Sales Director Senior Account Manager Business Development Manager Consultant

Areas of Focus: Cyber-security and ITSM Market

Qualifications Profile

Goal-oriented and success-driven professional with extensive years of experience in IT service management, business consulting, and sales operations; combined with proven skills in expanding market share and driving profitability. Recognized track record of achievement in providing excellent Cyber-security and ITSM solutions to high-profile clients; along with hard-earned expertise in implementing initiatives for improved productivity, efficiencies, while maximizing top and bottom-line results. Expert at securing complex enterprise deals for Fortune 500 companies and SLED, while establishing strategic alliances with key customers and partners to identify new growth initiatives and opportunities.

Areas of Expertise

New Business Development

Senior Account Management

Proposal Development (RFP/I/Q)

Sales Growth and Quota Achievement

Go-to-Market (GTM) Strategy Implementation

Preliminary Sales Engineering

Robotic Process Automation (RPA/AI)

Security/Cloud/BC/DR/Assessments

Multi-Sourcing Integration (ITSM)

IT and Business Process Outsourcing (ITO/BPO)

Professional Experience

Automation Unlimited § Haymarket, VA

Principal/Senior Business Consultant Jul 2017–Present

Deliver consulting services focused on business strategies, captures, and services for the SLED market (VCCS (Education), Veterans, Transportation, & Safety, including Fairfax, Loudoun, Prince William and Fauquier Counties

Oversee channel and partnership planning and execution which involve sales development, product deployment tactics, and delivery in areas of assessments, pen-testing, workplace migration, transformation and automation

Render assistance to client leadership (Director and above) in handling back-office IT using pay-as-you-go services in platform, infrastructure, storage, security and cloud (AWS) computing

Advise special projects and tasks within organizations such as SI’s (FAI) to ensure success and results

North America Sales Director (Contract) – Fujitsu America, Inc., (FAI), Richardson, TX

RPA Sales Specialist – Startup Business Unit

Worked with the account teams in developing innovative go-to-market (GTM) strategy for digital worker and digital workforce within different lines of business (LOBs), such as manufacturing, retail, insurance, energy, and SLED and MUSH, offering solutions and models through return on investment (ROI) and total cost of ownership (TCO) on a 3 to 5 year recovery plan

Organized and facilitated trade shows and national conferences to demonstrate proven AI and RPA solutions for enterprise dealing with inefficiencies and challenges with people-intensive processes and workloads

Directed the Fujitsu partner eco-system focused on creating and incorporating the best value propositions into bundled service offerings and hyper-converged and next generation solutions

Consulting Highlights:

Established and expanded an existing portfolio of 20 SLED accounts, to include New York, Minnesota, and Mississippi using Digital Workers (chat bots & swivel chair) on the help desk with a PoV model valued at $90K

Led the conversion of traditional proof of concept (PoC) model, to proof of value (PoV) that enabled billable time and change orders before the SOW or final sales contract

Atos North America § Purchase, NY and Dallas, TX

National Sales Director –Startup Business Unit

Technical Transformation Consultant for TMU, FSI and Entertainment Nov 2016–Aug 2017

Led Technology Transformation Services (TTS) by delivering design, build, and integration on future state technology to accelerate IT modernization and automation using partner IP and co-creation services

Initiated transformation for the top 30 enterprise accounts with Atos North America, including Canada

Promoted and sold services in six strategic areas: Assessments, Data Center Optimization, Cloud and Security, Journey Analytics, STaaS, and RPA/AI, along with service integration of ITSM

Provided consultative advice on business-critical functions (RPA), automation strategies and digital transformation, while implementing best practices in cost takeout, cost avoidance, change management, and compliance processes

Designed and deployed GTM strategy for ClickFox and Journey Analytics Partner for SLED and MUSH. The City of Miami and TDOT accepted trials on HPC using BullSequana XSTOR and Supercomputers, contract value $1.2M

Career Highlights:

Drove the transformation efforts in outsourcing cost takeout with Sempra Energy which entailed the following:

oAnalysis of requirements and establishment of a team of 24 full-time equivalent (FTE) employees, 2 project leads, and 1 manager, including blended development of solutions for the team

oAcquisition of the first outsourced project with the client with total contract value of $9.2M for three years and projected cost savings of 12% under the client’s FTE model

