Sales Manager

EVERETT (JOE) WEISENSEL

608-***-**** ***************@*****.***

Available for 100% Travel or Relocation

SENIOR INFORMATION SYSTEMS EXECUTIVE available for Director of Enterprise Architecture. Has breadth and depth of experience in multiple technologies and services. Makes an immediate impact aligning technology vision and performance with strategies and goals. Guides development of successful technology roadmaps and implementation plans. Experienced with budgets up to $500M and technical management methodologies focused on:

•Leading Change

•Leading People

•Building Coalitions

•Driving Results

•Using Business and Organizational Acumen

Integrates well with administrative and operational teams to incorporate their needs in project planning. Leads and coordinates effectively among multiple technology towers, administrative units, and third-party providers.

SKILLS

Leadership, Vision, and Communication Skills

•High performer in executive management meetings facilitating, collaborating, and leading as appropriate

•Establishes a vision of innovation and high value services and creates strategic plans to achieve them

•Communicates complex topics in non-technical language

•Architects optimum technology and services from business requirements

•Develops technology roadmaps and implementation plans

•Respected as a trusted advisor by peers and superiors alike

Business Experience and Achievements

•Experienced through over 300 projects for Fortune 500 companies in multiple industries and segments including:

oManufacturing and High Tech

oFinance and Insurance

oCPG and Retail

oMedia and Entertainment

oEnergy and Healthcare

oGovernment and Public institutions,

•Develops business value and quickly shapes successful service approaches

•Consistently delivers high profile sales and technical leadership exemplified by winning $38M Global Hybrid Cloud Services contract with Kimberly-Clark

•Proactively contributes to technology product and service offering improvements

•Experienced in procurement, contract administration, legal, and financial risk analyses and business case development

•Experienced in merger and acquisitions, divestitures, and start up activities both enterprise-wide and for individual service offerings

Financial Analysis and Control

•Expert ability in information systems business case analysis and creating recommendations to reduce and realign spending

•Invented HP Trade Secret automated Total Cost of Ownership tool for financial forecasting of current and future information technology budgets

•Highly effective in administrative control over operational budgets

Balanced Technology Experience: Infrastructure, Applications, and Business Processes

•Innovative Cloud Services solutions including Public, Private, and Hybrid Clouds

•Traditional and non-traditional Data Center, Desktop, Managed Print, and Network services

•Enterprise software including Enterprise Resource Planning (ERP) applications SAP HANA, Oracle e-Business Suite, PeopleSoft, Siebel, JD Edwards

•Business Process Re-engineering and Automation including Customer Care services and technologies

•Digital Content and Digital Asset Management including monetization and services

•Business Intelligence/Big Data/Hadoop/Data Warehousing

Collaboration and External Partner Management

•Experienced in complex organizations, matrixed relationships, and building/leading virtual teams

•Received HP People’s Choice Award and repeated recognition for team building across multiple corporate business units with resulting sales increases

•Collaborates with external partners and suppliers to shape optimum teams with top skills and technology capabilities

•Trained in mentoring techniques and effectively coaches to improve productivity

Customer Service Orientation

•Adopts the approach of living in the service recipient’s shoes

•Exemplifies an attitude of service responsiveness and value creation

•Successfully balances conflicting priorities to optimize outcomes

Program Management

•Highly organized and effective as a Program or Project Manager at any scale or size

•Provides daily leadership and guidance for multiple teams and concurrent projects

•Developed project management software early in his career; embodies a structured approach

•Culturally sensitive, and effective in managing diverse multi-national, multi-cultural teams for optimum productivity

WORK EXPERIENCE

Xerox Services (IT Services) 2015 - 2016

Assistant Vice President, Client Management Leader

•Responsible for Account Management, Financial Profit and Loss (P/L), Contract Negotiations, Service Delivery management and performance, Sales and Profitability Growth, Service and Technology Innovation introductions, and Client C-Suite business reviews for ten current and twenty prospective accounts in the Americas, Europe, and Asia-Pacific

•Services included Business Process Outsourcing for Customer Experience (call/chat/mail centers), Human Resources and Training outsourcing, and Content Management Services including Imaging, Indexing and Print/Mail as well as Telecommunications, and Infrastructure services

•Reshaped the Xerox relationship with Dodge Data & Analytics (formerly McGraw-Hill) from an arms-length sub-performing vendor to a trusted advisor conducting joint strategic planning and directly enhancing the Client’s competitiveness in the marketplace

•Drove introduction of innovative automation services for document imaging and indexing for Dodge Data & Analytics (formerly McGraw Hill) that dramatically improved productivity and decreased costs resulting in a $15M contract renewal; achieved profit margins exceeding 30% for this account

•Completed $29M international services contract with Groupon

•Added new sales of $19M to Groupon Account by expanding services delivery from European-only to include North and South America and Asia-Pacific geographies

