Donald Gutoski

ad3v0f@r.postjobfree.com 647-***-****

Subject Matter Expert – Relationship Management of Clients, Vendors and Stakeholders

Top-performing adaptive professional with proven abilities in providing solutions for long-term development, perfected through 25+ years' progressive experience, building and maintaining strong relationships. Elicit and document client requirements, and engage with project delivery/staffing, recruiting, project management, delivery, sales, and stakeholders. Working with contract negociations, analytics, policy, governance, service delivery, and staff (up to 70), and being the subject matter expert to 400+ vendors. Establishing and cultivating relationships (client/stakeholder/vendor), by owning the business. Working within cross functional teams, budgets, people, agreement negotiating, and technical sales. Consistently contributing to increased revenues, decreased risk, engaged via adaptable approach with the team, excellent communications, P & L responsibilities, playbook/non-playbook, pipeline, budgets & portfolio up to 7 M/yr.

QUALIFICATION HIGHLIGHT

Strong ability to elicit, analyze, develop requirements, collaborate with team environments or as an independent contributor, utilizing a "take charge" attitude, charismatic, dedicated & committed. Outstanding interpersonal, entrepreneurial, continuously enhancing relationships, stakeholder, vendor management, negotiating contracts, HR, reporting, requirements writing, and presentation skills. Able to expand within relationships to grow and engage profitable business relationships. Responsible for cultivating clients, analyzing and documenting processes & requirements, professional services, human resources, policies, budgets, costs, schedules, strategies, and project engagement. Extensive experience with Government, Crown Corp. & Corporate 1000, vendor, engagements, IT and business governance, policy adherence, development, change management, business & workplace transformation, proposal development (RFP, RFI, RFQ, RFS – MOU, MSA), SOWs, Scope, NDAs, SLAs. Bid evaluation and scoring, eliciting, mapping, human resource & relationship development. Analytical and organized with excellent troubleshooting abilities, capacity to capture the "whole picture" utilizing out-of-the-box thinking, agile and adaptive in engaging and collaborative engagements.

PROFESSIONAL DEVELOPMENT

Presentations to V, D, Team levels, stakeholders, vendors, IT and business management. GAP, KPIs (key performance indexes), analytics, change management, onboarding, reporting and process mapping. Extensive knowledge in IT consulting 5WH, analyzing requirements, staffing, HR, negotiating contracts, calculating value for money, KPI’s, SLAs, relationship management, vendor and procurement governance & management. Operations, application development life cycle, project, program management, operations process, COTS Apps, Cloud, dashboards, analysis, QA, operations, budgets, legal, forecasting and reporting. Experience with Office365, SharePoint, CRM, MS Project, Visio, Skype, Zoom, WebEx, MS Teams, SAP-Fieldglass, Flextrack and SalesForce.

CAREER HISTORY

Flextrack Canada – Ontario Government Vendor Performance Manager (Contract) Feb 2023– Present

Flextrack is a leading-edge SaaS - VMS designed to maximize a fair, auditable, and transparent vendor bidding process for government, corporate, and private organizations.

Vendor Relationship Manager to cross-functional teams, and levels within the Government of Ontario, 400+ IT vendors with over 2800 RFPs and contracts (250+ M).

Develop measurable accountability governance framework, performance reports, matrix-driven KPIs, measuring and managing vendor, delivery, and stakeholder relationships.

Develop key performance indexes and management reports – "Value for Money", and scorecards for vendors, OPS, and internal groups.

Advising on changes to pre-release RFPs for clarification. Ongoing improvement of vendor performance, reporting, and relationships as well as ensuring active vendor participation in BID submission and responsibilities are clearly defined and followed.

Continuously improving requirements and the engagement process.

Maximizing KPIs, analytics and vendor performance improvement reports.

SME in providing advice and guidance to vendors' submission processes, RFP response guidelines, and training.

Manage the vendor performance expectations for the Government of Ontario.

Regular status updates with teams, directors, legal, stakeholders, and operations.

Developed, managed and rolled out vendor scoring, surveys, reports and strategic change plans.

Ongoing process data improvements and change management.

Federal Department of National Defense, IT Vendor Relationship Manager Sept 2021 - Feb 2023

DND Military Benefits provides discounted service and everyday products (90,000+ SKU’s) to members of the Armed Forces, Veterans, and the RCMP. These are provided through outlets & online with a cloud SaaS, POS system.

Reporting to the Director of the PMO, providing various relationship management, analysis, vendor performance, contract negotiations, change management and vendor incident reports.

RFI/RFP development, vendor evaluation, scoring & selection, contract offer and implementation, changes, budgets, POs & invoicing.

Define and design contract requirements, agreements, renewals emphasizing increased vendor accountability, KPIs, reduced corporate risk, adherence to contractual mandates cross function with legal & documentation and deliverables.

