Norman J. Qaji

**** ********** ***** **** **********, MI, 48322 (248) 207 - 8142

ac3912@r.postjobfree.com

SENIOR DIRECTOR - SOLUTION EXECUTIVE LEADERSHIP FOR STRATEGIC BUSINESS DEVELOPMENT

Thirty years in Business Operations/Management, Systems Integration and IT Transformation Professional Services business. Proven performance in technical systems engineering, business development & management, digital transformation solution consulting, IT service delivery, financial engineering and management, and organizational leadership. The past 30 years dedicated to business growth in multiple verticals, Infrastructure applications and business process services growth, enterprise level solution development and sales cycle leadership. Core strengths are business development & management, digital transformation, Infrastructure and applications services, innovative solution design, client/partner relationship development and consultative selling.

Develop business case(s) for CxO(s) with transformation journey aligned with Digital enablement (Cloud enablement, Agile DevOps, SOA/Micro Services Integration) and NextGen business/IT strategy.

Sell the business and complex technical solution to the client at the Board or Senior Management level.

Lead the cross-functional solution team in major/ complex digital transformation bids and for strategic accounts, ensuring that the solution embodies company win themes and differentiators.

Develop business case for clients seeking business and IT transformation to reduce cost and enable growth in core business.

Identify business requirements; evaluates concepts such as market timing, compelling event and problem identification to ensure that delivered solutions meet both short and long-term company and client business performance expectations.

Interface and participate in business development discussions across cross-functional teams and internal and external executive managements to ensure consistency in solution development and implementation.

Act as trusted advisor on business transformation and application of technology to the client post contract.

Responsible for developing a winning solution that exploits company strategies using input from appropriate stakeholders.

Lead the deal shaping and strategy development efforts for the integrated bid; making certain that the integrated proposal meets the client requirements, and ensuring the integrity of business for the company.

Within the solution team, assume a coaching and coordination responsibility towards the solution managers and other Line of Service (LOS) and functional staff.

Oversee the detailed solutioning process from an architectural point of view. Ensures that feasible cost models exist for the integrated solution and facilitates pricing exercises.

Responsible for presenting the integrated solution to CxO(s) in formal presentations, questions and answer sessions, and on reference visits.

Provide leadership and strategic guidance during the solution development process to ensure bridging of the gap between business problem faced by client and benefits available from company solutions and services. Translate customer requirements into operational strategies associated with each solution and offering to ensure client needs are met in a cost-effective and timely manner.

Integrate and validate the technical solutions from all parts of the company to ensure technical soundness of the integrated solution.

Consistent over-achievement on revenue performance against business goals:

$150M - $750M in multiple complex outsourcing opportunities involved Cloud migration, Mobility, Big Data, BPO, ITO and Applications Integration/ Management services across Public sector and Commercials: Manufacturing, Transportation, Insurance, Healthcare, Banking, Travel & Hospitality, and Life Science. Commercial industry experience spans over 25years

Multiple $100M opportunities in Public Sector (US and UK government agencies) IT services included ERP Application Development, Integration and Management. Public Sector industry experience spans 5+ years.

Retained a solid experience in digital global technical and business development strategies including multinational, with development of Multi-layer applications and complex IT architecture for large enterprises enabled my professional profile to become technically diverse in bleeding-edge technology. Also, Co-developed an on-shore and off-shore competitive delivery organizations to meet business needs and improve revenue margins.

Developed costing models for new service offerings such as XaaS-based on hybrid delivery models, operations efficiency and healthy. Actively identifies opportunities to assist peers regionally and globally in area of expertise (e.g., writing white-papers) Client/customer relationship.

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PROFESSIONAL EXPERIENCE

COGNIZANT TECHNOLOGY SOLUTIONS (CTS), MULTI-Services Integrations: Jul 2015 – Present

Senior Director - Enterprise Architecture, Global Strategic Business

As an Enterprise Service Architect working with stakeholders – Cognizant leadership, client leadership, building a holistic and an integrated view of the client organization's strategy, processes, information, and information technology assets. It involves processing this knowledge and ensures that the client’s business and Information Technology (IT) are in alignment. As part of the business engagement, retain critical role in linking the business mission, strategy, and processes of the client organization to the IT strategy, and documents this using multiple architectural models or views that show how the current and future needs of the client organization will be met in an efficient, sustainable, agile, and adaptable manner. Help clients through their journey from ideation to execution creating win-win solution.

Architected and Executed solutioning for complex deals involving multiple service lines and technical domains as part of RFI, RFP and informal deal processes, leading a cross functional team of tower experts drawn from their respective domains to drive alignment of solution deliverables to client objectives and initiatives including defining an integrated Operating and Governance Models.

Enabled Cloud migration strategy and solution execution (planning, transition, transformation and management by leveraging AWS and Azure partnership.

Engaged collaboratively with clients, intermediaries and internal Cognizant technical experts to build high impact solutions. Drive structured deal making by providing consultation to key clients in defining or designing business processes, functions and organizational structures, as well as in researching, identifying and internally marketing enabling technologies based on customer requirements.

Defined solution vision and direction building on synergies and benefits across service lines and technologies

Envisioned a transformation roadmap that aligns with the strategic and tactical direction of the client

Drove the translation of complex business initiatives into innovative business-technology solutions and ensure consistency across traditional solution boundaries.

Interacted with Business Stakeholders and Project Managers to understand inefficiencies in clients’ existing business processes and applications and recommend solutions

Provided expertise on commercially structuring deals so as to differentiate from the competition

Guided clients on change management and risk management as part of the deal process

Developed transformation business cases for Fortune 100 companies involving Infrastructure and Applications transformation, automations and Agile DevOps.

