Cereberus September **, ****

I am interested in fulfilling a meaningful role in strategy, marketing,

& business development. My desire is to help Cereberus increase

revenue and expand in new areas of opportunity. Highlights include:

Strategy Development and Execution. Progressive experience in

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driving business growth strategies and customer outreach

activities at Avaya, Citibank, and Delta Air Lines. At Avaya, as

Director of Strategy and Business Development, developed

strategy and expanded operations in new areas. Drove strategy

and capture activities that led to new contract wins. At Citibank,

as Vice President for Credit, helped lead global strategies to

implement new products/features in Europe and the Americas.

Recipient of the Citigroup Quality Excellence Award for Outstanding Performance. At Delta, as

Director of Airline Operations, drove major change initiatives that led to new and improved

features. Recognized for outstanding leadership capabilities and selected to attend the Executive

Development Program at Thunderbird School of International Management.

Marketing / Sales. Responsible for a wide range of strategic business development and client

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outreach activities. Developed strategies and tactics around new verticals in the U.S. public

sector involving enterprise solutions and professional services. This included new areas that

combined communication products to create broader offerings not available before in the public

sector. Identified, analyzed, and quantified the value proposition for new opportunities.

Developed and executed go-to-market strategies. Won several large, long-term contracts; built

and sustain opportunity pipelines with new functional areas of growth; and partnered across

internal business units to fully leverage brand and expand value offering.

Project Leadership & Delivery. 10+ years of IT Operations experience. Managed highly visible

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technology projects that involved the full life cycle of project management activities. Have

managed existing teams, built up new teams, and led as many as 50 FTEs. Fostered environments

that encouraged staff to submit and act on valuable ideas. Accountable for quality, schedule, cost,

and overall performance. Offer a track record of positive results throughout career.

Practitioner-Scholar. Awarded Doctorate degree in Management in December 2012 graduated

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in top 10% of class. Offer knowledge of effective practices in strategy formulation, organizational

change, and ability to operationalize new products / methods. Critical thinker and problem solver.

Guest speaker on Innovation Management at the University of Georgia’s Terry College of

Businesses exceptional written, verbal, and presentation skills.

My experience/skills in strategy formulation, marketing/sales, and product development can enable

Cereberus create greater value and expand sales. I can engage with internal resources and business

partners to create/exploit unique solutions to fulfill customer needs, including offerings that

differentiate functionality from the competition. My recent past reveals how I can connect with

customers and work with the sales team to win new deals. I can research trends and develop strategies

that align to customer needs as a basis for go-to-market plans. I offer a rich history of driving

strategic initiatives, managing obstacles, and generating positive outcomes. I welcome the

opportunity to further qualify my credentials and understand your needs.

Robert Bornhofen, DM

Atlanta, GA

Leadership / Strategist / Business Development

With extensive experience in enabling organizations to

adopt change, evolve, and become more competitive through effective strategy

QUALIFICATIONS

10 Years of Strategy Formulation & Execution 9 Years of Sales & Marketing Experience

Doctorate Degree in Management 10 Years of People Leadership

10 Years of Mgmt Consulting Experience 7+ Years of Product Development

5+ Years of Market Research Experience SME in Innovation Management

EXPERTISE

Customer Relationship Building Communications / Executive Briefings

Management Consulting/Problem Solving Strategic Planning, Execution & Delivery

Market Research, Intelligence & Analysis Workshops / Client Sessions

Competitive / SWOT Analysis Cross Functional Support

Selling / Generating Revenue Ideation/Product Innovation

HIGHLIGHTS

Enabling Corporate Strategy. 10+ years of management consulting and corporate experience

in strategy formulation/implementation. Fulfilled highly visible roles in developing and

implementing organizational growth initiatives. At Citibank, led major change initiatives to

implement new credit card products/features in Europe and the Americas. Developed and

evaluated strategies to achieve goals. Identified and worked issues to enable progress.

Prototyped proposed solutions to validate assumptions. Achieved first-to-market product launch

that led to thousands of new accounts and sources of continuous revenue. At Delta, led effort to

transform a core business unit based on new and improved capabilities tied to a desired vision.

