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Click here or scroll down to respond to this candidateSales and Marketing LeadershipConsultative SalesStrategic Alliances andPartnershipsChannel Sales ManagementRevenue Growth StrategiesCRM ExpertiseLean Six Sigma Green BeltAWS CertificationSoftware SalesTechnical ConsultingCloud ComputingEnterprise SolutionsCross-Functional CollaborationBusiness DevelopmentPerformance OptimizationSHAWN PETER DALCOURDRIVING GROWTH THROUGH STRATEGIC ALLIANCESCONTACTSSKILLSPHONE NUMBER AVAILABLEEMAIL AVAILABLELINKEDIN LINK AVAILABLEdalcourEDUCATIONBS ManagementInformation SystemsMinor - Software EngineeringMinor - Industrial EngineeringIllinois Institute of TechnologySPEXECUTIVE SUMMARYAs a dynamic Senior IT Executive, my track record showcases the generation of multimillion- dollar revenue growth and the ability to foster positive change within organizations. Extensive experience at Verizon, Adobe, IBM, and Oracle underscores consistent overachievement of sales quotas and delivery of high-impact solutions in the IT and software industry. Expertise spans consultative sales, CRM, software sales, Lean Six Sigma Green Belt, and AWS certifications, with a strong record of leading diverse teams to consistently surpass performance goals. The driving force behind my passion lies in advancing business profitability and growth through strategic alliances and channel partnerships. WORK EXPERIENCEGlobal Technology Alliance Executive / 5G/MEC Acceleration Business Development Partner / Senior Enterprise Professional Services Business Development Partner (World Wide Mgf/Energy/Utility and Growth)03/2020 12/2022 Verizon Chicago, ILAs a Global Technology Alliance Executive at Verizon, I was responsible for driving an impressive $1.3 billion in revenue/bookings and achieving remarkable funnel growth of $4 billion annually through strategic partnerships in Technology Cloud/Security/Network. My role involved uncovering Professional/Managed Services opportunities and defining Verizon's value proposition, consistently closing opportunities as forecasted. I strategically collaborated with partners, field sales, pre-sales resources, and various teams to optimize outcomes. Furthermore, I spearheaded the growth of Verizon's 5G MEC business across North America, uncovering opportunities and consistently closing deals while providing valuable expertise. Key Achievements:Successfully sold ERP Cloud Solutions from a License/Software and Technical Consulting standpoint.Collaborated with commercial/enterprise and public sector sales teams to identify and pursue new growth opportunities.Established trusting relationships with customers, partners, and internal teams.Managed and negotiated contracts to successful completion, ensuring customer satisfaction.Utilized sales force automation, funnel management, and prospecting tools to drive business growth.Senior Enterprise Professional Services Account Executive(Worldwide Mgf and Growth)1/2019 3/2020 Adobe Chicago, ILPRIMARYSKILLSPROFESSIONALTeam LeadershipStrategic PlanningProduct KnowledgeCustomer Relationship ManagementCross-Functional CollaborationProject ManagementSales ForecastingMarket ResearchNegotiationContract ManagementPresentation SkillsCompetitive AnalysisSolution SellingCustomer SuccessSales Performance MetricsVendor ManagementData AnalysisBusiness Process ImprovementAccount ManagementMarket Expansion StrategiesSenior Enterprise Client Advisor1/2018 - 1/2019 IBM Corporation Chicago, ILResponsible for selling Salesforce CRM services for IBM/Bluewolfs Enterprise accounts which include Strategy & Architecture, Upgrades & Migrations, Installation, Cloud, and Expert services for all CRM areas: Focused responsibility for managing, leading, and closing CRM Solution opportunities within my territory. These opportunities are defined as the largest and most complex CRM opportunities for the North America area. Lead and mobilize CRM Solution teams to exhibit value-prop with outstanding customer satisfaction. Responsible for driving growth in our services business for our Manufacturing vertical. Ability to uncover services opportunities, define the value ACS will deliver to the customer and consistently close opportunities as forecasted. Interacts strategically with field sales, pre-sales resources, consulting delivery and customer success teams. Responsibilities include but not limited to:Partner with customers and prospects to understand their business challenges/objectives and position consulting solutions that deliver business outcomes focused on Adobe Digital Marketing technology.Act a trusted advisor bringing Digital Marketing thought leadership to your customers.Challenge your customers current thinking by demonstrating what industry leading companies are doing in digital marketing.Present innovative services offerings to customer leadership and stakeholdersAct as liaison to our services delivery team who owns the delivery of consulting services to our customers.Work in tight coordination with software field sales, pre-sales, customer success resources, industry leadership, as well as, with partners as applicableCollaborate internally with sales operations, deal desk, and offshore support as applicable.Predictably drive services opportunities to closure by developing