COMPUTER SCIENCES CORPORATION (CSC), Global Infrastructure Services (GIS): Jan 2014 – Jul 2015

Senior Principal Solution Executive, Complex and Strategic Business

Lead large and complex global pursuits with focus on new business growth and retention of existing business by providing solution development, competitive costing, commercial proposition integration and business case alignment of GIS solutions supporting client business, applications and/or information technology environments. Solution scope includes ongoing delivery of services, services startup and transition, initial people, technology and process transformation as well as ongoing refresh, meeting client's specifications, strategic direction, technology context, and business needs

Managed all aspects of solution development, architecture and management processes from concept ideation through development, launch and maintenance. Interfaces with development, account and executive management to develop and grow their portfolio of solutions and offerings and to increase company productivity and profits.

Promoted use of strategic solutions and offerings by the business development community and provides support to sales/proposal teams during the launch phase of the life cycle. Participates in solution selling activities to ensure that marketing plans align with sales and launch plans.

Provided leadership and strategic guidance during the solution development process to ensure bridging of the gap between business problem faced by client and benefits available from company solutions and services. Translates customer requirements into operational strategies associated with each solution and offering to ensure client needs are met in a cost-effective and timely manner.

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Researched existing business environment including trends, best practices and company preferred architectural frameworks and alliances to ensure company services match business trends. Suggests appropriate upgrades or relevant solutions to enhance company competency in meeting changing business needs.

Interfaced and participated in business development discussions across cross-functional teams and internal and external executive managements to ensure consistency in solution development and implementation.

Facilitated reduced risks to client and company; manages solution profits and losses; participates in solution business plan creation; monitors solution financial performance against plan; assists in preparing financial models to ensure that client interests are met.

Identified business requirements; evaluates concepts such as market timing, compelling event and problem identification to ensure that delivered solutions meet both short and long-term company and client business performance expectations.

HEWLETT-PACKARD (HP), Enterprise Services: Sep 2010 – Jan 2014

Solution Architect/Lead, Public Sector (U.S. Federal, State, local, Education)

Selected to lead large, complex and strategic ($50M - $300M) pursuits focused on Applications services offered by Applications Business Services group. Architected and managed a complex and strategic technical solution, costing model and PMO planning to meet the customer's requirements.

Proven records of successful technically sound, competitive and profitable solution.

Consistent strong performance in exceeding individual and team goals.

Developed strategic approach to engage and manage solution partners.

Consistent retention of revenue growth based on individual and team goals.

Successful application of creative and strategic solutions to secure new standards and custom business in space of mobility computing

Advances opportunities through the use of effective consultative selling techniques and effective negotiations with customer executives to understand and accept content of the technical solution and supporting financials.

HEWLETT-PACKARD (HP), Enterprise Services: Mar 1996 – Sep 2010

Lead/Senior Solution Architect, Commercial industries (Manufacturing, Transportation, Transportation, Banking, Insurance, Medical Products)

Selected to lead 20+ complex and strategic pursuits in ranging in Total Contract Value (TCV) $75M - $750 involving a combination of ITO and Application Management service. Developed a hybrid delivery model across the globe to provide best business value for the clients and maintaining healthy financial margins. Optimized a solution's fit to the requirements of an opportunity plus the broader customer’s IT strategy. Identified the growth path, scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning.

Assisted with Transformation Strategy (design/build/transform).

Responsible for approvals and decisions representing the managed services towers.

Mentored and managed virtual teams of Solution Architects and Due Diligence Consultants.

Worked with the Engagement Teams in technical solution development, costing modeling and SOW development.

ELECTRONIC DATA SYSTEMS (EDS), Troy, MI.: Dec 1988 – Mar 1996

Principle Systems Engineer, Applications Services Outsourcing

Managed and mentored team of 30 Systems Architects involved in Development and implementation of multi-layer applications architecture in a distributed environment. Implemented Lean Software Development methodology across multiple industries with efficiency gain of 25% - 30% in applications development cycle. Also, developed middleware for application performance management to monitor and reports applications performance in the enterprise.

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Assisted clients in providing right-sizing techniques, for migrating legacy systems to multi-layer application environment

Developed and implemented distributed systems management for corporate applications.

Developed documentation and procedures for utilizing UNIX workstations and data communications methods between CAD/CAM Engineering Work Stations (EWS) and IBM Mainframe.

U.S. NAVY, PORT HUENEME, CA. Jun1987 – Dec 1988

Software Engineer, Department of Defense.

Recruited to work in Advanced Computer Programming Branch responsible for independent validation and verification of systems integration software for Cruise Weapons Systems installed on US. Navy Fleet. Developed systems test cases and monitored computer program configuration management

Developed support and simulation programs to perform independent testing and problem resolution for Combat Direction System.

Knowledgeable with military software development methodology.

Developed software quality assurance standards and configuration management processes

STRENGTHS, SKILLS, CETRIFICATIONS

Strengths: Skills:

Digital Enterprise system architecture ü Business solution development

Business opportunities lead ü Applications Architecture and Management

Transition and transformation execution ü Applications integrations and consulting

Enterprise technical and business solutions architect ü ERP Integration and management: SAP, Oracle EBS

Profit and loss analysis ü Micro Services & SOA Architecture, consulting and integration

SLA and contract negotiation ü Risk assessment, planning and management

Team leadership and communications ü Program and Project Management

Procurement management ü Contract negotiation

Certifications:

Agile Certified SCRUM Master ü ITIL foundation

Business and IT Risk Management ü Program and Project Management (trained)

EDUCATION

(MBA) Global Business Administration, Lawrence Technological University, Southfield, MI.

(M.S.) Computer Engineering, Wayne State University, Detroit, MI.

(B.S.) Electrical and Computer Engineering, Wayne State University, Detroit, MI.

SENIOR LEADERSHIP SKILLS

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