Sales Manager

Shirin M. Kashani

(Ms.)

PO Box *** .Great Falls, VA 22066 . abnwok@r.postjobfree.com . 703-***-****

Program Management . Business Transformation . Management Consulting

Accomplished Executive with 17+ years of extensive program management and technical expertise in business

transformation, strategic business/IT planning, system design and requirements development for complex technical and

business solutions. Result-oriented leader with proven ability for successful enterprise-wide logistics/supply chain,

financial and transportation system implementations for Federal Government agencies. Led various key sales initiatives

and large Federal Government proposal efforts that have resulted in multi-million dollar contract awards. Clients include

various DoD agencies, US Postal Service, GSA, Ginnie Mae, FSLIC and RTC.

KEY STRENGTHS & COMPETENCIES

Creative & Analytical Problem Solving Business Process Reengineering & Change Management

Driven & Self-motivated with a Consultancy Mindset Logistics, Supply Chain, Transportation, Financial Systems Design

Accountable, Result-Driven Program Management CONOPS & System Requirements Definition

Business & IT Strategy Development Full System Development Life Cycle (SDLC) Management

Sales Program Initiative Design & Deployment Enterprise-Wide System Implementation

Business Case Development & Cost Benefit Analysis Large Federal Proposal Management

PROFESSIONAL EXPERIENCE

International Business Machine (IBM), Fairfax, VA

Associate Partner (October 2002 to Present)

Promoted to Associate Partner with global responsibilities to increase Services sales and delivery excellence for Small

Medium Business (SMB). Served in Program Management roles on multiple high-visibility projects throughout the

Department of Defense (DoD) and US Postal Service. Developed business strategies along with supporting IT systems

that improved clients’ strategic and competitive positioning by increasing productivity and reducing cost. Served as the

Public Sector’s Emerging Technology lead and first line manager for a team of 25 senior consultants.

Key Achievements:

Drove business transformation and value selling through development and deployment of global Services sales

growth programs and initiatives for targeted LoBs in SMB/General Business Unit, resulting in 33% increase in

sales in just the first quarter. To monitor and measure progress, created unique management systems tailored to

each of these high visibility campaigns and collected performance data globally for analysis, deviation detection

and executive reporting. Developed corrective action plans in collaboration with LOB Executives.

Coached 1200 sellers globally through development of regular awareness programs tailored to each geography.

Increased Services sales globally and promoted value selling among sellers by establishing a Value Creation

Center of Excellence (COE) in IBM’s India Delivery Center – along with its own Project Management Office

(PMO) – that provides high quality market intelligence and financial analysis for 1500 companies and related

industries annually. Coordinated 30+ industry-focused planning sessions for over 200 accounts to establish the

cross-LoB sales strategy for large enterprise accounts.

Developed business & IT strategy plans to establish a new line of business by determining the global market

needs and potential sales opportunities for a specific technology developed by the Research Department. Led

product commercialization efforts and provided a SWAT team for pre-sales support to all geographies.

Directed an acquisition team during due diligence phase for asset, product portfolio and financial evaluation of a

security software company in Italy. Presented findings along with recommendations to executive management

on the company’s position in local and global markets.

Investment Portfolio Manager for Intelligent Transportation Systems’ in the Global Innovation Technology Unit

to oversee development of business models for First of A Kind (FOAK) products, services and/or solutions for

the global Consulting practice. Evaluated business plans, funding requests and innovative solutions to determine

level of internal funding.

IT Portfolio Manager for US Postal Service – Portfolio $30M TCV with 40 FTEs - directed 5 Project Managers

for successful and timely delivery of multiple concurrent projects. Considerably raised customer satisfaction

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Shirin M. Kashani

(Ms.)

PO Box 782 .Great Falls, VA 22066 . abnwok@r.postjobfree.com . 703-***-****

levels in all projects especially in a troubled project. Increased initial portfolio size by $20M in the first year

through client relationship management and leading a number of winning proposals.

