Sales Management

THOMAS J. PEER, CPIM

Cell: 678-***-**** **** Marka Lane

Email : **********@*****.*** Alpharetta, GA 30004

Executive Summary

Business Systems Transformation and Integration delivery and sales leader, focused on client engagement, enterprise solutions delivery and business development. Key capabilities include listening to & translating client needs, understanding organization objectives, and building teams to map business systems capabilities for client management teams, business users and IT constituencies.

Professional Highlights

Business Development and Sales: Continuous success in business development and cross sell opportunities, exceeding performance goals by as much as 140%.

P&L Responsibility: Managed a $110 million business transformation and enterprise solution program with a focus on quality delivery, personnel and budget management.

Solution Development: Define, develop and delivered On-Premise and Cloud-based enterprise ERP, custom applications development, business analytics and mobile solutions focused on Manufacturing, Integrated Supply Chain Management (SCM) and Enterprise Asset Life Cycle Management.

Alliance / Partner Management: Played a key role in developing and executing partner certification activities with Oracle while at CSC and Baytree Associates. Brought multiple delivery partners for CSC to fill niche service delivery, expanding CSC delivery capabilities through partner networks. This included qualification of prospective partners, managing and negotiating legal contracts (Mutual Non-Disclosure Agreements, Master Services Agreements, resources rates), and manage joint solution development, build, and delivery approach.

Program Delivery: Program Leader for numerous complex enterprise software implementation projects, with full P&L responsibility. Provided full lifecycle expertise, from initial opportunity identification through project closure. Emphasis on collaborative, team approach to drive IT solutions that meet the business objective of each effort instead of forcing IT into the business. Projects approached with a “big picture” view of the business systems roadmap.

General Management: Stabilized, developed and grew national ERP implementation practices in multiple job settings. Developed and instituted bid & project management operating procedures, delivery standards, and defined job specifications for business system transformation & optimization efforts. Enabled a framework for repeatable, predictable and scalable foundation for sustainable growth.

Global Delivery: Develop and manage a global blended professional services delivery model that leverages on-site, near shore, and offshore consulting and strategic sourcing. Largest international deployment: 20 countries with 14 languages. Leveraged development centers in India and Vietnam.

Career History

COMPUTER AID INC., Allentown, PA 11/2015 to present

Privately held, $650 million technology consulting and company, specializing in application support outsourcing and IT managed services

Oracle ERP Practice Leader / Solution Engineer

Lead Oracle ERP Subject Matter Expert with solid understanding of Oracle ERP product strategy and vision. ERP Practice has generated $2.5m of revenue in the first year. Primary responsibilities include:

Staffing/Service Delivery – Service Delivery Manager. Work closely with the CAI’s ERP Partner Network and CAI recruiting to determine appropriate staffing for ERP engagements. Involved in candidate review and selection. Solution Development - Define, develop, and deliver on-site and cloud-based enterprise ERP systems and custom development, business analytics and mobile solutions focused on Oracle EBS and OBIEE applications. Serve as enterprise architect for business system transformation efforts, developing and delivering enterprise application and project execution road map across multiple efforts.

Provide expertise to work with clients to define scope, develop project and staffing plans, initiate and execute project delivery through all phases of Oracle ERP (EBS, PeopleSoft and JD Edwards), upgrade efforts and application support services.

Key point of contact between CAI and Oracle Corp on solution identification & development, and joint projects.

Provide advice and guidance to Client on specific topics within their domain. Collaborate with project management team to identify and resolve key issues.

Actively participates in Steering Committee activities and provides regular updates on progress, successes, issues, risks and suggested actions. Serve as escalation point for all CAI implementations.

CSC, Falls Church, VA 08/2010 to 11/2015

Publicly-traded, $16 billion global technology consulting and company, specializing in development of IT solutions, business process outsourcing and IT managed services

Offering Solutions Executive – Enterprise Solutions 03/2014 to 11/2015

Drove new business development efforts leveraging an offerings-based sales approach, providing content and value to the client, as opposed to a transaction based account model. Attained 140% (Pace Setter Sales Award) of annual quota targets, secured net-new clients, and expanded cross-sell closures from systems integration, hosted and cloud-based solutions and Managed Applications Services.

