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Information Technology Sales

Location:
Round Hill, Virginia, 20141, United States
Posted:
January 07, 2017

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RANDY ALAN RUSSELL

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

Celina, Texas 75009

(214) ***-****

acx5sl@r.postjobfree.com

SENIOR BUSINESS DEVELOPMENT EXECUTIVE – VP SVP

Vice President with extensive experience in business development, sales and operations guiding the custom solutions development and sale of technologies and services. Track record of winning and operating large-scale contracts and programs, both domestically and internationally. Responsible for providing the day-to-day leadership and management to drive the execution of strategic and operational initiatives while increasing corporate growth and profitability. Proven track record of turning companies’ business goals into reality while leading organizations to the next level. Adept at team building and training with the ability to select and motivate staff into a cohesive unit with focused goals.

PROFESSIONAL EXPERIENCE

SELF-EMPLOYED, Reston, Virginia Sep 2015 to Present

Independent Consultant - Information Technology Nov 2010 to Jul 2012

Senior technology consultant to Third Bridge Group Limited and Primary Insight, LLC. Provided private equity firms, hedge firms and strategy consultants with information needed to understand the value of investment opportunities in the electronic health records (EHR) and electronic medical records (EMR) space. Offered insights on industry trends and potential growth for EHR/EMR solutions in behavioral healthcare along with an overview of the top software providers and competitive dynamics between them.

Provided strategic direction to launch a mobile communications technology firm providing high performance WCDMA/HSPA and LTE mobile network solutions to DoD and Federal customers. As Chief Operating Officer, refined the business plan including the identification of strategic initiatives, directed efforts to incorporate the company as a Delaware S Corporation, developed an investor package and led capital raising efforts, and provided business development support to cultivate a robust sales pipeline.

Led the capture and proposal management for a large systems integrator resulting in an award under the Department of Homeland Security’s $22B Enterprise Acquisition Gateway for Leading Edge Solutions II (EAGLE II) contract. Performed the overall bid assessment and created a win strategy to demonstrate evidence of innovative practices, an agile streamlined management structure, successful task order execution, and highly qualified employees dedicated to mission success.

CREDIBLE BEHAVIORAL HEALTH SOFTWARE, Rockville, Maryland Dec 2013 to Aug 2015

Vice President - Partner Relationship Management

Provided strategic and operational leadership for an innovator in electronic health record and practice management software as a service (SaaS) solutions for the behavioral healthcare market. Directed the day-to-day operating activities including Customer Relationship Management, Implementation, Project Management, Consulting, Outsourced Billing, Training, and the Customer Services Support Center for 262 healthcare providers and 835,000 clients across 23 states and the District of Columbia. Expanded the company from 45 to 105 employees while significantly growing annual revenues from $9M to $18M in under two years.

Instituted business processes and operational controls to achieve greater efficiency and ensure consistency while significantly improving overall customer satisfaction by more than 65%.

Redefined Credible’s implementation process reducing time to implement by 50% while ensuring key milestones were completed on time and with no carryover issues.

Regionalized the Support Center and instituted a team based approach for timely solving software support issues. Reduced the backlog of trouble tickets in 2014 by 36% against a target of 20% and was on track to surpass the 2015 target prior to my resignation in August 2015.

Led the implementation of the largest contract ever awarded to Credible - the District of Columbia’s Department of Behavioral Health Integrated Care Applications Management System (iCAMS) valued at $2.5M. Implemented 40 agencies in 14 months including the agile software development of a Managed Care module.

MERLIN INTERNATIONAL INC., Vienna, Virginia Jul 2012 to Dec 2013

Vice President - Capture, Bid & Proposal Management

Managed the capture, bid and proposal development activities for a $100M Government IT and Cyber Security Solutions company. Created and implemented consistent processes and best practices, integrating capture and proposal management, technical subject matter expertise, and price to win strategy to ensure the highest standards as a best in class department.

RANDY A. RUSSELL PAGE 2

Led the capture and proposal management for Merlin’s largest contract award to date - NASA’s Solutions for Enterprise Wide Procurement (SEWP V). This multi-award Government Wide Acquisition Contract vehicle focuses on IT products and product solutions with a ten-year ordering period valued at $20B.

Consolidated the Technology Solutions Division and Enterprise Services Division B&P teams into one organization increasing the efficiency of all phases of the business acquisition lifecycle to match the growing level of activity.

Developed ISO 9001 policies and processes including methodologies, tools, and templates to improve the business through standardization and controlled processes and successfully completed an external audit.

ERICSSON FEDERAL INC., Reston, Virginia Apr 2008 to Oct 2010

Vice President - Services & Solutions

Established Ericsson, a $35B global leader in broadband communications, as an emerging force in Government communications. Led the Solutions Engineering, Services Sales, and Sales Support organizations developing viable broadband solution offerings for enterprise communications, tactical edge networking, and ground network integration for satellite communications. Grew the federal business from inception to over $120M in annual revenues and was instrumental in formulating the plans and negotiating the sale of the Federal business to a private equity firm.

Exceeded individual order targets each year while growing profitability. Achieved $81M in government services orders against a target of $62M in 2008; $61M against a target of $50M in 2009; and was on track to exceed order target of $140M (product and services) prior to my resignation in October 2010.

Implemented sales process improvements that increased the overall win rate percentage by 33%.

Led Ericsson Federal’s efforts identifying, evaluating, and executing new strategic partnerships, potential acquisitions, and opportunities to expand the business.

