coach manager business development evangelist

Victor Ian Spigelman B. Comm. Hons, MBA

Seasoned Strtagic Sales Professional

***** ****** ****, ****** *****

Phone: 469-***-****

Email: ****************@*****.***

Professional Experience

Independent Consultant – April 2014- Current

IBM Corporation 2008 – March 2014

Client Director – Power Group of Companies (Insurance and Financial Services)

Creation and Identification of opportunities

Manage IBM resources

Grow by double digits the revenue from Power Corp.

Consult on improving processes leveraging legacy systems

Enable the full IBM solution (all brands) to be offered

Changed Power Corp from Litigious account to a Growth Account

Grew Services business by over 100%

IBM Corporation 2006 - 2008

Canadian Business Development Executive

Creation and Identification of opportunities in ERP accounts

Business Development of SOA

SMB, Industrial,

Enable Customers, Business Partners and IBM staff on use of SOA

Consult on improving processes leveraging legacy systems

Enable the full IBM solution (all brands) to be offered

Exceeded Quota Measurement

IBM Corporation 2004 – 2006 (assignee of IBM Canada.)

Global Linux Sales Exec/Consultant:

Business Development of Linux world wide

Create a Linux Vision with Customer Accounts

Build a business case for Linux usage in Financial Service Sector of IBM

Educate Customers, Business Partners and IBM staff on using LINUX

Consult on Legacy Systems transformation to Linux

Coordinate key business partner to enable sales

Sell Sun to Linux Migrations

Sell Microsoft to Linux Migrations

Top Gun Instructor – Industry and Linux solutions

Exceeded Quota measurements with double digit growth

IBM Corporation, New York, NY 2002-2004 (assignee of IBM Canada.)

Americas Financial Markets Solutions Executive:

Win back IBM presence in competitively installed accounts

Create and Lead IBM’s Winback team for Financial Markets

Leverage ISV software into IBM core offerings

Launch Linux and On Demand into these potential clients

Achieved sales quotas with the Americas with net new revenue in excess of $75 million and coverage attainment of over $400 million.

IBM Corporation, North America 2000-2002 (assignee of IBM Canada.)

Global Financial Markets Solutions Executive and SUN winback program manager:

Build and sell Solutions for Internet trading

Achieved a win rate of $50 Million in white space of trading

Leverage ISV software and IBM core offerings to create asset based solutions

Replaced SUN in Major Financials services accounts in New York, Boston and San Francisco

IBM Corporation, Americas 1999- 2000 (assignee of IBM Canada)

Global STP Solutions Executive:

Solutions leader for this strategic initiative of IBM

Develop offerings; propose into marketplace and general business development

Integrate ISV software into IBM core offerings

Sold and delivered Exchange and Order Management solutions across the Americas with revenue in excess of $60 million.

IBM Corporation, WW team, 1998 to 1999 (assignee of IBM Canada.)

Segment Executive E@Invest - IBM Global Capital Markets Group (1999 to 2000)

Promoted to strategic and operational leader charged with assembling critical talent, managing and growing IBM’s Capital Markets business and guiding senior financial, operating and management teams of client organizations through reengineering, business management and business planning projects.

Representative projects include:

•Structuring, management and implementation project to redefine an existing private banking system to a multi-channel multi-segment e-business for both a US and Swiss based private banker

•Management of a functional and technical evaluation of an enterprise-wide data warehouse solution; prepared recommendations, project implementation plan and business case for Board approval

•Evaluation of economic and strategic viability of internet-based trading and business for large global bank

•Strategic assessment of rapidly changing Canadian marketplace and impact of “North-Americanization” on institutional Internet based trading

•Rated top speaker at Federation of European Stock Exchanges on the strategic direction for Exchanges in Europe. Written up and quoted in the London Financial Times.

Worldwide Business Development Executive - Capital Markets (1998)

Identify, execute and subsequently manage strategic solutions for e-business and straight through processing in order to drive revenues within IBM's Capital Markets Division.

