Manager Sales

DOUGLAS H. BONNELL SENIOR SALES EXECUTIVE

Complex Enterprise-level Sales ? Leadership ? Strategy

Ten+ years Fortune 100 IT account management experience producing large-

scale revenue acquisition and growth

$150+ million new revenue acquired in Product exposure across IT and

last decade telecommunications applications,

Ability to sell complex technology or technologies and services

knowledge-based business services Skill in managing fulfillment

supported by strong financial, requirements of complex engagements

administrative, and academic experience supported by successful negotiating,

Success in low and high market share teaming, and matrix management of

environments, with prominent or obscure internal and external partners

brands, through intensely Extensive positioning at key accounts

customer-focused, team-based sales and

servicing

QUALIFICATIONS SUMMARY

Doug and his team are the finest I have had from any vendor in my forty-

year career.

-- Financial Services, Fortune 100 Corporate Vice President

Sales & Sales Management

Intense work ethic Project management

Enterprise-level sales Financial analysis (cash flows, NPV, IRR, etc.).

Sales team motivation Revenue acquisition in low & high market share

Microsoft environments

Office/Salesforce.com Facility with executive relationships and positioning,

Relationship management including CEO level

Strategy/tactics development, particularly in team or

matrix environment

Product & Technical Exposure

Messaging Managed network services.

Active Directory Security (token, firewall, intrusion detection).

SOA/Platforming Lap/Desktop (deployment, maintenance, helpdesk)

Directory Services Microsoft enterprise products (SharePoint, BizTalk,

Technology refresh etc.)

Portals/Ecommerce LAN/WAN/RAS (transport, CPE, management & maintenance)

Content Management Server management (file, mail, print, application,

Wireless (voice & data) hosting)

Partnerships (Microsoft, FAST, Vignette, Pegasystems,

Audio/Video Endeca, DataStage)

conferencing Misc. device management (BlackBerrys, pagers, scanners,

copiers, etc.)

Voice/data telecommunications (transport, CPE,

management & maintenance)

Extensive Account Positioning

AT&T Siemens North America New York Computer Science

Life Corp

PROFESSIONAL EXPERIENCE

VIRTUSA CORPORATION - Director, Business Development 2006

- present

. Successfully positioned firm and acquired numerous new Fortune 500 logos

for outstanding, but lesser known IT consultancy, also gaining

participation in large scale RFPs and selection by major players across

verticals, with emphasis on US telecommunications (transport, equipment,

wireless), engineering, and healthcare/pharma.

. Extensive contribution to development of a national go-to-market plan and

associated strategy/tactics

. Built strong relationships with Global Delivery, Client Services, and

Sales organizations

. Promoted to build initial new logo engagement group in North American and

Europe. Lead seven.

. Special 3 month effort developed $9M pipeline, Top 1Q Sales Award

recognition by Chairman, May, 2009; Most Valuable Player award, April,

2009; Outstanding performance bonus award (one of 10 company-wide), June

2009

VERIZON BUSINESS - Specialized Services Group - Enterprise Integration

Solutions

Senior Business Solutions Consultant

2006

. Deal maker, including development of go-to-market strategy and tactics,

resource leadership, and profit/loss, for comprehensive network

outsourcing engagements originating in Manhattan for Fortune 15

telecommunications provider.

. Facilitated development of IP Telephony solution for Corning Glass in

concert with Corning account team, Cisco and VZB EIS technical support:

17,000+ users, 74 locations, incl. HQ, plus unified messaging, call

manager, etc., 40% soft phone, plus LAN/WAN.

. Developed solution opportunities for White & Case LLP (helpdesk), Mars

Electronic Industries (spin-off of Mars Candy) (comprehensive IP

communications infrastructure), Continuum Healthcare (5th largest

employer in NYC) (Helpdesk, plus custom billing solutions).

EVALUESERVE

Client Executive

2005-2006

. Sold new clients outsourced, value-added research solutions covering

business research, marketing, investment research, patent research, and

data analysis, primarily to the New York metro market for start-up

knowledge services provider.

. Exceeded overall quota

VERIZON BUSINESS

Strategic Account Manager (SAM) - Enterprise Solutions Group - Alliance

Partnerships 2004-2005

Account: Computer Sciences Corporation

. Sold Verizon product/service lines to and develop joint go-to-market

initiatives with Tier 1 global outsourcing and professional services

firm.

. Developed solutions for the customer's outsourcing clients in concert

with multiple direct ESG Verizon account teams.

. Established effective Verizon relationships with the customer's Chief

Information Officer, Chief Technical Officer, and Director of Global

Infrastructure Strategy.

. Successfully managed entire account team following departure of Senior

SAM. Achieved 104% of quota.

