SVP Sales
Resume:
Warren A. Winslow III (Chip)
Dallas, TX
************@*****.***
Profile
Results-driven Senior Enterprise Applications (SaaS, Cloud and OnPrem) Executive with a proven track record of building, turning around and growing multi-tiered global P&L businesses. 20 year Industry IP in Discreet Manufacturing, Consumer Manufacturing, Distribution, Retail and Telecom. Ability to drive consistent over achievement of revenue, bookings and profit targets leading to beneficial results/exits for shareholders. Accountable throughout leadership career for SaaS/License/Services revenue and bookings ranging from $10 million to $125 million. Earned reputation in all roles for decisive decision-making style, collaborative peer engagement, high integrity, and corporate accountability. Sales and Operational Experience spans hi-growth, turn-around, and market-leading enterprises. Successful in formulating and implementing strategic go-to-market business plans. Expertise in building, developing and managing global teams and leaders with 15 prior hires or direct reports now in sales leadership and executive roles. Areas of proficiency include:
§ Global P&L Management § BOD/CXO/Executive Interface
§ SaaS/Cloud Business Management § Talent Development and Acquisition
§ Profitable Organic Growth § Sales Force Management/Enablement
§ Mergers and Acquisitions § Multi-Unit Global Leadership
§ Go To Market Strategy Development § Solutions Marketing/Solutions Management
§ Customer Success Accountability § Pricing Development and Execution Ownership Professional Experience
MotionPoint Corp. –Ft. Lauderdale, FL 2015–2016
$40+Million PE Backed (Morgan Stanley Expansion) Industry Leading Digital Globalization Sales and Marketing Platform Provider via Cloud and OnPrem to Global Retail/Omni-Channel and B2B SVP, Global Sales (Sales, Pre-Sales, Channels/Alliances, Solutions and Business Dev.) Brought in by PE Board: Tasked with turning a $35M Business into $100M+ Business by EOY 2020. 2015 Revenue: $40M Achieved vs. $35M Plan
2016 Plan: $55M
P&L Leadership Responsibility for Global Revenue Generation Number of Direct Reporting VP/Directors: 9 (5 Sales, 1 Alliances, 2 Solutions, 1 Business Dev.) Organization Size: 50+ Employees
Accounts Sold: ATT, AutoZone, Victoria’s Secret, IKEA, ASOS, Jet Blue, New Look, W.W. Grainger, The Estee Lauder Company, Burton Corp., Lennar Homes, Bank of Montreal, Ford Motor Company, Best Buy, General Motors Corp., David Yurman, T-Mobile, Feel Unique, IHG, End Clothing, CenturyLink, River Island, Urban Outfitters, HollandAmerica, Verizon, Wahl Corp., Hyundai America, Puma, Under Armour, Lexis-Nexis, Sprint, Chrysler LLC, CommScope, CVS, Claire’s, JP MorganChase, Abercrombie, Goodyear Tire, Humana, Aetna, Bosch, Eastman Chemical, NEXT plc, A&F, Walt Disney, Sprint, NCL, River Island, Long Tall Sally, Schuh, Cox Communications ZENSAR TECHNOLOGIES, A RPG COMPANY-San Jose, CA/Pune, India 2015
$500+Million PE Backed (RGP Group) Value Added Technology Solutions Provider. Oracle Applications Diamond Partner with Industry Focused IP OnPrem, SaaS and Cloud Solutions and Services PROFESSIONAL ACCESS, LTD. -New York, NY (Acquired by ZENSAR Technologies Q1/15) 2012-2015
$60+Million PE Backed (3i Group) Commerce Solutions Provider. Oracle’s most experienced dedicated Global Commerce Value Added Solutions Provider delivering Industry IP OnPrem and Cloud Solutions. ELASTIC PATH SOFTWARE-Vancouver BC 2011–2012
$20+Million PE Backed (Yaletown Ventures) Provider of Enterprise Cloud eCommerce Solutions. Vice President, Global Field Operations (Sales, Presales, Services, Field Marketing and Alliances) License & Service Revenue: $25M
Competition: Oracle/ATG, IBM/Sterling Commerce, Microsoft, Demandware, Hybris Number of Direct Reporting VP’s: 6 (2 Sales, 1 Alliances, 1 Pre-Sales, 1 Services and 1 Field Mkt.) Organization Size: 60+ employees
