
Developed business process outsourcing opportunities for the northeast U.S. region. Developed and lead a sales pursuit team consisting of A.T. Kearney management consultants, BPO delivery consultants, and IT infrastructure outsourcing consultants. Sales Certified by EDS's Global Sales Institute Bachelor's Program which focused on the transformation and outsourcing of IT infrastructures and business processes.
Results
* Developed an EDS business process outsourcing sales pipeline that exceeded $200 million by actively networking and cold calling into the executive level at industry leading companies.
* Created a CRM/KM/EBPP sales pipeline that exceeded $23.5M by working with EDS Sales Teams and Alliance Partner sales resources.
XEROX CONNECT, INC., New York, New York
SOLUTIONS PRINCIPAL 1998 to 2000
Drove both sales and business development opportunities for the company's business solutions which included eBusiness (value chain management, web-site development), Knowledge Management (Document Management, Workflow, Digital Rights Management), Customer Relationship Management (Sales Force Automation & Customer Support), and Managed Services (Help Desk, Break/Fix).
Results
* Generated $1.2 million of new business in selling Information Technology Solutions to Fortune 1,000 companies.
* Built and then leveraged relationships with Xerox equipment sales professionals directly leading to the closure of a comprehensive eBusiness consulting and website development solution, a database design and development engagement for a major cosmetics company, and a data center migration for an industry leading publisher.
NCR CORPORATION (formerly AT&T Global Information Solutions), Berkeley Heights, New Jersey
SENIOR CONSULTANT 1996 to 1998
Recruited specifically to provide project ownership and leadership for creating the strategic vision and tactical implementation of the Year 2000 consulting service business unit within the Communications Industry Group.
Results
* Took a leadership role in developing the company's Y2K services program, taking it from the conceptual phase, and growing it to one generating more than $30 million annually. Accomplished this by identifying and forming cost effective strategic partnerships/alliances with appropriate domestic and international organizations, and developing subcontractor relationships with other third party organizations.
* Project leadership resulted in NCR's recognition as one of the leading Y2K full-service solution providers both nationally and internationally. Was also instrumental in developing proposals and statements of work for many of the projects, and personally made presentations to many Fortune 500 organizations.
AT&T CORPORATION 1981 to 1996
AT&T NETWORK SYSTEMS, Berkeley Heights, New Jersey 1994 to 1996
MANAGER, GLOBAL STRATEGY and NEW BUSINESS DEVELOPMENT
Analyzed market trends relative to potential markets, customer needs, satisfaction and competition. Performed strategic assessments relative to rapidly evolving data and voice infrastructures, markets, and competition with a focus on interactive services such as the Internet and on-line services.
Results
* Change agent facilitating the transformation of a group of technology/engineering-oriented managers with a rigid system of product and strategy development. Introduced new planning procedures with the tools necessary to implement more accurate strategic planning.
CAREER HIGHLIGHTS CONTINUED
AT&T Multimedia Services Headquarters Staff, Basking Ridge, New Jersey 1993 to 1994
EXECUTIVE ASSISTANT to the PRESIDENT
Served President of the division providing issue tracking and resolution, operational support through the delegation of assignments, and the review/monitoring of on-going projects.
Results
* Administered a new business development budget of $25 million for the president, and effectively managed the research/development of all presentations and speeches made by the president.
* Chief of Staff responsible for delegating various assignments to executive level staff and Directors.
DISTRICT MANAGER New Business Development, AT&T Consumer Services Headquarters Staff 1992 to 1993
Analyzed and managed the assessment of new business opportunities (partnerships, alliances, new services) that originated from AT&T corporate executives, Bell Laboratory researchers and executives, and various external investment banking and venture companies.
Results
* Created a New Business Development Forum that brought together three major divisions (AT&T Consumer Services, AT&T Business Services, Bell Laboratories) to examine the latest trends in the business, review technologies on the near-horizon, and define how we could work together to leverage our assets and create new business revenues/savings for AT&T.
* Assumed responsibility for an on-going market trial with results that were less than successful. After several attempts to redefine and redirect the new service offering I was able to save AT&T more than $5 million by successfully ending the project.
DIVISION MANAGER - Product Information & Software Distribution, AT&T Computer Systems 1991
Managed a Product Marketing/Support Group that developed and produced world-class functional product documentation and utility software for entire AT&T Computer Systems product line. Directly managed seven District Managers and matrix managed an organization of sixty-eight employees located in New Jersey and Illinois, and Ivrea, Italy.
Results
* Oversaw a $15.8 million operational budget and a $13.5 million globali... |
