Global Sales and Client Services Executive

Accomplished leader of global business operations, client services, and international sales. Client focused and profit-driven. Expertise in client management, developing domestic and international business plans and forecasts, investment strategies, and sales proposals. Strength in leading and motivating teams, emphasizing performance and accountability through developmental growth and incentive plans. Proven success in improving customer relationships, growing revenue with existing accounts, and pursuing and securing new client accounts.

KRYTERION, Phoenix, AZ 2014 to 2016

A global test development and delivery company, using advanced SaaS technology for business operations and leading the market in live online proctoring services.

Director, Sales (2014 to 2016)

Sales and Business Development Executive responsible for Kryterion’s Strategic and Higher Education account portfolios for market expansion and operational excellence.

Directed the sales pursuit for the Lenovo RFP resulting in the win of a multi-million dollar 3-year contract award.

Successfully won the Texas Tech University RFP for online proctoring services with a 4-year term to support over 250,000 proctoring sessions.

Manage Kryterion’s strategic relationship with Blackboard (an educational technology company), delivering new sales to existing Blackboard accounts and driving growth opportunities in the academic market.

Member of the Executive Leadership team responsible for establishing financial targets and growth plans that aggressively drive company success, competitive advantage, and leadership in the marketplace.

PROMETRIC, Baltimore, MD (remote, based in CO) 2002 to 2013

The world’s largest testing and assessment services company. Prometric supports candidates worldwide, delivering 10 million tests annually across 8,000 centers, and spanning more than 160 countries.

Associate Vice President, International Sales and Client Services (2007 to 2013)

Strategic account leadership and sales revenue owner of over $200M across Europe, Middle East, Asia, and Japan. Full control of a $40M business unit for paper-based testing operations.

Grew yearly international account revenue by over 15%. Developed new business bids in Australia, India, the Middle East and Europe. Directed global sales teams with existing and new client contracts, providing senior leadership and account governance.

Successfully led in-person and turned around the Dubai office from a troubled operation into a profitable and efficiently running entity. Established ambitious objectives; identified key problem areas and implemented corrective actions; restructured communication practices and staffing to eliminate errors and increase performance against targeted revenue growth. Re-worked account services to significantly improve the relationship with the Saudi Commission for Health Specialties, the largest client in the Middle East.

Led the largest sales pursuit in Europe, in excess of $50M annually, integrating the use of new dynamic multimedia presentations and distinctive sales collateral. These marketing materials are now standard business practices, reshaping Prometric’s delivery of more effective and powerful proposal responses.

Led the management and learning sessions for international summits for 40-plus global executives on an annual basis.

Spearheaded the closure and migration of all paper-based operations from the St. Paul, MN facility into a new global operations center in Baltimore, MD over a period of 18 months. Hired and trained over 100 new employees and successfully transitioned all operational services.

Achieved targeted revenue of $40M for paper-based testing, supporting 100 client programs with earnings of $12M. Managed budget of $16M supporting over 60 employees, 100 contractors, and global delivery of testing programs.

Directed the sales pursuit for the India Institutes of Management resulting in the win of a $40M 5-year contract award. Also executed new business bids in Europe, Japan, India, and Korea.

Assisted the sales teams in the Middle East in the development and support of account plans, proposals and contract preparation that resulted in revenue growth of 23% year over year.

Executive Director, IT Market Segment (2004 to 2007)

Segment Owner for client service and account management, P&L and revenue.

Developed and directed the IT portfolio with over 125 accounts and annual revenue of $60M. Consulted with clients and initiated business growth strategies, industry best practices, and current and future testing requirements.

Sales pursuit team leader for the 3-year contract award of the Microsoft program valued at over $60M. Led and facilitated the proposal response and client presentations.

Supervised 10 account managers. Established objectives and developed motivational and incentive strategies for performance excellence, growth and upward mobility.

Director, Client Services and Support (2002 to 2004)

Account Owner for global test development and delivery services for Information Technology clients.

INTRADO, INC., Boulder, CO 1996 to 2001

A national provider of emergency 9-1-1 operations support systems.

Director, Business Planning and Strategic Operations (1998 to 2001)

Manager, Business Operations (1997 to 1998)

Senior Program Manager (1996 to 1997)

Directed Intrado’s Planning Office, Business Unit interface, Strategic Operations, and Administration. Led cost control activities, Program Management, and Business Development.

FLUOR DANIEL, INC., Irvine, CA 1991 to 1995

A global engineering and construction management firm.

Business Development Manager (1994 to 1995)

Project Management Engineer (1991 to 1994)

Manager, Information Systems (1991 to 1992)

NORTHROP CORPORATION, Pico Rivera, CA 1984 to 1991

An aerospace engineering firm with emphasis in military aircraft design and construction.

Senior Engineer, Aerodynamic Design (1984 to 1991)

EDUCATION

MBA Business Management, Pepperdine University, California, 1989

BS Aerospace Engineering, California State Polytechnic University, Pomona, 1984

SECURITY

DOE Q Clearance

DOD Secret Level III

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