Sales Project Manager

Qualifications

. More than nineteen years of executive management, professional

services and technology consulting services experience. Served as

Senior Executive/Director of Professional Services and Advanced

Customer Services for Oracle Corp, Sun Microsystems, SeeBeyond and

Harbinger, Founder and CEO of an early-stage startup, Sales

Consultant, Project Manager and Application Engineer.

. Excellent track record in building professional services from ground

up and leading professional services organizations in enterprise

software and data center services for mid-size and Fortune 500

companies to consistent profitable growth.

. Successfully managed P&L over $180M and 240 full-time professionals

globally across 20 countries. Proven experience employing a solution

and consultative selling methodology to achieve higher ROI for

customers.

Professional Experience

Senior Director, Advanced Customer Services, North America, Oracle

Corporation

2/10- Present

. Responsible for North American Advanced Customer Services business

unit; providing data center, data management, enterprise software

specific professional and managed services to Fortune 1000 customers

based on Oracle/Sun Products and Services.

. Responsible for approximately $100M P&L and leading a team of 120 full-

time professionals and over 200 contractors in the USA and Canada.

. Responsible for integrating Sun Global Professional Services

organization to Oracle Advanced Customer Services organization.

Provided leadership to address people, process and technology

integration of services business for two Fortune 500 companies.

. Responsible for implementing plans to maximize customer satisfaction

and revenues with focus on top and named accounts across the region;

and to grow profit by targeted selling of high value and repeatable

lifecycle and expert service offerings.

. Collaborated with senior executives to set strategic goals and ensure

revenue and profit quotas for newly integrated software and hardware

business units. Oversaw key sales opportunities and projects through

various sales and delivery managers across the region.

Senior Director/GM, Professional Services, Emerging Markets Region, Sun

Microsystems, Inc.

8/08 - 2/10

. Responsible for running Emerging Markets consulting business unit;

providing integrated IT solutions to customers from desktops,

enterprise software applications to data centers leveraging leading

Sun Products and Services; and leading a team of 240 professionals in

20 countries worldwide. The Region included Latin America,

Russia/CIS, India, Greater China and Middle East/Africa.

. Drove and grew revenue in the fiscal year 2009 to over US$182M (21%

YoY Growth). Established sales strategies and industry selling

framework for top four industries in the region: Telco, Financial

Services, Energy and Public Sector.

. Sold and delivered integrated solutions to Global 2000 companies such

as: China Mobile, Petro China, Bank of China, Vale, Embratel,

Petrobras, Reliance Communications, Punjab National Bank, ICICI Bank,

Pemex, Telefonica, Grupo Carso, Banco Santander, Ping An Insurance

Group, HSBC, Standard Bank, Zain Group, Saudi Telecom, Gazprom and MTN

Group

. Built strong partnership with Industry/Product Sales, Marketing,

Engineering, Learning/Support Services and Partner organizations.

Director, Professional Services, Americas Region, Sun Microsystems, Inc.

10/06 - 8/08

. Responsible for running North America Software PS business unit;

development and promotion of repeatable PS offerings including

establishment of sales methodology and project lifecyle; managing a

team over 110 sales and solution architects, consultants and managers.

. Drove and grew software consulting revenue over US$80M (23% YoY

Growth); successfully expanded a team of consultants from 5 to over

110 within one fiscal year.

. Sold and delivered software services to a number of top Sun customers

such as Aegon, Allstate, American Express, AT&T, Comcast, eBay, First

Data Corp., JPMC, Kraft Foods, Kroger, Nike, SuperValu, Thomson

Reuters, Travelers and Verizon Wireless.

. Led the M&A integration of SeeBeyond and Neogent with Sun Professional

Services.

. Established Software Services Competency Center to promote solution

based selling; to establish best practices and software delivery

methodologies; and to manage India-based Service Delivery Center to

offer price competitive services and access to global talent pool.

. Built strong relationship with Industry/Product Sales, Marketing,

Engineering, Learning/Support Services and Partner organizations.

1 Senior Director, Professional Services, SeeBeyond Technology

Corporation/Sun Microsystems, Inc.

