Manager Sales

David Perko *** Glen Road, Weston, MA *****

eMail: *****.*****@****.***.***

Mobile Phone: 781-***-****

November 6, 2009

Recruiting Team,

Thank you for considering my qualifications and fit for the Vice President of Information Services.

My breadth of IT management experience and a track record for delivering tangible business results

dovetails with you objective “to grow the company through the use of technological resources.” My

success creating business-focused IT strategy, building IT capabilities, and directing IT operations

and end-user support appears well aligned to success. A brief introduction …

An MIT Sloan grad with a degree in the Management of Technology, I tend to manage with a metric-

driven, performance-based approach and drive success by:

1. Building tight, productive IT/Business relationships.

2. Delivering measurable Business-focused projects with disciplined execution.

3. Instilling a customer-centric ethic to focus IT priorities and improve service behaviors.

My specific expertise includes:

Leading IT strategy and execution. Expert at developing a strategic vision aligned to

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business priorities. Adept at translating this vision into pragmatic goals for the organization,

workgroup, and individuals; disciplined execution and measurement ensure goal attainment.

Directing 24/7 global IT operations. Led global operations for managing the enterprise data

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centers, international data & voice networks, and a portfolio of 70+ enterprise applications.

Drove measurable improvements beyond service level targets by building cohesive, high-

performing teams focused on delivering practical, business-driven capability within tight

budget constraints. Managed a $24M operating expense and capital budget.

Building organizational capability. Instilled collaborative governance structures and

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established best practice operating processes in project managem ent, incident management,

and change management. Fostered staff growth with challenging assignments. Served as a

coach and mentor for the technical team.

Communicating with executives and customers. Accomplished at presenting to company

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officers (CFO, CEO) the IT strategies, investment options, as well as project reviews and

budgets updates. Skilled in interacting with globally dispersed internal customers and

consistently earned satisfaction scores exceeding 4.5 on a five-point scale.

Driving vendor relationships. Managed vendor operations to meet or exceed SLA

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performance metrics. Experienced across the full lifecycle: developed complex RFPs,

facilitated rigorous selection processes, and navigated successful transitions.

My resume (which follows on the next page) provides more insight about my experience and my

track record of delivering results. I would appreciate a chance to open a conversation with you to

learn more about the role and to discuss how I might address the specific IT and busines s

challenges.

Thank you.

Very best regards,

-- Dave

David Perko

eMail: *****.*****@****.***.***

Cell: 781-***-****

David Perko eMail: *****.*****@****.***.***

Mobile Phone: 781-***-****

G lobal IT Service Delivery Director

IT Execution Aligned to Improved Business Performance.

STRATEGY. Led a strategic transformation of a technology-first IT organization to a Business-focused

strategic partner. Created universally relevant, actionable strategic plans.

OPERATIONS. Experienced leading and mentoring global, culturally diverse technical teams and

managing outsource vendors to meet and exceed business performance requirements. Balanced

initiatives to continuously improve performance against strict budget tolerances.

SERVICE DELIVERY. Twice turned-around underperforming technical support teams by directly

engaging Customers, analyzing performance metrics, and then redesigning execution processes.

Consistently earned Customer satisfaction ratings surpassing 4.5 on a five-point scale.

INVESTMENT MANAGEMENT. Championed technology investments with business cases aligned to the

company strategy. Tight IT/Business integration determined the investment mix of projects to create new

business capability (e.g. redesigned engineering process or sales practices) with “risk projects” (e.g.

Oracle ERP upgrades, Disaster Recovery).

Compelling Insight, LLC. 2008 - Present

Technology Marketing Consulting

Teradyne, Inc. 2000 - 2008

Leading High Tech Semiconductor Test Equipment Manufacturer

GLOBAL IT SERVICE DELIVERY DIRECTOR (2007-2008)

Led a global team (75% offshore) managing the enterprise data centers, international data & voice networks,

engineering design centers, and a portfolio of 70+ enterprise applications. OpEx/CapEx budget: $24M

RESTORED WORLDWIDE SERVICE RELIABILITY

The Challenge: Step-in after re-organization to integrate a struggling, new, internationally dispersed team

to stabilize and improve the management of a full portfolio of technology products and services.

Actions: Assessed performance with direct Customer feedback and benchmark metrics. Prioritized

gaps, established a regular interactions with each of the track leads to develop improvement plans,

broadly communicated the targets, and then insisted that projects be executed to plan.

Results: Within 10 months:

• Slashed service disruptions from 2.9/day to 1.4/day – below historical levels.

• Reduced time to resolution by 35% as incident volume doubled.

• Revived Customer satisfaction to 4.4 after levels plummeted to 3.3 (five-point scale).

• Extended services to a broader Business base.

