Manager Project
Resume:
Gary Crosby
Bid Management and Business Development Professional
abvm60@r.postjobfree.com
Summary
Goal-oriented leader with 30 years in technology equipment and services
developing, documenting, marketing and selling products and services that
deliver tangible business benefits. Lead and manage comprehensive
outsourcing pursuit campaigns for global and government clients with total
contract values of $50M to $1B, including infrastructure and application
transformation for Oracle, SAP and other enterprise class environments.
Consistently conceives creative, customer-centric solutions, while keeping
pursuit teams focused, motivated and productive. Managed winning pursuits
of $350M in last five years. Managed $50M + winning proposal effort in
first assigned deal at T-Systems. Pioneered creation of Vodafone North
American bid center.
Experience
Senior Bid Manager at T-Systems North America
December 2010 - December 2012 (2 years)
Managed production of $50+ million winning proposal, at the time, the
largest deal in the pipeline. Responsible to provide project coordination,
bid management, and approval process preparation. This role is also
responsible for driving multi-million dollar bids within own responsibility
as well as coordinate team logistics, communications, and document
management procedures. Additionally, the Bid Manager supports the team in
bigger bids in managing the bid schedule, monitoring the budget, and
ensuring the on-time completion of tasks. As a comprehensive, strategic
outsourcing function, most bids included ERP transformations for SAP and
Oracle environments.
Global Bid Manager at Vodafone
September 2008 -February 2011 (2 years 6 months)
-Manage global proposal production for managed mobility customers,
including bid strategy, staffing, review and delivery -Maintained 90%+
resign rate and 70%+ capture rate
-Established proposal life cycle management governance, processes and
procedures -Developed bid audit and postmortem procedures -Created e-
auction bidding procedures -Managed backlog averaging 8-10 projects -Closed
deals at Google, Air Liquide and JPMorgan.
Hewlett Packard
August 2003 -August 2008 (5 years)
Project Manager
Managed and supported multiple high profile projects ? Pioneered new,
remote project management model ? Managed development of CS "Process
Playbook"
Managed Services Principal (acting)
Lead pursuit for global SAP IT outsourcing program.
Repair and manage customer relationship.
Recruit and manage full pursuit team, including Technical, Legal, Finance
and Transition.
Mentor junior SA in working across geographies and business groups.
Engagement Manager
Exceed objectives by managing winning outsourcing pursuit campaigns in each
of three years with TCV in excess of $250M.
Develop value proposition, win themes, messaging and sales strategy and
call plans.
Manage staffing, track P&L and bid costs - developed and executed plan
saving $6,000 in pursuit costs per week.
Negotiate outsourcing agreements with customers, delivery partners and
industry advisers, such as Oracle and TPI.
Achieve 50% win rate.
Proposal Manager
Produce proposal responses adhering to customer requirements and HP
standards -average proposal value of > $300M.
Analysis RFP requirements and break down RFP into required response
templates.
Facilitate and document story-boarding, manage response writing
assignments, time-line and version control.
Finalize the proposal response and submit to the customer.
Principal at The Blizzard Group
August 1990 -July 2003 (13 years)
Implement multiple IT and document management projects for firms such as
IBM, DIGITAL, Compaq, and The Hartford.
Manage proposal effort for $1B financial services desktop outsourcing
program.
Deploy $1M SUN/Documentum/Weblogic infrastructure as a shared service,
including vendor selection and management, project management, staffing and
change management.
Manage re-hosting of customer facing Success Stories web portal from VMS to
Windows platform.
Project manager for the DIGITAL Broadcast Network, an internet push
platform and WSRS, a web statistical reporting system.
Develop and implement change control for shared document management service
Senior Marketing Manager at Concurrent Computer Corporation
May 1989 -September 1990 (1 year 5 months)
Developed and implemented commercial channel strategy
Researched and wrote distribution channel analysis
Developed and delivered commercial sales training
Director, Sales and Marketing at Wonder Corporation
August 1987 -April 1989 (1 year 9 months)
Managed sales and implementation efforts for numerous networked multimedia
projects
Developed functional requirements and specification for multimedia mail
system
Published design and functional specification for state of the art FAX mail
system.
National Account manager at Equatorial Communications Company
July 1985 -March 1987 (1 year 9 months)
Closed $40 million satellite communications network contract
Managed the roll-out of satellite based communication systems
Managed joint sales and marketing initiatives
Industry Sales Manager at Data General
May 1981 -June 1985 (4 years 2 months)
Grew transportation business sector by over 500%
Directly contributed to over $40 million in new revenue
Negotiated numerous joint marketing and technology sharing agreements
Marketing Manager and Sales Representative at Honeywell Information Systems
July 1977 -April 1981 (3 years 10 months)
Closed networked system contracts
Developed product requirements
Managed proposal efforts
Sales Administrator at Data General
June 1974 -January 1976 (1 year 8 months)
Managed sales backlog
Audited European sales activity
Supported 120% territory sales volume growth
Education
University of Massachusetts at Amherst -Isenberg School of Management
MBA, IT, Marketing, 1975 -1976
Worcester State College
BA, Business, History -Double Major, 1970 -1974
Activities and Societies:
Phi Alpha Theta honor society
Visiting Faculty, University of San Francisco
Guest Lecturer, Arizona State University
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