Partner – Oracle Manufacturing, SCM & Enterprise Asset Management Practice for the Americas 11/2011 to 03/2014

Managed an ERP and custom development applications delivery group focused on procurement, manufacturing, order management/fulfillment, value chain planning and enterprise asset management. Key clients across Government, Manufacturing & Distribution, Aerospace & Defense, Health Care and Oil & Gas industries.

Administration of practice included hiring, annual reviews, compensation management, resources career management and practice P&L responsibilities.

Served as point of contact between CSC and Oracle Corp on solution identification, solution development, and joint marketing efforts. Appointed to the Oracle Field Advisory Board for Enterprise Asset Management, Warehouse Management and Manufacturing.

On boarded solution and delivery partners to further expand capabilities.

Business development support as solution architect, delivery staff modeling, deployment approaches & strategies, proposal development and presentation to prospects.

Transition from sales cycle to delivery initiation through solution delivery and deployment. Focused on securing program management, infrastructure, ERP functional and technical delivery resources, custom applications development resources, training and change management in a mixed delivery model that best fit the client’s needs and culture.

Partner – Transformation Executive Officer for US Air Force ECSS Program 08/2010 to 11/2011

At the time the largest ERP program leveraging the Oracle r.12 ERP applications. Responsibilities in this role were primarily, but not limited to, all solution enabling aspects including solution development, solution architecture and solution integration. At peak, team was at 225 consulting resources and revenue of $110 million over 15 months.

Responsible for all aspects of the design, development and delivery of the ECSS ERP-based solution including scope management, cost management, schedule and quality.

Worked with federal agencies, Air Force leadership, senior managers and executives to provide vision and strategic direction for those functional areas that support the defined business disciplines within the enterprise, and to provide insight into the enterprise applications that set the direction and establish an approach for a technical solution.

Provided expertise on technology and industry trends that will affect enterprise solution sets, including technical platforms and network architectures.

Managed ERP and custom applications development, implementation, integration, testing and follow on support.

Coordinated with application developers, managers, and customer application experts to ensure that required features and modifications are included in the appropriate releases to support cross-product features and to communicate architectural designs and standards.

Defined and approved application standards and specifications; provided oversight for definition of product content to ensure that appropriate parties are kept informed of client and company requirements and policies.

BUSINESS & DECISION, Wayne, PA and Atlanta, GA 12/2007 to 7/2010

Publicly-traded, $320 million leading international consulting and data Management Company, specializing in Business Intelligence, Customer Relationship Management and E-Business for the Life Sciences industry

Director – North American Consulting Services

Primarily responsible for an Oracle Applications Delivery group across multiple global projects with a focus on pharmaceutical, biotech and medical device industry clients. Primary clients are in FDA Regulated environments and some use Oracle Process Manufacturing in the food & beverage and chemical environments.

Served as key Enterprise Solution Architect for large and small business system transformation efforts developing and delivering enterprise application and project execution road map across multiple efforts. Provided value-added strategic advice for supply chain and manufacturing optimization programs.

Staffed and managed multiple concurrent efforts of Oracle implementation projects including P&L responsibility.

BAYTREE ASSOCIATES, Charlotte, NC and Atlanta, GA 2/2006 to 12/2007

Privately-owned, $12 million Oracle Certified Consulting Partner providing applications implementation and technology consulting services

Vice President of Client Services

Managed the staffing and productivity of field consultants (35 FTE’s and 10 Contractors) across all projects focused on key clients healthcare & biotech; manufacturing & logistics; financial & professional services.

Responsible for P&L of all active projects (up to 12 concurrent) generating a monthly revenue stream of over $820,000/mo.

Directed project management responsibility for over $1.2 million in project budgets including more than half a million dollars in net new project activity annually.

Managed Oracle Partner relationship and certification process.

ORACLE CORPORATION, Atlanta, GA 2000 to 2006

Publicly-traded, $10.2 billion provider of ERP applications, databases, and consulting services

Enterprise Solution Director 2004 - 2006

Developed new business opportunities with Oracle License Sales teams; built and led pursuit teams to form appropriate solutions for prospects and clients; and crafted business proposals to address needs, solutions strategy, implementation scope, project staff plans, and timelines and associated costs.

Supported the pursuit of $15 million in consulting sales annually.