On target to achieve 110% of Plan/35% revenue growth for 2012 (Sept Year End) Executive Vice President, Global Head-Field Operations (Sales, Marketing, Pre-Sales, & Solutions) Brought in by PE Board (3I Group): Tasked with turning $19.5M Bookings into $65+M in 5 years. Grew bookings business over 325% in 3.5 years to $67M. Created Technology Solutions Line of Business that accounted for over 30% of annual bookings Grew International Business from $4.5M in Bookings to$ 22M Profitable Exit for Owners with Acquisition by ZENSAR Technologies (10/14), LEC (Q1/15) P&L Leadership Responsibility: Sales, Pre-Sales, Solutions, Marketing, and Alliances Reporting SVP’s/VP’s: 10 (6 Business Unit Execs, 1 Pre-Sales, 1 Solutions, 1 Marketing, 1 Alliances) Organization Size: 100+ employees
Global Bookings Performance:
2012-Target 25M/$30M Actual (120% of Plan and 154% YOY Growth) 2013-Target $40M/52.5M Actual (132% of Plan and 158% YOY Growth) 2014-Target $60M/67M Actual (112% of Plan and 128% YOY Growth) Breakdown of Bookings-52% Services, 33% Technology Solutions, 15% Business Enablement Accounts Sold-Michael KORS, Kohl’s, Wal-Mart Global, John Lewis, Toys R Us, Nintendo, Best Buy, OfficeMax, Reed-Elsevier, DSW Shoes, Mr.Price, Sam’s Club, TBC Corp, Lexis-Nexus, NY&Co., Urban Brands Dubai Duty Free, Vodafone, AutoZone, Lexmark, Payless Shoes, Liverpool, Falabella, Woolworths SA, NBTY, The Forschini Group, The Maritz Company, CVS Pharmacy, PerkinElmer, ANN Taylor, Deluxe Corp., Verizon, Truworths SA
Executive Vice President/Global Head, ZENSAR OneRetail
$125M Global Business Unit focused on Retail and Consumer Enterprises Revenue Breakdown-70% Delivery Services, 20% Technology Solutions, 10% Business Consulting P&L Leadership Responsibility: Sales, Delivery, Solutions, Marketing, and Alliances Reporting SVP’s/VP’s: 10 (6 Business Unit, 1 Delivery, 1 Pre-Sales/Solutions, 1 Mkt, 1 Alliances) Organization Size: 450+ employees
Competition: IBM, EBAY, Hybris/SAP, Sapient, TCS, EPAM, Accenture, Cognizant, Wipro, Infosys Global Accounts - Michael KORS, Kohl’s, John Lewis, Toys R Us, Nintendo, Best Buy, OfficeMax, Reed-Elsevier, DSW Shoes, Mr.Price, Sam’s Club, TBC Corp, Lexis-Nexus, NY&Co., Urban Outfitters, Dubai Duty Free, Vodafone, AutoZone, Lexmark, Payless Shoes, Liverpool, Falabella, Entel PCS, Woolworths SA, NBTY, The Forschini Group, The Maritz Company, CVS Pharmacy, PerkinElmer, Deluxe Corp, ANN Taylor, Deluxe Corp, Marks & Spencer, Sainsbury’s, Gymboree Art Technology Group (ATG) -Cambridge, MA (Acquired by ORCL 11/10) 2006–2011
$215+Million Provider of Industry Leading Omni-Channel, eCommerce and Marketing Applications via SaaS and OnPrem to Global Retail/D2C, TELCO/MSO, FiServ, Travel, Consumer, and Industrial firms. ADP TOTALSOURCE-Miami, FL 2005–2006
$10+Billion Dollar Provider of Business Process Outsourcing/SaaS HCM Solutions. JD Edwards/PeopleSoft-Denver, CO 2003–2005
$3+Billion developer of enterprise business application software products for large and medium-sized enterprises. Solutions include ERP, CRM, SCM, HCM, EAM, and BI. Group Vice President, Commerce – North America/South America (NASA)
(Central Region, Vice President of Sales (promoted to Group Vice President, NASA-1/08)
$1-Billion Exit for Shareholders via ORCL Acquisition of Art Technology Group (ATG)-11/10 2010 License & Service Revenue: $120M (132% of Plan/Plan was 25% YOY Growth) Competition: IBM, Sterling Commerce, Microsoft, GSI Commerce Demandware, Hybris, iCongo Organization Size: 100+ Employees
Number of Direct Reporting Directors: 8 (5 Sales, 1 Pre-Sales, 1 Professional Services, 1 Field Mkt) CONSISTENTLY OVER PLAN: 2006 (112%), 2007 (130%), 2008 (127%), 2009 (125%), 2010 (132%) Accounts Sold: Walmart, Nike, Hyatt, Dell, Lexmark, AutoZone, Neiman Marcus, DSW Shoes, AT&T, Collective Brands, Lexis Nexus, Falabella, Reed Elsevier, Payless Shoes, Metro PCS, Urban Brands, Bed, Bath & Beyond, Coke, Netshoes Brazil, Walgreens, Deluxe Corp, Sur Le Table, HTC, Sprint, Direct TV, Franklin Covey, OfficeMax, TBC Corp, Delta Airlines, DYS-Chile, SODIMAC, Quiksilver, Best Buy, Sam’s Club, Liverpool, NY&Co., Chicos FAS, JC Penney, Sportsman’s Warehouse, Stage Stores, LuluLemon, Toy’s R Us, CVS Pharmacy, ANN Taylor, Claire’s Stores Director of Sales, South Central US
