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Sales Management

Jamaica Plain, Massachusetts, United States
August 17, 2018

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Phyllis A. Dunn

One Louders Lane Jamaica Plain, MA 02130 617-***-****



IT Leader with 15+ years of experience (CIO, Bus. Dev., CEO, CTO, VP, Director, Consultant) developing strategic plans to meet goals; and providing a customer-centered approach to development, delivery, and implementation of enterprise infrastructure strategy, service delivery standards, and operational processes to improve IT services. Managed up to 150+ employees and led many international projects with $50M+ budgets. Provided strategic leadership for the planning and delivery of IT and services to support implementation. Have been responsible for winning new accounts as well as growing the business. Considered an expert at solution selling. In-depth knowledge of IT business processes, operations, and theory; and financial reporting, analysis, and budgeting. Expertise with IT systems features and integration capabilities, information architectures, workflows, report development and dashboard KPI metrics, and data analysis. Adept at business requirements analysis and systems design for Waterfall and Agile methodologies SDLC. Strong negotiating, communication, and project/program management skills. Unique background of Solution Selling and Technical and Business knowledge, and utilization of Salesforce (Sales Managers and CRM cloud ) in ensuring a deep understanding of consulting skills. I have completed coursework for PMIS and Agile. Certificate of completion of Cybersecurity with Cloud Computing and Software Architecture

I can perform in a fast-paced environment that is continually changing. Open to travel and can work independently as well as building a team.


Director, Information Technology 2009–October 2017

Massachusetts Department of Transportation (MassDOT), Boston, MA

Managed 10-member team is responsible for development and implementation of timely, practical, business-critical solutions in SharePoint,, and C#.

Managed 7-member team of database development and administrators in SQL and Oracle.

Managed 3-member team responsible for Business Intelligence Developing for data visualization on SSAS and SSRS reports.

Managed 9-member team of business analysts and information architects responsible for all MassDOT systems.

Develop an institutional IT roadmap and the long-term technology requirements to support analytics and data-driven decisions.

Built and develop a strong team with the right integration expertise, vendor management, and solution architecture align with internal practices and policies.

Lead large implementations and oversaw steering and communications regarding integration management, scope, time and schedule, cost, quality, resource management, communication to PM and technical team, risk, procurement, and stakeholder management.

Utilized on-premise and cloud computing environment. Align with the environmental factors to ensure scalability, security, reliability, and cost-effectiveness.

Implemented Agile and Waterfall technologies.

Led the develop of the Governance Documentation for SharePoint

Plan, design, implement and support applications across shared services Finance, HR, Legal, Risk Mgt, Procurement, Real estate, Auditing, and Performance Management.

Phyllis A. Dunn



Streamlined processes to increase productivity and improve decision making.

Lead application rationalization efforts in the Aeronautics Division to ensure portfolio delivered effective solutions.

Participate and help to establish PMO programs at MassDOT including post-project reviews, internal process initiatives, and ongoing improvement practices. Responsible for project revenue management and reporting.

Saved $100K+ annually by analyzing, researching, and recommending improvements to current systems and infrastructure through vendor contract negotiations.

Understand the customer business problems and needs and suggest solutions for implementation. Then responsible for successful implementation.

Have written proposals, contracts, and SOW’s.

Identified critical-success factors necessary to create value for multiple departments: gathered business requirements, documented process flows, and wrote and executed test plans and specifications for reporting and building new applications, helping to streamline business and meet business objectives.

Produced three-dimensional reports (Business Intelligence), scorecards, and graphs showing key performance indicators and milestones against plans.

Develop and implement procedures, methods, and processes to keep operational efficiency and mitigate risks to achieve team results.

President & Chief Executive Officer (CEO) 2003–2009

Send_U Direct, Boca Raton, FL and Boston, MA

Managed team who created a mobile marketing platform and text advertising applications.

Created continuous improvement procedures that built consensus; established performance and operational metrics; and defined customer business needs and requirements. Using Salesforce software.

Developed reliable and transparent communication system to ensure updated project team.

Collaborate with the global support team, operations, product and developers

Chief Technology Officer (CTO) 2001–2003

Centale, Fort Lauderdale, FL

Managed system design efforts for marketing product.

Analyzed technology industry trends to form organizational objectives, developed strategic plans to meet goals and established standard operating procedures. using Salesforce

Served as a significant team contributor in taking the privately held company public.

Senior Vice President, Professional Service Delivery & Sales 1998–2001

Viador, Santa Clara, CA

Managed $10M+ P&L; grew revenue from $1M to $3M in 15 months by penetrating new markets for state, federal, and local governments; and built $30M revenue pipeline.

Hired, trained, and managed 10-member Advanced Solutions Group, consisting of pre-sales and implementation activities. Proficient in Salesforce Software

Direct responsibility for customer interactions/communications while acting as a support liaison between customer, Product Management, R&D and Business units.

Work with the team on troubleshooting and determining the root cause of the issues, suggesting workarounds and solutions.

Phyllis A. Dunn



Increased sales closure rate of 26% and expanded reference accounts 40% through innovative customer support programs and sales cycle management.

Won the largest contract in company history from the federal government, which provided portals for student loan platform with 4M users nationwide.

Establish key influencer networks in critical accounts to penetrate business with a clear vision of success to enroll others in the concept.

Manage the escalation process within the support team; ensure best service level coverage, as well as providing ongoing, timely updates on new issues,

Provide technical training/mentoring on new product features, workarounds, and processes as needed.

Developed creative tactics for competitive advantage with service methodologies and products.

Established methodology and new marketing approach to rapidly deploy business solutions (twice as fast as the leading competition) through multi-skilled teams.

Served as a key contributor in taking company public by identifying future functionality to increase market position and by establishing public sector to give company competitive edge.

Adjunct Professor 1996–1998

Cambridge College, Cambridge, MA

Created and taught courses for graduate students: information technology, internet marketing, and business development; and rated by students as top department instructor.

Facilitate innovation and integrated solutions in support of teaching, learning research and administration through curriculum design and delivery,


The Boston Club, Board of Directors Member

The Fenway Community Health Center, Board of Directors Member


Project Management Institute (PMI)

International Institute for Business Analysis (IIBA)

COMTO (Conference of Minority Transportation Officials)


Computer Science, two years of classes toward B.S. degree (Pace University, NY)

Management Programs for Digital Equipment Corporation (Harvard University, MA)

Finance, Executive Management Program (Columbia University, NY)


Cooking, sailing, water, and bonsai gardening traveling and playing piano, trumpet, drums, and flute

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