•Introduced artificial intelligence and automation services to Groupon, positioning Xerox to become their dominant IT provider and capture an additional $38M in sales; these results were accomplished during a period of overall business contraction by this Client

•Managed $3M+ annual print and mailing services for Thompson Reuters with rapid growth exceeding 50%

Hewlett-Packard Enterprise Services 2008 - 2014

Product Manager, Digital Library Solutions

•Developed, introduced, and managed a new Digital Asset Management Software-as-a Service (SaaS) Cloud-based offering

•Managed all aspects of the offering market positioning, architecture, service delivery, contractual development, and systems integration

•Recruited and led a multi-organizational team development team of 50+ specialists for this repeatable solution combining Content Management and Workflow Applications, Cloud Hosting, and Managed Services support

•Managed technical design, engineering, and operational prototype lab development, testing, and rollout

•Created marketing collateral and positioned channel partnerships

•Crafted the initial sales plan, delivered sales training, and collaborated in sales activities

Solution Manager, Enterprise Architect Cloud Services Evangelist

•Performed Chief Architect role coaching, overseeing, and managing multiple Lead Architects and their project teams of subordinate Architects in design services

•One of four Cloud Services Advocates in North America overseeing Cloud projects covering Public, Private, and Hybrid Cloud architectures, services, and financials

•Participated in executive meetings to qualify sales opportunities and allocate resources

•Led weekly performance improvement meetings among HP hardware and services business units to address road blocks in current projects and execute long term initiatives

•Drove innovation for Clients by delivering technical and business insight and leadership including HP's largest Hybrid Cloud projects with Kimberly Clark and DirecTV, achieving annual sales over $40M

•Increased Sales Win Rates by 10% by championing repeatable Best Practices across multiple industries, accounts, and opportunities

•Shaped Cloud and Hybrid data center offerings by advocating for improved Disaster Recovery capabilities enhancing service delivery effectiveness

•Evaluated application software Cloud-readiness, migration priorities, and risk mitigation strategies

•Managed development and drove utilization of the HP Trade Secret Total Cost of Ownership (TCO) Insight financial modeling tool for IT services allowing faster opportunity qualification, better resource utilization, and higher probability sales pursuits

Electronic Data Systems Corporation (EDS) 1985 - 2008

Enterprise Architect Solution Manager

•Responsible for successful technical architecture and business development of solutions for combined Applications, Data Center, Business Process Services, Network, Security, Workplace (Desktop/Laptop/Print) and Disaster Recovery Services opportunities

•Coached pursuit teams on sales, delivery, engineering, portfolio, finance, and legal issues to create winning sales proposals and optimize service delivery

•Architected winning solutions for $29M+ sales including those for Meggitt Aerospace, Goodrich Aerospace, TXU Energy, and Cargill

•Championed technical team processes which increased resource utilization by 18

•Developed and delivered training on SAP services and migrating proprietary data center operating environments to Open Systems

Senior Portfolio Architect

•Led team of Enterprise Resource Planning (ERP) Architects providing hardware, software, and services designs for sales proposals and delivery optimization

•Initiated and facilitated an ERP professional community driving quality improvements

•Led the revision of an integrated SAP applications and infrastructure product and service offering including the SaaS pricing

•Architected $40M+ in SAP, Oracle, PeopleSoft, Siebel, and JD Edwards solutions including those for Solutia (formerly Monsanto), Towers Watson, Nuclear Management Corporation, and Tower Automotive

Regional Solution Executive and Senior Business Planning Consultant

•Architected the solution and led due diligence validation for a $500M data center outsourcing contract at ENI, the Italian national energy company

•Led teams in over 40 other successful projects developing solutions for Clients including US Steel, Sprint, RR Donnelly, General Motors, and Equifax

Senior Telecommunications Engineer

•Architected Network solutions for ITO and BPO services for General Motors and Public Sector clients including the US Environmental Protection Agency and the US Department of State

•Received the State of Michigan Governor's Award for consulting services in authoring a state-wide telecommunications plan promoting public/private/academic collaboration and shared services for statewide cost savings which led directly to increased outsourcing sales with this Client

Technical Services Manager

•Conceived and developed specialized desktop software for information technology project management using a NASA Apollo mainframe system as inspiration

•Created and led process training and rollout for a 135-member project management group

•Managed process performance metrics providing accelerated program completion by over 60%

Regional Manager

•As Program Manager hired and led teams of project managers implementing multi-tier Network services across the US Midwestern states and Canada

•Recognized for leading the fastest and most successful implementation of the first major tier of services in this program

•Managed a $33M budget and delivered >20% savings against target

EDUCATION

UNIVERSITY OF WISCONSIN Nuclear Engineering

Graduate of Electronic Data Systems Account Leaders Course

Coaching and Mentoring Course, Hewlett-Packard Enterprise Services

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