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Manchester-by-the-Sea, Massachusetts, 01944, United States
December 12, 2018

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Mark J. Allen

Revenue Growth Strategy & Innovation Operations

A Growth Driving Operations Officer and Business Leader Senior executive with over twenty-two years of experience in operations, strategy, P&L ownership, digital transformation, and innovation. Specialization in digital consumer engagement.

• A strategic, yet pragmatic, visionary who drives cross-organization alignment to strategic market positioning, differentiated customer and business value propositions, focused and tangible business objectives, and a tactical path to execution

• Proven track record of driving year-on-year business growth through creation of high-performing cultures that embrace change, drive client stewardship, and promote learning

• A digital strategist who delivers award winning solutions that impact top-line growth, bottom- line savings, and drive brand advocacy

• An expert at structuring and delivering large multi-vendor programs using near-shore and off-shore delivery models, user-centered design, Lean Startup and Agile based methodologies

• Over ten years of international sales and delivery experience (eight years based abroad)

• Experienced in a breadth of industries including: healthcare, life sciences, retail, automotive, telecommunications, hospitality, and financial services Revenue Growth Strategy & Innovation Operations

Account Expansion

Client Stewardship

Recurring Revenue

Strategic Alliances

Portfolio Strategy

Consumer Engagement

Go-to-Market Strategy

Co-creation & Ideation

Digital Transformation

Business Planning

Global Delivery Excellence

Culture & Team Building

Business Simplification

General Management

Cost Cutting

Operations and Strategy Leadership Experience

Chief Operating Officer

Earley Information Science


• Go-to-Market Strategy: Rebranded Earley Information Science as a specialized information agency creating a unique positioning that minimizes competition from traditional system integrators and agency networks

• Account Expansion: Engineered a culture of client stewardship by building an Account Management practice that drives client partners to focus on high-value relationship-building activities. This has resulted a 35% increase in portfolio sizes

• Recurring Revenue: Shifted the company’s service offerings to a services model consisting of strategy, execution, and business-process-outsourcing services. This increased recurring revenue by 300% the-Sea, MA


• Innovation: Defined the company’s AI / ML customer value proposition and go-to-market strategy generating over $4m of new pipeline

• Business Simplification: Implemented a forecasting solution that provides a single view, and system-of-record, of recognized and forecasted revenue across all sales stages. This has drastically improved forecast accuracy while reducing operational effort by 50%

• Cost Cutting: Aligned sales, marketing, delivery, and account management functions to a unified set of company objectives articulated through a quarterly plan. Non-performing and non-aligning activities were eliminated. Reduced marketing budget by 15%

• Revenue Growth: Accountable for the overall book of business, pipeline progression, revenue forecasting and planning. Built the strongest six-month rolling pipe in the company’s history

• Coaching & Mentoring: Advised and coached sales team during weekly 1:1 hands-on working sessions

Managing Director, Digital Transformation

Accenture Digital


• Digital Transformation: Drove the strategy, structure, and delivery of large, global digital transformation and IOT programs for top-tier healthcare, hospitality, and life sciences clients including Kaiser Permanente, Carlson Hotels, and Roche

• Organizational Design: Drove client alignment to new operating functions, teams, and roles required to support new digital offerings

• Business Planning: Modeled client operational costs, capital costs, net new sales, and increased revenue per customer

• Team Building: Formed integrated, cross-domain, delivery teams tailored to each client’s environment leveraging expertise and resources from Accenture’s practice areas

• Board Level Communications: Drove board level alignment for new client business and investment models




• Go-to-Market Strategy: Drove the transformation of Medullan’s go-to-market positioning and client-value-proposition. Repositioned the near-shore healthcare development firm to a digital healthcare innovation agency resulting in a 2X win rate increase

• Innovation: Co-led the design, construction, and rollout of Medullan’s “Lean Innovation” methodology (based on Lean Startup) creating clear market differentiation for Medullan

