Sales Manager

KENNETH FRIED

Phoenix, AZ. (Willing to self relocate) ***.*.*****@*******.***

(Home) 602-***-****

P ROFE SSI ONAL P ROFIL E - www.linkedin.com/in/kenfried/

Industry recognized, results producing BI BDM, Engagement Manager and solutions architecture with a 15+ year, established track

record of consistently exceeding revenue objectives, business goals, customer relationships and unparalleled project delivery results

with multi national corporations. Possesses unique ability to blend business knowledge, manage people and large teams, with deep

technical expertise to architect and deliver state of the art solutions to meet business demands. Achieved many industry firsts as a

world class Oracle and UNIX Systems Performance Expert solving client OTLP, Data Integration, ETL, OLAP Reporting, Database,

System, and Storage issues, achieving top recognition for executing industry standard benchmarks for OLTP and Decision Support

Systems. Expertise in:

Teamwork and Team Leadership, Internally and

Leading the Design, Development and Deployment of

Business Intelligence systems Externally Across Lines of Business

Ensuring High Client Satisfaction

Business Performance Management

Engagement Gross Profit Responsibility

Project Delivery using Structured Methodologies (PwC

Execution of All Project Financial Procedures Ascendant, IBM WWPM, IBM BI Method, EDS SDP

Managing Clients with Large Simultaneous Projects 21)

Enterprise Hardware Architectures, end to end BI and

Managing Project Scope and Client Expectations

DW systems, processes and software tools

Optimizing Global Delivery Resources for Project

Delivery Data Integration, OLAP and ETL Tools

P ROFESSI ON AL E XPERI ENC E

Director, Services Sales EMC Pivotal Corporation, 2013 – Present

Manage services in core Pivotal accounts such as American Express, American Airlines, Southwest Airlines and USAA.

Scope work and level of effort; provide staffing model and pricing; Write Statements of Works.

Create weekly forecasts and review with senior sales management.

Work with 3rd party service providers to staff projects when required.

Continually achieve at or above quota.

Achieved $2.7M and $4.2M in bookings in Q3 and Q4 2013, revitalizing a region that previously did less than $500K per

quarter.

Master Level Engagement Manager, Hewlett Packard, Information Management Practice, 2010 – 2013

Master Level Engagement Manager/Solution Architect. Responsible for architecting cost effective, high impact BI solutions for key

accounts and new logos, leading BI engagements, providing thought leadership to key accounts, and ensuring client satisfaction for

large multi national corporations.

Solution Analyst for a Big Data project at a leading automotive company. Created a scorecard for unstructured, semi

structured and structured data in order to allow the client to perform a paper down select for their future database vendor

for Big Data and structured data. Also created future state architecture and use cases for the business to show the

capability of Big Data such as telematics and warranty fraud detection.

KENNETH FRIED

Brought in by Cigna Healthcare as an Oracle Performance Expert to identify and correct severe performance bottlenecks

in a medical claims reporting system for a major healthcare provider. Initially claim submissions were taking over 48

hours to process each run, not allowing timely approval and payment of claims which needed to run with an SLA of 8

hours. Identified several areas of contention, two of which, implemented within the first two weeks of analysis brought

processing down to under 8 hours. After implementing additional performance improvements, the claims processing was

able to complete in 4 hours, well within the agreed upon SLA.

Performed a BI process and technology assessment for a large Bio Technology company’s Business Intelligence Center

of Excellence. The assessment provided the company with recommendations to streamline and optimize the

maintenance and support, using ITIL 3.0, for the company’s 32 data warehouses and data marts. The final deliverable

consisted of over seventy recommendations in the areas of support processes, data integration, architecture, job

scheduling dependency management and implementation gaps, to address the company’s current issues and lay the

foundation for an optimized scalable and extensible data warehouse environment for future BI applications.

Created a BI Data Integration strategy roadmap for a large multi national Entertainment Company. The roadmap and

accompanying recommendations concentrated on the implementation and optimization of industry best practices and

tools for loading and cleansing data in support of a Marketing Analytics System.

Acted as a trusted adviser to the VP of a large Bio Technology company’s BI center of excellence. Performed monthly

technical workshops with the client’s management team to keep them abreast of the latest technologies and vendor

offerings in the BI Analytics space.

BI Lead for a pharmaceutical analytics company migrating from legacy mainframe to UNIX, Oracle and MicroStrategy

technology stack. Designed the data model in Embarcadero and entire BI front end reports and dashboards in

MicroStrategy 9.3.

Associate Partner, IBM Global Business Services, Business Intelligence Practice, 2002 – 2009

Practice Area Lead position for Professional Services Practice with responsibility for P&L, practice growth, recruiting, sales, managed

revenue, pipeline management, and development of complex project plans for successful delivery of large simultaneous client

engagements. Lead proposal response efforts for software and professional services by developing, approving, and presenting leading

edge, cost effective high impact solutions and approaches which exceed client demands, bringing cost reduction, increased efficiency

and market growth to their business.

Achievement of personal sales and group utilization targets Exceeded personal signings business goal by 52% for 2008

growing end over end revenue by 200% (2007 to 2008), a record high for the practice. Continually exceeds utilization

targets for practice area of 73%.

Expanded market penetration into the general business mid markets by working with cross functional corporate divisions

to leverage existing reusable assets for healthcare, insurance and multi level networking companies, increasing sales from

zero to over $4M annually.

Responsible for the sale and engagement management of an $8M global (U.S., Europe, Asia, South America) Predictive

Analytics BI Solution in support of an Early Warning Quality Manufacturing Improvement Reporting System for a big 3

automotive manufacturer, who achieved a $1M per month savings in warranty claims, achieving over a 120% ROI during

the first year of implementation. Managed 12 FTEs (50,000 hours) over a span of 25 months.

