Sales Manager

Bill Pattison

**** ***** *** ****

Matthews, NC *8105

704-***-**** / ***********@*****.***

EXPERIENCE

EMC Corporation Charlotte, NC

Mid-Atlantic Senior Manager of Professional Services April 2012 – Jan 2015

Managed a technical and service delivery team for EMC’s Mid-Atlantic Professional

Services Practice.

Worked with large enterprise accounts, Bank of America, Wells Fargo, Coke, and

Capital One. Managed staff augmentation and consulting services that consisted of

technical design to lifecycle support for all EMC products.

Managed a team of 20 technical consultants consisting of System Architects, Project

Managers, Implementation and Delivery Specialists.

Worked closely with the sales teams on services pipeline and drove revenue targets

for the top 20 accounts.

Leading and planning the execution of the overall work stream(s) for project kick offs

necessary to deliver the engagement to include managing metrics such as; project

operating margin, client satisfaction (NPS), staff utilization.

Delivering the contracted client outcome – including planning and completing

the engagement with high quality on time and on budget

Developing and managing the engagement communication plan, including simple

issue escalations and problem solving

Preparing and delivering succinct, clear and insightful and influential executive-level

presentations.

Proactively identifying client needs and assisting in developing solutions, this

includes identifying business development/upsell opportunities within the client.

Leading effective, cross-functional working sessions with clients and stakeholders.

Maintained pool of highly talented residency resources, supporting $16M+ residency

revenue business and increasing revenue and margins which contributed to growth

of residency revenue from $5M in Q1-2011 to $16M in Q3-2013. Defined and tracked

KPI for Residency Practice, ensuring continued revenue growth and meeting margin

targets.

Worked closely with customers to ensure proper integration of teams during

engagements.

Responsible for monthly and quarterly reporting and the overall utilization for the

teams.

Designed and rolled out training curriculum quarterly for team members for corporate

mandated training and Individual development plans.

William J. Pattison

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EMC Corporation Charlotte, NC

Regional Service Director April 2010 – April 2012

Managed a team of 25 field Field Service and Implementation Engineers and District

Managers supporting customers within the Mid-Atlantic division for EMC.

Responsible for service delivery for enterprise and Mid-market level accounts

including hardware and software installation, maintenance for all EMC sold products.

Maintained a high level of customer satisfaction at all times.

Managed day to day operations for the team, consisting of customer management,

employee management and being an overall customer advocate.

Worked with sales teams, Project managers and engineering to maintain the total

customer experience.

Responsible for customizing service delivery reports for senior management and

customers. Tracked SLA’s and reported monthly for Goal based deliverables.

Was awarded Field Service Manager of the year for 2010 for maintaining the best

utilization of staff and customer satisfaction survey results.

EMC Corporation 2 Penn Plaza NY, New York

Global Service Account Manager June, 2005 – April, 2010

Global SAM for Bank of America managing all aspects of the Banks’s storage

operations, for all services provided by EMC.

Managed code upgrades, bug fixes and installations with a team of over 30 field

engineers at Bank of America’s Enterprise Data Centers throughout the country.

Customer Advocate for EMC’s Global Services.

Primary Customer Interface for all Service & Support. Co-ordinates all aspects of

ongoing service issues on behalf of EMC.

Responsible for New business development and enhanced service models.

Ensures consistency throughout the enterprise- organize & focus the local service

team(s) & the Customer Support Center in terms of service delivery,

communications, settings standards, establishing procedures, reporting, etc.

Worked closely with local sales teams to insure customer needs are met and

maintained.

Project managed all aspects of service delivery, migrations within selected accounts

within the financial sector.

Maintained a high level of customer satisfaction at all times

Quota Baring Responsibilities and Achievements

2014 Quota $3.1M Achieved 105%

2013 Quota $2.8M Achieved 125%

2012 Quota $2.2M Achieved 110%

2012 reduced operation cost by 10% for the division

William J. Pattison

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Equant Integration and Network Services,

Orange Business systems

Integration Services Sales Manager 3 Park Avenue; New York, NY

April, 1994 – January, 2005

Increase NAM Sales order book and revenue attainment by representing and selling

the value of Equant IP and Integration Services offerings to customers, account

teams, and vendor partners. Directed a global sales team consisting of three

regional sales managers, and twelve account managers, in the supporting of global

large accounts.

Customer/Account Contact: Directly interface with customers and account teams

to present and sell Equant services and value proposition. Provide both strategic

and tactical support to NAM sales and facilitate communication with all organizations

within Equant.

Strategic Initiatives & Sales Deliverables: Act as Sales liaison to Product

organizations to remove sales obstacles, increase market responsiveness, and

facilitate development of customer driven offerings. Directly develop or facilitate the

development of sales tools/deliverables to reduce sales cycles and increase sales

effectiveness.

Strategic Partners Joint Sales Engagements: Increase Equant Integration Service

and Network sales by facilitating joint sales engagements with strategic vendor

partners (i.e. Cisco, Avaya, Nortel, Packeteer, etc.) and Equant account teams.

Manage sales professionals for Equant's global Integration services

portfolio as well as Equant’s Data services and products i.e. IP Telephony,

Managed Firewall, IP-VPN, and Deployment services.

Provided various tools to, lead, motivate, direct, train and mentor the

sales management team and staff.

Ensured all regions sales targets were met.

Accounts Managed (i.e. Bank of New York, Merrill Lynch, AXA, Marsh &

McLennan, and PPG Industries.)

William J. Pattison

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New York Institute of Technology Islip, NY

E D U CATI O N

Bachelor of Science, Business Management May, 1992

Nassau Community College Garden City, NY

Associate Degree, Business Information Technologies May, 1989

TRAI N I N G EMC Proven Professional 2010

Extensive Sales training in Cisco IP Hardware and Applications

Cisco Certified Sales Professional – 2005

Advanced Presentation Skills – 2009

Extensive corporate training in: sales technique, presentation skills, marketing

strategy.

Microsoft Office 2010 / 2013

Basic business accounting 2011

Project manager essentials

H O N OR S /AWARD S

EMC Recognition award 2012 (Bank Of America Data Center migration )

EMC Manager of the year award 2010

EMC Recognition award 2013 (Coke project)

Proficient with all major software packages including: Microsoft Word, Excel,

COMPUTER SKILS

Power Point, Outlook and, Project. QuickBooks, PeopleSoft, Salesforce suite,

SharePoint.

Contact this candidate