Fulfilled principal role in building and updating strategic plans. Championed new ways of problem

solving and meeting performance goals. Influenced tactical initiatives that leveraged industry

leading solutions. Supported business case development to depict the ROI and roadmap.

Marketing & Sales. My past 10+ years have focused on strategic business development and

customer outreach activities in a number of emerging areas tied to large key accounts. I

developed corporate strategy and expanded operations in the U.S. public sector to generate

additional business growth. The outcome resulted in new contract vehicles that enabled Avaya to

generate new revenue in excess of $45M over five years. Had previously sold $24M in

professional services while at QSS all new work. I led the capture and strategy efforts that

contributed to two strategic, 10-year contract vehicles. Explored trends and emerging areas of

customer demand with upside potential. Conducted competitive analysis of threats &

opportunities. Developed strategies and tactics around new verticals in the U.S. public sector for

enterprise solutions. Provided competitive pricing strategy to create value in product offering.

Project Leadership & Delivery. Fulfilled highly visible roles in developing and implementing

strategic initiatives at Citibank, Delta Air Lines, and Avaya. Managed highly visible technology

projects that involved the full life cycle of project management activities. Amplified the “voice of

the client” in brokering support across internal Lines of Business (LOB) to generate active

support. Followed established methodologies; led large, complex projects; accountable for

quality, schedule, cost, and overall performance; and offer a track record of positive results.

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Management Consulting. Demonstrated effective foundational consulting skills at Deloitte (8

years) and later on in my career as a problem solver for both internal and external customers.

Led and influenced teams to deliver highly visible solutions. Partnered with C-level business

stakeholders to develop and execute strategy to transform operations to a desired state.

Possesses exceptional written, verbal, and presentation skills.

Practitioner-Scholar. Awarded Doctorate degree in Management in December 2012

graduated in top 10% of class. Offer knowledge of effective practices in strategy formulation,

organizational change, and ability to operationalize new products / methods. Guest speaker at

the University of Georgia’s Terry College of Business. Superb writer and public speaker.

Key Words: Strategy Development, Leadership, Business Development, Collaboration,

Presentations / Briefings, Innovation Management, Customer Relationship Management

RELEVANT EXPERIENCE

GUEST LECTURER 2013 – current

University of Georgia, Terry College of Business

Taught class segments in Innovation Management, Digital Strategy, & Design Thinking. Researched,

prepared curriculum, and educated MBA students. Taught special program for 20 visiting executives

from China on Innovation Management and Digital Strategy. Demonstrated cultural sensitivity.

DIRECTOR

2008 – 2014

Avaya

Hired to develop strategy, market, bridge organizational groups, and expand operations in the U.S.

public sector to achieve alignment with corporate strategies on new business growth. Co-led efforts

to plan, organize, and manage marketing activities tied to corporate growth goals. Participated in

efforts to brainstorm and configure innovative offerings for target customer segments.

In-depth Market Assessment. Conducted in-depth market assessments to identify opportunities.

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Collected, analyzed, and made sense of market data as a basis to identify opportunity. Talked to

customers and business partners, and engaged SMEs to shape vision, strategy and objectives for

the U.S. public sector. Offered insight into emerging trends relative to customer needs, economic

(budget) forecasts, and competitive threats. Utilized SWOT (strengths, weaknesses,

opportunities, & threats) analyses to tailor approach. Created strategy based on market

differentiators.

Strategy Formulation & Execution. Led assessment of new growth opportunities in the public

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sector for enterprise solutions through analysis, market and competitive understanding. Worked

with internal lines of business (LOBs) to formulate, plan, and help implement key initiatives tied

to corporate goals. Created a corporate strategic plan for the public sector that aligned efforts to

an enterprise goal of selling cloud-based enterprise solutions involving SaaS. Identified

supporting technologies, risk factors, and customer segments to direct activities. Built customer

call plans. Authored position papers and proposals that involved new services tied to specific

objectives. Coordinated efforts to exploit Avaya’s strengths related to hosted communication and

network capabilities.

Marketing & Sales. Directed activities and provided sales support to multiple business units.

