Thomas J. LaCrosse

508-***-****

oiewyw@r.postjobfree.com

Summary of Relevant Credentials:

Over 15 years of experience in Sales, operations and delivery for product and service based organizations. Broad base of industry and functional expertise with a passion for process excellence, backed by diligent attention to metrics and the incessant work ethic required for success. Proven experience in leadership, facilitation and mentoring roles.

• Responsible for overall business unit vision, strategies and tactics; the market dynamics of product, positioning and promotion; and operational excellence processes and metrics to optimize performance.

• Strong process and change background as evidenced by specific business process reengineering and continuous process improvement initiatives – achievement of CMM Level 3 Certification.

• Broad industry background in Financial Services, Life Sciences, Manufacturing, Utilities and Government sectors.

• Diverse experience across multiple domains - ECM / BSM / ERP

• Vendor Partner relationships with EMC / Microsoft / BMC

• Adept at both “hunting” and “farming” – selling solutions and staff augmentation (60 / 40 split)

• Large rolodex of relationships / clients across a broad geography – eastern half of the US

• Created, organized and led high impact business initiatives without ownership, control or responsibility.

Work Experience:

Self Employed;

• Marketing Manager / Account Executive / Project Leader; 2009 to present

Worked as an agent for multiple companies with multiple focus areas - Staffing / Business Service Management (BSM) / Enterprise Content Management (ECM) / Print Optimization / Security Solutions. Geographical territory was the Eastern half of the US. (included the Mid West & Texas)

• Sold Technology Staffing services including temp / temp to perm / perm - interfaced with all organizational functions to optimize results.

• Built a $42M Infrastructure Services pipeline working with ITO's.

• Developed / Executed Marketing programs to build awareness / generate warm leads.

• Sold a broad base of technology services to target accounts.

• Functioned as a Project Manager / Business Analyst on select engagements.

KOANIT; a Business Service Management Consulting firm

• Business Development Manager; 2008 to 2009

Responsible for all start-up aspects of Sales and Marketing within the US:

• Worked with BMC across a broad geography to build awareness and drive incremental opportunities.

• Facilitated the acquisition of Management / Sales / Delivery / Training assets from other BMC partners.

• Mentored Sales Team from our new hardware infrastructure Parent – sales enablement training / joint sales calls in key territories – NY / NJ, DC, Atlanta, and Florida.

Burntsand – 2003 to 2008; an E-business Solutions Integration firm

• Account Executive

Annual attainment of $3M quota (Eastern half of the US)

Responsible for all aspects of Sales and Marketing within target accounts in the Financial and Life Science Verticals.

Performed account leadership functions to ensure customer satisfaction and to optimize subsequent account penetration.

Worked with key technology partners to drive incremental revenue.

Burntsand service offerings are focused around:

Content Management

Portals / EAI Solutions

Relationship Management

Business Intelligence

Infrastructure / Service Management Solutions

Linium – 2002 to 2003; an Infrastructure Management Consulting Firm

• Business Leadership / Business Development / National Account Management

Participated as a member of Senior Leadership Team responsible for:

Driving the business planning process

Alignment and execution of cross functional strategies and tactics associated the business plan including the marketing and sales organizations

Developing solutions that optimize business performance

Led a team that worked with partners to accelerate positions and growth strategies within the financial and government sectors (Northeast focus)

Oracle Consulting Services (OCS) – 2000 to 2001

• Client Solutions Director / Life Sciences Practice Director

o Closed $4M in Services Business in my first year.

o Business development lead for named accounts within the Northeast with primary objective of increasing consulting services sold with licenses.

o Responsible for facilitating team sales efforts: scope and requirements definition; solutions design; proposal development; negotiations and final contract discussions.

o Services included Oracle Systems integration, as well as OCS specific solutions:

E-Business

• Executive E-Strategy Seminars

• Solution Value Assessments

• Architecture & Blueprint

Customer Relationship Management (CRM)

• Customer Loyalty

• Business Intelligence

General Electric Company / Keane Incorporated - 1993 to 2000

• Branch Manager / Managing Director

o Exceeded annual revenue and profit goals each year while managing a team of 255 employees in 4 different locations

• Grew revenues from $8M to $22M in 4+ years

• Annual revenue growth >25%, annual profit growth >32%

• Attained Pinnacle Club status each year

o Built and executed annual operating plans including division visions, objectives, strategies, tactics and detailed plans

o Leadership for all functions – Sales / Staffing / Delivery

o Responsible for ensuring that policies and business practices are adhered to, and that continuous process improvement initiatives are executed

o Translated business mix from 20% Solutions to 70% Solutions – Operations Improvement / Applications Outsourcing

o Led a business unit to improved levels of process maturity. Achieved CMM Level 3 in just 7 months; - normally a 12 – 18 month process.

• Manager, New Business Development

o Top Sales Person in first year - 248% of quota

o Built client relationships by assessing and addressing client satisfaction

o Responsible for territory management, prospecting and selling to strategic accounts

• Operations Manager

o Overall management of all technical resources in the branch - 150 Consultants

o Ensured all client contracts, technical requirements & objectives are met

Training:

Branch Leadership Program - Modules 1 through 4, Keane Incorporated

Sales Leadership Program, Keane Incorporated

Strategic Sales Program, Keane Incorporated

Power Messaging, Oracle Consulting

New Manager Development Program, General Electric Company

Education:

• Masters of Business Administration (MBA) - Rensselaer Polytechnic Institute

• Bachelor of Sciences in Math - State University of New York at Albany

Minor: Computer Science

30 Graduate Credit Hours in Computer Science

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