License & Service Revenue: $15M
Competition: SAP, Oracle, Infor, Lawson, Microsoft, Workday, Ultimate Software, Epicor Organization Size: 25+ employees
Number of Direct Reporting Managers: 3 (2 Sales, 1 Services) Leadership Responsibility: Field Sales, Presales, Service and Business Development Representatives ACHIEVED REVENUE TARGETS: 2005 (125%), 2006 (110%) Accounts Sold: Neiman Marcus, Williamson-Dickies Corp., Tuesday Morning, Radio Shack, Zales Corp., Minyard Foods
Vertical Sales Manager, Manufacturing, South Central US License Revenue: $12M
Competition: Oracle, SAP, Baan, Epicor, SSA/Infor, Lawson, Microsoft, Manugistics, i2, JDA, Siebel Organization Size: 8 employees
Number of Sales Representatives: 6
Leadership Responsibility: Strategic Sales Representatives and Industry Solutions SME’s ACHIEVED REVENUE TARGETS: 2003 (105%), 2004 (115%) SAP AMERICA-Newtown Square, PA 2001–2003
$10+Billion developer of ERP enterprise application software for large and medium-sized enterprises. Solutions included ERP, CRM, SCM, HCM, EAM, and BI. SIEBEL SYSTEMS, INC.-SAN MATEO, CA 1999–2001
$1.2+Billion developer of enterprise business application software products for large and medium-sized organizations. Solutions included SFA, Call Center, eService eMarketing, eCommerce and Knowledge ORACLE CORP.-REDWOOD SHORES, CA 1997–1999
$10 Billion developer of enterprise application software for large and medium-sized enterprises. Solutions included all Oracle Business Applications (ERP, CRM, SCM, HCM and BI) ADVANCED GRAPHICAL APPLICATIONS -Dallas-TX 1996–1997 Customized software systems integrator for Oracle ERP applications and developer of call center, sales force automation, ecommerce, and order processing
Education
1991 thru 1995 Chip worked for non-technology companies selling both consumer products and ethical pharmaceuticals. These successful professional experiences, world class training and numerous geographic territories built a tremendous professional base of knowledge, and are a real part of the overall success throughout his career. Chip received several awards recognizing his top performance during that time. Education/Personal
B.S. – Marketing, Ferris State University, Big Rapids, MI 1991 Self Funded 100% of College Tuition and Living Expenses Born and Raised in Albany, NY-Attended The Albany Academy via Athletic Scholarship (Ice Hockey) eBusiness Team Lead-Mid-Market Specialized Manufacturing License & Service Revenue: $20M
Competition: Oracle, JD Edwards, PeopleSoft, Baan, i2, Manugistics, Clarify, Vantive, E.piphany Organization Size: 6 employees
Number of Strategic Sales Representatives: 4
Leadership Responsibility: Strategic Sales Executives and Industry SME’s ACHIEVED REVENUE TARGETS: 2001 (120%), 2002 (105%) District Manager, South Central Geography
(Sr. Account Executive promoted to District Manager (Player/Coach Role) License Revenue: $10M (2.5M for self and 2.5 per AE) Competition: Vantive, Clarify, Oracle, SAP
Organization Size: 3 employees
Number of Sales Executives: 3
Leadership Responsibility: Sales
ACHIEVED REVENUE TARGET: 1999 (125%), 2000 YTD (105%/110%) Applications Territory Manager, South Central Mid-Market (under 500M) ACHIEVED REVENUE TARGET: FY1998 (129%), FY1999 YTD (134%) Regional Account Manager, South Central Geography
ACHIEVED REVENUE TARGET: FY1996 (112%), FY1997 YTD (130%) Selected Accomplishments
Executive Vice President, Global Head-Field Operations, Professional Access, Ltd. (PAL) Leadership – Highly regarded executive Global Business leader, sales strategist, and key change agent, accomplished in planning, coordinating, and executing large-scale initiatives for Global Field Operations. Global Head for all activities surrounding Sales, Field Marketing, and Solutions. Launched and led efforts to build and secure valuable strategic partnerships through design and implementation of effective business/go- to-market plans for regional business units. Business grew organically over 300% in under 4 years from Sub
