Sales, General Management, Leadership, High growth & Customer Service

RANDALL DE LORENZO

720-***-**** *********@*****.***

MBA, University of Colorado BA, University of Denver

Passionate, entrepreneurial and results-driven leader with proven ability to facilitate execution of strategic imperatives.

Global Business Leader

Deep Expertise SaaS, Mobility & Consulting

P&L Management/Improvement

Hyper-growth Sales Success

Skillful Negotiator/Complex Transactions

Customer Success

Product Development

Broad Industry Relationships

BPO & Managed Services

Global Business Development

Fund Raising

Corporate Finance – Modeling & Analysis

Marketing - Strategy & Execution

Execution/Operational Delivery

Recruit/Train World Class Teams

Trusted advisor to some of the world’s largest enterprises and mid-market companies.

Highly effective leader who quickly formulates & executes solutions that improve revenue, profit & competitive advantage.

Led sale, negotiation and delivery of over $1,000,000,000 in enterprise relationships. SaaS, Mobility, Services and Consulting.

Demonstrated ability to develop, persuade, earn the respect, trust and partnership of Fortune 500 & Global 500 CXO’s and technology managers including Microsoft, Coca-Cola, Comcast, Cox, Safeway, Aramark, Cigna & Eaton and many others.

Innovation & Product Development: Awarded Gartner’s highest rating of “Strong Positive,” & industry’s highest customer satisfaction rating in 18 months.

Primary leader responsible for cross-functional team that developed SaaS platform & services. Formulated and executed Go-to-Market. Led revenue growth exceeding 4,200% in 5-year period, CAGR 112%.

Led development of leading enterprise consulting practice delivering > 50 strategic engagements to F500 clients.

Engaged by 100’s of enterprises on the development, implementation and/or execution of their enterprise strategy.

Spearheaded wholesale division growth from $48 million to $75 million in 14 months. Responsible for recruiting team, business development, product evolution & operations. Managed complete P&L. Formed new/renewed alliances with 45 partners. Increased enterprise value $350 million in 1 year; played key strategic role in positioning company for $1.36 billion sale to Verizon Wireless

Canvas Solutions, Inc. to 4/2014 to 6/2016 gocanvas.com Reston, VA

Executive Vice President – Global Revenue

Led hyper-growth Mobile/SaaS global sales team across Americas, EMEA and APAC, including Enterprise, SMB, Channel (Wireless Carriers), Customer Success and Customer Support.

Lead global team of 30+ high performing new and experienced SMB, Enterprise and Channel (Mobile Carriers) sales executives, instilling a culture of visibility and accountability to delivering consistently on monthly, and quarterly results.

9 consecutive quarters of record setting new bookings growth in more than 75 countries across the globe.

Grew Total Revenue by 188% in 2 years. Consistently exceeded hyper-growth revenue goals.

2016 YTD 127% attainment of company goal.

Established high-velocity sales process. Team consistently closed 150 – 200 deals each month.

Developed multi-vertical sales methods: Health Care, Construction, CPG, Retail, Logisitics, Manufacturing, Oil & Gas & Safety.

Key logos added: Pfizer, Lab Corp, Coca Cola, Oxy, Rio Tinto, Toys R Us, Mohawk, Lend Lease, Red Bull, PG&E & Monsanto.

Developed/implemented Customer Success and Customer Support teams increase renewal rates & reduce churn. Churn <1%.

Developed hiring and training standards to provide steady stream of viable sales candidates.

Key member of team to raise 2 rounds of capital.

Perpetual Edge, LLC, 2013-2014 Denver, CO

Founder & Principal Led consulting team to advise Microsoft on development of mobility strategy for 140,000 global users.

Xigo, LLC, 2008 to 2013 (acquired by Dimension Data, part of NTT Group) Centerville, VA & Denver, CO

Led company’s evolution to become an industry leader. Provided leadership to a team of 80+ including sales & service delivery. Managed full P &L. Responsible for development of strategy, vision and requirements for SaaS products. Led development of managed services, BPO & consulting capabilities. Served as evangelist & led development of market competency. Responsible for growth of partner relationships.

