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Click here or scroll down to respond to this candidateCandidate's Name 1534 Hornbeam Drive Crofton, MD 21114PHONE NUMBER AVAILABLE EMAIL AVAILABLESENIOR SALES AND TECHNOLOGY EXECUTIVEFORWARD-THINKING SENIOR LEADER with an MS degree, MBA certificate, and extensive experience driving successful business revitalizations, profitability, and growth for both private and government organizations. CHAMPION OF TRANSFORMATIVE CHANGE, INNOVATION & CUSTOMER-FOCUSED OPERATIONS: record of building high-performance teams, overseeing global support and service organizations, and ensuring alignment of technology with customer needs. UNBEATEN EXPERTISE ACROSS BUSINESS SOLUTIONS, from Cyber Security and Disaster Recovery to SaaS and Cloud products to support and enhance critical functions, aligning operations and systems for revenue success. AREAS OF EXPERTISE: Global IT Service Management Strategic & Go-to-Market Planning Startup Operations Product & Solutions Development Turnaround/Change Management Financial/Budget Management Resource Optimization Business Development Cost Savings Customer Experience Management C Suite Sales and Marketing Relationship ManagementPROFESSIONAL EXPERIENCESecurity First Corp Rancho Santa Margarita & Irvine, CA 2009 Present VICE PRESIDENT OF SALES & CONSULTING (2012 Present) Spearhead development/execution of organizational vision and strategic planning, with focus on aligning resources, optimizing profitability, and creating a high-performance sales environment committed to quality and customer satisfaction. Recruit, train, and mentor team of twelve (12) senior consultants (including pre-sales engineers and systems architects). Control P&L, oversee marketing and business development, and manage strategic alliances and corporate partnerships. Launched sales organization responsible for Direct, OEM, and Channel sales, reporting directly to the Board of Directors. Key negotiator in establishing partnership with HP and MicroFocus, projected to generate $50M+ over 3 years. Developed GTM strategy to directly engage major cyber verticals (Financial, Healthcare, Insurance, Public Sector) and regionalized channel focus (geographic and market cap based). Increased sales 100% year-over-year while extending team to new sectors. Led internal Gartner team to establish company five (5) year strategic growth goals and tactical metrics to measure success and develop decision inflection points for critical business management. Increased productivity for customers, while streamlining efficiency and delivering consistent business growth, by development/implementation of stellar technical consulting/resources, as well as turnkey solutions and service offerings. MANAGING CONSULTANT Technology Solutions (2009 2012) Designed solutions including go-to-market strategies, new service offerings, and sales opportunities and developed architecture and deployment plans for client target verticals (Defense, Intelligence, Banking & Finance, Telecommunications, Pharmaceutical, and IT). Drove business development for SME market, introducing disaster recovery and security solutions to fill needs while meeting budget constraints. Delivered $250M+ in CAPEX savings by engineering business/mission strategy for a critical Intelligence Agency to consolidate infrastructure via software and hardware technical refresh opportunities. Designed Wells Fargo Business Analytics development solution for real-time continuity of operations and geographically dispersed backup; decreased time to market and improved product for customer applications resulting in early market share and new revenue streams.DataDirect Networks Chatsworth, CA 2007 2009SENIOR DIRECTOR Global Services and SupportOversaw HPC, Rich Media, and Intelligence Community solutions, leading teams from technical consulting, program delivery, solution delivery, customer service, and technical support desk serving EMEA, APAC, and Americas regions. Played lead role as program manager for largest HPC programs at Argonne and Oak Ridge National Laboratories collaborated with solution teams from Cray, SGI, and IBM. Managed global logistics for all hardware and solution products. Served as executive member of product development and review board.Continued...Jeff Hornberger Page 2 EMAIL AVAILABLE DataDirect Networks continued Developed, launched, and led new Professional Services practice, which grew to $2.4M in 2008 and included major commercial accounts such as Microsoft, Red Bull, Viacom, Ofoto, Shutterfly, and Fox Media. Boosted productivity 35%, while lowering deployment costs by 20%+, through development and implementation of business infrastructure processes and tools that automated sales to service to support capabilities. Improved knowledge and capabilities through introduction of formal technical training program (DDN Technical University) for all personnel (in-house and outsourced), partners, and clients. EMC Corporation McLean, VA 1999 2007DIRECTOR, TECHNICAL CONSULTING AND SOLUTIONS DELIVERY SERVICES (04-07) Oversaw engagements to deliver solutions to clients, with focus on providing outstanding service and maximizing resources. Slashed average delivery time 50% by aligning pre- and post-sales teams to provide seamless solutions to clients. Lowered expenses 15% by implementing standard procedures for resource engagements and creating consistent, repeatable methodology that increased customer satisfaction and ensured engagements follow best practices. Added bottom-line revenue by increasing gross margins on new business and establishing new cost recovery process. Boosted partner engagement opportunities by 300% by mapping future engagements to specific skill sets. Developed Tier 2 Strategy for Healthcare providers, State and Local government for archival, business continuity and data availability (including City of Florence, Miami Valley Hospitals, Mountain States Health, Newport News, Montgomery County Schools, and Washington Waste Water Management). RESOURCE MANAGER, AMERICAS (2003 2004)Responsible for developing go-to market channel action plans for solution delivery as a line of business, combining critical expertise for all EMC product lines (15) with channel partner technical consultants. Managed matrix staff for nine divisions (300 EMC technical staff and 500+ channel personnel), maximizing efficiency while controlling overhead and reducing travel costs across the western hemisphere. Re-engineered channel professional services engagement model to optimize skill set, training, and geographic location without solution delivery disruption. Captured $8.3M in annualized operational savings, increased resource utilization by 17% (saving $5.6M in lost hours), and increased EMC services by rapidly training EMC new-hire talent for revenue generation activity. Lowered partner expenses 30% while improving customer satisfaction and quality of service, by using quantitative metrics to measure and improve engagements.FIELD SYSTEMS ENGINEERING MANAGER FOR DOD ACCOUNTS (2001 2003) SENIOR SYSTEMS ENGINEER FOR INTELLIGENCE COMMUNITY ACCOUNTS (1999 2001) As Field Systems Engineering Manager, trained/mentored personnel to ensure optimal IT expertise, strong customer relations skills, and robust business development efforts. Leveraged my hands-on experience and leading from the front to demonstrate successful client engagements and growing business by being client-centric. As Senior Systems Engineer, served as technical point of contact and trusted advisor to help clients solve business problems with both technology and process improvement. Authored numerous white papers that identified critical issues, potential solutions and desired outcomes, focusing development of practical solutions that made sense for their business. Grew business 400% (excluding NCMI contract) in Field Systems role. Contributed to account team attaining cumulative revenue of $12.5M, up 1405 vs. previous year, reaching stretch goal in both 1999 and 2000.CAREER NOTE: Earlier roles as Systems Engineer, Business Development, International Security Liaison for National Security Agency and Weapons, Flight and Missile Control Officer, Damage Control Officer for the United States Navy: Won Atlantic Fleet Battle Efficiency Award for Damage Control and Weapons Readiness. EDUCATION & CERTIFICATIONMaster of Science in Space Systems Technology (specialization in System Acquisition/Program Management) Naval Postgraduate School, Monterey, CABachelor of Science in Economics/General Engineering Studies United States Naval Academy, Annapolis, MD Executive Leadership and MBA Certification Babson College, Wellesley, MA |
