Project Manager Sales

Aulio Martins

Roseland, NJ

973-***-**** *****.*******@*****.***

Linked In : linkedin.com/pub/aulio-martins/1/4a/92/

Experienced Professional Services Delivery Manager, Large Program and Project Manager at Hewlett Packard (HP)

for the past twelve years. Setup, Grew and Operated a Country cluster Services P&L. Managed a World Bank

funded $13M Treasury implementation for the Government of Uganda (HP Infrastructure – Data Centre, Network

and their management, ORACLE Treasury Application). Led several Bids and Projects within Telco, primarily OSS

and BSS. Managed a Healthcare development and implementation, in association with IBM for 45 hospitals in

South Africa.

Program Management Business Development Change Management ITSM & ITIL

Business Technology Optimization (Infrastructure/DC Management, ALM..) Information Management

Telecommunications Service Delivery Customer care & Billing Service Assurance HealthCare

Financials Insurance Project Management using PMI Based Methodologies, MS Project, Sharepoint, Visio,

Excel/XL, ORACLE, SQL, UNIX Infrastructure Management Tools (HP), PPM RFP Preparation and

Response, Evaluation

Work Experience

COTMAC Electronics Inc 2012 2013

Consultant – India, US

Consultancy for M/S COTMAC Electronics over the last few months to facilitate the setup of an HP Services

Delivery partnership located both in India and the US. Focus initially on producing short, medium and long term

Business Plans, Go to market, Contracting strategies both with HP and HP partners and ramp up towards

Certification, Training requirements.

Hewlett Packard Company 2000 2012

Professional Services Delivery Manager – ASEAN, Hong Kong and Taiwan 2010 2012

HP, Singapore

Mandate to build an HP Delivery organization for all BTO/IM Software Services Business. Owned responsibility

for Pre sales, Delivery and P&L of HP Software Professional Services in ASEAN, Hong Kong and Taiwan.

o Set up the required metrics and processes to ensure profitable services business across region for utilization,

predictability, customer satisfaction and red projects management for Software tools suite for ITIL based IT

Strategy and Governance, Operations Management, Application Life Cycle Management (including Application

Security, Performance and Data testing), PPM and Information management

o Restored to health multiple Red projects inherited from other business units. Closed a loss making, 2 year

overrun project at a Thai bank and commenced fresh profit making initiatives with the same bank.

o Established structure and affordability model across geography for pre sales and delivery. Drew up and

presented elaborate Financial models for each country encompassing FTE costs, Other costs and Order/Revenue

Generation to ensure profitable business.

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Drove alignment across business units such that combined value of Software Licenses and Services were seen

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by the customer base

Led a turnaround of the PS business in FY 11; cleaned more than 50% of the Red projects. Set up control and

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monitoring processes across business and back office to ensure predictability

Professional Services Delivery Manager, MEMA (Middle East, Mediterranean and Africa) 2009 2010

HP, Dubai

Owned responsibility to build a profitable HP Delivery organization for all BTO/IM Software Services Business.

Managed functions across Pre sales, Delivery and P&L of HP Software Professional Services in MEMA (Middle

East, Mediterranean and Africa).

o Set necessary strategies/ models for Pre sales and Delivery, executed plan and optimized the role of internal

Practices as well as Partners

o Setup Country Reporting and followup mechanisms to ensure revenue and health predictability across multi

country clusters e.g. across East, Southern and North Africa.

o Published successful country cluster financial, delivery organization and Product mix models to the wider HP.

o Setup, evaluated and managed a cross country and in country Services Partner pre sales and delivery Strategy

for Services. Drove an offshore onshore mix model for selected countries and projects.

o Turned around more than 50% of the Legacy inherited Red projects. Presented to the wider HP some of the

common causes, Dos and Don’ts associated with Red projects during the Pre Sales, Delivery phases

o Coached Project managers, Program Managers, Solution Architects in HP Project Management Methodologies

as well as Financial Management of Projects.

HP Services Manager, East and Southern Africa 2006 2009

HP, Nairobi

Charter to setup from scratch an HP Services Organization covering East and Southern Africa to focus on

Technology Support and Consulting & Integration Services.

o Setup and Grew the Technology Services (TS) business from scratch to $ 10M annual Operations. Initially,

single handedly handled Sales, Pre Sales and Business Development.

o Sold $1.8M Mission Data Centre Critical Support contract to Safaricom, Kenya’s leading Telco

o Set up a $1.5M integrated support operations in Uganda supporting Application Software, Networking and Data

Centre/Disaster Recovery center with mission Critical SLAs. Singlehandedly handled contract negotiations over

2 3 days with a 15 strong Government of Uganda commercial and legal team.

o As part of Business Development, helped customers identify requirements/RFPs,, submitted Proposals/SoWs,

defended Proposals and successfully negotiated contracts

o Scaled attach rates for BCS products by more than 50%; Provided impetus for establishing Training Operations

within the HP East Africa operations.

o Established processes and fostered teamwork across local Business Units to ensure that Services components

were offered upfront as part of an HP product or system offering. Actively involved in cross selling and direct

selling with wider HP Account Managers

o Setup Business Continuity and Disaster Recovery business development programs

o Setup, tailored (from generic HP templates) and managed all Services contractual and commercial

documentation to be used for Technology Services as well as Consulting and Integration Services

o Setup complete Sales, Pre sales and Delivery Organisation structures for Services implementation and

Customer Support across East and Southern Africa.

