Manager Sales
Resume:
ROBERT J. WOODWARD
The Woodlands, TX 77381
281-***-**** - M abnd15@r.postjobfree.com
281-***-**** - H
OVERVIEW
A successful business manager with experience in alliance (partner)
management, business planning, sales operations, computer distribution, and
the build-to-order computer assembly process. Adept at strategic planning,
negotiating, partner and operations management, with particular strength as
a decision-maker. Excellent interpersonal skills, and the ability to train
and motivate staff members to exceed expectations. A strong record of
achievement and of contributing to company growth and profitability.
PROFESSIONAL EXPERIENCE
Hexaware Technologies - 2008-2009
Director of Strategic Alliances - Hired to build a global alliance
organization responsible for all partnership development and management
- Developed new business relationship with Right Now Technologies - drove
launch of joint solution/services offering in Mexico resulting in sales
funnel of 20 qualified customers in first 90 days
- Drove visibility of Hexaware within the Oracle alliances and channel
organization in the US leading to increased account engagement and
incremental Hexaware services revenue of $30M and Oracle License revenue
$10M
- Led the initiative to launch a joint Oracle-Hexaware BPO HR offering in
the US and Latin America - scheduled for June 2009
Hewlett Packard/Compaq Computer Corporation (Houston, TX) 1997-2008
Global Alliance Manager: 2005 - 2008
Global responsibility for all partner programs, and solution/initiative
development activities with both Bearing Point and Deloitte Consulting
- Worked with internal and external constituents to restructure and
standardize partner incentive programs at HP
- Achieved alignment of partner incentive programs leading to enhanced
partner satisfaction
- Led initiative to re-build the Bearing Point/HP business in Europe
- Drove identification and education in new areas of HP technology that
became platforms for joint solution offerings, and provided
differentiation from the competition (Example: Neoview, Integrity, HP
Software, etc)
- Developed the "Integrity Champion Program" for Deloitte, which drove
incremental revenue of $60M for HP in the first 12 months of the program
- Managed field alignment activities between partner and HP sales teams
Accenture Global Alliance Manager: 2001-2005
Global responsibility for driving incremental business for ProLiant servers
through the identification of strategic engagements internally at
Accenture, along with external customer opportunities as a valued business
partner with Accenture in support of their stated Microsoft direction:
- Drove the education of Accenture partners and managers on the strengths
and benefits of migrating to a Compaq ProLiant hardware platform in
support of Microsoft based solutions
- Drove awareness of the newly born Accenture alliance within the highly
matrixed organization of pre-merger Compaq and managed sales engagement
and linkage in the regional geographies
ROBERT J. WOODWARD
- Built a ProLiant business in the first year of ~$50M in FY '01, and
continued to drive growth, achieving sales of $64M in FY '02, $85M in FY
'03 and $140M in FY'04
- Drove and managed the completion of all the required alliance
contractual documents
- Initiated pipeline and measurement tool to actively track all joint
account engagements
- Instituted equipment loan and leasing programs to support strategic
partner initiatives
- Led the initiative with the Compaq legal and regional teams to implement
a standardized resale program for the global system integrators
Manager - Communications Solutions: 2000-2001
Led the research, development, and launch of multiple ISV solutions
positioning Compaq ProLiant servers as the platform of choice in the
communications space.
- Managed team of three people managing multiple partners and potential
partners
- Launched several solutions including soft PBX offerings from Altigen
and Artisoft, speech server platforms in support of Nuance and
Speechworks, and solutions from Dialogic (an Intel company) and AVT
- Wrote several articles for partner publications in support of ProLiant
hardware and the technology roadmap that was unfolding in the
communications space
- Drove incremental revenue $40M/year
Business Strategy Manager: 1999-2000
Led the regional research and identification of new product and business
model opportunities to increase Compaq market share and improve the
profitability of the desktop division.
- Drove the successful development and launch of the first Compaq OEM
desktop product designed for the Japanese market in January 2000 - on
time and under budget - accounted for 40% of revenue and 30% of Gross
Margin of Japan desktop business in FY2000
- Drove the specification and design of the "Deskpro EC", and
successfully managed the cross-functional team that launched the product
in Latin America and Asia Pacific on 9/1/99.
Business Planning Manager: 1998-1999
Business planning manager responsibilities included: the role of transition
planning manager, division pricing responsibility, and evaluation of the
competitive landscape.
- Drove closure on supply and demand issues with GEO's (component
shortages, forecasting inconsistencies, etc.) to meet sales forecasts
- Managed worldwide pricing for the commercial desktop division
- Managed the Intel supply partnership for the commercial desktop
division. Provided communication link to Intel and the division on
product plans and direction
Transition Planning Manager: 1997-1998
Transition manager responsibilities included: managing supplier risks,
product development and transition risks, sales forecast risks, and product
deployment
- Developed and assisted in the implementation of a major account product
transition plan
- Developed and maintained transition plans for all desktop product lines.
- Developed and improved communication between the product division and GEO
sales and marketing teams to improve product transitions, reduce channel
inventory and minimize material obsolescence
Global Insync Corporation (Springfield, VA) 1993 - 1997
Vice President of Operations: 1995 - 1997
Responsible for all product evaluation and selection, vendor negotiations,
shipping/receiving, inventory control, build-to-order PC assembly, quality
control, and service. Executive sponsor for our largest customer Lockheed
Martin Federal Systems. Work closely with the Sales Department and with
customers to ensure the best cost/performance solutions for their
requirements. Additionally, manage a staff of Certified Network Engineers
who perform a variety of network services based on client needs.
ROBERT J. WOODWARD
Director of Operations: 1993 - 1995
Hired along with a President and a VP of Sales, to launch a new build-to-
order division for the parent company:
Thruway Mall Liquors (Cheektowaga, NY) 1991 - 1993
Owner/Proprietor
Managed all aspects of the operation, including inventory, vendor
negotiations, merchandising, sales administration, and staff supervision
Robec, Inc. (Horsham, PA) 1983 - 1991
Vice President of Operations: 1990 - 1991
Provided operational control in several key areas (inventory, logistics,
and security) for a national value added distribution company with sales in
excess of $200 million. Interacted extensively with both sales staff and
clients to achieve customer satisfaction
Director of Operations: 1987 - 1990
Managed a multi-location warehouse operation, including hiring, training,
and supervising a warehouse staff of 40; as well as a purchasing staff of
five.
Manager of Operations: 1983 - 1987
Responsible for a single warehouse operation - Tasks included recruiting,
training and supervising a warehouse staff of ten and a purchasing staff of
three, and handling all vendor negotiations.
National Steel Corporation (Weirton, WVA) 1979 - 1983
Supervisor, Transportation Department
Responsibilities included managing a staff of 10 to 20 in support of
physical mill operations (e.g., rail car movement, equipment maintenance).
EDUCATION
Grove City College (Grove City, PA)
Bachelor of Arts, Business Administration, 1979
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