Engineering and Operations Executive
Resume:
Maria Teresa Randall
Roseville, California H916-***-****
www.linkedin.com/in/mariatrandall *************@*****.***
SUMMARY
Top performing global executive leader with extensive experience in building and leading innovative programs and organizations in Fortune 500 companies. Proven leader in IOT solution development and deployment via complex, cross-functional team environments. Experience includes driving solution and product delivery to the field with effective Go-to-Market strategies, Sales Enablement and Pricing Strategies.
PROFESSIONAL EXPERIENCE
Northrop Grumman, McClellan, CA
Senior Software Engineering Manager (JAN 2017 - PRESENT)
Responsible for growing and leading an expert team of Software Tools Developers, System Administrators, Cyber and Encryption Architects and Network Engineers to support major Mission Systems Engineering Development Programs. Additional responsibilities include serving as the Northern California Representative responsible for driving best-in-class application development utilizing Agile/Scrum, UX design, Automation, and DevOps processes.
Unemployed, Roseville, CA
Laid-off due to massive organizational restructuring of HPE (JULY 2016- DEC 2017)
Hewlett Packard Enterprise, Palo Alto, CA
Senior Director Solution Development, Operations and Sales (NOV 2014- JULY 2016)
Built a new organization from the ground up to design/develop, market, train, sell and support solution products and services across all account models (Global, Commercial, SLED, SMB & Service Provider) and vertical industries (Healthcare, Communications Media & Entertainment, Retail, Financial Services, Telecom, and Manufacturing). Solution specification development included IOT, IaaS, PaaS, and SaaS for our Service Providers and adherence to regulatory and compliance requirements. Also responsible for Go-To-Market strategies including Strategic Channel Partnerships, Sales & PreSales Enablement, Pricing (discounts, bundles, SPIFS) and tracking via SalesForce.com.
Key Results:
Hired new staff and built the organization
Developed best-in-class project management office, PMO, project lifecycle criteria, enablement tools, Solution Portal, and financial tracking dashboards. This work has been defined as best in class and has been leveraged globally.
Developed Sales Training collateral and trained Account General Managers (AGM), Executive Account Managers (EAM’s) and Account Chief Technologists (ACT’s), and Solution Architects (SA’s) and Partner Business Managers (PBM’s) on solution selling
P&L responsibility $55 Million per year.
Designed, tested and deployed over 37 solutions and services with revenue per solution of $50M to $250M
Conducted market analysis for go to market strategy development
Developed (via influencing skills) a dotted-line Solution Program Network of over 90+ members to help with solution development
Developed a sales pursuit strategy around Target (Lighthouse) Accounts to increase sales traction and awareness of solutions
Developed the first Solution Product Marketing roadmap
Designed a Channel Partner Incentive program for Solution Selling for Platinum and Gold Partners
Developed Channel Partner dashboards for the AMS Sales teams.
Director Global IT Presales (NOV 2012- NOV 2014)
Leader of a Tactical SWAT team responsible for obstacle removal at Global customer accounts in the AMS, EMEA and APJ providing business and technical consultation.
Key Results:
20% YoY influenced revenue growth
50% YoY growth in win rates - reached 80% win rate
Responsible for the development of custom applications for migrations to the cloud
Assisted IT Account Teams in responding to complex RFP’s
Acting Vice President Global Presales (JULY 2013- JAN 2014)
Led the WW Headquarter Presales Organization (350+ headcount) until a new executive was hired. Mission was to help sales team’s close strategic business.
Key Results:
Developed a comprehensive Global Services Handbook for the purpose of ramping-up our new leader in addition to using it as a Marketing tool for our service offerings.
20% reduction in operating costs
Managed $125M operating budget
Director WW Presales Shared Services (NOV 2010-NOV 2012)
Led a senior level team to support Go-To-Market global readiness for new product launches.
Built 3 global IT Demo Solution labs (Houston Texas, Shanghai China, Grenoble France) with state-of-the-art hardware, software, networking and security for 24X7 demo delivery.
Created/delivered global solution demonstrations for hardware and software products
250% YoY growth in “Live Demo” delivery services with influenced revenue in excess of $600 Million.
Developed a strategic plan for Cloud presales readiness for demos, training, collateral, tools, migrations, reference architecture, proof of concepts (POC’s), Quote to Cash and end-to-end presales process mapping.
$6.1 Million in annual savings, which was a 40% cut, obtained by creating a new Global Datacenter Equipment Utilization Model
R&D Systems Integration & Testing Senior Manager I and Manager II (NOV 2000- NOV 2010)
Accountable for HP Storage product development, quality and certification testing with 3rd party applications, partner management (VMWare, Citrix, Microsoft, Redhat, Sun, IBM, Oracle Veritas/Symantec & Hitachi Data Systems), performance characterization. Also responsible for all Storage R&D business operations, hardware inventory and test datacenter management.
Established the first Storage Test CoE
Reduced Test escapes to less than 0.1% by re-engineering processes
Created and implemented an off-shore testing program in Bangalore, India and Boeblingen, Germany reducing operating expenses by 50%.
Developed and implemented automated testing
30% YoY growth of Interoperability Support Matrix with no additional headcount.
Managed L3 Escalation team for interoperability root cause analysis
ADDITIONAL RELEVANT EXPERIENCE
Hewlett-Packard, Roseville, CA
IT Datacenter Manager
IT Program Manager
US Army Corps of Engineers, Sacramento, CA
Special Operations Assistant to the Chief of Engineering Division
Design and Construction Program Manager
Value-Engineering Manager
Electrical Design Engineer
Electrical Construction Inspector
EDUCATION/TRAINING
Master of Business Administration, Finance & Organizational Behavior
California State University, Sacramento, CA
Bachelor of Science, Electrical & Electronics Engineering, (Power Engineering)
California State University, Sacramento, CA
50 Semester Hours Coursework in Engineering
University of Redlands, Redlands, CA
PROFESSIONAL DEVELOPMENT
Certificate of Completion – Executive Strategic Leadership Training
Harvard Business School
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