$20M in Revenue to Greater then $65M.
Go-to-Market Strategic Planning – Leader in formulating plans to develop innovative enterprise-wide technology solutions, create business value in net new accounts, cross-sell within global customer segments, and create top-performing business units that sold into industries that included manufacturing, high- technology, distribution, retail, hospitality, consumer packaged goods, utilities, telecommunications, logistics, and life sciences. These plans identified areas of growth by industry, which spanned business unit department planning: Product Development, Product Support, Marketing, Product Marketing, Alliances, Channels, Services, and Sales. Highly skilled in providing leadership to create successful working relationships between departments, enabling the execution of the Global Go-to-Market Strategic Plan. Revenue Generation Management – Evaluated sales force effectiveness, upgraded sales professionals/leaders, and formulated viable strategies that aligned corporate initiatives with target markets, expanded networks, maximized field sales performance, and enhanced profitable growth. Recognized for success in guiding sales teams to identify strategic directions, implement productivity improvement models, and utilize performance metrics and analytics to efficiently manage global accounts. Developed and implemented new five-stage sales methodology and mutual success plan based account engagement strategy. Business Unit Executive, Group Vice President, North/South America– Art Technology Group /Oracle Leadership – Highly regarded senior sales leader, business strategist, and key change agent, accomplished in planning, coordinating, and executing large-scale global initiatives for NA and LATAM operations, as well as all activities surrounding Sales, Field Marketing, and Services,. Launched and led efforts to build and secure valuable strategic partnerships through design and implementation of effective business/go-to-market plans for regional business units.
Business Unit Go-to-Market Strategic Planning – Highly skilled in providing leadership to create successful working relationships between departments, enabling the execution of the Go-to-Market Plans. A leader in formulating plans to develop innovative enterprise-wide technology solutions, create business value in net new accounts, cross-sell within global customer segments, and create top-performing business units that sold into industries that included; manufacturing, high-technology, distribution, retail, hospitality, consumer products, utilities, and telcom. These plans identified areas of growth by industry, which spanned business unit department planning: Product Development, Support, Marketing, Alliances, Channels, Services, & Sales. Sales Force Management – Evaluated sales force effectiveness, upgraded 20% of ATG’s sales professionals, and formulated viable strategies that aligned corporate initiatives with target markets, expanded networks, maximized field sales performance, and enhanced profitable growth. Recognized for success in guiding sales teams to identify strategic directions, implement productivity improvement models, and utilize performance metrics and analytics to efficiently manage global accounts. Developed, implemented and drove new five- stage sales methodology as well as mutual success plan based opportunity engagement execution.. Cohesive Team Building – Managed and mentored customer facing teams in all facets of strategy development, project management, and collaboration initiatives with customer support, pre-sales, sales, and consulting staff to define and develop product specifications and development roadmap that help led to successful release of 3 new versions and additional add-on modules. Turnaround Management – Grew software and service revenue from 25 million to 105 million in 5 years. Greatly contributed for adding 10x of shareholder value in same 5-year period (from $100M to $1B).
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