Sales Manager

William Beiderlinden Severe, ITILv*

Alexandria, VA 703-***-**** (home) acb50h@r.postjobfree.com

IT Operations & Business Development Executive

~Integrating Sales and Operations Strategies to Increase Revenues and

Reduce Costs ~

Previously held senior IT sales management and IT operations management

roles

IT Operations Sales & Sales Management

Incident Response & Outage CXO-Suite Contract Negotiations

Resolution Sales Force Management

Data Center Management Proposal Management

IT System Maintenance Management Public Speaking

(e.g. networks, VOIP, Exchange,

BB)

Staff Management Financial Analysis

IT Engineering Staff Oversight Rapid Economic Justification

IT Project Management ROI Analysis

Enterprise Process Improvement Budget and P&L Management

IT Service Delivery Management Break-Even Analysis

Notable Achievements

Sales & Business Development

> Ranked in top 10% of sales force for three companies, and ranked #1

for a fourth, selling to US government and commercial clients. Sales

of IT services up to $4.5 million.

Service Delivery Management

> Created first-of-its-kind solution for pending quarterly 48-hour

power outage previously requiring quarterly DOD / TRICARE IT

network shutdown. Kept system online with no downtime, for a staff

of 2,500 employees. Generated $100,000 in new business. Received

commendation, in person, from Asst. Sec. of Defense for Health

Affairs, and from customer.

Account Management / Customer Satisfaction

> Built $100,000 initial engagement into $1,000,000 account with e-

supply customer. Networked through company's C-level executives

and into company's own client list. Received customer service

satisfaction rating of "100% satisfied" from customer.

Staff Management

> Reduced annual IT staff turnover rate from 80% to 10% by creating a

culture of high engagement among IT operations staff. As a result

of intensive feedback discussions, modified working hours and

management techniques increasing morale and productivity.

Professional Highlights

Management Consultant, Northern Virginia

2013-present

Provide senior-level IT sales (Army ALTESS contract), proposal management

(DoD, OPM RFPs) marketing, and IT operations consulting services for client

companies looking to expand into/within the DC region.

Have advised and assisted client senior management:

1) on the creation of a strategic sales targeting and operations plan for

winning Federal IT services contracting opportunities,

2) in pursuing and closing sales opportunities. For one client, recently

secured opportunity to fill up to 30 positions on U.S. Army (ALTESS) IT

contract.

3) on the creation of an IT services strategic marketing plan,

4) managing, proofreading and editing proposals, in response to Federal

Government RFP's. Trained in Shipley proposal management methodology.

5) by providing research and advice for the creation of a recruiting plan

to retain necessary IT engineering talent,

6) by providing advice on developing an in-house IT service delivery

business model,

7) am designated by client company to provide senior IT operations

management advice and leadership on new contracts as they are acquired.

Fundraising, Northern Virginia and Washington D.C.

2011-present

Assist with production and execution of fundraisers for various charitable

and community organizations.

ServiceSource, Inc., Alexandria, VA

2011

Interim Director of IT Operations

(Position reclassified due to internal restructuring)

Directed 15 IT operations projects including management of engineering

staff in Florida, North Carolina, Virginia and Delaware locations. Created

concept, led and collaborated in developing and implementing new processes

and technologies to improve performance and efficiency of IT staff.

. Created strategy and tactical roadmap to reorganize and optimize IT

operations, including analyzing existing resource usage, reallocating

resources/finances and recommending new processes to improve IT system

performance and reliability.

Unisys Corporation, Washington, D.C.

2009 - 2010

Service Operations Command Center, Service Delivery Manager

(Contract ended)

Managed extended team of 100+; directed and coordinated third shift IT

support. Specialized teams supported security, network and Voice over

Internet Protocol (VoIP) technologies; monitored outages, provided problem

determination/ resolution and delivered maintenance support.

Simultaneously supported: TSA, HHS, ITSC, U.S. Courts System, Windows

UCTrial (Microsoft), US Census and other client IT networks, totaling

30,000 workstations and 2,500 servers at diverse remote locations. Managed

entire incident response and maintenance processes under mission critical

conditions.

. Significantly reduced client impact of major facility outage during

blizzard. Detected Data Center A/C system failure prior to automatic

alarm notification; mobilized engineers and support staff to monitor

and restore systems. Received customer commendation.

Intellidyne, Falls Church, VA 2007 - 2008

Enterprise IT Operations Manager

(Position eliminated due to contract re-competition)

Managed delivery of Tier 2 maintenance and outage resolution for DOD agency

"TRICARE" Health Program, consisting of 2,500 users and 4,500 devices,

located in Northern VA, CO, CA and TX. Supported VoIP, Microsoft Exchange,

Blackberry, web sites, network infrastructure, various data bases and DOD

system security hardware/ software. Selected accomplishments include:

. Created concept and initiated process to avoid business interruption

for 2500 staff during power outages, e.g. e-mail, Blackberry, web

sites. Created and championed concept; wrote, presented, and won

proposal approval and secured funding for "first time ever" solution;

delivered on time at 50% of estimated cost. Generated $100,000 of new

revenue. Recognized by Assistant Secretary of Defense for Health

Affairs and the customer.

