Sales Manager

SAM KHANNA

*** ******** ****** ******, ** ***** ***********@*****.*** (h): 203-***-**** (c): 203-***-****

GENERAL MANAGER/BUSINESS UNIT LEADER

Highly successful and results-oriented Executive with extensive management and leadership experience, including General

Manager of several business units within large global IT services companies. Advanced skills in formulating and

implementing growth and turnaround strategies, domestically as well as internationally. Skilled leader with core

competencies in:

Business Strategy & Change Business Development P&L Management

Marketing & Go to Market Deal Strategy & Structuring Client Management

Offerings and Alliances Deal Making & Execution Productivity

KEY ACHIEVEMENTS

Led large teams to sign five mega (greater than $100MM) deals for an aggregate $1.5B contract value, including two

deals in Europe. Developed and executed the WIN strategy of innovatively structured deals which created significant

business value for clients.

Successful inception, launch and monetization of a startup focused on offering project finance solutions to enable IT

as a Service, consistent with the Cloud Computing model.

Led a highly successful turnaround of a major business unit which significantly helped the overall survival and

turnaround of Unisys Corporation. Restored profitability to target margins through productivity and growth, while

maintaining excellent client satisfaction.

Successful inception, launch and implementation of IBM Global Services’ Alliance strategy resulting in over

$100MM annual revenue growth through nine new alliance partners.

Strategic repositioning of three major business units within IBM Corporation. The repositioning and subsequent

creation of the Desktop Asset Acquisition Services unit helped IBM Global Services offer a new service line which

helped improve margins and created growth through new scope in large outsourcing contracts. The repositioning and

subsequent creation of IBM Global Commercial Financing helped diversify concentration risk while creating new

project finance offerings to help sales of IBM Hardware, Software and Services. The repositioning of the IBM

Europe telecommunications unit delivered significant growth through a large 450MM Euro outsourcing deal in

Spain, which also displaced a key competitor.

EXPERIENCE

TECHNOLOGY PROJECT FINANCE (TPF)

Founder and Chief Executive Officer – Wilton, CT 2011 – Present

Launched a specialty finance/IT reseller firm focused on technology/medical project financing, including hardware, software,

systems integration and outsourcing projects.

Company provides “IT as a Service” cloud computing model.

Company clients include both advisory and vendor partnership customers.

Monetized portion of investment in partnership with a IT and BPO Outsourcing company.

Partnered with Altus Alliance to focus on financing and growing technology/medical start ups

UNISYS CORPORATION

Vice-President and General Manager Services North America – Reston, VA 2008-2010

Recruited for exceptional leadership skills to complete turnaround and restructuring of the North America unit (approx

$700MM+ P&L, over 5,000 employees). Implemented comprehensive turnaround plan by focusing on:

Client satisfaction (restored faith in Unisys). Realigned Client Management organization around “Account Manager

as CEO” model. Achieved 7.8 (out of 10) client satisfaction rating in 2H08, followed by >8 consistently in

subsequent quarters.

Productivity in delivery immediately improved by 13% (757 FTEs) followed by 8% improvement in 2009. SG&A

reduced by 26%.

Sales organization realigned around new go-to-market model and market segmentation with simplified offerings and

refreshed value propositions. Increased sales in 2H08 by $90MM to current accounts, developed $2B+ pipeline,

oversaw $500MM in deal engagements, and closed 2 new accounts >$50MM. In 2009 closed 5 new logo sales,

expanded base clients with >$125MM Total Contract Value orders

Financial operating margins improved to 6% achieving target in 2H09 and 2010.

Renegotiated 3 large contracts and divested BPO business.

Leadership and cultural change by improving communications and creating leadership team

IBM GLOBAL SERVICES

Vice President, Financial Markets Industry, Americas – New York, NY 2004-2008

Promoted to lead the turnaround and growth of the Financial Markets unit with ownership of $500MM P&L, 45 direct

employees, approximately 2,000 indirect employees. Responsible for all aspects of the business unit, including, overall

strategy, sales, client satisfaction, delivery and financial performance.

Refreshed value proposition and developed a $3.4B deal pipeline, with 5 large deal engagements and closed two

deals with new accounts valued at ~$900MM.

Created strategy to increase sales to current accounts resulting in $425MM of new sales

Implemented new business model to ensure competitive cost structure including offshoring

Achieved significant revenue growth (+9% CAGR) over 3 years and restored gross profit to 20%

General Manager, Financial Services and Communications Sector, Europe – Paris, France 2001-2004

Chosen to lead Financial Services, Telecoms, Utilities and Media industries with Revenue > $500MM. Responsible to

spearhead outsourcing unit’s growth in Europe especially in Banking and Telecommunications industries.

Business Development for $2B+ outsourcing deal with large German bank

Led and closed two large outsourcing deals in Spain ($500M) and Finland ($120M)

Developed business in all major European countries with interaction at board level

Developed structured financing methods to enable acquisitions of IT subsidiaries

Developed a consulting-led model for IT outsourcing with a German Global 100 media company

Vice President, Global Alliances – Somers, NY 2000-2001

Selected to lead IGS alliance strategy to expand services for hardware, software and telecommunications. Formulated a

small team of twelve members to create an alliances unit to drive incremental revenue growth.

Created alliance methodology (targeting, developing and execution) for IBM Global Services

Completed nine major global alliances, delivering over $100M annual revenue growth

General Manager, IBM Desktop Asset Acquisition Services – Chicago, IL 1997-1998

Had complete strategic, operational and financial responsibility for wholly-owned, autonomous 170employee unit (provider

of IT asset management and acquisition services).

Launched new business strategy with focus on services and growing revenues by 70%

Implemented new offerings and rationalized unit into broader outsourcing value proposition

New direction for software development based on E-business and tool development

Achieved a significant turnaround and attained margin objectives

IBM GLOBAL FINANCING

General Manager, Global Commercial Financing – Armonk, NY 1998-1999

Led $7B global Commercial Lending unit which offers working capital loans, term debt, acquisition facilities, cash flow

based and structured financing, syndications and participations

Closed 9 new deals for $1.5B in assets. Grew profits by 31% & 27% in 1999 & 2000 respectively

Led IGF’s initiative to expand into project financing for software, services and telecom

Redefined business and implemented new growth strategy, with emphasis on new products, market segments and

merged unit into leasing division to provide project finance solutions to customers

IBM CANADA LTD

Chief Financial Officer – Toronto, Canada 1994-1996

IBM Global Financing Canada (1994-1995) and IBM Global Services Canada (1996)

Managed all financial and administrative functions including strategic planning, accounting and reporting, credit analysis,

pricing, business and financial controls, and debt financing strategy

Various progressively senior roles in sales, manufacturing, services & finance – Toronto, Canada 1979-1993

EDUCATION

York University – Toronto, Canada

MBA (Strategy & Marketing), Schulich School of Business 1994

Bachelors degree in Administrative Studies 1985

Contact this candidate