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Client Exectuive, Alliance Manager, Sr. BDE and Sales Exectuive

Bedford Corners, NY
June 12, 2019

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Bedford Corners, NY *****



Driven leader with diverse experience including Consulting, Alliance Management, Client Management and Sales with a focus on solution selling. Extensive business process re-engineering, business process and IT outsourcing, IT controls, and delivery background with proven ability to manage complex SI projects. Strong experience in ISV Alliance Management, Consulting, Project Management, Client Relationship, Finance Transformation, and Digital Sales driving new business. Selling complex solutions to Media, Retail, CPG, Life Sciences, BFS, Energy, Telco, Travel, and Manufacturing companies.


Executive Selling

Strategic Client Relationships

Strategic Account Planning

Large Account Management

Go to Market Strategy

Pipeline Growth/Management

Client-Focused Partnerships

Building Joint Value Propositions

Partner Marketing

Partner Co-Selling & Training/Enablement

Product/Technology Knowledge

Application Management Outsourcing and Cloud

Digital Commerce and Transformation

UX, AI, Data Platform




ENDAVA Inc., New York, NY 2016 - 2018

Senior Business Development Executive - Media, Consumer Products, Retail, & Travel

Responsible for establishing North American presence through company awareness, Direct Sales, partnerships, mail and other marketing campaigns, prospecting, and penetrating new logos to grow the US business across several industries. Drove pipeline by leveraging industry trends, to position user experience, in-store innovation, Artificial Intelligence and Digital Transformation, Social and Mobile services. Led solution development, pricing, proposal, RFI/P/Q, orals prep/presentation, and Marketing team integration.

NTT DATA Inc., Plano, TX 2015 - 2016

Senior Sales Executive, CPG & Retail

Aggressively generating new logo business targeting Consumer Product and Retail companies in the Northeast Region with ERP & CRM (Oracle, SAP, Dynamics, Salesforce), COTS, e-Commerce and custom application development.

IBM CORPORATION, Armonk, NY 2001 - 2015

Client Executive / Business Development Executive SI & AMS Services (2009 – 2015)

Managed business development within New York Metro (cross industry) and North America at existing accounts, and bring in new logos.

Managed pivotal SI and Outsourcing opportunities, with solution selling in ERP, Managed Services and Cloud, and led RFP, RFI and RFQ process, pricing and contract negotiations.

Created awareness by executing regional GTM campaigns around top accounts maintaining pipeline of over $100M with $20M in annual signings.

Frank Surace Page 2

IBM CORPORATION, Armonk, NY (Continued) 2001 - 2015

Hunted, farmed, and closed large Application Management Services outsourcing contracts.

Drove cross-Industry lead generation and signings with the focus on value selling to C-level executives.

Directed sales teams and closed multi-million-dollar complex Application Outsourcing engagements with a focus on Retail/Retek, Oracle, PeopleSoft, JDE, CC&B, SAP, Siebel, BI and Legacy, Cloud Services and Software. Consistently achieved Sales of over 30%.

Partner Alliance Manager – Oracle and Business Partner Alliance (2005 - 2009)

Implemented ISV partner sales strategy, planning and programs, and lead generation across all brands growing pipeline 400%.

Built strong C-Level client relationships and served as the account Point of Contact.

Developed strategic account plans to drive partnerships revenue resulting in win/win outcomes.

Managed vendor alignment education, joint messaging and marketing, and extended partner relationships.

Collaborated with vendors to provide value-added services including product education, sales enablement, and joint partnership marketing campaigns.

Established regular cadence calls and executive briefings to ensure alignment with strategic objectives.

Associate Partner – Client Partner (2001 - 2005)

Client Partner responsible for Client Relationship, Contract Management and opportunity qualification through close.

Consulting Leader in IBM’s PeopleSoft Practice responsible for identification of new opportunities and managing the delivery of system integration projects resulting in double-digit sales growth.

Responsible for contract management including client satisfaction, project delivery, personnel, invoicing/collections, expanding spend, managing/reporting financials, and providing practice offering development support.

Led large multi-year outsourcing services deals involving SI, Business Process, Application Management and Cloud opportunities.

Developed relationships with Client business and IT decision makers to close multi-million-dollar deals.

Key member coordinating $85 million multi-tower sale and first Business Process Outsourcing contract leveraging newly established lower cost BPO center integrated with Application Support Help Desk.



Business Development Director

Recruited by COO to design and deliver value-added business solutions including analysis of business operations, finance transformation, and implementing the strategies, processes and technologies to improve operational performance.

Drove new business consistently exceeded sales quotas and goals. Key member of $80M multi-year cross-functional sale.

Managed cross-functional project teams providing expertise in financial and operational business process, shared services, organization design and staffing, technical solution implementation, and KPI and business performance measurement.


Principal Consultant – Financial and Cost Management Practice

Recruited by the Partner-in-charge to grow the PeopleSoft Northeast practice, drive sales proposals and enhance knowledge collateral.

Key member of a $40M sale for highly complex global ERP implementation at major financial firm.

Directed process improvement and major systems implementation ERP and custom projects.

KPMG LLP, New York, NY

Manager – World Class Finance

Conducted business process improvement, enterprise application system evaluations, and managed large business solution implementation and finance transformation projects.

Sold and managed team to develop process improvement efficiencies and significant tax savings implementing redesigned Capital Expenditure and Fixed Asset processes.

Led RFP processes, business system selection, gap analysis, cost benefit analysis, and functional requirements.


Manager Financial Systems – Operations Finance

Reported to the Director of Financial Systems for Kraft Foods.

Served as the business owner responsible for implementation of company-wide Capital Tracking and Fixed Asset systems.

Developed a migration strategy for converting and consolidating five general ledger systems to one enterprise-wide system including redesign of general accounting business processes.

Integrated user requirements for purchasing, accounts payable, fixed assets, general ledger and engineering systems interfacing to a capital project tracking system.

Information Systems Audit Supervisor and Technical Audit Manager

Reported to the Director of Information Systems Audit. Led Application and Systems Integrity audits for domestic and international locations. Conducted core Financial Application, Integrity Controls and Telecommunications reviews. Responsible for all technical and end user support activity. Developed audit testing and audit assistance software extracting user data from various mainframe and midrange platforms.


Bachelor of Arts (BA), Business Management and Marketing, Pace University

Associate of Applied Science (AAS), Information Systems, Westchester Community College


Certified Information Systems Auditor (CISA)

IBM Hundred Percent Club, 2009, 2011 – 2014

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