. Reduced Operations Group turnover from 80% to 10% with open,

personalized employee communications and implemented new policies and

procedures.

. Improved client productivity and system availability by reducing

average trouble ticket time by 66%, and average number of open tickets

by 75%.

. Enabled primary servers supporting nationwide IT network to remain

operational during scheduled two-day disruption of water supply to

integral A/C equipment. Developed "first of kind" solution to keep

data center A/C online. Received "exceptional achievement"

recognition from customer.

Embassy Mortgage, Annandale, VA 2005 - 2006

Chief Information Officer/Corporate Secretary

(Company closed)

Directed all IT operations, applications and infrastructure; designed and

led system expansion, to support $450 million mortgage lender, which grew

from four to 12 offices in three states, while doubling PCs from 150 to

300. Delivered all IT and telecom systems at each location on time and

within budget.

. Reduced telephone costs for three largest company offices by $80,000

by introducing VoIP and negotiating three year contract. Improved

intra-company communications and productivity.

. Optimized/reconfigured enterprise phone lines for $20,000 savings and

annual savings of $6,000.

. Increased productivity by creating strategically-positioned stockpiles

of replaceable IT equipment, reducing outage times from days/hours to

minutes.

. Led initiative to locate and design new headquarters office space, to

include expanded IT infrastructure. Recognized by COO for this effort.

. Improved profitability by standardizing mortgage rate lock-in

procedures, establishing processes/ documentation to track rates

against sales volume and creating secondary marketing desk/internal

Web site.

Defense Consultant, Alexandria, VA 2002 - 2005

Assisted defense industry organizations and C-level executives targeting

DoD agencies, by facilitating meetings with Chairman Joint Chiefs of Staff,

Offices of Secretaries of Navy and Defense and other senior agency heads.

. Arranged for a member of US Congress to set up sales meeting with the

Chairman of the Joint Chiefs of

Staff on behalf of a client

Prior Experience

DACOM, Fairfax, VA 2001 - 2002

Business Development Manager

(company

closed)

Generated $4.5 million in sales in declining market, for $16 million IT

management consulting company, specializing in process improvement and data

engineering services. Created sales plan and assisted in proposals to

introduce DACOM services to CEOs and positioned company to improve

competitiveness.

. Cited by CEO for sales efforts on company's behalf.

Forte Systems, Washington, D.C. 1999 - 2001

Business Developer/Account Manager

(DC office

closed)

As Business Developer, generated incremental sales opportunities for new

Washington, D.C. branch office. As Account Manager, ensured client

satisfaction, managed multiple client engagements, monitored staff/budgets/

progress, met with clients, wrote/presented proposals, and executed change

requests.

. Closed $1.3 million in consulting engagements, which was 75% of branch

revenue, and achieved 130% of personal sales quota. Ranked #1 in DC

office, and in "Top 10%" of corporate sales force.

Capital One, Richmond, VA 1998

IT Consultant

(contract ended)

Joined IMIT team to create test conditions, develop service level

agreements and write test cases/plans, included in integration testing of

account-level billing system for conversion of cardholder system.

Interbank, Herndon, VA 1997-1998

Vice President, Sales

(company closed)

Led efforts to raise foreign capital investments in U.S. businesses via

limited partnership; recruited offshore sales resources and collaborated

with investors in India, Australia, South Africa and elsewhere. Increased

production of sales force by 25%, to $8.8 million/month.

Various Mortgage Banking Companies, Northern VA 1987-1997

Sales Representative-for two companies, ranked #1 of 30; "Top 10%" of

1,500. $23 million in production.

Education

BSBA, Marketing and BSBA, Finance, University of Delaware, Newark, DE.

BSBA, Operations Management, completed 95% course requirements

Certificates of Public Trust

Department of Defense (DOD) ADP Access Certificate - ADP II/Certificate of

Public Trust

Transportation Security Agency (TSA) ADP Access Certificate - ADP

II/Certificate of Public Trust

Health and Human Services (HHS) ADP Access Certificate - ADP II/Certificate

of Public Trust

Training

. Series 7 and 63 Securities Licenses, NASD

. Microsoft Sales Specialist Certification (MSSC); Forte Systems

. ITIL v1 Organizational Best Practices Certification; Forte Systems

. Microsoft "Rapid Economic Justification" Course, Forte Systems

. Branch Manager Training Program, Southmark Mortgage Corporation

. Franklin-Covey Course, Selling IT Consulting Services, Forte Systems

. ITIL v3 Organizational Best Practices Certification, Unisys

. IDEF0 (Business Process Activity Modeling), IDEF1X (Data Modeling)

Courses, DACOM

. CISSP Certification course complete, (Data, IT System, Telecom System

Security) Exam pending, ISSA

Contact this candidate