Human Resources, Outsourcing, and Sales Leader helping transforming organizations

achieve their goals

HRO Services Mergers and Acquisitions Sales Leadership

Contract Negotiation Education Design and Delivery Alliance Management

SUMMARY of QUALIFICATIONS

Consistently exceeds objectives within organizations with revenues from $100M to $60B as a Senior level Sales and Human Resources Executive.

Achieves Trusted Advisor status by using a consultative approach.

Deploys domain experience in contracting, transition, management education, human resources, and sales process design.

Achieves goals through innovation, collaboration, and determination.

Contributes as a strategic visionary partner with the credibility of an experienced practitioner

PROFESSIONAL HISTORY

Sales Integration Executive IBM Corp. 2015 – Present

Integrated the sales function of an acquisition into an existing unit, creating a single unified sales process and tool set for the merged units, and ensuring that the affected sellers could remain effective throughout the process. Met sales and incentive compensation targets for the integration period. Responsibilities expanded to encompass development of new innovative solutions that could be integrated with the standard services to enrich the client value proposition and differentiate our practice.

Doubled the sales of the unit in its second year

Created sales process tools adopted for use by other IBM divisions

Client Solutions Executive 2006 – 2015

Proven expertise in selling Human Resources and Learning outsourced operations and managed services to accounts with revenues ranging from $200M to $3B. Major contributor to building a vigorous practice in North America from an initial base of one global client. Responsible for selling managed services, outsourcing and implementation services of more than $700M in aggregate signing value over a 7 year period to customers in insurance, pharmaceuticals, telecommunications, and various other industries. Managed the sales process from opportunity identification through contract signing for major account opportunities in the U.S., Canada, and Mexico. Recognized for excellence in sales throughout this period and nationally for significantly exceeding sales targets in 2009, 2012, and 2013.

>$700M in signings and repeat recognition for exceeding quota with global landmark BPO deals

Developed strategic solutions for Human Resource Services, Professional Services, Application Managed Services, Technical Outsourcing, and technology tools

Senior Contract Negotiator 2004 – 2006

Led contract negotiations from initiation through closure for large scale services transactions with global clients

Responsibilities included contract development and negotiation as well as serving as the strategic leadership focal point for our subcontractors and alliance partners who contributed to various solutions. Analyzed complex business and technology requirements and proposed appropriate contracting solutions to customers. Negotiated and finalized long term Service Level Agreements. Effectively cultivated and maintained strong relationships with clients (as well as with all of the internal IBM constituencies) throughout the contracting cycle. Effectively closed global deals for human resources, technology, learning and procurement services

Human Resources Transition Executive 2002 – 2006

In this position I led a team responsible for the transition of employees from client companies to IBM as part of an outsourcing transaction. The key project was the global transaction between IBM and Procter and Gamble that involved transitioning more than a thousand affected employees spread across three continents.

Managing Director – People Transition PricewaterhouseCoopers 1999 – 2002

Hired to start the People Transition function in the firm’s BPO services unit, I was responsibility for developing and implementing a set of processes and tools for managing the migration into our practice of affected employees from client companies who outsourced functions to PwC. In this role I managed the transition of thousands of employees from companies including BP and Nortel into the BPO unit which was later acquired by IBM. During my tenure in this post, analysts rated PwC’s ability to transition and retain skills during outsourcing transactions as a best practice model for the industry.

Vice President, Transition Intellisource, Inc 1995 – 1999

Co-founder and principal of an outsourcing services startup funded by Safeguard Scientifics. From 5 employees and a founding stake of $5M we built the firm over the course of 4 years into a successful services provider operating in 11 states with 4,000 employees. Firm was then merged with RMS Technologies. As a founding partner my responsibilities included development of the startup’s initial sales and transition processes from developing the value proposition to producing the proposal, conducting due diligence, negotiating the contract, and transitioning the services.

Director, Management Development Tascor 1992 – 1995

Managed a team of instructors and developed curriculum to support this IBM spinoff which was a startup JV of Norrell Corporation (a temporary services firm) and IBM. Contributed significantly to the successful growth of the firm which enabled an IPO by Norrell in 1995.

Human Resource and Finance Assignments IBM Corp. 1985 – 1992

Positions included national responsibility as Manager of IBM’s Retirement Payroll and Manager, Management Development for a 6,000 employee headquarters organization. Also served as a Senior Employee Relations Advisor to the management team of an IBM strategic business unit.

EDUCATION, SKILLS, and PROFESSIONAL ACTIVITIES

B.A. – Psychology Mercy College, Magna Cum Laude

-Continual education to understand new technologies pertinent to the current selling environment including IBM’s Master Deal Maker program and Wharton’s Executive Education Program

-Excellent verbal/written communication skills for proposal development, contracting, Statements of Work, presentations, and process documentation.

-Ability to communicate effectively at all levels within an organization.

-Member of the leadership team of the Atlanta Chapter of the International Association of Outsourcing Professionals

-IBM’s representative to the Global Impact Sourcing Coalition

-Frequent conference presenter.

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