• Revenue Growth: Built and ran a practice that provided digital product innovation to healthcare payers tripling Medullan’s active client base in five months. Key clients included Humana, Cigna, Anthem, Aetna, and the BCBS Federal Employee Program Practice Leadership and Portfolio Development Experience Vice President Client Services, Healthcare & Retail Practice SapientNitro


• Revenue Growth: Transformed a set of challenged accounts into a portfolio of global accounts yielding 35+% year-over-year growth. Key clients include Dunkin Brands International, Philips Healthcare, and United Technologies Corporation

• Delivery Excellence: Led the sales, strategy and execution of leading-edge digital marketing campaigns (deployed in over five countries) that won six industry awards

• Digital Transformation: Implemented channel growth strategies for clients resulting in new client revenue streams and increased cart sizes. Deployed mobile applications, digital menu boards, e-commerce, online ordering, and loyalty programs enable a 360-degree view of the customer Client Executive, U.K. Retail & Telecommunications Practice SapientNitro


• Revenue Growth: Managed UK’s largest portfolio of $25m. 2011 recipient of Sapient’s Chairman’s Award for outstanding achievement in account portfolio growth, revenue, margin, and delivery leadership

• Account Expansion: Grew a $300k relationship with Telefonica UK into a $20m per annum account, one of Sapient’s top ten accounts globally

• Team Building: Managed a team of over 250 resources across three countries. Continually optimized the team and delivery methodologies to maximize quality and margin

• Coaching and Mentoring: Hands on coach and mentor to large, complex deals and operational best practices. This enabled the scaling of Sapient’s UK portfolio to be the largest and most profitable in the company

• Business Planning: Trailed expansion of Sapient’s Global Distributed Delivery model into China as an additional offshore delivery location

Director Global Programs, Automotive Practice



• International P&L Ownership: Built a $10m+ portfolio of global multi-partner B2B programs for General Motors that simplifies dealer-OEM interactions.

• Global Delivery: Implemented and managed quality assurance plans for offshore and near shore project teams working in US, Canada, UK, DE, Spain, Belgium, Czech Republic, and India

• Strategic Partnerships: Established relationships with global partners eliminating competition

• Innovation: Defined global user experience design and requirements processes for General Motors Global Software Development Factory

• General Management: Setup and managed Sapient’s Detroit office servicing automotive clients

• Delivery Excellence: Designed and implemented methodology and process enhancements resulting in a successful CMMi 3 assessment

General Manager, NY Region



• General Management: Managed the day-to-day operations of Sapient’s three offices in the NYC area supporting over 350 consultants.

• Business Planning: Designed all operational functions (including: delivery, hiring, facilities, HR, alliances, staffing, and IT support) to support rapid scaling enabling business agility

• Cost Cutting: Reduced operational cost structure by over 40% through execution of staff reductions, opening and closing of offices, design and build out of office space, and training programs

Technology and Delivery Leadership Experience

Delivery Director, Financial Services Practice



• Delivery Excellence: Ensured the on-time, and on-budget delivery of a $32m portfolio of projects. Implemented process improvements and quality tracking metrics that reduced project erosion by 15%

• Team Building: Hired and built a team of twelve Directors & Vice Presidents of Delivery providing scalability and subject matter expertise to the business Technical Architect & Team Lead



• Delivery Excellence: Managed the design and implementation of leading-edge web applications using a fixed-price cost model, and an offshore delivery model

• Innovation: Designed, built, and deployed the world’s first on-line banking application for Wells Fargo

Associate Engineer, Advanced Engineering Group

Lockheed Martin


• Designed, implemented, and tested firmware for military programs

• Received two Recognition Awards for Valued Employees Co-op Engineer

IBM T.J. Watson Research Center


• Built an embedded operating system to provide supervisory functions in parallel computers

• Co-author of U.S. Patent application, MRCS Supervisory System Education

Edison Engineering Program, General Electric


M.S. Computer Engineering, Syracuse University


B.S. Computer Engineering, Clarkson University


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