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Created and managed a funnel (pipeline) of opportunities tied to strategy. Developed and

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executed go-to-market strategies that generated new contract wins and revenue. Participated in

conferences and trade shows with clients. Called on existing clients; cold called new clients to

establish relationships. Won multiple contracts. Participated in several long-term contract wins

with a total value (ceiling) in excess of $1B in new revenue potential. Established and sustained

relationships with executive decision makers among strategic customers. Met with customers to

obtain actionable intelligence. Listen to and pitch ideas intended to create strategic value. Helped

maintained customer loyalty through relationship building. Participated on a joint Federal-

Industry roundtable forum in Washington DC with executive policy and decisions makers to

promote Avaya’s solutions around Shared IT Services.

Stakeholder Engagement. Established and sustained relationships across LOBs and customer

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sectors in support of strategic initiatives. Worked with stakeholders to share ideas and develop

strategy tied to market needs to discriminate Avaya’s offering from the competition. Met with key

leaders to understand their concerns and abilities to support. Amplified the “voice of the client”

in brokering support across internal LOBs to generate active support. Helped influence the Sales

team in offering qualified solutions to drive growth initiatives. Involved SMEs from the Product

and Professional Services LOBs, as well as Finance, Contracts, Legal, and external business

partners. Collaborated across the enterprise to enable creative and knowledgeable input to

strengthen our go-to-market strategy.

Recognition. Won strategic contract vehicles as a new prime contractor (e.g., GSA’s

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Connections II and Treasury’s TIPSS-4). Several task orders had subsequently been awarded that

generated over $40M in new revenue.

PROGRAM DIRECTOR 2005 – 2008

QSS (acquired by Perot Systems, now part of Dell)

For a Systems Integration firm, I fulfilled a dual role in business development and servicing

customers. Highlights include:

• Worked with met key decision makers to evaluate opportunities and formulate strategy.

• Formed an alliance with 15+ business partners aligned to new revenue growth.

• Managed business partners. Defined and negotiated scope, structured deals, and evaluated

performance.

Recognition: Account Growth achieved new contracts valued at $24M.

OPERATIONS DIRECTOR 2004 – 2005

CHM (acquired by FC Business Systems, now part of General Dynamics)

Led operational efforts that included agile development of new business capabilities. Forecasted and

developed staffing needs to maintain project teams. Deployed Joint Application Design / Rapid

Application Development (JAD/RAD) methods to incrementally deliver new functionality. Full

SDLC, including post implementation support.

Recognition: Account Growth rewarded for successful project delivery through further awards

(opportunities) for continued service. Estimated contract value (new revenue) at $4M annually.

DIRECTOR, AIRLINE OPERATIONS

Delta Technology (Delta Air Lines, Technical Operations Center)

Hired to partner with the TechOps business unit to transform operations through technology

enablement and improved processes. Managed key initiatives, programs and projects.

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Enterprise Operations & Solutions Delivery. Took over an existing division. Directed project

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managers and led an organizational unit of 40+ staff to fulfill critical business needs. Leveraged

experienced project managers and oversaw a portfolio of 15 production systems. Established and

measured performance against service level agreements (SLAs). Shared results and coordinated

ongoing meetings with business units to prioritize future project needs that involved

new/improved capabilities. Implemented changes to software code and process to improve SLAs

and achieve greater productivity performance. Balanced resources and budgets to support

business needs. Implemented new solutions, met schedule deadlines, and fulfilled goals.

Strategy Formulation & Execution. Fulfilled a pivotal role as lead IT Director (Delta Tech) in a

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highly visible strategic initiative to modernize business operations. Met with executive leaders to

understand their corporate and functional strategies, as well as operating constraints. Focused on

objectives that added the most value to the business. Helped shape vision, strategy and objectives.

Helped build and maintain strategic plans. Utilized use case scenarios to convey value of new

technologies and methods. Supported business case development to depict the Return on

Investment and roadmap tied to strategic goals. Achieved initial project funding to prototype

high-value efforts. Developed pipeline of innovative initiatives.