clear sequence of events with defined timetables with your customers.Build, present and executive effective territory and account plans Consulting Sales Manager3/2013 - 1/2018 Oracle Corporation Chicago, IL Responsible for selling technical services for national accounts which include IT Strategy & Architecture, Upgrades & Migrations, and Expert services for the following focus areas: Oracle Enterprise Architecture, EPM (Hyperion), Business Intelligence, DB Services, Cloud Management Services, System and Performance, ExaPlatform Services, Application testing and performance tunign, Capacity and Infrastructure Planning, Fusion Middleware (FMW) services and Data Center Consolidation Services. Focused responsibility for managing, leading and closing ERP Solution opportunities within my territory. These opportunities will be defined as the largest and most complex ERP opportunities for the Northeast area. Led and mobilize ERP Solution team to exhibit valu-prop.Leverage strong consultative selling experience to ultimately over-achieve our objectives.Delivered executive level messaging around Akibia/Zensar's Value Proposition.Uncover opportunities in customer accounts and make direct connections with relevant contacts.Strong Customer facing skills. Excellent Relationship Building in the C-Suite WORK EXPERIENCE (CONTINUED)English (Native)L ANGUAGESKILLSSECONDARYData AnalyticsMarket SegmentationRelationship BuildingTeam Training and DevelopmentForecasting and BudgetingMarket PenetrationCompetitive IntelligenceCustomer Needs AnalysisSales Funnel ManagementCustomer Retention StrategiesCRM Software ProficiencySolution ArchitectureContract NegotiationTechnical Product KnowledgeProblem-solvingNetworking and Relationship BuildingVendor PartnershipsBusiness Process OptimizationStakeholder EngagementMarket Trends AnalysisBusiness Development Executive11/2010 - 3/2013 GeneXus USA Business Chicago, ILAdvised customers in North America and Canada on how to leverage our suite of products and human capital.Developed strategic business drivers to address their mission critical application development needs while creating new market opportunities.Worked closely with the consulting teams to showcase diversity best practices, with the intent of gaining access to new decision makers and positioning the GeneXus solutions.Successfully identify sales opportunities related to innovation, human capital management, and Smart Device Application DevelopmentIdentify ways to leverage competitive advantage. Strong communication and influencing skills.Serve as a trusted business advisor to GeneXus USA's CEO and CTOIdentify, manage, and leverage strategic partnerships with community organizations, schools, and strategic industry specific organizations that help achieve our business objectives for target markets.Leverage strong consultative selling experience to ultimately achieve our objectives. Deliver executive level messaging around IBM's GeneXus USA's Value PropositionUncover opportunities in customer accounts and make direct connections with relevant contacts.Strong Customer facing skills.In a challenging economy, developed and led Sales Strategy for SOA and Cloud Computing; created WAS Portal Delivery Offering with GTS Delivery Team, Instrumental in uncovering Cloud and SOA opportunities across my geography; asked by my Leadership Team to focus on GB because of my leadership qualities and tenacity to build relationships, uncover opportunities, up-sale opportunities and close business. Sales Strategy Lead4/2008 12/2009 IBM Corporation Chicago, ILManager of Independent Software Vendors (ISVs)2005 - 4/2008Managed an 18-member Worldwide ISV team that displayed effective Sales and Technical leadership for accounts, finished the year at 176% of plan. Expertise in IBM's Application Development and Database Software Products, as well as Channel Strategy and Business Partner Relationships. Completed year at 135% of plan. Grew business more than 40% Y-T-Y!Served as a Software Support and Services focal point for the technical community as part of the Americas Software Services and Support Organization.Worked with Technical Sales Managers in assigned geographies to understand their technical priorities and requirements. Successfully managed different support and services projects.Participated in hiring and recruiting of new hires (College and Professional) within the Midwestern Area Software Organization.Interviewed/hired students (High School/College) for temporary employment with IBM.Closed sales by organizing and conducting National Teleconferences for customers across assigned territory.Presented at a 6-city roadshow for the IBM COBOL family of products. WORK EXPERIENCE (CONTINUED)AWARDSThree Leadership Recognitions in 1st YearYMCA Black / Hispanic Achiever Award (IBM)IBM North America General Manager' Award,IBM Golden Circle (Represents top 1% of Sales Force, (twice)IBM Hundred Percent Club (10 times)Trading Area General Manager's AwardIBM Systems Engineer SymposiumIBM Business Unit Executive Award (3 times)Most Valuable Player (Outstanding Systems AwardIBM Business Unit Executive Leaders AwardIBM Outstanding Systems Engineer of the Quarter AwardChannels/Partner Leadership AwardACTIVITIESVerizon Community OutreachExecutive - Community OutreachCode Nation Volunteer |