Computer Science Corporation (CSC) § Falls Church, VA Sep 2013–Nov 2016

National Sales Director, Principal Consultant for Finance and Insurance (FIS)

Principal Consultant, National OSS, Insurance for Americas Apr 2015–Nov 2016

Expertly drove complex enterprise deals for Fortune 500 accounts using partners: EMC, HDS, HP, AT&T & more

Maximized information technology outsourcing (ITO) and business process outsourcing (BPO) opportunities with large and mid-sized businesses that covered workloads from lift and shift, to refresh and service transitions in towers

Supported the launch of national offering for Storage as a Service (STaaS) and bundled with security (AV/BC/DR), cloud and managed services

Collaborated and maintained direct communication with partners on a global scale, and bought in new IP/alliances

Career Highlights:

Achieved the CSC Platinum Circle Award and gained career advancement as national sales director in insurance and banking industry

Exceeded year-after-year sales quota by 476% in 2015 and 120% in 2016, while achieving 1500% of cross-sell goals

Executed a $156M ITO cost-savings initiative for a national mortgage broker (Freddie Mac) through infrastructure outsourcing that aided them in securing the first major deal with AT&T for a $95M contract for five years, which strengthened corporate ties and CSC commitment in Beltway agreement and partnership

Principal Consultant, OSS for Standard Offerings Sep 2013–Mar 2015

Served as the trusted advisor for major Public Sector, MUSH and SLED accounts, along with client executives and account management teams to devise solutions, stand-up demos and capture contracts

Delivered consultative guidance on business-critical applications, functions, and COOP initiatives, while supporting best practices, change management, and compliance processes

Ensured adherence of an east coast university medical provider to Federal Health Insurance Portability and Accountability Act (HIPAA), which involved creation of full scope hardware solution with EMC and HP to enable future growth; proposal of market-leading solution; and hands-on support with process, securing deal for $63M.

Career Highlights:

Delivered cost-effective, secure, and responsive infrastructure solutions that addressed business needs and drove operational excellence, while minimizing complexity and ensuring exceptional client service and NPS

Demonstrated exemplary performance by attaining and surpassing franchise year-over-year sales quota by 174% in 2013 and 2014. My first year with CSC I retired the $20M quota with UPENN Medical deal for $37M

Verizon/Terremark § Ashburn, VA

Director, Federal Security Sales Principal Security Consultant (Reorg May 2013) Sep 2012–Sep 2013

Prepared proposals, service agreements, and contracts using prime contact vehicles such as GSA, Alliant, GSA Schedule 70- IT, GSA/CXNII, NMCI, ONENET, WITS3, and Networx

Provided enterprise solutions and services in cybersecurity, forensics, cloud, managed hosting, colocation, pro-serv, and other managed services through Verizon Partners

Generated new opportunities with Federal agencies in Public Sector, focused on consolidating data center infrastructure and storage technology through cloud, cyber-security, and professional services

Integrated all available partner channels to improve solutions, working with small to mid-sized firms to enable value propositions to win deals

Career Highlights:

Established programs that drove bottom-line results and secured profit by more than 45%+

Briefed and presented the DBIR to NASA headquarters with 100 key executives and personnel participation

Earned selection to advance and serve as part of a new Security Offering Team in April 2013, in charge of ArcSight, FireEye, McAfee, and Symantec accounts within Federal Public Sector (TS/SBI clearance not active)

Succeeded in delivering effective government solutions and services by directing project work and tasks in cybersecurity, forensics, controls, and compliance environments using the following security domains:

—Security architecture and strategy (integrated risk management)

—Unified threat management and intrusion detection and prevention systems

—Data leakage prevention (DLP) and breach on critical data, access, encryption, and endpoint

—Incident management, log monitoring, and audit (SIEM)

—FISMA and NIST standards on security function design, governance and compliance

—Security vulnerability assessments, penetration testing and reporting – Red Team

Expanded pipeline in ITSM, while achieving and meeting quota expectations in 2013

