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Click here or scroll down to respond to this candidateGTM Strategy &ExecutionConsultingServicesCandidate's Name
Chief RevenueOfficerDigitalTransformation,Agile & ProductArtificialIntelligence,Machine Learning& RPAPAUL GULBINFairfield, CT PHONE NUMBER AVAILABLE EMAIL AVAILABLE LINKEDIN LINK AVAILABLE Successful business leader with experience building and leading professional services and commercial functions at fast- growing companies. Brings a combination of strategy, client management, customer experience, and operational excellence. Defines and executes strategies that optimize business performance and leverage technologies, like artificial intelligence, machine learning, and robotic process automation, to assist organizations in modernizing business workflows. PROFESSIONAL EXPERIENCEShareMy.Health Salt Lake City, UT 2020 2023ShareMy.Health is a digital healthcare company focusing on well-being and behavioral health. CHIEF COMMERCIAL OFFICER & CRODrove key business decisions and identified value-creation opportunities for growing revenue of the ShareMy.Health platform. Led all demand and revenue generation activities including product commercialization, GTM, PR, pricing, marketing, sales, onboarding, customer success, and revenue management. Defined and executed company strategic, people, channel, and operational initiatives.Fused evidenced-based, telehealth, self-care, and AI applications into one commercialized platform for employers, providers, and patients. Designed new branding, product marketing, and commercial strategies to drive rapid growth worldwide.Launched new market-driven offerings, including GTM, pricing, channel, and customer acquisition initiatives. Accountable for TAM expansion, market share gain, account enablement, and thought leadership-driven demand generation activities.Rebranded and built the entire B2B function across all aspects of marketing in PR, digital, demand, product, and events.As a year one start-up achieved $4.1M in annual recurring revenue. Year three ARR of $10.2M, bootstrapped with no debt.Sourced, negotiated, and closed large contracts with Major League Baseball, NFL, Zurich, 3M, Travelers, and Porsche. Luxoft, New York, NY 2018 2019A global DXC Technology company providing digital transformation, consulting, and software engineering at scale. GLOBAL VICE PRESIDENT & CROBrought in to turn around and enhance commercial and digital capabilities. Collaborated with global executives, engineering, industry leaders, solution marketing, and service delivery teams to invest in growth solutions and new market opportunities. Defined global GTM playbooks, lead generation, and selling motions. Built a new team and developed people across marketing, sales, engineering, channel, and service delivery. Drove budgeting and operational accountability aligning growth and performance metrics with new incentive plans. Generated a $28M pipeline of new logo opportunities and $13.3M new revenue in one quarter. Managed a $90M P&L, then pivoted to sell-side due diligence in conjunction with Luxofts sale to DXC Technology.Increased lead generation by 40% by creating account-based marketing and new outbound sales teams. Commercialized AI, RPA, cloud migration, and data analytics offerings that drove the development of digital transformation-based services.Reduced costs by 15% by digitizing processes across revenue and client lifecycle including everything from lead generation and customer acquisition to onboarding, customer success, service delivery, and partner relationships. CohnReznick LLP, New York, NY 2015 2018CohnReznick is a leading global accounting, tax, and advisory professional services firm. CHIEF TRANSFORMATION OFFICER & CROTasked with aligning firm culture, structure, and talent with new client value propositions. Partnered with CEO, Board, and over 400 partners in a highly matrixed firm to create a 3-year business strategy, GTM, and growth transformation initiatives. Led global transformation PMO that simplified the organizational structure improving collaboration and knowledge sharing. Implemented new GTM playbooks, integrated marketing and sales teams. Successfully governed 13 workstreams and 66 projects including new client segmentation, rebranding, event marketing, digital marketing, CRM, and operational process improvement.Increased EBITDA by $120M, improved client profitability by $16M and reduced operating expenses by $60M.Designed and built the firms innovation lab to accelerate digital customer experiences, digitize operational processes, and visualize analytics. Year one innovation lab revenue exceeded $2M. PAUL GULBIN PHONE NUMBER AVAILABLE EMAIL AVAILABLE Pg. 2 Capgemini, New York, NY 2013 2015INNOVATION & DIGITAL SERVICES LEADERCreated a new digital practice building