Sales Manager

Ines van Daalen Thornburg (M): 703-***-****

*************@*****.*** 8028 Washington Road Alexandria,

Virginia 22308

Executive Summary

. Experienced Technology Executive with an exceptional track record of

success and execution

. A proven software solutions company General Manager (GM) with full P&L

and operational responsibility - $60M+ P&L on a quote-to-cash basis;

managed team of 200+ people; consistent track record of growth and

profitability

. Responsible for vision creation, solution selling, organizational

strategy, operational execution, high performance team building and

motivation, and go to market definition and strategy

. Experience in sales management, business development, presales

management, project and technical account management, global

consulting and education delivery management, talent management,

marketing strategy, customer acquisition, strategic account

development, executive relationship management, channel partner

development and enablement, and management consulting for Fortune 100

customers

. Solutions expertise in Business Transformation and Modernization,

Business Process Management (BPM), Business Process Analysis (BPA),

Business Intelligence (BI), Enterprise Performance Management (EPM),

Infrastructure Management (ESB/Integration/SOA Strategy), Mobility and

Big Memory/Big Data

. Industry expertise covering Healthcare/Life Sciences, Financial

Services, Retail, Communications, Manufacturing/Distribution,

Aero/Defense, Technology, Higher Education, & Public Sector

. Key member of team effecting the introduction and transition to cloud-

based strategy and development of offerings, solutions and pricing

models, guiding Software AG's customer through the journey to the

Digital Enterprise

. Played an active role in global strategic client implementation

successes such as:

Lockheed Martin General Dynamics Northrop Grumman

Honeywell

SAIC Sun Microsystems Dell XEROX

Unisys IBM Baker Hughes

General Motors

Halliburton/KBR General Electric (GE) Textron

UTC

Eli Lilly Pfizer Biogen Idec

United Healthcare

AON Metlife Travelers Insurance

AIG

Marsh & McLennan Mercer Consulting Goldman Sachs

Citigroup

Bank of America JP Morgan Chase AT&T

Verizon

AOL Wal-Mart Alcoa General Mills

Yum Brands DC Government Harvard University

US Dept of Justice

US Dept of Commerce US Dept of Interior US Navy

NASA

US Army Fiserv ATB Financial

US Department of Defense

Coca Cola Cox Communications Morgan Stanley

Avnet

Sony Apple Flextronics Amkor

Genentech US Internal Revenue Service Amtrak

Staples

US Foods Outerwall (Coinstar/Redbox) Crate & Barrel

Telus

Ontario Lottery Group Sears Holding Corporation Bank of the

West Chevron

Accomplishments

. Key member of Global Leadership Teams at Hyperion, Oracle and Software

AG

. Extensive experience leading successful CFO & CIO-driven engagements,

developing strategic offerings and programs and positioning technology

solutions with strategic global customers

. Led transformation of Software AG Consulting & Education team -

integrated Software AG, webMethods and ARIS business lines and

achieved revenue, profitability and growth targets within 1 year

. Drove the transition to a cloud-based strategy for Software AG

Solutions and Services offerings

. Played a significant role in defining and reengineering key aspects of

the global consulting operational processes and implementation

methodology at Hyperion and Software AG

. Consistent achievement in exceeding sales/bookings, revenue, margin

and EBITA targets throughout career, quarter over quarter, working

with global, highly-matrixed, global teams

. Merger & Acquisition experience - due diligence and part of

integration team for several strategic acquisitions

. Proven Management Style - foster a performance-centric culture by

focusing on employees through talent management, performance

evaluations, formal ranking processes, management/leadership

development and succession planning

. Launched the Hyperion ATS Strategic Region - Led the 100 person team

of to achieve record breaking results; exceeding consulting revenue,

bookings, margin, realization and license sales targets for 10

consecutive quarters

. Launched BI Consulting team - achieved 122% of revenue target, 201% of

margin target and 110% of consulting realization target in 6 months

Experience

Software AG, Reston, Virginia

2009 - Present

Senior Vice President, Global Consulting & Education Services

. Responsible for expanding the footprint of Software AG software

licenses, successful implementation and delivery of solutions for

Business Transformation and Business Process Excellence customers;

specific focus on webMethods, ARIS, Adabas and Natural strategic

global customer base

. Full P&L responsibility for a 200-FTE implementation consulting team

with $60MM+ consulting business, 25%+ margins, and 10%+ EBITA, with

consistent YOY growth

. Responsible for integration of the Software AG, webMethods and ARIS

consulting and education services teams into a profitable, scalable

business; achieved targeted results in less than 1 year

. Responsible for driving thought leadership, innovation, marketing

plans, developing strategic consulting and education programs and

offerings, expanding the global delivery models (onsite, near-shore,

off-shore, cloud and blended partner teams) and architecting solutions

within Software AG's most key customer and partners, guiding and

enabling them through the journey to the Digital Enterprise

. Responsible for developing cloud-based solution strategy for

subscription based, on-demand pricing model and effecting transition

to blended go-to-market model

. Based in Reston, Virginia - Software AG North America Headquarters

Oracle Corporation, Redwood Shores, CA

2007 - 2008

Vice President, Oracle Consulting & Education Services

. Responsible for expanding the footprint of Oracle software licenses,

successful implementation and delivery of solutions for Enterprise

Performance Management & Business Intelligence customers; specific

focus on Oracle North America Strategic Accounts - Fortune 500, Life

Sciences & Healthcare and Public Sector & Higher Education customers

. Full P&L responsibility for a 50-FTE implementation consulting team

with $60MM+ consulting and education business and 35%+ margins.

