Manager Sales
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Christopher M. Hecht
4682 Warner Ave
#C205
Huntington Beach, CA 92649
Phone: 949-***-****
e-mail:mailto:christopher_m_hecht@yahoo.comchristopher_m_hecht
@yahoo.com
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EXPERIENCE:
January 2004
- February 2005Ei Partners, Inc., Huntington Beach, CA
President and Founder
Started a fully incorporated consulting and reselling company focused on selling and delivering business intelligence solutions based upon the Cognos and Business Objects product suites
Managed all aspects of the business including accounting, payroll and related taxation, legal contracts, employee relations, technical infrastructure and staffing
Worked with Cognos as an implementation subcontractor on several projects including but not limited to, The Cheesecake Factory, Black and Decker, Los Angeles County Department of Public Health, and multiple projects for Cognos Performance Management Award winner, the PMI Group, Inc.
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April 2003 - December 2003Business Objects, Newport Beach, CA
Executive Account Manager
Carried a two million dollar quota with direct sales responsibilities to a named account list of companies with revenue in excess of one billion
Penetrated multiple accounts, standardized on a competitive technology, by focusing on real business issues and aspects of the Solution Selling methodology
Supported regional business development activities and marketing events
Presented as a guest speaker at University of California, Irvine Extension courses discussing the Business Intelligence industry history and future market trends
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March 2002 - March 2003Cognos, San Ramon, CA
Business Intelligence Lifecycle Advisor
Lead in developing professional service strategies and processes aimed at supporting the global professional services organization
Acted as a corporate conduit to train and gather feedback from the field on corporate marketing, strategy, and operational plans
Developed a customer satisfaction survey for the Global Services organizations focused on new measurements for Internal Process improvement, HR and team growth, and customer satisfaction
Developed and launched innovative product-based services marketing packages for the sale of new service offerings at targeted customers including the BI Technical Review and the Performance Apps Implementation Package.
Developed and enhanced the Cognos Framework which is Cognos methodology for providing a uniform global approach to the Cognos consulting process
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March 2001 - March 2002Cognos, San Ramon, CA
Area Services Development Manger
Focused on selling long-term services engagements into thirty targeted accounts including, American Express, Amgen, Boeing, Cisco, Disney, Flextronics, Intel, Mattel, PeopleSoft, Qualcomm, Starbucks, Toyota, and Visa utilizing aspects of the Complex Sale methodology
Achieved 136% of assigned revenue objectives of $5.5 million in services sold in the 2002 fiscal year
Teamed with sales organizations to create and present various sales strategies, including alternative implementation and business strategies, value proposition, cost, timeline, risk management and mitigation, and project staffing
Responsible for an area territory covering California, Nevada, Arizona, Western Texas, Oregon, Washington, Idaho, Colorado, New Mexico, and Utah
Developed and delivered presentations to executives and large audiences on industry vertical solutions as well as corporate performance management, implementation methodologies, channels of information delivery, and cost analysis and solution based return on investment
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April 2000 - March 2002Cognos, San Ramon, CA
Regional Services Manager
Developed and maintained executive and end user relationships throughout sales cycles and project delivery
Managed a team of six professional service consultants in a territory covering Northern California, Northern Nevada and Arizona
Consistently maintained a regional utilization above targets of seventy-five percent
Exceeded assigned revenue on services delivered in the 2000 and 2001 Fiscal Years by 12% and 4% respectively
Directed recruiting efforts for the regional professional services organization
Developed and delivered an internal course on enterprise consulting. Developed course materials including topologies for hardware, security and server configurations in Intranet and Extranet environments with special concern for global deployments. These courses later became the foundation of the Global Deployment Public Education Course.
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June 1999 - April 2000Cognos, Irvine, CA
Enterprise Account Manager
- Services
Implemented several end-to-end Business Intelligence solutions for clients including:
AMERICAN EXPRESS
Followed a combined Six Sigma methodology and Balanced Scorecard Methodology to create a global intranet solution aimed at measuring quality of service provided by American Express Technologies to its business partners
Developed the architecture of a successful three-tiered solution to meet strict security requirements
Designed a data model and extraction, transformation and load procedures for a data warehouse including several disparate sources
Directed NextStrat, a third party developer, in designing an enterprise information portal that integrated with Cognos security and objects
DIRECTV
Created an Enterprise BI solution aimed at measuring sales and customer relationship metrics
Advised a team of DirecTV developers on OLAP modeling techniques
Acted as an intermediary between infrastructure and development teams to achieve a successful transition of responsibilities from development to production environments
Reviewed data models for the proposed enterprise data warehouse
KINGSTON TECHNOLOGIES
Developed sales focused data marts sourced from JD Edwards, and data collected from external parties
Trained the team of Kingston database administrators on the use of Cognos DecisionStream
Developed and delivered three training courses on the use of client and web products with end-users data
Successfully deployed the solution over the web to a global user base
NBC
Conducted user interviews and aided users in identifying new systems requirements
Designed a OLAP environment for use in analyzing Nielsen data to determine the effectiveness of cross product marketing campaigns
WRQ
Improved a data mart build time from over twelve hours to under two hours through modification of SQL extraction procedures and table indexing strategies
Integrated the Cognos solution within WRQs existing Intranet portal
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June 1997 - June 1999Arthur Andersen, Los Angeles, CA
Business Consultant, Advanced Technologies
Developed a firm-wide presentation tool for clients as an introduction to Data Warehousing
Led Office presentations on Data Warehousing to firms Technology Awareness Group
Actively contributed to successful data warehouse and custom development of solutions including but not limited to:
o Consolidation Reporting System for SRP, a public utility in Arizona
o Customer Information System Data Warehouse for Boyd Gaming, a hospitality corporation in Las Vegas
o Activity Based Information for Southern California Edison, a public utility in California
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January 1994 - June 1997UCLA - Finance and Information Management, Los Angeles, CA
Network Administrator
Acted as primary contact between user groups and systems management
Set up PC workstations and software for use in a multi-topology local area network
Diagnosed and repaired various computers and network peripherals
Installed Cisco ISDN routers for interdepartmental connectivity
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June 1993 - June 1997Independent Contractor, Los Angeles, CA
Network Administrator
Started a business in PC-LAN Consulting and reselling, clients included Earthlink Network, Radisson Hotel Beverly Hills (Max Baril Associates) and Worldwide Perspectives, Inc.
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KNOWLEDGE:
Databases
Oracle 7/8i, MS SQL Server 6/7/2000, IBM DB2 UDB 7, Informix Dynamic Server 7 Web Servers
IIS 4/5, Netscape IPlanet, Lotus Domino 4.6 Business Intelligence Tools
Full Cognos Suite of products including PowerPlay, Impromptu, Visualizer, DecisionStream, Cognos Metrics Manager, Cognos Finance and Cognos Contributor used to Feed ReportNet and ReportNet. Microsoft Analytic Server, Oros ABC Plus, SAP BW, Business Objects e6 products including Webintellignce, Analytical Applications, Application Foundation and Data Integration Programming Languages
PL/SQL, HTML 2/3, MS Visual Basic 6.0 Operating Systems
Sun Solaris 7, Windows NT /4.0/3.51, Windows 2000/98/95/3.xCRM
Siebel (BI Creation), Onyx (BI Creation/User), Vantive SFA (BI Creation/User)ERP
Oracle Financials (AP/GL), Peoplesoft HR, BAAN, JDEdwards 1.0, SAP R/3, Global Shop Financials (All from BI perspective)widgets/gen_51.1.gif
EDUCATION: -
University of California
Los Angeles,
Bachelor of the Arts,
Political Science
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