Sales Management

BRAD WILLIAMS

**** ********* **** • Jacksonville Beach, Florida 32250

904-***-**** • ***************@*******.***

SENIOR MANAGER: Information Technology/Professional Services

Successful, proven Senior Manager with over 14 years of experience in Enterprise Integration

solutions, driving growth and development through effective, results-oriented leadership, including

creation and execution of targeted technical and business strategies. Lead the development and

deployment of long-term revenue growth tactics and processes, guiding integration, training, sales

engineering and customer support teams utilizing solutions-based techniques to ensure company

success. Provide leadership, working in collaboration with sales and other members of senior

management, to ensure successful integration solutions, effective account management, continuous

employee development and achievement of strategic company-wide goals.

Core Competencies

SOA Integration Process Architectural Design, Development, Deployment and Management -

Profit & Loss Management - Team Building - Business and Technical Process Reengineering -

Contract Development and Negotiation - Project Management - Value Propositions - Architectural

Needs Assessment and Design - Software Implementations - Business Development Through Pre-

Sales Demonstrations and Presentations - Software Procurement - Healthcare IT Continuity of Care

Management - SOW, POC, Competitive Analysis and Whitepaper Development - Building and

Maintaining Client Relationships - Multiple Technical, Integration, Business and Ecommerce

Standards Certifications

P ROFESSIONAL E XPERIENCE

BRIDGEGATE INTERNATIONAL, Jacksonville, Florida – 2006-Present

Enterprise Integration Software and Solutions Vendor

Director, Professional Services

Contribute to overall corporate operational strategy, direction and management as part of executive

management team.

• Manage and direct Integration Services, Customer Support, Training and Sales Engineering teams

while managing a $2 million P&L.

• Created and expanded Professional Services Department by developing, managing and mentoring

3 Regions of Consulting Services teams to include Jacksonville, San Diego and Washington DC

markets.

• Responsible for day-to-day operations of Professional Services department including Integration

Services, Training, Sales Engineering and Customer Support staff.

• Assisted in moving the company from direct software revenue model to software and services

model, including driving the sale and delivery of integration and training services to create a

BRAD WILLIAMS Page 2

profitable services component of the organization resulting in secure, stable revenue streams

increasing from $200k to $1.75 million annually.

• Establish and maintain relationships with key clients ensuring successful delivery of software and

services solutions.

• Analyze client operations and architectures to identify areas of need, developing statements of

work, proofs of concept, providing project management and oversight to leverage solutions and

resources, resulting in on-time and under budget solutions delivery and increased customer

loyalty.

• Hiring staff and forecasting of FTE resource utilization rates to maximize efficiency and profit

margins.

• Design and implement software integration training and support processes to support high-volume

growth and establish a base for future organizational scalability.

• Assisted in creation of effective pricing model and negotiation of contracts valued between $150k

- $2 million.

• Responsible for Pre-Sales activities including establishing and maintaining relationships with key

clients, developing and delivering sales presentations, software demonstrations, creating

competitive analysis metrics, mentoring and training of Sales Engineering staff

CROSSFLO SYSTEMS, INC., San Diego, CA – 2004-2006

EAI / Ecommerce Integration Software Provider

Director, Technical Account Management

Worked in close collaboration with Sales and Development team leadership to successfully bring in new

business, design, develop and deliver ecommerce integration software solutions, including building,

maintaining and managing client accounts and expectations for future revenue opportunities.

• Played key role in sale and delivery of integration software, consulting and training services to

further company revenue growth.

• Provided leadership to the Implementation and Technical Account Management teams, to include

hands-on involvement in design & development and Project Management to ensure that the

delivery of software and solutions effectively meets client needs, provides value and is deployed

on budget and under deadline.

• Responsible for Pre-Sales activities including building and presenting effective software demos /

presentations, researching and answering RFI / RFP, competitive analysis documentation /

metrics, creating technical white papers.

• Developed and maintained client relationships to enhance long-term customer loyalty and open

opportunities to continue to proliferate within the client’s environment.

• Lead efforts on client architectural integration needs analysis to develop proper scoping,

Statements of Work, Proofs of Concept and appropriate pricing to deliver optimized proposals to

prospective clients.

• Responsible for training all internal staff and external clients on all components of Crossflo

Systems product offerings.

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ECOMMERCE SOLUTIONS, LLC., San Diego, CA – 1999-2004

EAI / Ecommerce Integration Solutions Consulting

Founder & Principle Consultant

Designed and developed sales and marketing strategy to bring in new clients. Developed

implementation software and services proposals to leverage client’s business and technical

environments to forecast ROI and streamline technical processes. Conducted architectural needs

assessment, developed design strategies, statements of work and contracts. Evaluated, procured and

performed design and development on appropriate integration software platform based on client’s

current and future scalability requirements. Managed budget, P&L and payroll. Participation in

multiple ecommerce standards organizations driving development of requirements and new versions

to meet changing business needs.

Sample Client List & Projects

•

PacifiCare, Cypress, CA

Healthcare Payer / Provider

Principle Consultant

• Lead design and development effort to migrate all HIPAA HL7 / EDI external

ecommerce and back end application integration from Sterling Gentran to Mercator /

IBM DataStage.

• Provided leadership to implementation / mapping team for Mercator version

migration of all payer interface mappings.

• Lead enterprise-wide software installation and version migration of Mercator /

DataStage.

• Contributed to achievement of CMM Level 3 Certification.

San Diego Gas & Electric, San Diego, CA

Utilities Provider for the City of San Diego

Principle Consultant

• Successfully lead effort to reengineer SDG&E enterprise-wide energy procurement

system to reduce costs, minimize points of failure and maximize profit margins.

• Developed standards documentation and mappings while leading enterprise-wide

migration from webMethods to Mercator.

• Software analysis and contract negotiation for the procurement of Mercator suite of

Integration tools.

• Provided leadership and hands-on assistance from initial design, mapping and testing

to production deployment, on-time and under budget.

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Swellology.com, San Diego, CA

Internet Provider of Real-Time Meteorological and Oceanographic Information

Co-Founder & President

• Conceptual design, direction and creation of web site layout and service offerings.

• Provided leadership and managed staff of 12 people including php and jsp

programmers, marketing representatives and field based data collectors.

• Support of all technical infrastructure and business processes.

• Designed and developed FTP server integration and real-time update processes.

• Hiring and training of staff.

• Software and hardware procurement.

• Responsible for budget, payroll and P & L management.

E DUCATION & T RAINI NG

Bachelor of Science, Management, Political Science

Jacksonville University, Jacksonville, Florida

Multiple Technical, Integration, Business and Ecommerce Standards Training and Certifications

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