IT MARKETING & COMMUNICATIONS MANAGER (2001-2007)

DROVE SUCCESSFUL PRODUCT LAUNCHES TO MEET EXPLICIT BUSINESS TARGETS

The Challenge: Increase the cadence and success of IS product launches.

Actions: Shifted accountability to Marketing Team to accelerate the product release schedule.

Established an online “Marketing Toolbox” with guidelines, templates, and articulated step-by-step best

practices for pre-launch, launch, and post-launch actions.

Results:

• Increased major product releases to five from only one the prior year.

• Established clear success metrics for each release and followed up with Customers after launch to

track ROI and ensure promised benefits were realized.

MANAGED CUSTOMER INTERACTIONS THROUGH ONLINE AND OFFLINE CHANNELS

• Facilitated regular Senior Executive exchanges to assess strategic initiatives, make investment

portfolio decisions, and review financial and operational performance.

Deepened Customer interactions via online channels – website, email, newsletter, blog.

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Directed outbound communications; stood as Customer advocate, escalation point, “Go-To Guy”.

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David Perko eMail: *****.*****@****.***.***

Resume – Page 2 Mobile Phone: 781-***-****

IT STRATEGY MANAGER (2000-2007)

NAVIGATED A STRATEGY EVOLUTION

The Challenge: Transform IS from a technology-first orientation into a Business-focused strategic partner.

Actions: Researched best practices, engaged thought leaders, and then honestly assessed the

operations. Defined targets for building capabilities (e.g. client management, project management) and

then executed change programs to evolve the organization and build tight IS/Business integration.

Results:

• Reformed the Company IS governance model to include business leaders in a Portfolio

Management Board to assess investment opportunities, approve and monitor projects, and review

the post-deployment ROI.

• Shifted the skills balance from technology-heavy to consultative skills.

• Business and IS provide jointly accountable for financial investments, risk, and realizing the return.

IT CUSTOMER SERVICE MANAGER (2005-2007)

TURNED AROUND SAGGING CALL CENTER PERFORMANCE

The Challenge: Step-in nine-months after a Help Desk transition to salvage a deteriorating partnership.

Previous ‘get-well’ plans had failed and the mixed internal/outsourced Technical Support Team was

plagued with infighting and lagging Customer satisfaction.

Actions: Analyzed performance gaps from Customer feedback. Defined roles, communicated the priority

issues, and gave the Teams a framework to analyze and improve their execution.

Results: In 4 months: increased Customer satisfaction to 4.4 from 4.0 (five-point scale)

• Sustained satisfaction above our 4.5 target with a continuous improvement program.

• Less than 5% of dissatisfied Customers registered repeat poor satisfaction scores.

Chadwick Martin Bailey 1995–1999

Market Research Firm

Director of Information Management

TIGHTENED OPERATIONS with the introduction of an integrated project management system that:

REFINED NEW PROJECT PRICING by providing real-time, on-demand Client profitability profiles.

VIRTUALLY ELIMINATED CHRONIC BILLING ERRORS dropping the error rate from 60+%.

INTRODUCED A NEW REVENUE SOURCE by developing online products to mine the data and increase the

research value, broaden the Client audience, and enhance follow-on business opportunities.

SHARPENED BUSINESS DEVELOPMENT EFFORTS with an interactive tool to monitor prospect interactions.

ON Technology Corporation 1994–1995

Enterprise Software Company

Product Marketing Manager

In nine months as marketing manager, drove Meeting Maker XP from a flat sales path to ON’s #1 selling

product as sales tripled to $1million per month.

MANAGED ON TECHNOLOGY’S MULTI-LEVEL DIRECT MARKETING PROGRAM designed to draw new prospects

with inventive strategies to encourage evaluation and stimulate product sales.

CATERED TO KEY CLIENTS’ DEVELOPMENT AND SUPPORT NEEDS as Corporate Partners Program co-creator.

DROVE SALES GAINS BY PARTNERING WITH THE SALES TEAMS. Uncovered prospect “hot buttons”, created

more targeted marketing materials, and developed a training program for the pivotal “installers” group.

DRI/McGraw-Hill 1988-1994

Economic Forecasting and Consultancy

Consultant, Research Associate

PROVIDED CUSTOMIZED ECONOMIC AND MARKET ANALYSIS to large corporations for marketing and strategic

planning. Consulting focus areas: banking, IT, and aerospace.

SUPPORTED U.S. MACROECONOMIC FORECASTS, created scenario simulations; managed PC*Model product.

EDUCATION

MIT Sloan School of Management Graduated, May 2000

Masters of Science, Management of Technology

Thesis: “The Effectiveness of E-Commerce Customer Acquisition Methods”

Wittenberg University, Bachelor of Arts, Economics Graduated Cum Laude, June 1988

Personal Interests: Triathlon, golf, travel.

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