M. David Wood

**** *********** *****

Cumming, GA 30041

404-***-****

acd437@r.postjobfree.com

SALES LEADERSH I P BUSI NESS D EVE LOP ME N T

Entrepreneurial executive with more than twenty five years of hands on leadership managing sales, marketing,

business development and operations for both startup and Fortune 20 organizations. Proven success identifying

opportunities for accelerated growth with expertise forming relationships with strategic partners, building consensus

across multiple organizational levels. Deep expertise in BPO, IT, technology and global services demonstrated

through developing and winning $14M in new revenue with a growing wireless service provider in the CALA

region. Bolstered startup revenue to $5M securing a consulting engagement for the largest wireless US cable

operator.

AREAS OF EXPERT ISE

Business Development & Expansion Building Alliances & Partnerships RFP Management

Market Planning & Positioning Sales Team Building & Leadership Negotiations & Presentation

Advanced Technology Integration Key Account Relationship Management New Product Launches

PROFESSIONAL EXPER I E NCE

Vice P resident – Sales & Services - Americas, Right Source Global, LTD No rth America 2013

– P resent

Recruited by a BPO, IT global services provider to overhaul marketing, build sales and refine operations. RSG, Ltd

with headquarters in the UK and delivery operations in India is seeking a new go to market strategy for the sales and

delivery team in the Americas.

Key Contributions:

Tasked existing team with clear and defined sales processes and goals

Assisted offshore practice and operations leads with refined service offerings for a clear “market difference”.

Positioned a new service offering for new revenue stream while identifying, negotiating and closing two

significant global channel/alliance partners.

Subject Matter Consultant (cont ractor) – BPO, 1RPM North America 2013

Retained by sales and marketing outsource firm providing go to market services for new products and services.

Consulting services included services planning, market identification and planning, review, edit and input for all

collateral materials utilized in outbound phone, email campaigns, attended all potential client calls as BPO subject

matter expert primarily interfacing with CIO’s, CMO’s.

Key Contributions:

Assisted in the closing of two new clients for campaign creation.

SME for closing of new insurance campaign providing outbound lead generation and inbound client support.

D i rector Business Development – BPO-I MS - Communications, Wipro Technologies North

A merica 2011 - 2013

Provided a market focused services, consulting growth and expansion strategy for the US. Planning includes sales,

marketing, service delivery, market strategy concluding with an aggressive sales engagement model providing team

leadership through territory/account owners.

Key Contributions:

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Added $33 million in new revenue through new market efforts, while adding six new clients in the

communications, media, entertainment and high tech manufacturing focused market.

Established BPO service line in US as viable revenue generator, no new sales in previous 5 years.

Lead planning for sales and market input to provide BPO, IT offerings to the North American cable marketplace

with a complement supply chain partner strategy.

Senior Di rector of Communications Sales, North America Patni Americas, Inc. 2009 - 2011

Achieve revenue targets by improving and executing sales methodologies while building C level relationships.

Assess and monitor market needs relative to industry trends and improve annual revenue growth. Provided interim

North American sales team leadership during the company merger/acquisition.

Key Contributions:

Re established a stagnate relationship with AT&T. Created new business in two organizations, generating $2.2

million in new revenue streams, from $100K for the 3 years prior.

Two new accounts closed in utility industry for company's first BPO opportunity in utility vertical.

Architected new end –to end services strategy for cable industry.

Added first communications client in CALA region with a wireless carrier in Central and South America

market for strategic consulting engagement.

I ndependent Management Consultant 2008 - 2009

Implemented a new organizational structure and established a new banking relationship, accounting and audit

procedures and new legal relationship. Introduced defined sales processes, disciplines, accountability and metrics,

along with a marketing plan, campaigns, and website re design with re write.

Negotiated new contracts and created industry focused packages for services.

Key Contribution:

Provided sales, marketing and organization consulting to leadership team of a $10+M IT consulting and

outsourcing firm headquartered in Durham, NC.

Opened new opportunity with Weather Channel in Atlanta for .Net application enhancement project gaining a

new relationship for client adding $125,000 in new revenue.

Created and lead large deal swat team establishing a new client and firm’s largest deal with Glaxo Smith Kline.

Di rector North American Sales (contractor) Anantara Solutions, LTD. 2007 – 2008

Contracted by offshore IT start up firm to provide entry and demand for services in the US market. The focus was to

create demand for their new generation outsourcing firm that combines business consulting services and IT

services.

Key Contribution:

Drove new opportunity creation for management, IT, BPO, KPO engagements in Supply Chain, Logistics,

Communications, and Manufacturing.

Established branding opportunities both directly and through established alliances and partners.

Successfully introduced and engaged client in ESPN for supply chain analysis leading to revamping their

purchasing processes while engaging outside partner for application platform.

Business Development Di rector Cognizant Technology Solutions 2006 – 2007

New accounts creator for this tier one services leader, providing information technology, consulting, and business

process outsourcing services. Oversaw the AT&T merger relationship while assuming management for upgrades,

renewals within wire line unit, and opportunity creation within wireless unit.

Key Contributions:

Secured new clients such as Cingular Wireless with outsource deal for QA, T Mobile with outsourcing of

network inventory management.

Closed a BI consulting services engagement at Cox Broadcasting, while opening additional new opportunities

Cox Radio.

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General Manager, Southeast (contractor) Alliance Telecom Solutions 2005 – 2006

Managed project based service delivery for business process improvement engagement for OSS/BSS application set

with major Tier 1 wireless provider. Established relationship with internal applications development and

maintenance department. Sold outsourced, off shore design and development of a new web services front end portal

with enhancements and tuning to existing engine.

Key Contribution:

Identified, sold and closed major billing system database conversion project for over $2M with a Tier 1 wireless

service provider.

Opened and won a network transformation engagement in Disney Properties/ Orlando creating new revenue in

excess of $400,000.

Pa rtner, Sales & Ma rketing B roadband Threads, L LC 1998 – 2004

Managed and executed all sales, marketing and business development activities and programs for this niche

consulting firm delivering services globally in the telecommunications marketplace. Support for new product

creation, new market development, new product introductions plus business process and organizational improvement

programs.

Key Contributions:

Designed a go to market strategy, plan, and sales to execution for a specialty video provider delivering

interactive services to the US Government. For a German application developer,

implemented a multi channel sales and marketing plan for US telecommunications, cable, sat com market.

Planned, established and managed growing revenues from under $1M to $5M for a specialty communication

applications provider.

Engaged in multiple opportunities/projects with Disney Properties, Cox Broadcasting, Time Warner/Turner

Properties in Atlanta, Intermedia Partners, NBC, ESPN all primarily for IT based services involving their

communications needs.

Di rector Sales & Ma rketing, Broadband Services E ricsson, I nc. 1996 - 1998

Di rector of Sales Ascom T imeplex, Inc., Division of Ascom, Inc. 1995 - 1996

Sprint Global Team, Cable Television, Competitive Access Providers North America

P resident/CEO Convergence Systems I nc. 1994 - 1995

Senior Vice President Convergence Systems I nc. 1994

R egional Sales Di rector & Ma rketing P rograms Manager D igital Equipment

Corporation 1984 - 1994

EDUCATION PROFESSIONAL DEVELOPMENT

BA – Marketing University of South Carolina 1978

Senior Executive Management Training Program – Harvard Business School

Technology Management MIT

Strategic Selling: Value Based Selling: SPIN: Miller Heiman Sales:

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