solutions, standards, and practices to support client digital transformation programs. Commercialized new GTM, digital, and industry solution offerings focusing on consulting practice growth of $30M. Executed digital strategy, revenue growth, and digital transformation programs leveraging offshore models. Built top-of-funnel pipeline focused on digital customer experience, application development, AI, Salesforce, and Veeva platform engagements.Built a Digital Customer Experience team, solution selling processes, and GTM solutions for the Life Sciences sector. Led contract negotiation, business development, delivery, PMO, and quality advisory for major accounts. Formed and maintained strategic alliances to drive alignment and guide channel execution. Oversaw a portfolio of projects including field resources to targeted territory alignment, HCP content marketing, social media marketing, and sales rep digital channel integration.For the largest multinational pharmaceutical company in the world, designed digital COE, digital marketing, omnichannel, GDPR, and e-commerce capabilities. Created customer and patient journeys, DCX, new mobile applications, and analytics solutions that quantifiably increased customer engagement and reduced compliance risk, achieving a 150% ROR.As an individual contributor, achieved $12M in new logo sales and increased TCV by $13M over 18 months with Pfizer, Boehringer Ingelheim, IQVIA, BD, Philips Healthcare, and Bayer clients. Cognizant Business Consulting, Teaneck, NJ 2012 - 2013 CUSTOMER GROWTH STRATEGY INDEPENDENT CONSULTANTDefined and integrated new CRM business consulting and DCX strategy capabilities to boost Cognizant consulting practice revenue streams. Commercialized new strategy, sales, field service management, and customer analytics enabled by the Salesforce platform. Mastered on-shore and off-shore estimation models and agile service delivery with a new logo for Fortune 500 clients.Designed strategy to integrate DCX, marketing automation, CPQ, and ERP system and data capabilities and developed new service offerings. Promoted Cognizant to be recognized as a Market Leader in Gartners CRM Consulting Magic Quadrant.Personally sold and delivered $2.4M new logo revenue in year 1 at a Fortune 500 target account. Defined account planning and customer success programs to expand TCV revenue to $23M+ over 3 years. Client generated $32M+ in net revenue driving a 5-year 19% IRR by transforming digital customer engagement, pricing, sales, service, customer service processes, analytics, and governance. Designed new Salesforce platform solution architecture, digital governance, and PMO. Bluewolf an IBM Company, New York, NY 2009 2012PRACTICE LEADER, COMMERCIAL EXCELLENCECreated a new consulting practice focusing on sales effectiveness, digital marketing, CPQ, forecasting, and e-commerce offerings to extend the firms global Salesforce GTM portfolio. Optimized IT services via direct training, sales playbooks, delivery, and coaching.Achieved $30M top-line revenue uplift and $7.5M in operational efficiencies at a medical device manufacturer. Enhanced productivity, improved sales effectiveness, and customer forecast accuracy. Simplified OEM integration, licensing, and component-sale business processes. Built integrated business planning process that improved margins.Managed global operational and transformational projects consisting of lean marketing and sales process improvement, digital marketing, client success planning, and data to improve ROI, cross-selling, and client retention. PwC, New York, NY 2001 2009SENIOR MANAGER, ADVISORYCollaborated with clients to design new GTM, customer, operations, and process changes to achieve company profitability and growth goals. Managed marketing and sales effectiveness, Six Sigma, operational excellence, M&A integration, and IT advisory engagements. Launched new revenue growth products, value-based consulting solutions, and strategic partnerships for the firm.Through post-M&A integration, empowered a global senior living company to realize $30M+ EBIT in 18 months through clinical, financial, operational, and IT transformation programs. Deployed new services for commercial excellence, demand generation, and revenue cycle management. Implemented best practices, sales tools, and new KPIs.For a global industrial products company, generated $23M+ in EBITDA and $15M+ annual cost savings via successful post- merger integration, sales transformation, and lean six-sigma programs. Designed a new commercial governance model. EDUCATIONExecutive Masters Program: Technology, Operations and Value Chain Management Artificial Intelligence: Implications for Business Strategy Certification MIT Sloan School of Management, Cambridge, Massachusetts Bachelor of Arts: Accounting and Economics Lycoming College, Williamsport, Pennsylvania |