Responsible for the sale, solution and engagement management of a $3.2M dollar Next Generation Business Intelligence

Solution engagement for a large storage and network company, which led to an additional $20M sustain and maintenance

contract; Reduced client application maintenance costs by 50% yearly. Managed 8 FTEs (18,000 hours) over a span of 18

months.

Responsible for the sale, solution and engagement management of a $4.5 million dollar project for a large European

automotive manufacturer. Delivered a custom Campaign Management System to the Relationship Marketing Group,

KENNETH FRIED

which allowed for targeted campaigns and marketing events with the ability to measure the effectiveness of each

campaign or event, reducing costs and increasing campaign effectiveness by 20%. Managed 12 FTEs (30,000 hours) over

a span of 18 months.

Contributed to the sale of a substantial project to a major Life Sciences company, a project which provided a

comprehensive consolidated system to manage their customers and sales force alignments; ensure accurate measurement

of sales & marketing across business and selling teams by incorporating industry KPIs through the consolidation and

incorporation of all Sales & Marketing reporting infrastructures.

Utilized Delivery Excellence disciplines to manage multiple projects; perform risk analysis and mitigation procedures,

manage client scope, ensuring contract gross profit targets and execution of all financial management processes.

Called in by the CIO of a major electronics manufacturer to re design the Corporate Enterprise Analytics and Reporting

Architecture. Reduced reporting tools by 75%, re hosted the system with real time metric based dashboards eliminating

reporting bottlenecks against the OLTP systems, reducing overall architectural footprint by 50%, slashing 30% of

licensing and maintenance costs annually.

Directed a corporate wide Data Quality Improvement initiative for a major computer hardware corporation. Created a

Data Governance Group for reporting, communicating, and fixing data issues resulting in an 80% increase in data quality

during the first year.

BI Strategy Lead for an electronics manufacturer sponsored by the CFO and CIO. Assessed current state of their

Corporate Customer Data, Enterprise Data Warehouse, current Governance policies, BI tools, and IT BI talent. Final

recommendations defined a sequenced plan concentrated on low cost, low risk, high return actions that enabled the

effective use of their CRM Data.

Spearheaded the development and contribution of a centralized repository of intellectual capital for a practice wide

database of re usable assets in the form of project deliverables, white papers, SOWs and sales presentations.

Director, PricewaterhouseCoopers Consulting, (Acquired by IBM in 2002), 1999 – 2002

Technical and Project Management position responsible for architecting hardware and software solutions and interfacing with client IT

and business organizations.

Responsible for the sale and delivery of a $15M Business Intelligence System for a large Captive Finance Company.

Performed the role of Chief Technical Architect and Engagement Manager. Designed the entire $4M Enterprise

Architecture using HP UNIX N Class Servers, EMC 8750 dedicated DASD, MicroStrategy and Informatica. Managed 18

FTEs and 8 similar client FTEs over a span of 36 months. Solution allowed for On Demand data access for Business

Analysis, Risk Management and Portfolio Analysis, Customer Retention, Campaign Management, Application

Operations, and Credit Approval. Worked directly with hardware and software vendors on behalf of client to negotiate

price and purchasing.

Worked with the CIO of Production Services for a major Financial Services provider to initiate new cost efficient

corporate IT standards within the Production Services group. Developed the standards for in house Windows and UNIX

servers, storage subsystems, database design and layout standards, software tools for applications, scheduling techniques,

high availability, back up and recovery techniques. Worked directly with vendors to negotiate pricing for hardware and

software on behalf of client.

National Manager, Informix Software, Advanced Technology Group, 1996 – 1999

Managed a team of engineers who supported the pre and post sales process of Informix’s XPS MPP systems.

Directed the sales effort in winning a $22M database software license to Southwestern Bell.

KENNETH FRIED

Identified and resolved a scalability issue for a national bank which resulted in the reduction of daily load and index

builds of ATM transactions from 68 hours to less than 6 allowing the load to occur within required timeframe.

Responsible for the sale of a $4M database software license to a large real estate company. Worked closely with the CIO

and IT department delivering successful technology presentations, and performing technology comparisons between

competing software vendors.

Led several industry standard benchmarks for Informix XPS and ODS on various vendor hardware platforms, propelling

Informix to the lead position in database performance for data warehousing.

Principal, Emergent Corporation / (Sold to Keene in 1995), 1992 – 1996

Successfully executed the Baan manufacturing benchmark on an 8 node IBM SP 2 platform using Oracle Parallel Server

V8i for a major computer manufacture’s benchmark group. The benchmark was highly successful for the first time ever,

resulting in near linear scalability.

Developed the following training material: “Oracle Parallel Server Internals” and “Effectively Designing Systems for

OLTP & Decision Support Environments” for both MPP & SMP platforms. Conducted training classes for various

clients, including nuclear power companies, computer and software manufactures.

Led a credit card fraud detection Data Warehouse reengineering effort for a credit card company’s fraud detection

division. The reengineering involved a 9TB data warehouse with 400 concurrent users. Reduced SAS query set run times

from 44 hours to under 1 hour.

E DUCATI ON & T RAI NI NG

Bachelor of Applied Science, Computer Engineering, Nova Southeastern University, Florida

IBM Certified Consultant

IBM Certified Project Management Professional

P UBLICA TI ONS R ECOGN I TI ON

A ND

DBMS Magazine Cover Story: Benchmarking OLTP Systems

DM Review, Scalable Systems Architecture: Scalable I/O Part 1: Disk Stripping

DM Review, Scalable Systems Architecture: Scalable I/O Part 2: Data Partitioning

DM Review, Scalable Systems Architecture: Scalable I/O Part 3: Avoiding Data Skew

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