ERICSSON INC., Plano, Texas Jan 2004 to Apr 2008

Vice President - Government Solutions (Aug 2007 to Apr 2008)

Director - Government Solutions (Jan 2005 to Aug 2007)

Director Business Operations - Enterprise Solutions (Jan 2004 to Jan 2005)

Launched the Government Solutions organization and accelerated the transformation of Ericsson from a provider of “wireless technology & equipment” to an end-to-end network integrator and solutions provider in the government and defense space.

Created go-to-market strategies and architected solutions for government opportunities utilizing Ericsson’s portfolio of 3G/4G, IMS, Microwave, IPTV, GPON, and DWDM products and services.

Achieved $41M in new services orders against an order target of $40M in 2007 and $10M against a target of $6M in 2006.

Grew services and solutions revenues by cultivating new business and maintaining and enhancing existing accounts.

AT&T, Dallas, Texas Jan 2001 to Dec 2003

Regional Director - Professional Services (Feb 2002 to Dec 2003)

Practice Manager - eBusiness Professional Services (Jan 2001 to Jan 2002)

Led the Southwest Region Professional Services practice for AT&T which included a broad range of capabilities spanning Networking Strategy & Design, Network Security, Call Center Consulting, Application Design & Development, and Network Deployment. Managed all regional activities with full profit and loss responsibility of the $27M practice.

Responsible for overall sales & delivery, offer development, deployment of new capabilities, and client relationship management.

Aligned professional services' strengths and capabilities with other AT&T entities to drive combined revenue.

DIGITAL INFORMATION & VIRTUAL ACCESS INC., Dallas, Texas Jan 2000 to Oct 2000

Vice President - Information Technology

Provided strategic planning and direction for the Information Technology operations of a Cross Media venture and eight affiliated entities. Implemented “Fortune 500 class” technology and leveraged the capability to facilitate small business automation. Re-engineered internal automation and networking of IT systems to achieve optimum performance.

Launched the eCommerce division of the business expanding geographical reach and increasing visibility and brand awareness.

Implemented a common office environment delivering end users improved, more consistent, and highly secured IT services at a lower total cost of ownership.

Completed a sales force automation project improving collaboration across the business and access to key information while on the move.

RANDY A. RUSSELL PAGE 3

MCI SYSTEMHOUSE CORP., Dallas, Texas Nov 1994 to Jan 2000

Managing Director (Sep 1997 to Jan 2000)

Director - Outsourcing Business Development (Aug 1996 to Sep 1997)

Director of Business Analysis (Nov 1994 to Aug 1996)

Led the sales, due diligence, and contract negotiations for IT outsourcing services resulting in over $750M of new business. Selected to head the integration of IT Global Delivery Services into EDS following the $1.6B acquisition of MCI Systemhouse. Developed the strategy, structure, and direction to leverage the capabilities of both firms. Identified synergies that resulted in savings of $27M during the first year of the acquisition with another $240M forecasted over the following four years.

Developed compelling win themes for multimillion dollar IT infrastructure and application services opportunities and engineered technology solutions to provide customers best in class service.

Assembled best practices “SWAT Team” to address issues and actions that brought about rapid and sustainable improvements in quality, price/performance, and revenue recognition through synergy and leverage.

Identified and established “Practices of Excellence” within six global outsourcing centers and enabled the centers to work together in providing shared solutions.

WORMALD NEW ZEALAND LTD., Auckland, New Zealand May 1991 to Mar 1992

General Manager - Operations

General Manager for the operational and financial activities of a $150M division of a multinational corporation. Appointed to the Board of Directors for Wormald New Zealand Ltd and its subsidiary companies.

Restructured forty existing companies into five operating divisions resulting in reduced costs and increased efficiencies.

Successfully negotiated and completed divestiture of redundant operations and assets. Redesigned investment strategy of the corporation and instituted new policies and procedures, reducing interest and related costs.

Managed disinvestment of properties, coordinated conversion of region’s information technology infrastructure, instituted improved accounting policies and controls, including U.S. reporting requirements, and implemented management incentive plan.

WORMALD INTERNATIONAL LTD., Sydney, Australia Dec 1988 to May 1991

General Manager - Finance & Administration (Sep 1990 to May 1991)

Chief Financial Accountant (Dec 1988 to Sep 1990)

Directed the world-wide consolidation of monthly financial reporting, budgeting, annual report preparation, and presentation of financial results to the Board of Directors for a $1B international corporation. Restructured the financial and administrative functions of the Asia/Pacific division following the $3B merger of Wormald International and Tyco International.

Participated in the development of operating strategies and goals by providing financial insight into those management discussions.

Implemented a planning and reporting system, substantially improving timeliness of financial reporting and budgeting, insuring regulatory compliance and allowing management to be more reactive.

Headed due diligence efforts with respect to proposed acquisitions and negotiated the acquisition of a $250M corporation.

WORMALD AMERICAS INC., Dallas, Texas Apr 1985 to Dec 1988

Financial Manager

Headed the financial accounting, reporting, and administration for the U.S. division of the world’s largest fire protection and security company.

SMITH INTERNATIONAL, INC., Midland, Texas Feb 1984 to Feb 1985

Financial Manager - International Operations

Managed the Mining Equipment Companies’ international accounting offices in Canada, Australia, South Africa, and the United Kingdom. Negotiated the disinvestment of operations of the South African subsidiary.

GULF OIL CORP., Midland, Texas Jun 1982 to Feb 1984

Financial Analyst

Analyzed and accounted for Gulf Oil's Western Division gas subleases.

EDUCATION

Master of Business Administration (MBA), 1994, Angelo State University, San Angelo, Texas

Bachelor of Business Administration (BBA), 1982, Angelo State University, San Angelo, Texas



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