Sales Management

Alexander Ferguson Phone: 908-***-**** /

********@*****.***

* **** **** ***** *******, NJ 07821

Services Executive / Delivery Management

Core Competencies

Practice Development, P&L Management, Team Building, Revenue Generation &

Bottom-Line Growth, Senior Executive Interaction, Project Lifecycle

Coordination & Management, Consultative & Solution Selling, Customer Needs

Assessment & Fulfillment

Extensive Experience in Practice Development, Business Development and

Delivery Management; Proven Track Record at Building Strong Relationships

with Customers to Drive Service Revenue, Strong Understanding of Multiple

Technical Disciplines such as Cloud Services, Mobile Management, Virtual

Desktop Management, Infrastructure Management, IT Service Management and

Identity Management.

Conceptualize and execute strategies to establish consistent delivery

methodologies, which driving higher margins and greater customer

satisfaction. Extensive experience in recruiting, managing and developing

technical resources focused on multiple disciplines. Apply a consultative

approach to uncovering clients' needs and exceeding customer satisfaction.

Established standard service selling approaches thereby streamlining the

solution selling process. Skilled in leading and managing the service

selling process including identification, proposal development, price

negotiations, contract negotiations and project initiation and management;

active participant as 'Player/Coach' in the selling and delivery management

of consulting engagements. Proven ability to partner with professionals at

all organizational levels.

HIGHLIGHTS OF ACHIEVEMENTS

Record of consistently exceeding business targets and achieving corporate

objectives:

o Appointed Vice President of Service and Support - Americas in 2011.

Spearheaded the development of the Services organization for the

Americas responsible for technical support and delivery of Matrix42

technologies, as well as BMC's Blade Logic Client Automation (BBCA)

solution.

o Surpassed product sales and services booking target goals during

tenure with Matrix42. Grew sales revenue from 5.5 million to 8

million, which included growing services bookings by more than 400% to

a total of 1.1 million in 2012.

o Completed the integration of the Altiris and Symantec consulting

business while delivering 6 million in revenue and contributing

approximately 2.3 million in gross margin to the Symantec business in

FY10.

o Generated 2 million dollars of net-new business in first 6 months with

BMC Software. This included securing and managing the delivery of a 1

million dollar Cloud based ITSM project, which was the first large

scale cloud implementation in the region.

o Secured more than 5 million in software renewals and services at

Matrix42 by conducting Solution Workshops and Business Value

Assessments with key enterprise customers such as Verizon, Seagate,

FAA, Aaron's, Windstream, The Hartford and Credit Swiss.

o Surpassed booking and revenue target goals during tenure with Novell.

Achieved 115% of target in 2007, which included closing a 1.5 million

dollar Identity Management deal with large pharmaceutical company.

PROFESSIONAL EXPERIENCE

Matrix42, Lehi, UT 2011 to

Present

V.P. Service & Support - Americas

Spearheaded the development of the Services organization for the Americas

responsible for technical support and delivery of Matrix42 technologies, as

well as BMC's Blade Logic Client Automation (BBCA) solution.

- Surpassed product sales and services booking target goals during

tenure with Matrix42. Grew sales revenue from 5.5 million to 8

million, which included growing services bookings by more than 400% to

a total of 1.1 million in 2012.

- Developed the necessary processes and procedure for conducting and

managing professional services engagements in the region. Established

pricing tools, master services agreements, statements of work

templates, sub-contractor statements of work and project management

templates.

- Spearheaded the development of our 'Fast Track' offerings around our

Mobile Workplace Management, Virtual (VDI) Workplace Management and

Physical Workplace Management cloud solutions.

- Initiated a value selling approach for our product offerings. This

involved leveraging Solution Architects in pre-sales activities to

perform Business Value Assessments (BVA) and Solution Architecture

Workshops in order to highlight the business value of our solutions.

BMC Software, Houston TX 2010 to 2011

Sr. Engagement Manager

Accelerated the value realization of the BMC software by helping customers

properly implement our solutions based on business needs and technical

requirements.

- Led business development and delivery of BSM solutions in the NY/NJ

and Ohio Valley regions. This included the scoping and delivery of

services engagements for key solution offerings, such as Cloud

Lifecycle Management, IT Service Management, Management and Monitoring

and System Automation (i.e. server, network, application and

database).

- Provided management and oversight for all consulting engagements

within the region. Worked with project sponsor and BMC project

management team to ensure proper project hygiene and customer

satisfaction.

- Built collaborative relationships with the regional sales team and

increased the early involvement of Professional Services (PS) in the

sales cycle. Leveraged PS best practices and solution deployment

experiences to add value to the overall sales process and thereby

increasing the attach rate of services during the initial sale.

- Responsible for full lifecycle of relationships to generate new anchor

accounts and grow existing major accounts (pre-sales / proposals /

Statement of Work / closure / delivery leadership)

Symantec Corporation, Cupertino, CA 2008 to

2010

Practice Manager

Managed and mentored a team of subject mater experts in the areas of ITSM,

Systems Management and Systems Automation.

- Managed business development and engagement delivery for the Systems

Management practice (i.e. Altiris Practice). The practice consisted

of 10 delivery consultants and 2 Engagement Managers.

- Generated 6 million dollars in revenue and contributed approximately

2.3 million in gross margin to the business in FY10 meeting yearly

targets.

- Completed the integration of the Altiris and Symantec consulting

business in FY10 thereby streamlining the sales and delivery process

- As player/coach worked with the sales team on key opportunities within

the region. This included scoping service engagements, establishing

level of effort, developing statements of work, pricing out

engagements and working with partners and internal resource planning

for staffing needs.

Novell, Inc., Provo, UT 1999 to

2008

Sr. Services Principal,

As Services Principal, provided services leadership in the area of Identity

Management. Worked with the sales teams in NY/NJ and PA to develop new

license and services opportunities.

- Responsible for selling and managing Identity Management PS

engagements in the NY/NJ/PA area. This included conducting scoping

calls, structuring statements of work, negotiating both T&M and Fixed

Fee deals and staffing of engagements with resource planning.

- Managed the delivery of consulting engagements within the NY/NJ/PA

area. This included mentoring project managers on the structuring of

projects, managing project profitability, escalating project/product

issues and driving customer satisfaction.

- Over a two year period (2006, 2007) generated and delivered

approximately 8 million in professional services throughout the

Northeast.

- Secured the largest Identity Management (IDM) deal in 2007, which

resulted in over 4 million in products and services.

- Consistently exceeded all key service metrics within the region (i.e.

Revenue, Margin and Utilization)

Education

Electronic Computer Programming Institute

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