Achieved 102% and 105% of revenue target in Q1 FY09 and FY08,

respectively

. Active leadership role in launching EPM/BI business within Oracle's

Consulting organization; responsible for integration of Hyperion ATS

Strategic team to Oracle

. Responsible for driving EPM/BI thought leadership, innovation,

marketing plans, developing strategic consulting offerings and

architecting solutions within Oracle's most key customers

. Responsible for building strong alliance partnerships with Global

System Integrators, Boutique, ISV & OEM channel partners

. Based in Reston, Virginia

Hyperion Solutions, Santa Clara, CA

1997 - 2007

Vice President, Hyperion Americas Strategic Technical Services

2006 - 2007

. Full P&L responsibility for a 50-FTE implementation consulting team

with $30MM+ profitable consulting and education business, 20%+

margins, double-digit growth in YOY revenue, with industry-leading

achievement in write-offs and courtesy work

. Responsible for 50-FTE person technical account management (TAM) and

presales sales engineers for North America

. FY2007 consulting results were 110% of revenue goal, 110% of margin

goal, 77% billable utilization, 140% of bookings goal, and 30%+ YOY

revenue growth

. Played an active leadership role in launching ATS Strategic Region,

which included all areas of technical services supporting Hyperion's

strategic customers - pre and post sales consulting, technical account

management, active solution implementation, account planning with the

sales team, consulting business development, and operational processes

and procedures

. Focused exclusively on strategic accounts - Fortune 100, Financial

Services & Federal, etc.

. Based in Alexandria, Virginia

Director, Business Intelligence Consulting

2005

. Launched Business Intelligence (BI) Consulting Group, which included

18 senior Hyperion BI consultants

. Achieved 122% of revenue target, 201% of margin target and 110% of

consulting realization target by December 2005

. Worked with Hyperion Corporate Development team on merger and

acquisition activity; active member of due diligence committee

. Focused on improving attach rate for BI Consulting with BI Licenses;

grew attach rate from 1% in Q1 to 4% in Q2

Director, Advanced Technology Group

2004-2005

. Group leader of Hyperion's global team "best of the best" ATG

application consultants; deepest domain expertise on solution,

technical and integration architecture and delivery

. Focused on Enterprise Performance Management projects at strategic and

Fortune 500 accounts

Hyperion Solutions

Senior Manager, Mid-Atlantic, Potomac & Federal District(s)

2001-2004

. Drove $5.0M+ in Services revenue within the Potomac Region, with P&L

responsibility; increased revenue by 200% in 2 years

. Provided Consulting Implementation Guidance and Support to Commercial

and Federal License Sales Team for successful sales achievements

Principal Consultant

1997-2001

. Designed global financial system applications to successfully meet

customer financial reporting requirements

. Managed several global EPM implementations including projects in the

Americas, Europe, Asia and Australia

. Provided leadership, domain expertise and mentoring to team of junior

consultants

Global TeleSystems Group, Inc., McLean, VA

1996-1997

Senior Financial Analyst, Consolidations & Reporting

Arthur Andersen, LLP, Washington, DC

1993-1996

Senior Accountant - Audit & Business Consulting

Education

University of Maryland, Robert H. Smith School of Business, College Park,

MD 1993

Bachelor of Science. Majors in Accounting and International Business;

Minor in Spanish

GPA 3.6; Graduated with Honors

Accelerate Leaders Performance Series, Oracle Corporation

Talent Management and Leadership Development Program for Top 30 current and

future executives within Oracle North America

Product Experience

Software AG Digital Enterprise Suite - including Adabas, Natural,

webMethods, ARIS, Terracotta, Apama, alfabet, JackBe technologies

Oracle-Hyperion Enterprise Performance Management (EPM) & Business

Intelligence (BI) Suite

SalesForce, Open Air, Oracle Projects, SAP and a variety of other

operation/reporting systems.

Experience with a variety of Business Intelligence, Performance Management,

Process Management, Database, Integration, SOA, Financial Planning,

Financial Consolidations, Data Warehouse, Dashboards, Scorecards, OLAP

Reporting, ERP, Talent Management, CRM, HR, Middleware tools and platforms,

Mobility, CEP, IBO & Big Data/Big Memory solutions.

Professional Certifications, Activities & Awards

Certified Public Accountant (CPA) - Maryland, passed first sitting (May

1994)

Hyperion Certified Professional (June 1999)

American Institute of Certified Public Accountants - Member

Maryland Association of Certified Public Accountants - Member

Technology Services Industry Association (TSIA) - Executive & Founding

Member

Women in Technology - Northern Virginia - Member

Professional Business Women of California (PBWC) - Member

Hyperion Connected Women's Leadership Group - Member (while at Hyperion)

Oracle Women's Leadership (OWL) Group - Member (while at Oracle)

Board Member - Emblemax Corporation

Extensive international & domestic travel experience

Proficient in Spanish

Hyperion Top Revenue Generator - FYs 1999, 2000 & 2001; achieved $1Million

dollar club in < 3 years

Hyperion Top Sales Lead Generator - FY 1999

Hyperion Sales Excellence Award - FY 99 - Q3 & Q4; FY 01 Q2; Chairman's

Club - FY 2006

Hyperion FCRA Practice Excellence Award - FY 2000

Hyperion District Manager of the Quarter - FY 2003 - Q3 & FY 2004 - Q2;

District Manager of the Year - FY 2003;

Americas Manager of the Quarter- FY 2006 - Q1 & FY 2006 - Q2;

Americas Manager of the Year - FY 2004

Hyperion Advanced Technology Group Impact Award - FY 2005 - Q2

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