•Built business plans in conjunction with McKinsey

•Built personnel plans and new business launches for fulfillment of plans

•Determined economic and strategic criteria for alliances and acquisitions; reviewed candidates for compliance with criteria.

•Managed team to redefine a retail securities product with consultants and business partners, which ended up with a showcase of IBM Internet capabilities.

ISM Information Systems Management, Toronto, Ontario, Canada, 1992 to 1998

An Outsource and Service Bureau to the Canadian Brokerage Industry and World Wide Exchange Software Provider. Lead Sales in a world wide role.

Manager, Sales and Customer Services (1996 to 1998)

Developed, managed and had full revenue responsibility for large Canadian financial institutions.

•Managed direct reports of 10 person sales and customer support. Managed indirect of 100 delivery people. Implemented business plans, including contracting of complex projects, revenue projections, pricing and sales strategy, project implementation and client support models.

•Managed first build of internet brokerage interfaces for both full service and discount brokerage

•Managed relationship with TD Greenline, BNC, Merrill Canada, Midland Walwyn

Account Manager, Sales and Marketing (1992 to 1996)

Responsible for all aspects of the client relationship

Managed day to day relationships

•Managed Mergers

•Managed Development projects

IBM Canada Limited, Toronto, Canada, 1978 to 1992

Marketing Representative 1984-1992

Responsible for all aspects of the relationship between IBM and its clients.

•Generated and maintained $15M in annual recurring revenues through sales of IBM service bureau, professional services groups and IBM hardware/services group

•Created and implemented customer satisfaction plans

•Managed Relationship with Major banks, TSE and CDS

Marketing Representative 1982-1984 Montreal, Quebec

Responsible for all aspects of the relationship between IBM and its clients.

•Generated and maintained $15M in annual recurring revenues through sales of IBM service bureau, professional services groups and IBM hardware/services group

•Created and implemented customer satisfaction plans

•Managed Relationship with major Montreal brokerage accounts and Bourse de Montreal

Systems Engineer 1980-1982

Responsible for all Development of Money Markets and Portfolio systems

•Generated and maintained $1m in annual recurring revenues through development and sales of money market systems and retail portfolio systems.

•Built specifications, coded and implemented systems at major Canadian dealers

Systems Engineer 1978-1980

Responsible for development of APL Actuarial Package, FDP and other systems

•Developed actuarial and budgeting systems for IBM clients

Education

The University of Manitoba, Winnipeg, Manitoba

Bachelor of Commerce Honors, Major in Finance and Marketing, 1978.

University of Phoenix, online

MBA 2009

Canadian Securities Institute, Toronto Ontario

Canadian Securities Course, 1980 (Registered Representative license course - equivalent to series 7))

Harvard, Wharton, Western Business Schools

Multiple strategy and management courses as offered by these schools to IBM senior leaders.

Additional Information

Featured and Keynote speaker at many industry conferences on technology trends in the financial services industry; quoted in industry news publications.

!) Emerging Markets Conference – FIVB Turkey 2000

2) European Exchanges Conference – Milan 1999

3) Securities Traders Association- – Boca Raton 2000

4) Linux Software – Iceland -2005

5) Linux Keynote Address – Bucharest Romania – 2005

6) Published interviews in E-Week and Banking Technology Journals - 2005

7) Keynote speaker Cybera Cyberinfrastructure Conference - 2007

Countries Worked in and Consulted in:

USA, Canada, Switzerland, India, Iceland Sweden, Hong Kong, Turkey, China

Israel, United Kingdom, Belgium, Luxembourg, Trinidad, Singapore

Germany, Italy, Brazil,Bermuda, Japan, Korea, South Africa

IBM Awards

Marketing Excellence Award (technical and marketing leadership) – 1981

100% Clubs - 30 of 32 Years

Golden Circle – 1989,1990,1991,

Vice Presidents Americas Award – 2001

Several IBM team awards

25th Anniversary Award

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