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People-focused and results-oriented EXECUTIVE

Alexandria, Virginia, 22314, United States
February 16, 2018

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Alexandria, VA *****; 302-***-****;


Catalyst passionate about helping businesses improve performance. High-energy, people-focused and results-oriented executive with proven skills in driving performance. Significant global business experience in strategic marketing, market development, professional sales and corporate legal. Track record of building, engaging and leading successful and highly-motivated and diverse teams.


Business Performance Development

Client Acquisition & Retention

Strategy Development & Implementation

Global Strategic Marketing

Effective Team & Talent Management

Leadership Development


PeopleView Legal Business Advisors (Washington, DC Metro) April 2016 – Current


Leading role for an advisory firm helping law firms, their clients and corporate legal departments improve business performance. Responsible for helping clients drive business performance by developing and implementing law practice management, growth strategies, client-service models, client acquisition & retention, equity models, business assessments, leadership & team development, plus professional speaking.

Thomson Reuters (Washington, DC Metro, USA; Baar, Switzerland; MN, USA; NY, USA) December 2002 – March 2016

World’s leading source of intelligent answer-focused information for business professionals in a host of industries, including Legal, Financial, Tax, Risk Management, Intellectual Property, Pharmaceutical, Scientific and Academic. Business units include Legal, Financial & Risk, Tax & Accounting, IP & Science and Reuters News.

Vice President, Culture & Business Transformation, IP & Science, Alexandria, VA January 2015 – March 2016

Newly created role in Global HR to drive culture transformation agenda in the IP & Science business unit, partnering closely with stakeholders across the business and in alignment with wider Talent & Development initiatives.

Key achievements:

§ Developed and implemented culture transformation strategy for IP & Science business unit through the roll-out of culture and change interventions, engagement workshops and ongoing reinforcement

§ Delivered values and culture workshops in person to 600 employees globally; exceeded employee population saturation target of 20% (25.6%) for business unit

§ Achieved formal certification as a Senn Delaney values & culture facilitator

§ Supported team effectiveness and other L&D initiatives, especially supporting the global sales function

Vice President, Market Development, IP & Science, Alexandria, VA August 2013 – January 2015

Role to lead team to develop and implement global programs to drive sales and revenue growth.

Key achievements:

§ Achieved $29M in annual sales and $87M in annual global renewals (exceeded global renewal goal by $1M)

§ Developed and managed global all-access content program achieving $18M revenue on $16.8M target

§ Managed online strategic partners producing $12.5M annually; expanded markets for online offerings

§ Implemented new global renewal model and tools; designed and implemented programs to enter emerging markets; bridged business and functional areas to drive sales and renewal performance

§ Supported securing complex deals and crafting unique solutions meeting customer needs

Vice President, Business Segment, IP & Science, Alexandria, VA January 2011 – August 2013

Newly created role to develop business sales strategy and operating mechanisms to achieve business unit strategy.

Key achievements:

§ Designed and delivered strategic marketing programs to drive sales and improve retention; exceeded goals

§ Liaison to remove sales obstacles and support go-to-market strategy

§ Developed and executed channel strategies to leverage adjacent BUs to expand market in Life Sciences

§ Optimized field and customer voices by developing a global field advisory forum

§ Managed reseller relationships with global partners to expand addressable market

Senior Director of Governance, Risk & Compliance Strategy, Thomson Reuters Global Resources, Baar, Switzerland August 2008 – January 2011

Role to design, implement and govern global compliance for Governance, Risk & Compliance business.

Key achievements:

§ Managed assets satisfying stringent business compliance requirements, including contracting, risk management, protecting intellectual property, transfer pricing, aligning with BU on strategy and product development

§ Lead for acquisitions, including transferring of internal corporate assets, including strategy, due diligence, valuation and procurement of intellectual property and technology assets

§ Secured new industry content for asset development

§ Recruited, managed and developed top talent; created global short-term assignment program

Senior Director of Strategic Marketing, Solo & Small Law Firm Segment, Legal, Eagan, MN December 2006 – August 2008

Role to lead and manage segment product portfolio, including online and print/cd offerings for 55,000 customers.

Key achievements:

§ Designed and executed segment platform strategy (State Select, $33M ACV), plus practice area initiatives

§ Developed and implemented programs for customer acquisition and retention

§ Spearheaded development of new print/cd cross media contracting/delivery mechanism (West Complete)

§ Managed $35M segment print discount program (WestPack)

§ Led development of sales tools, including online proposal generator, plus a lead generation system with predictive modeling indicating customer willingness to spend

Director of Strategic Marketing, Corporate Segment, Legal, Eagan, MN September 2004 – December 2006

Role to lead corporate segment strategic marketing function focusing on driving customer acquisition and retention.

Key achievements:

§ Developed and implemented sales and retention strategies and programs; exceeded sales and revenue targets

§ Designed, launched and enhanced segment leading product platform (Westlaw GC)

§ Developed new customer lifecycle model to drive retention; developed upsell (no/low) program

§ Partnered with and removed obstacles for sales and product groups to drive growth, deal strategies, pricing

§ Developed sales tools, including industry pitch book, plus online proposal generator

§ Co-developed compliance strategy leading to GTM for new 50-state insurance survey offering

Regional Sales Manager, Corporate Segment, Legal, New York, NY December 2002 – August 2004

Role to lead East Coast multi-state corporate sales region to drive growth.

Key achievements:

§ Turned around under-performing sales region to achieve 125% of annual sales goal within 12 months

§ Drove retention and upsell performance with sales region programs; Removed sales obstacles

§ President’s Club (2003); Corporate Sales Manager of the Year (2003)

IQ Consulting Group (Princeton, NJ, USA)

April 2001 - November 2002


Role to work with clients for consulting firm focused on business development and operational efficiency.