Developed Public Sector’s Emerging Technology practice area to showcase latest integrated wireless

technologies from IBM and its business partners to potential clients. Reviewed and evaluated First of A Kind

(FOAK) projects for pilot implementations at client sites and utilized the ET lab to integrate, test and evaluate

the end products customized for client needs.

First line manager of 25 full-time senior consultants, responsible for their professional development, mentoring,

recruiting and project staffing. Accomplished over 100% utilization for the entire team at all times.

Program Manager for multiple DoD Transportation and Business Process Reengineering (BPR) projects – led a

team of 15 technical and functional analysts to design, develop and implement DoD-wide transportation and

financial systems that interfaced with those of commercial sealift systems for shipment pricing and booking

cargo. The system was hosted at a third party hosting facility, initially serving 90% of DoD shippers, 50+ major

commercial vendors, 6 commercial sealift carriers and in excess of 300 worldwide users. Multiple releases of

this system were successfully fielded on time and within budget.

PricewaterhouseCoopers Consulting, Fairfax, VA

Principal Consultant (1997 to 2002)

Promoted to Principal Consultant to oversee multiple IT projects while actively pursuing business development and

leading proposal efforts.

Managed a team of 6 developers during all phases of the System Development Life Cycle (SDLC) to provide an

e-business solution for Defense Commissary Agency (DeCA). Created a complete paperless environment by

automating the entire cargo transportation experience from customer ordering to commercial suppliers’ activities

for load planning, commercial carrier charge calculation and payment. Implemented change management plans

along with a realistic deployment plan for global agency-wide system release. Delivered web-based and in-class

training for all user groups and stakeholders.

Led development team of 10 functional and technical analysts to develop CONOPS, document As-Is and To-Be

systems, define requirements, design, develop, test and implement automated systems resulting from DoD’s

Management Reform Memorandum (MRM) #15 study. This was a process reengineering analysis for the

Military Traffic Management Command (MTMC) - DoD’s 3PL - to enforce accurate, timely and automated

reporting and settlement of DoD inter-agency billing and commercial carrier payments for all of DoD’s global

sealift shipments. Major modifications for this 700-user system included requirements development, database

changes; system interface feed conversions; data conversion; Electronic Data Interchange (EDI) transaction set

and Implementation Convention (IC) definitions for the agency and four of its interfacing commercial and

government systems.

Defined requirements for the Military Sealift Command (MSC) transportation and commercial carrier payment

system interfaces.

Coopers & Lybrand, Washington DC

Supervisory Consultant (1985 to 1991)

Promoted to Supervisory Consultant to manage a number of IT project and provide direction for requirements definition

and design of financial systems.

As the Team Leader supervised all phases of multiple System Development Life Cycle (SDLC) projects for

Ginnie Mae Mortgage Backed Securities Information System (MBSIS) enhancements.

Directed the takeover of a number of insolvent savings & loan associations for FSLIC and RTC throughout the

US. Developed a comprehensive set of management operations procedures for handling cash receipts and

disbursements for Receivership Accounting to follow during takeovers.

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Shirin M. Kashani

(Ms.)

PO Box 782 .Great Falls, VA 22066 . abnwok@r.postjobfree.com . 703-***-****

Audited Official Mail usage and reporting, resulting in identification of 60% of additional revenue for USPS.

EDUCATION

. Management Sciences . University of Massachusetts, Boston, MA

Bachelor of Science (BS)

Double Major: Management Information System (MIS) . Operations Management

AWARDS & HONORS

IBM Delivery Excellence Circle Award, August 2004

IBM 100% Club Award, January 2004

IBM Services Business Leadership Award, November 2003

PROFESSIONAL ASSOCIATIONS

National Defense Transportation Association (NDTA)

IBM Technical Leadership Exchange (TLE)

IBM Women in Technology (WIT)

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