Sales Manager

John R. Marks

New York, NY ***** ( 917-***-**** ( ***********@*******.***

Global Financial Executive with unique and comprehensive experience in customer, vendor,

and consulting roles within the Information Technology sector. Proven track record in

strengthening and streamlining Fortune 1000 Financial and IT operations by maximizing

performance, efficiencies, and profitability. Strategic planner, who drives change,

optimizes savings, minimizes risks, and innovatively solves problems throughout companies.

Strong complex deal structuring and negotiation skills. Articulate communicator,

experienced public speaker, and published analyst who collaborates cross-functionally at

all management levels.

Core Competencies

Global Sourcing and Sales Cash Flow and P&L Management Staff and Vendor Management

Strategic Planning Financial Planning and Analysis Project Management Business Development

Internal and External Benchmarking Team Building and Mentoring

Professional History

ARIEL PARTNERS, LLC, New York, NY 2012PresentDirector, Business Development and Strategy

Responsible for developing and executing a business plan for significant growth in the

Agile and Big Data IT software development marketplace, including optimizing consulting

services, tools, and methodologies for Fortune 1000 and Government accounts.

Developed a comprehensive competitive analysis including a detailed matrix database with

extensive evaluation criteria.

Providing strategic direction for addressing target markets, financial forecasts, and

sales generation programs.

Leading and participating in key marketing and industry events, analyst interactions, and

RFI and RFP response management.

CISCO SYSTEMS INC., New York, NY 20082011Business Development Manager Leasing Sales, Cisco Capital

Structured all lease transactions for the five largest US Cable Service Provider

Companies and affiliates to optimize revenues and margins; led business development

initiatives supporting sales in all aspects of financing in the territory.

Increased lease financings by $15MM in first year in a traditionally underpenetrated

marketplace.

Developed financial solutions for targeted market resulting in sales of over $165MM of

equipment, software, and services.

Built relationships at all accounts from Purchasing Department to CFO, Treasurer, and CIO

to understand short and long term needs and business directions.

CITIGROUP INC., New York, NY 20062008Senior Vice President and Controller, Global Financial Control

Provided financial strategies, analytics, and controls for $4B IT asset management of

products and services for North America, EMEA, ASPAC, LATAMEX and Japan. Recommended

global procurement, negotiation, financing and life cycle management strategies for

Server, Storage, Desktop, Voice, Network, and Services.

Analyzed and executed IT asset sale lease back financings resulting in a cash infusion of

$60MM and $10MM P&L reductions. Optimized Technology Infrastructure via analytics (cash

flows and budgets, total cost of ownership, product pricing, and purchase vs. lease) and

responded to strategic, operational, and financial challenges with internal operations and

vendors.

Managed on-going financial analyses of a $500MM+ three year global standardized

application desktop technology replacement for over 350,000 users involving IT,

engineering, operations, internal businesses, and external vendors.

Created end user interactive what-if financial models for technologies based on

potential hardware, software, support and implementation risk ratios deriving life cycle

costs, budget, and product cost recovery scenario implications.

Reduced vendor migration costs via benchmark analyses of internal technology support for

over 1,000 systems administrators in over 60 countries and thousands of locations.

John R. Marks

917-***-**** ( ***********@*******.*** Page Two

EMC CORPORATION, New York, NY 20002006

Director of Global Accounts - Global Financial Services (20042006)

Developed, managed, and coordinated the strategies and tactics for major financial and

leasing sales objectives of over $550MM for 62 Global accounts and associated Global

Regional Financial Managers.

Spearheaded consistent and appropriate pricing and financing and shared best practices

among all Global accounts.

Developed modeling and strategies for innovative financial structures, such as capacity

on demand and managed services.

Resolved conflicts at high levels with internal sales and financial objectives.

Regional Financial Manager, Northeast Region Global Financial Services (20022004)

Managed a team of five Area Financial Managers from New Jersey to Maine. Assessed and

developed lease penetration strategies/activities for the top 20% of regional

opportunities resulting in $274MM sales in leases in 2004.

Increased Financial Service lease sales penetration from 45% to 55% based on 40 new

Master Leases.

Area Financial Manager, New York District- Global Financial Services (20002002)

Provided financial guidance to 70 sales representatives and sold leases to over 300

accounts, including 85% of all major financial institutions and commercial accounts in NYC

area.

Executed the single largest technology lease transaction in company s financing

organization -$45MM.

Awarded Northeast Divisional MVP for two consecutive years, Leader in Highest Financings

and Lease Penetration ($120MM and 45%) and North American Displacement Leader.

Drove incremental revenues via total cost of ownership analysis, lease refinancing, and

asset management methodologies.

GARTNER GROUP INC., Stamford, CT 19962000Director of Research, IT Procurement Solutions

Provided vendors, consultants, and user clients with in-depth research, analysis and

strategic planning services. Analyzed market trends, vendors and products, including

hardware, software, services, and support. Advised clients on procurement/negotiation

strategies, total cost of ownership analyses, cross- platform comparisons, data centers,

and platform selection.

Developed and delivered key findings via presentations, workshops, and research notes

annually to thousands of attendees at Gartner and Vendor Conferences, Audio

Teleconferences, and ad-hoc customer telephone inquiries.

Bestowed with the Research Leadership Award for Outstanding IT Asset Management

Consultancy.

Additional Experience

STORAGE TECHNOLOGY CORPORATION, New York, NY

Financial Services Manager, Strategic Accounts

METROPOLITAN LIFE INSURANCE CO., New York, NY

Manager, Technical Analysis

Marketing Project Manager

Senior Systems Engineer

Education

NEW YORK UNIVERSITY, SCHOOL OF BUSINESS

M.B.A. Finance and International Business

STATE UNIVERSITY OF NEW YORK AT ALBANY

B.S. Finance and Marketing, Cum Laude

Minors: English and Music

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