AT&T Sales & District Management Positions, 1993 to 2003

1986-2003 Corporate Management Positions, 1990 to 1992

Corporate Treasury Positions, 1986 to 1989

AT&T BUSINESS SALES

District Manager / Client Services Executive (CSE)

AT&T Solutions, Business Development 1999-2003

. Lead CSE in winning $100 million outsourcing agreement with Visteon

Corporation (Fortune 200 spin-off from Ford). Deal required "green-field"

design and deployment of comprehensive convergence-enabled global network

(voice/data). Proposal scope was "desktop-to-desktop" and involved

partnerships with Cisco, COMPAC, Checkpoint, and numerous other industry

leading network providers.

. Responsible for client interface, value chain coordination, risk

analysis, financials (including profitability) of custom bid process and

ad hoc team building to develop large network outsourcing agreements for

Fortune 500 market, usually including asset and personnel acquisition.

Client Business Manager (CBM)

Account: New York Life Insurance Company 1994-1999

. Effectively positioned at all decision-making levels, up to and including

Chairman/Chief Executive Officer and SVP/Chief Information Officer.

. Developed and successfully executed strategy to win back MCI/WorldCom's

largest account in this industry ($33 million deal, largest win-back sale

in NYC branch history).

. Grew annual AT&T net revenues 1400% ($1.5 to $22+ million), including

AT&T's largest commercial e-mail application and AT&T's largest IP-based

remote access application.

. Sold professional services engagement to review and recommend an intranet-

based, enterprise-wide knowledge management capability.

. Successfully negotiated seven major contracts.

. Planned/successfully executed simultaneous voice and data network

deployment (450 sites and 20,000 end users).

. Managed direct, dotted-line and matrix reporting teams across multiple

AT&T business units to deliver integrated, innovative, and large-scale

customer solutions involving numerous voice, data, access and consulting

product lines.

. Customer viewed CBM and immediate account team as finest from any vendor

(see quote above).

Global Services National Account Manager

Account: Bank of New York 1993-1994

. $7.2 million annual revenue responsibility.

. Closed 50 million minute local toll winback sale.

AT&T CORPORATE STAFF

Executive Assistant - Specialized Markets Division and 800 Distribution

Group 1992-1993

Successfully provided full spectrum of staff support to AT&T executive in

demanding, high-pressure atmosphere.

Developed multiple executive presentations to AT&T senior corporate

management. Presentation quality allowed executive to differentiate himself

to peers and superiors.

Administered staffing of two 450-person organizations (one from start-up).

Enabled both groups to increase their performance with timely deployment of

suitable resources to required functions.

Prepared, tracked, and analyzed overall budgets. Provided guidance to

executive to stay within plan.

Administered annual performance rating, ranking, and attendant compensation

for all management employees. Employees were assured of confidentiality,

timeliness, and compliance with AT&T HR requirements.

Staff Manager - Performance & Process Management 1991

. Developed, interpreted, and distributed operational and quality metrics

for voice long distance provisioning processes, setting up issues for

action and resolution by AT&T work centers on national conference calls.

. Prepared presentation for Business Communications Services President to

senior communications workers union representatives. Encapsulated

business strategy to gain buy-in from union prior to contract expiration.

. Prepared detailed ROI-based cost analysis of work stoppage contingency

requirements. Allowed Business Communications services to prioritize

contingency expenditures.

Staff Manager - Strategic Information, Measurements & Results Organization

1990

Prepared monthly analysis of operational activity for senior management.

Report included overview and interpretation of account inquiry, ordering,

collections, customer satisfaction, and budget activity.

Monthly digest and analytical insights focused senior team on correct

issues, speeding prioritization and resolution.

AT&T CORPORATE TREASURY 1986-1989

Associate Manager - Accounts Receivable Analysis 1989

Prepared monthly analysis of projected accounts receivable results of

AT&T's largest business unit for senior business unit executives. Analysis

allowed executives to employ short-term credit facilities efficiently.

Associate Manager - Transaction Finance 1986-1989

Conducted analysis of historic spreads between three short-term interest

rates (Fed Funds, LIBOR, Commercial Paper) to determine basis risk for AT&T

interest rate hedging project (one of the first uses of this technique by

an industrial company). Analysis allowed management to employ appropriate

basis.

Prepared reasonability analysis of $400,000 in claims from external lessors

for investment tax credits lost on lease contracts with AT&T due to 1986

Tax Reform Act. Analysis provided internal validation of the claims.

EDUCATION

Masters of Business Administration, Babson College, Wellesley Hills, MA

Principle areas of study: Finance, Organizational Design and Behavior

Master of Arts, Tufts University, Medford, MA

Principle area of study: Architectural History

Bachelor of Arts, Clark University, Worcester, MA

Principle area of study: History

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