CAREER SUMMARY:

An enterprising realisateur hybrid Sales expert experienced in both enterprise and transactional solution sales. A Hunter-Killer of competition specialist driving new business opportunities by new Logo acquisition and growing existing clientele engagements who has exceeded both revenue and business targets for every year.

Career initiated as a software engineer in development and progressed into project management and then program management before embarking upon my sales career. I have spent the past 20 plus years immersed in professional services, platform and product technology applied to BFSI and cross sector applications. I have operated in several parallel capacities such as Strategic Individual Contributor, Domain Specialist Overlay and Sales Team Lead.

A specialist of Strategic Client Growth initiatives whom crafts business opportunities, builds dynamic constituencies and directs same into revenue generating reality. A “Trusted Advisor” with a twist of Strategic Program Management, who leverages authority and possesses a range of complex experience and expertise to actualize effective execution of client acquisition and development strategies guaranteed to exceed revenue and business objectives.

Additional attributes:

President’s Club award winning agility to operate as a stand-alone individual contributor or as a Team Lead.

Personal individual attainment includes strategic marque client and partner acquisition and progressive growth.

Consistently executed against both revenue and business targets covering acquisition of new and account penetration / upsell of existing clients contributing to over $15 Million per annum.

Sales Team Lead performance includes developing and managing hi-performance sales engine teams.

A strategic revenue generating professional who conceives, executes enabling early adoption and other innovation agendas networked through HQ support team, partners and clientele solutions “Trusted Advisor” sales style mirrors MEDDPICC and similar branded sales templates.

Lead client engagements and prospect key negotiations throughout the Sales & Account Management lifecycle from lead generation, demand generation through to contract signature and beyond.

Personal branding with clientele and prospects as their “Trusted Advisor” with extensive professional services and technology licensing contract development & negotiation expertise and experience inclusive of Professional Services [ i.e., Staffing & project outsourcing] & Advisory Services, Managed Services, BPO and beyond.

Develop and Execute Strategic Partnerships aligned with Strategic Client business model.

Empowers unbranded employers [i.e., Startups & New Market Entrants] to win against branded, “deep pocket” and deeply embedded competition.

Wizard in selling against deeply ingrained legacy systems consulting / integration, platform & other embedded vendors thereby changing the inertia in how businesses manage one of their largest discretionary expenses.

Extensive overlay experience as both Corporate Strategy, Alliances, Client Success and Project Management roles.

Blend of Strategic Sales & Business Development professional with deep sector and corresponding product / services expertise.

“Forensically” analyzes clients’ business & technical pains in relation to its’ organizational structure, competitive landscape, vendors’ competitive landscape, management team, IT core competencies, and IT strategy for key sales entry points.

Strategic Program Manager blended with accents of Business Analyst, Sales and Project Management.

Digital Transformation of Line-of-Business and Enterprise IT expertise i.e., FinTech & RegTech, Digital Transformation / Cloud Native / Platform Business Model advisory and engineering development solutions leveraging offerings such as,

oi.e., Identity Access & Identity Governance; Proprietary & Open API Mgt & Security; DevOps / DevSecOps / IoT; Artificial Intelligence / Machine Learning; NLP, RPA / IPA; eGRC & IT-GRC;

oi.e., Secure DeFi / Cryptocurrency / Smart Contracts / Blockchain Finance;, Big Data / Analytics, Secure Cross Asset Class Front through Back Office Trading STP / FIX automation,

oi.e., Secure payments; FIX / Fedwire / ISO 20022 / SWIFT

PROFESSIONAL EXPERIENCE:

TIVIT April 2016 – Present

Director, Strategic Sales & Markets Development

Direct Strategic Client Acquisition & Account Manager in addition to Strategic Alliances / Channels Acquisition (Land & Expand) Revenue Executive whom exceeds business and revenue objectives by 130% and 200%,.

Individual catalyst driving new business revenues and account growth leveraging internal corporate collaboration in addition to Client and Partner networking.

Strategic New Business Logos exceed five per annum with immediate new revenues exceeding $5 Million per annum.

Team Lead / Overlay Specialist driving team results over 100% year over year in President’s Award Club.

Wizard in new business and account growth strategy and execution.

Strategic Account Management Portfolio exceeds $60 Million per annum involving solutions delivered onsite, nearshore and offshore.

Direct and own the RFI / RFP pitch process from receipt of request through final submission / oral presentation for Prospect, Client and Partner opportunities.

Extensive Strategic Client Acquisition and Account Management complex sales experience – Land & Expand model tied to strategic business objectives and revenue optimization with Hybrid team structures Program Management delivery oversight for both Enterprise & Technology clientele

Deep Breadth and Depth Domain, Regulatory and Technology expertise and experience involving both Enterprise and Technology Vendor clientele seeking to build Platform business model.

Complex Digital Transformation Software Product / SaaS, Professional Services, BPO / KPO and Managed Services solution sales covering Financial / Insurance, Healthcare / Pharma and Media / Communications.

