William Houston, CFA

*** ******** *** ( Philadelphia, PA 19146 802-***-**** (

aceqkl@r.postjobfree.com

Senior Sales and Operations Leader

Operations Business Development Marketing Strategy Sales

Polished leadership professional leveraging creative intelligence to build

business structures, systems, and relationships instrumental in driving

sales, improving efficiency and eliminating redundancy. Leverage base

skills foundation for success in multiple industries. Promote positive

business performance using business cases and data analytics to support

decision-making efforts. Thrive on challenging opportunities to build and

renovate business, develop strong relationships, create and implement

business-critical processes/procedures, and assemble coalitions of high-

performance contributors.

Strategic Planning Process Development & Implementation Training & Education

Market Penetration Best Practices Development Data Analytics

Consultative Selling Government Lobbying Relationship

Cultivation

Career Experience and Contributions

INFOTECH ENTERPRISES East Hartford, CT 2010 - 2014

Global engineering services and solutions company employing 11,000+

employees across 38 global locations

Director of Sales, North America

Direct reports: up to 5 - Account Managers and Business Development

Executives; Indirect reports: 12; Sales Budget: $5 million

. Recruited to top global engineering outsourcing firm to penetrate the US

defense industry within the aerospace market.

. Developed market infiltration strategy and focused product offerings to

provide client value

. Drove corporate capital structure change to qualify for defense-related

offsets

. Architected sales organization support structures (processes,

commissions, planning, Salesforce.com) to support mission and wider

organization.

. Managed end-to-end relationships with marquee clients, including RFP

response, engagement structure and daily support activities

. Served as government and industry representative by actively

participating in Aerospace Industries Association, US-India Business

Council and lobbying congress (impact against sequestration).

. Led team in procuring first POs from Lockheed Martin, Lord Corporation

and others

. Strengthened sales team productivity by developing best practices to

ensure consistency and repeatability

. Deepened knowledge across junior sales associates by creating and

implementing company's first formalized training program and conducting

roundtables regularly.

IBM Armonk, NY 1998 - 2010

Multinational technology and consulting organization boasting annual

revenues of $99 billion and employing ~430,000 individuals around the globe

Corporate Financial Sales Executive, Global Financing (2006 - 2010)

Reports: 24 - Matrix Organization Composed of Pricing Administrators,

Contract Managers, Implementation Experts, and others; Sales Budget: up to

$30 million

Promoted internally to develop sophisticated lending solutions

(capitalization and deployment of custom solutions) key to driving business

forward while complying with all accounting laws across New York and

Connecticut territory. Consulted collaboratively with C-level decision

makers to optimize capital structure and sell IBM financing to Fortune 1000

clients.

. Earned professional recognition as a top 5% performer within the IBM

sales team; grew territory earning assets year-over-year (46% in 2009,

28% in 2008, 36% in 2007, and 35% in 2006).

. Expanded sales team effectiveness by preparing and facilitating training

in addition to providing mentoring support across the entire North

American sales organization.

Sales Operations Team Lead (2004 - 2006)

Direct reports: 4 - Sales Operations Analysts, Sales Operations Senior

Analysts

Elevated to guide the global sales forecasting process, drive analytics,

provide training, and implement value stream improvements into IBM

divisions across the world as a new corporate standard.

. Drove business intelligence improvement initiative by revamping worldwide

forecasting process; modified queries to track 100,000 pieces of data to

provide comprehensive information and data analytics supporting business-

critical decision making activities.

. Designed and rolled out worldwide sales plan, including budgeting and

commissions for all sellers and executives; used data to drive results

and strengthen sales plan development effort.

. Transformed customer service ranking from 4th place to 1st place by

designing and deploying a worldwide client and business partner

satisfaction process.

. Awarded patent and leadership award for creating on-demand financial

contract generation tool automating the credit and contract process for

small business sector (<$100,000); grew sales to $500,000 per week.

Business Transformation Senior Team Lead (2001 - 2004)

Direct reports: 35 - Contractors

Selected to lead team charged with developing e-business capabilities for

IBM's high-tech (chips) manufacturing business. Provided best practices

training and consultation for other IBM divisions.

. Won IBM Division Award for Leadership (2003) for improving customer

satisfaction to 85% from 55%.

. Received patents, published multiple times within IBM technical

publications on subjects such as infrastructure management, security, and

development processes.

. Advanced from Information Technology Analyst (1998 - 1999) to Information

Technology Solutions Architect (1999 - 2001) based on positive career

performance.

. Held industry certifications, such as Microsoft Certified Systems

Engineer (MCSE) and Lotus Notes Certifications (Development and

Administration)

Additional Highlights

Education MBA, Management of Technology

Rensselaer Polytechnic Institute - Troy, NY

Certifications in New Product Development, Project Management, and

User Centered Design

Bachelor of Science, Electrical Engineering and Computer Science

(BSE)

Duke University - Durham, NC

Certification Chartered Financial Analyst (CFA)

s CFA Institute / AIMR

Project Management Professional (PMP)

Project Management Institute

Affiliations Rotary Club, Member (former treasurer, vice president, and

president-elect)

Paul Harris Fellowship Award; Service Award; Strategic Planning

Committee Chair

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