Senior Project Manager 2000 2006

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HP, Middle East

Charter to drive sales, solutions, bids and proposals as well as execute delivery projects. Initial focus was on Telco

and later in Public Sector. Telco projects covered Service Assurance (SLA, System and Network Management),

Service Usage (Billing and Mediation), Service Delivery. Also was involved in Bid management of Human

Resources (HR) and Payroll systems. Projects using HP’s PMI based Global Method Methodology and various tools

including MS Project, SharePoint, Visio and XL.

o Delivered a highly profitable World Bank, $13M Treasury Project for the Government of Uganda which

included HP infrastructure, setup of a complete Data Center, infrastructure management tools (then HP

OpenView), Applications (ORACLE Treasury) and Networking. Literally had to parachute into Uganda and

take over the project after the complete HP project team was rejected by the Customer – Had to re establish

Project baseline plans and relationships with the customer.

o As part of Bid Management, helped customers write RFPs, identified optimum Solutions, prepared responses to

RFPs, created Statements of Work (SoWs), submitted Proposals, defended Proposals and successfully

negotiated contracts.

o Managed large teams as well as subcontractor resources; maintained P&L focus; ensured high customer

satisfaction and drove high standards of delivery

o Took initiative to proactively manage region specific challenges towards bid and project management/delivery

within HP, including additional quality reviews

o At Vodafone Egypt, led HP Open View implementation recovery project. Resurrected and led project

implementation to completion within budget and ahead of schedule

o Delivered a Telecom Service Assurance project for the Etisalat Data Centre environment (2 data centres set up

in a failsafe environment across a 180km SAN across Abu Dhabi and Dubai)

o As Bid Manager, crafted solutions, proposals and presented bids for: Provisioning (ATM, xDSL) using HP’s

TeMIP BSC for STC (Saudi Arabia); IP Billing (with Portal Infranet) and Mediation (HP OV IUM) for Etisalat

IP Billing and Mediation project; IP Billing, Mediation and Service Delivery for ISP – Dubai Marina; ISP

Service Assurance, Service Delivery and Service Usage for startup ISP Nile Online, Egypt; Web Hosting and

Service Provisioning for Etisalat Internet Data Centre ; Security Assessment, Awareness and Training project

for STC, Saudi Arabia; SAN proposal to Etisalat for high end storage and data migration for Etisalat

eCommerce Portal development

Early career

Oman Computer Services (OCS), Oman 1986 2000

OCS is a Middle East System Integration company that represented SUN Microsystems in the region. Joined as a

Systems Analyst and progressed rapidly to Assistant General Manager (Services).

Project Management Advisor, IBM, Northern Province, South Africa 1/97 1/99

o Managed implementation at 45 hospitals. Deployed GUI based MEDICOM (30+ integrated modules) package,

ORACLE RDBMS on RS/6000 failsafe, distributed database environment

Project Manager, Omantel (GTO), Oman 1/95 1/97

o Implemented $ 4 M project Customer Services and Billing software at Telecommunications Operator

(Omantel/GTO). The TIMS software (Telecommunications Integrated Management System) package from

Ericsson Hewlett Packard was hosted on HP/9000 (T500) UNIX based platform, replaced legacy system on the

IBM 4300 series

Project Manager Hong Kong Baptist Hospital, Hong Kong 1/93 1/95

o Managed implementation of OCS’s Medical Systems MEDICOM product at the Hong Kong Baptist Hospital on

RS/6000's AIX, NOVELL and ORACLE software. Drew up Product/Package Development specifications for

what became eventually the MEDICOM product.

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Analyst / Sr. Systems Analyst, Oman 1/85 1/95

o Led Software Development Group for development in ORACLE RDBMS for three years

o Integrated Automotive Dealers Management Systems; Clinic Management System consisting of the Patient

Registration, Patient Medical Episode System, Laboratory System and The Billing and Sales Analysis System;

Bilingual (English & Arabic) Housing Information Systems; Tracking Utilities Bills, Budget Monitoring and

Pension Information systems

o As Senior Systems Analyst, Medical Systems helped computerize a 600 bed hospital, covering both the front

and back office

o As Systems Analyst, worked on an integrated Insurance Management system for the largest insurance company

in Oman, covered all classes of Underwriting, Claims, Reinsurance and Finance

Education & Professional Qualifications

BE Bachelor of Engineering (Electrical), VJTI, University of Mumbai 1978 1982

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