Key achievements:

§ Provided business consulting services to help clients drive new business

§ Focused on business development, operations, corporate legal, knowledge management, marketing and sales

§ Instructor for graduate MBA course: Business Law, University of Phoenix

Redwood Partners (New York, NY, USA)

October 1999 – March 2001

Chief Operating Officer & General Counsel

Role to operationally manage business for niche executive recruiting firm in new media, technology and marketing.

Key achievements:

§ Drove annual revenue from $2.5M to $5.1M; managed day-to-day activities

§ Created compensation/benefit plans, work-flows, research db; managed corporate legal; recruited for COO and CMO positions; re-allocated resources to increase performance and reduce costs

§ Led due diligence effort in merger with international firm; successfully integrated business

§ Active in NY New Media Association, InfoTech and Executive Search Roundtable (Board Director)

Russell Reynolds Associates (New York, NY, USA)

April 1998 - September 1999

Research Manager

Role to manage HQ research function for leading global executive recruiting and consulting firm currently with 45+ offices and 370+ consultants specializing in senior positions in financial services, legal, consumer goods, healthcare, technology and HR.

Key achievements:

§ Directed research function; developed new strategy and org; managed professional research center staff of 10

§ Aligned research processes with all phases of executive search; created electronic ad hoc research desk; created unsolicited resume process; implemented electronic record management retrieval system

§ Maintained vendor contracts and relationships (e.g., LexisNexis, Factiva/Dow Jones Interactive, OneSource, InvesText, D&B, Dialog); maintained HQ hard copy collection of 2,500+ resources; managed $2M budget LexisNexis (NY, USA; IL, USA; OH, USA)


August 1988 – March 1998

A leading global provider of content-enabled workflow solutions designed specifically for professionals in Legal, Risk Management, Corporate, Government, Law Enforcement, Accounting and Academic markets.

Regional Sales Operations Manager, New York, NY, USA February 1997- March 1998

Role to lead all sales operations efforts for East Coast multi-state business information region.

Key achievements:

§ Managed professional sales operations team and initiatives for $120M information services sales division

§ Developed new org creating 12-member professional multi-state research consulting services team

§ Liaison to corporate HQ for HR, licensing, legal, technology, marketing and pricing

§ Held concurrent position as Branch Sales Manager to develop and launch new $14M NYC sales region

Corporate Counsel Consultant, Chicago, IL, USA

July 1995 - February 1997

Role to provide industry-focused legal and business information advisory services to corporate legal customers.

Key achievements:

§ Established corporate legal market in $27M regional territory; defined addressable market; developed and implemented strategies to secure growth; exceeded targets

§ Provided customers industry developments and research best practices in Insurance, HR, Labor & Employment, Competitive Intelligence, Healthcare, Pharmaceuticals, Airlines and Aircraft Manufacturing

§ Active in all phases of sales and consulting processes, especially closing complex deals; developed customized global customer training programs for GCs and corporate legal departments

§ Company representative and research expert at ABA meetings and the 1996 Democratic National Convention

Legal Product Manager, Miamisburg, OH, USA

September 1992 - July 1995

Role to develop, manage and enhance specialized online legal offerings for targeted global legal markets.

Key achievements:

§ Created and marketed legal and business information products/services, including specialties in Labor/Employment, HR, Insurance, Litigation, Federal Sentencing and Current Awareness; company representative at national meetings for ABA, ATLA, AFL-CIO; led national launch of complex litigation automated docket solution for courts; exceeded targets

§ Developed new Pensions & Benefits specialized library; launched and marketed solution; national presentations

§ Maintained licensor relationships for legal and business information products and services Legal

Product Specialist, Miamisburg, OH, USA

February 1990 – August 1992; Marketed online products and services; conducted national customer presentations.

Senior Documentation Analyst, Miamisburg, OH, USA

August 1988 – January 1990; Managed division filing system; supervised staff; taught legal research and writing.


Certification as a Senn Delaney values and culture facilitator (2015; intense selective program to be authorized facilitator of workshops); Vice President, Culture & Business Transformation, Thomson Reuters, IP & Science

Corporate Award of Excellence – Nomination (2010; leading both developing and implementing new global corporate compliance model); Senior Director of Governance. Risk & Compliance Strategy, Thomson Reuters Global Resources

Corporate Award of Excellence - Nomination (2007; leading team to develop, launch and maintain segment product platform “State Select”); Senior Director of Strategic Marketing, Solo and Small Law Firms Segment, Thomson Reuters, Legal

Corporate Award of Excellence - Nomination (2005; leading team to develop, launch and enhance segment product platform “Westlaw GC”); Director of Strategic Marketing, Corporate Segment, Thomson Reuters, Legal

President’s Club for 2003 sales performance (top sales performance); Corporate Regional Sales Manager of the Year for 2003 performance (top sales performance); Regional Sales Manager, Corporate Segment, Thomson Reuters, Legal

Region Leadership Award (1997; excellence in global leadership); National Business Information Services Superstar Award (1997; excellence in partnership internally and with customers); Regional Sales Operations Manager, LexisNexis


Graduate Legal: University of Toledo College of Law; J.D.

Graduate: University of San Diego, Paralegal Program, Focus: Litigation; Graduate Certificate

Undergraduate: San Diego State University, B.A.: English, Political Science, History

New Jersey State Insurance: Property & Casualty, Life and Health Licenses

Values & Culture Facilitation: Senn Delaney Values & Culture Facilitator; Certified

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