9/01-9/06

. Responsible for running North America PS business unit that generated

over $25M in PS revenue, highly satisfied client base, repeat service

business and software license renewals. SeeBeyond provided SOA and

Business Integration solutions to 1,800 plus enterprise customers

worldwide over 12 years.

. Consistently managed revenue, margin, utilization and partners to

deliver over plan.

. Developed Sales methodology focused on understanding and meeting

customer requirements; building long term relationships; and achieving

high customer satisfaction and references leading to revenue growth

and improved profitability. Established solutions factory model to

build and scale repeatable and high margin services offerings.

. Sold and delivered integrated software solutions to Fortune 1000

companies and top agencies such as Altria, Abbott Laboratories, BC

Hydro, CalPERS, ConocoPhillips, Dial, DirecTV, DuPont, Emerson, Gap,

General Motors, Hertz, JPMC, Kroger, Nike, Pfizer, Smurfit Stone and

WAMU.

. Contributed in the corporate M&A effort that led to Sun Microsystems,

Inc. acquiring SeeBeyond on August 25, 2005.

Founder and CEO, IAPEX, Inc., Alamo, CA

10/98 - 8/01

. Co-founded and led IAPEX, Inc - a service provider for large

Enterprises to exchange business transactions with their small and

medium business (SMB) partners. Raised over $2.5M in funding from

Garage Ventures and Forever21, a fast growing specialty retailer; and

grew revenue to $1.5M in the first year of operations.

. Developed and marketed Java EE based B2B Transaction Management

Systems for customers such as Gap, Inc. and CrossCommerce, and

selected by Peregrine Systems to enable its customers' trading

partners in verticals such as Automotive, High-Tech, Retail, CPG,

Manufacturing, and Healthcare. The solution was designed to rapidly

enable suppliers to trade electronically and comply with business

processes of large enterprise hubs.

Director, Professional Services, Harbinger/Premenos Corporation, Concord,

California

7/96 - 8/98

. Sold and delivered eCommerce solutions to Fortune 1000 companies in

various industries such as Financial, Automotive, Manufacturing,

Retail, Healthcare, and High Tech.

. Managed and grew a service line to $18M. Managed a team of 30

consultants and project managers under Harbinger Professional

Services. Managed partnership with Enterprise Software vendors and

System Integrators such as Oracle, SAP, PeopleSoft, JDEdwards, EDS and

IBM.

eCommerce Senior Consultant, Premenos Corporation, Concord, California

1/95 - 6/96

. Provided consulting and training on eCommerce projects for clients

such as US West, Fidelity Investments, Sun, Bank of America, VLSI, K-

Line, Cosmair, CISCO, Samsung, Weyerhaeuser and IBM. Trained IBM and

other key partners on eCommerce solutions in Europe and Australia.

. Worked with strategic business partners to integrate and certify Open

Systems, eCommerce products with application software vendors such as

Oracle, SAP, BaaN, PeopleSoft, CA, and JD Edwards.

Skills Summary

. Professional Services Management, Technology and Strategy Consulting

Services, Consulting Finance and Operations, and Partner Management

. P&L Management, Consulting Sales/Delivery Management and Complex

Contract Management

. Global Services Business Development and growth in North America,

Latin America, Europe, Greater China, India, Middle East and Africa

. Solution/Industry Selling, Sales and Project Lifecycle Methodology

. Cloud/Web Infrastructure, PaaS, SaaS, IT as a Service, Virtualization,

Data Center Modernization, Data Management, SOA, BPM, Identity

Management, EAI, eCommerce, EDI, ERP, CRM and SCM

. Multi-Vendor Certification, Architecture, Programming, Technical

Support and Training

. Multi-vendor Enterprise Software, Storage and Systems, Open Systems,

Messaging and Networking Technologies

Education

. BS in Computer Engineering and Computer Science, Graceland University,

Iowa

o Recipient of the honor "Summa Cum Laude"

. Bosworth and Kenney - Solution Selling Training

. Miller Heiman - Strategic and Conceptual Selling

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