Chief Mobility Officer

Led cross-functional team as General Manager for team of 80+ colleagues (sales, account management, product managers, software engineers, consultants, implementation and operations) of industry’s top-rated wireless management platform.

oFormulated & executed Go-to-Market the delivered growth exceeding 4,200% in 5-year period, CAGR 112%.

oAwarded Gartner’s highest rating “Strong Positive” in first 18 months of market entry.

oLed all customer facing activity to earn highest customer satisfaction of all major competitors.

oProduct Development and ongoing operational management.

Developed Go-to-Market and led North American sales team and global business development.

Led/delivered highly reference-able mobility consulting engagements to prominent global brands & other F1,000 clients

Selected to Global Leadership Forum by Dimension Data CEO in 2012 & 2013.

Drafted and negotiated terms/conditions with partners including deal structure, financial analysis & marketing promotion.

Traq Wireless Inc. 2005 to 2007 (Acquired by tangoe) Austin, TX & Greenwood Village, CO

Vice President, Professional Services

Led all professional services/consulting activities at SaaS-based mobile technology company.

Immediately implemented new professional services strategy that yielded significant new revenue and cash flow

Formulated, sold and led operational delivery of company’s 1st comprehensive Managed Service Offering to Fortune 250 enterprise leveraging SaaS platform. Credited by customer’s CIO for creating industry-leading offering.

Developed industries largest consulting practice for F500 clients.

Featured in publications such as the Wall Street Journal and speaker at industry events.

Served as company evangelist and primary domain expert on frequently conducting large webinars and marketing events.

Credited by C.E.O. for defining strategy for company that dramatically increased revenue & profitability on strategic accounts.

Telwares Communications L.L.C. 2003-2004 Destin, FL & Greenwood Village, CO

Vice President & General Manager, Wireless Services

Founded industries leading consulting practice to F500 clients.

Developed and delivered products, operational methods, standards & practices. On-going product management

Developed strong relationships with service provider executives to deliver leading edge customized product offering.

Led mobile practice public relations efforts as industry thought leader. Dialogues with analysts, executives, journalists, etc.

SkyGo, Inc., 2000-2003 (Acquired by Enpocket/Nokia) Redwood City, CA

Vice President, Carrier Business 2000-2002, Board of Advisors, 2002-until sale in 2003

Developed carrier engagement model for global SaaS Company. Successful international business development across North America and Asia. Executed industry's 1st network access agreement for wireless advertising with AT&T Wireless Services.

CommNet Cellular Inc. CELS NASDAQ (acquired by Blackstone in 1998 & Verizon Wireless 2000), 1996-2000 Englewood, CO

AVP Financial Planning & General Manager, Wireless Wholesale Services

General Management/Business Development

Spearheaded development of wholesale business growth from $48 million to $75 million contributing over 50% of company’s EBITDA in approximately 14 months.

Managed full P&L. Increased cash flow 47% in 1 year. Formed new or renewed alliances with 45 wireless carriers.

Led team responsible for all aspects of operations to include profitability, financial evaluation, revenue assurance, account management and oversight of customer service, industry participation and organizational compliance.

Financial Planning & Analysis

Led comprehensive financial planning process that included bottoms-up budgeting and detailed operational plans by market/partnership that were used for debt offerings, investor relations and LBOs. Prepared GAAP consolidated, financed proportionate, and operating financial plans for 69 markets with more than 150 partnerships and 3 levels of ownership.

Played key role in acquisition; prepared material portions of the offering memorandum, presented as roaming subject matter expert to potential acquires and investment bankers.

Served as primary business case architect. Conceived and presented evaluations and recommendations on strategic initiatives including pricing and promotions, strategic technology investment, product development, market entry and capital spending. Included complex valuation, and impact on exit value analyses.

Prepared 30+ evaluations for acquisitions.

AVP Marketing: Customer Loyalty & Retention Re-engineering (Churn Reduction)

Led company-wide effort to work with Bain Consulting to establish strategies to reduce customer defections. Effort included comprehensive evaluation profitability by segment, channel, geographic market, and rate plan & credit class.

Reduced monthly churn from 2.6% to 1.9%, salvaging in excess of $19 million in annual revenue. Managed 17 separate, but concurrent enterprise-wide projects spanning sales, marketing, customer service, credit/collections and IT, led team of 23.

Corporate Finance Positions of increasing responsibility with divisons of F500 ENTEPRISES 1988-1996 Denver, CO

U.S. Army, 1982-1985: Soldier of the Year, 1984 Ft. Sill, OK

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