Drives both Transaction and Enterprise-wide Security, Fintech and RegTech solution sales incorporating (staff augmentation and project based) professional services, product, Managed Services and BPO offerings leveraging technology offerings such as

Digital Transformation solutions leveraging by example:

Blockchain Identity Governance; Cloud Access Mgt. (IAM) / Entitlement, Identity Governance & IAM / IDaaS;

Federated Cloud / SSO, Active Directory; DevOps & DevSecOps; Hyperautomation, RPA & IPA

MDR & XDR security; SD-WAN driven Secure Access Service Edge (SASE), Network Automation, Edge Computing;

API Security & Mgt, Endpoint Security;

Digital Transformation applications including Virtual Reality; DevOps & Continuous Integration / Continuous Delivery (CI / CD), Application Lifecycle Management (ALM), Agile methodologies and SAFe (Scaled Agile Framework), Microservices based, API-first, Cloud-native SaaS and Headless aka Enterprise MACHified;

IT Bimodal / Agile DevOps & DevSecOps driven solutions: Secure Digital Transformation by API-led application development and containerization / Kubernetes solutions;

Secure federated cloud networks & AWS / Google / Azure migrations - Microservices / Container Development: Kubernetes, Docker, Puppet, Continuous Testing & Quality Assurance;

Application Management Services, AIOPs, Application Release Automation (ARA), APM Monitoring & Mgt., ITSM, ITOM and ITBM i.e., Virtual Desktop, SCADA, IoT related solutions;

AI Predictive User-behavior analytics, Security Analytics & AI Pattern Recognition solutions;

OSS / BSS / CX;

5 & 6 G wireless / network applications, IoT, Virtual Reality, Gaming Engines, Metaverse Reality Engines media confluence point and enterprise solutions leveraging NIST SP 800-53 et seq. series compliance standards

HI performance computing platforms i.e., IBM Z, Cisco Storage Servers for Big Data applications i.e., Blockchain / Digital security & authentication, Fraud Detection;

Cyber Advisory i.e., Identity Governance, PMO / Smart Capex, AI et. engineering, Cloud Native Platforms, Threat Matrix Analytics; & Modelling; Cyber Threat Matrix Emulation & Simulation (leveraging MITRE ATT&CK™ framework) product & Red Teaming Advisory;

IoT / SCADA secure provisioning & management platforms; AI & Machine Learning based network and equipment performance monitoring / performance management solutions for enterprise, communications providers and industrial / manufacturing clientele

Artificial Intelligence, NLP & Machine Learning enabled Cloud & premise solutions leveraging Big Data Lakes & Analytics i.e., Self-Service Analytics, Predictive, Pattern & Behavioral analytics driven solutions

Blockchain, AI & Machine Learning enabled eGRC & IT-GRC i.e., Risk Management, Regulatory Compliance, Internal Control, Information Security and Internal Audit: SOC1 / 2 / 3, GDPR, ISO27001, HIPAA, HITRUST, MiFID II, DoD IdAM Strategy and Reference Architecture and NIST SP 800-162 etc.

Cloud Native re-engineering, Edge Computing / Intelligent Edge, Multi-Cloud, Hyperconverged Infrastructure / Hyper Converged Integrated Systems, Secure Software Defined Networks, Cybersecurity Mesh & Analytics / Software Defined Perimeter & Connectivity, SD-WAN / Network functions virtualization (NFV) solutions

FINTECH & REGTECH ENTERPRISE APPLICATIONS i.e.,

Secure Low latency messaging / communications leveraging precision timing solutions for Financial [i.e., FIX, STP, SWIFT ACCORD, ISO 20022 Migration (Payment, Clearing systems and FMIs)],

FINMATICA CORP / A SUNGARD Subsidiary April 2005 – April 2015

Sales & Program Director – Financial Engineering & GRC Solutions

Client Acquisition & Account Development – Executive Individual Contributor / Team Lead role – exceeded business and revenue objectives by 150% through Trusted Advisor Consultative sales process driving new business sales of professional services, managed services and software product [i.e., PaaS and SaaS] over $15 M per annum.

New Client and Account Management revenue exceeded $50 Million per annum averages over employment tenure..

Seasoned individual contributor & manager driving Fintech / Regtech / Insurtech revenue through sales of FinTech / RegTech product, Professional Services and related solution offerings i.e. sales of SunGard Fintech & RegTech offerings.

Developed FinTech / RegTech strategic reseller / partnering ecosystem including advisory consulting leaders.

Direct and own the RFI / RFP pitch process from receipt of request through final submission / oral presentation for prospect opportunities.

Extensive Strategic Client Acquisition and Account Management complex sales experience – Land & Expand model tied to strategic business objectives and revenue optimization with Hybrid team structures Program Management delivery oversight for both Enterprise & Technology clientele.

Software Product, Professional Services [ staffing & projects], SaaS / PaaS, BPO / KPO] and Managed Services solutions delivered onsite, nearshore and offshore.

Banking, Insurance, Capital Markets, Corporate & Public Treasury domains, i.e., Private Equity, Hedge Funds, Asset Management, Pensions, Wealth Management.

Professional Service & Product Solutions including & leveraging

Front thru Back Office, Treasury / Finance solutions – Algo Cross Asset Class Exchange & OTC Order Management Systems / Trading Platforms, Matching Engines, Algo Program Trading and Portfolio Management solutions

STP, FIX, SWIFT Accord and related connectivity, Treasury, Trade & Post-Trade processing, eGRC, AML / BSA, Fraud Detection, Trade Surveillance, Treasury, Corporate Performance & FIU systems

Cloud migration Fintech / Regtech systems related to i.e., Capital Markets trading, GRC and business process applications.

Leveraging i.e., Big Data / Hadoop, GPU Analytics, Data Lakes, ETL / ELT, MDM, Data Quality, Visualization & Integration, BI & Data Governance related projects.

EDUCATION: BA Finance / CSC

MA Thesis work – (Japanese International Trade Strategy)

SPECIALIZED KNOWLEDGE: ARIZ, Red Teaming, Excel Data Analysis & Business Modeling, Salesforce.com

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