Initiated a new approach to training & development for a key client by facilitating workshops at Oracle HQ that modeled client data in the features and functions of a newly released application.

Identified, qualified and gained approval for a new strategic consulting partner to provide specialized skills that Oracle Consulting could not offer.

Prepared and presented sales profitability and margin analysis to Oracle Consulting executive, and other corporate managers, in order to gain internal approval of new client engagements.

Presented consulting proposals to prospect ‘C’ level executives and selection committees.

Oracle East Region Sales Achievement Recognition - 2005; Acknowledged for closing a complicated, multi million deal with Baker Energy by collectively driving the license sales, consulting sales, and consulting delivery teams to collaborate and form a successful, cross-functional customer solution.

Practice Director – South East Fulfillment Consulting Practice 2002 - 2004

Supervised pre-sales, delivery, and ongoing business development activities for the SE Manufacturing and Advanced Supply Chain Planning Practice

Booked $9.9 million in sales as an integral part of the Oracle Consulting sales team.

Interfaced directly with prospective client representatives (Presidents, CIOs, C-suite technology executives) to qualify sales leads and determine technology requirements.

Developed, presented and won the largest Oracle consulting engagement in the South East of 2003; a $9.4 million implementation of the Oracle e-Business Suite.

Secured 10 consulting projects with the sales lead, then supervised the transition process to delivery, including detailed program timelines, staff plans and budget analysis.

Managed 25 delivery consultants, from entry-level to Director Level, for regional and strategic global projects. Recruited other internal Oracle resources as necessary, which generated $11.4 million in Cost Center Revenue.

Created performance appraisal format that was adopted by South East Consulting organization. Ensured that staff received proper training and provided coaching for career development.

Achieved practice revenue targets and exceeded utilization targets by 15% and margins targets by 25%.

Managed $4 million budget for regional project delivery.

Received Oracle Consulting Achievement Award in 2003. Reserved for highest level of performance within Oracle Consulting.

Practice Manager – Southeast Order Management Consulting Team 2000 - 2002

Directed the development and delivery of customer-oriented Order Management solutions team that focused on value-added sales, and personnel recruitment, skills development, & mentoring.

ERNST & YOUNG CONSULTING GROUP, Los Angeles, CA 1998 to 1999

Division of top accounting firm Ernst & Young LLP providing management consulting services globally

Manager – Oracle Consulting Practice

Project Manager for the international implementation of Oracle Manufacturing, Distribution, and Financial Applications for multiple sites of Ascend Communications (now part of Lucent Technologies) to establish a final assembly and distribution center in Dublin, Ireland.

ORACLE CORPORATION 1994 to 1998

Managing Principal Consultant, Costa Mesa, CA

Delivery Practice Lead and solution architect for Oracle Manufacturing, Order Management and Supply Chain applications

Principal Consultant, El Segundo, CA 1994 - 1996

Project Team Lead and delivery consultant for Oracle Manufacturing and Order Management applications

Education and Training

Multiple speaking Engagements at Oracle Open World, Value Chain Planning Summit and OAUG 2011 - 2013

BS, Business Administration and Management, Colorado Technical University

AA, Business Information Systems, Fullerton College

CPIM Certification, American Production and Inventory Control Society (APICS)

Other Achievements/Speaking Engagements

American Production & Inventory Control Society (APICS) 1993 to 1998

Director of Membership, Region VII 1996 – 1998

President, APICS Anaheim Chapter 1993 – 1995

oGrew membership from 80 to 150 members.

oGuided a leadership team of 8 volunteers to implement 45 educational and networking events.

Instructor, APICS CPIM certification courses 1993 – 1995

Speaker, Various APICS functions nationwide from on Team Management & JIT / TQM 1993 – 1997

Speaker, APICS Mega Society Conference on Team Management 1996

Speaker, APICS International Conference, Volunteer Leadership Workshop 1995

Instructor, University of California Extension – Riverside Spring 1995

Taught Just-In-Time/Total Quality Control - Contemporary Methodologies course.

Volunteer and Community Activities

Volunteer, North Fulton Community Charities

Assistant Coach, Alpharetta Youth Baseball Association

Director, Watch D.O.G.S. school based program for fathers, Crabapple Crossing Elementary School

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