Stakeholder Engagement. Developed key messaging to multiple stakeholders. Communicated

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progress, insights, and recommendations. Kept them actively engaged in program activities.

Monitored, reported, and prioritized key projects grounded in transition strategy. Worked closely

with business units as part of a comprehensive communications program tied to a strategic

modernization vision.

Recognition. Selected as the first IT Director ever to attend an Executive Development Program

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at Thunderbird School of International Management.

VICE PRESIDENT (Credit and Collection Processing)

CITIBANK Europe/North America Bankcards

Led large teams to support the business in developing and managing products for the U.S. and

European customer base. Fulfilled a product owner role, partnered with corporate Credit and

Marketing, worked with international business counterparts, & led efforts to increase revenue through

new product enhancements. Accountable for quality, schedule, cost, and overall performance.

Strategy Formulation & Execution. Championed a high-priority business need to develop a new

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e-Commerce solution for the U.S. consumer market. Transformed a good idea into a working

prototype that led to a full fledge innovation. Worked closely with Corporate Marketing to

coordinate effort and mitigate risk. Developed and evaluated strategies to achieve goals.

Identified and worked issues to enable progress. Prototyped the proposed solution to validate

assumptions behind the Instant Credit vision. Achieved first-to-market product launch that led to

tens of thousands of new accounts and sources of continuous revenue.

Enterprise IT Operations & Solutions Delivery. Created an entirely new division of

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programmers and system analysts to take over the Collection System that had physically resided

elsewhere. Forecasted and developed staffing needs to maintain project teams. Reassigned to lead

an existing division (Credit Group). Supported teams, removed obstacles, improved performance,

closed gaps with the business, and helped deliver incremental innovations in the form of new

features to the customer. Oversaw activities related to business continuity planning, enterprise

monitoring, SLA ownership/reporting, & delivery of new system capabilities. Implemented

changes to software code to improve SLAs and achieve greater productivity performance.

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Stakeholder Engagement. Sustained close stakeholder engagement with Citibank Marketing

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teams that led to idea sharing, innovation, prototypes, and new product development. Established

effective, trusting relationships with various Directors in North America and Europe involved in

bankcard operations specific to account fulfillment, credit, and collections. Bridged cultural gaps

with business partners in Europe as part of integrated team efforts. Worked with the business to

share ideas, identify, and prioritize future needs for Citibank’s Enterprise Credit System.

Communicated regularly with internal clients to solicit ideas and provide project status.

Metrics Monitoring & Reporting. Used key performance indicators (KPIs) to measure

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meaningful results and take action. Such KPIs as schedule adherence, requirements delivery, cost

adherence, test defects, and trouble report closure rates were used to assess performance.

Monitored, reported, and prioritized key projects tied to business strategy. Used reports as a basis

to adjust operations to improve KPI performance and customer service.

Recognition. Recipient of the Citigroup Quality Excellence Award for Outstanding Performance.

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SENIOR PROJECT MANAGER

Computer Sciences Corporation (CSC)

Recruited to enable CSC to develop new business opportunities within the IRS. Managed projects,

expanded operations, and met customer expectations. Led an effort to formulate a highly visible

business case as a strategic modernization program.

MANAGER

Deloitte

Management consulting for various mid- and large-size organizations that involved business

operations and technology enablement. Lead consultant on several Collateralized Mortgage

Obligation (CMO) bond issuances with Ryland Homes and various Wall Street underwriters.

Demonstrated excellent foundational skills specific to critical thinking, verbal and written

communication, and problem solving.

EDUCATION

Doctorate, Management (DM) University of Maryland University College

M.S., Information Systems Colorado State University

B.S., Business Administration University of Minnesota

PUBLIC PRESENTATIONS / PAPERS / PROFESSIONAL CONFERENCES

Presented at the 3rd Annual International Conference on Engaged Management Scholarship

PROFESSIONAL CERTIFICATIONS

Information Technology Infrastructure Library (ITIL), Foundation Certified, Ver. 3

Six Sigma Quality Certified

LinkedIn Profile: http://www.linkedin.com/in/bornhofen

LinkedIn

Personal Web Site http://www.bornhofen.weebly.com

Personal

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