Projects Unlimited, Inc. § Gainesville, VA

Principal Account Manager Project Executive for IT and System Solutions Jan 2001–Aug 2012

Oversaw specific commercial and custom modernization requirements and tasks in building systems

Developed and promoted design and build services and maintenance, while maximizing partner network to deliver positive business results

Administered all facets of business development, sales consulting, and project management work streams within commercial applications

Career Highlight

Continuously exceeded quota by 150% from 2003 to 2010 by generating new accounts in state, local, and commercial accounts

Earlier Position Held:

UUNet/WorldCom/MCI § Ashburn, VA

Senior Operations Manager –Information Services for Telephony, Network, Desktop and Server Operations

Additional Experience

Lord Fairfax Community College § Warrenton, VA

Adjunct Instructor for Technology Jul 2017–Present

Served as an expert field instructor, presenter and curriculum advisor for custom classes and CompTIA courses

Education

Bachelor of Science in Computer Science and Information Technology

Columbia Union College (Washington Adventist University), Takoma Park, MD

Bachelor of Integrated Studies (BIS) in General Studies, Minor in English

George Mason University, Fairfax, VA

Associates of Science in Information Technology

Northern Virginia Community College, Annandale, VA

Professional Development

Licenses

Department of Professional and Occupational Regulation (DPOR)

—Class A Contractor License, State of Virginia: Feb 2002

—Building Technical (BLD) Specialty Contractor License, State of Virginia: Feb 2002

—Commercial Improvement Contractor (CIC) Specialty Contractor License, State of Virginia: Feb 2002

—Electronic/Communication Service Contracting (ESC) License, State of Virginia: Feb 2002

Certification

CompTIA

—CompTIA Fundamentals and Security+ Certification (Pending Test: July 2019)

National Center for Construction Education and Research (NCCER)

—Certified Instructor, 2017 to present

AWS/Academy Cloud Foundations (ACF)

—Amazon Web Services Certified Cloud Practitioner: In progress: Aug 2019

Articulus

—Certified Corporate Storyteller: Sep 2014

Verizon

—Certified Information Systems Security Professional (CISSP): Jul 2012

Project Management Institute (PMI)/ Northern Virginia Community College

—Project Management Professional (PMP) Certification: Jun 2011

Training

Symantec

—Symantec Security Training: 2018–Present (Continuous Education) resent

—Managed Services; Cloud; Web Isolation; Protection Engine 7.5; and Email Security Certifications

Leadercast, LFCC Workforce Solutions

—Annual Leadership Development: 2017 to present

Atos North America

—Miller Heiman Sales Training: Mar 2017

—The Challenger Sale & Miller/Heiman Blue Sheets: Apr 2017

Fujitsu America, Inc., (FAI)

—Fit4Digital and Way to Sell Training: Apr 2018

Computer Science Corporation (CSC)

—Strategic Selling Training: Jun 2014

UUNet/WorldCom/MCI University

—Executive Leadership and Management Development Program, Jun 1997

Award

Nomination for AWS Academy from Workforce Solutions

Certificate of Appreciation from the White House, President Bill Clinton

Affiliation

Former Member, Robotic Process Automation (RPA) Institute

The Design and Construction Network & HCCA

7x24 Exchange (Local Chapter)

Activities

Mar 2007–Present

Coach, Operations Support, Founding Member, PWC Girls Softball, Gainesville District and Fauquier County (Local Championships for 10U, 12U and Senior Tournaments)

Jun 2010–Present

Blood Donor Organizer and Volunteer, American Red Cross

Jul 2017–Present

Decision-making Support on Curriculum and Classes, Lord Fairfax Community College

Technical Skills

Cloud Computing

Infrastructure as a service (IaaS), Platform as a service (PaaS), Amazon Virtual Private Cloud (Amazon VPC), SECaaP, SaaS, and STaaS

Software and Applications

SAP-Ariba, Symantec, McAfee, Novatio, Microsoft Office Suite, Microsoft OneNote

Data Center and Storage Tools

Verizon/Terremark/IBM, & AT&T Data Centers, EMC, HDS, and Pure

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