Working within a cloud SaaS, COTS applications environments, performance delivery, calculating value for money, management, increased QA testing and patch timeline acceptance.

Defining deliverables, vendor score cards, metrics and KPIs, vendor performance, patch management and quality assurance.

Implement governance contract and process change plans for suppliers, service and delivery.

Decreased patch management, testing, and delivery times to production by 21%.

Reviewing vendors for risk, engagement and restrict cost overrun.

Regular meetings with stakeholders, operations, delivery, legal, cross-functional teams and committees.

Updates on projects, testing, patch management and vendor delivery.

Continuous improvement, monitoring cost, performance and risk, optioning new vendor sourcing.

The Government of Ontario - Vendor Relationship Business Analyst (Contract) June 2018 - Aug 2021

The Province Data Center Operations (DCO) produces 550M+ documents for the government & public in various formats (election documents, licenses, health cards, secured cards, financials, confidential information, RFPs Contracts etc.).

Working within operations managed service projects to consolidate 5 large provincial print and data centers (DCO) into 3. Transforming the services from the Data Center Operations (DCO) to the Information Technology Services (ITS) cluster (restructuring for efficiency, governance, and compliance).

Collect, analyze, and document artifacts from suppliers, requirements analysis, vendor information for compliance, governance, RFP, NDA, MOU, SOW, SLA, Scope, billing, invoicing, payment, contract negotiations, documenting design and service details for the transformation of the provinces' services SOPs, etc.

Key contact - (SME) subject matter expert from reviewing the 150+ different contracts, processes and delivery for vendors.

Vendor/bid evaluation, selection and review, management, contract award, implementation and administration, legal wash through, SLA negotiations, KPIs, performance scoring, governance, reporting, compliance and change management.

Relationship, stakeholder, vendor management "As is to Be" GAP analysis and change management.

Define, develop and validate more than 150 different IT vendor contracts, performance, processes, and services, KPIs, scoring as well as manage multi-vendor & sole-source supplier solutions.

Developing, implementing and administrating vendor contracts, and governance processes.

Updating services, costing of deliverables, supporting, and facilitating requirements, purpose, objective, deliverables, RFPs, continuous review of vendor SLA administration, service to date, budgets, costs and, performance.

On-going, online & face-to-face meetings, negotiations, presentations, Op’s, team and vendor updates.

Implement strategic change plans for contract service and delivery.

By weekly scrum sessions, collaborating with stakeholders, cross-functional teams, Legal, OSS, vendors, and delivery.

Review, edit, and negotiate vendor contracts, RFP – grandfathering, SLAs, scope definitions, SOWs, and vendor MSAs.

Continuously taking on new assignments for review, consideration, and input.

Weekly reporting, review issues resolution, progress, collaborate with vendors, and peers.

Regular meetings with groups (IT, QA, legal, stakeholders, vendors, operations, delivery, etc.)

Experis - Cisco Canada Engagement Manager Feb 14 – May 18

Cisco Canada is a state-of-the-art technology, communication, and service company providing a wide range of products in Technology & Communication. Our challenge was to merge multiple suppliers into a single managed solution vendor management operating framework.

Implementing managed service governance, compliance amongst contracts and processes, recruitment, HR, legal, HR, aligning stakeholder expectations, business relations, vendor management (contract negotiations, SLAs). Up sell the managed service usage and adoption across Cisco groups, sharing best practices and driving value for our clients. Proactively add value to our clients & deliverables.

Manage all aspects of the service transformation (governance), consolidation GAP Analysis - "As-Is to Be" delivery, supporting and facilitating projects, ongoing performance change management of value for money, the project objectives, activities, establishing governance, deliverables, and tracking progress.

Improve expectations, relationships, reporting, forecasting, billing, profitability, & change management.

Liaise with IT, operations, legal, cross-functional teams, business units, recruiting, HR, finance and project/position requirements.

Establish, implement service plans, and governance, i.e. Book of Business, CRM, contract negotiations, and processes.

Elicit & analyze information, MSA, MSPs, SOWs, Scope, SLAs, change, renewal, terminations, invoicing - billable to contract, NDAs and document revision.

Weekly scrum sessions, continually improving the delivery, cultivating relationships throughout all touch points and internal groups as well as negotiations, vendors, stakeholders, legal and business partners, be the "Key Contact" member of the team.

Lower risk through managed services vs. co-employment, re-defining scope, utilizing team efficiently to manage complex, rapidly moving projects, keeping stakeholders, vendors & management informed.

Implement strategic change plans for service and delivery.

Managing 70+ people, up-sell 120+ Cisco management X- Canada (quote, SOW & proposals).

Developing staffing plans, legal, HR, managing budgets, P & L, forecasting, task plans, issue resolution, updating client project playbook, and renewals with multiple vendors.

Decreased client costs by 600k annually, aligned processes, standardized rates and budgets, profit margins ($7M+ portfolio), and maximized client value through service delivery, payroll/rate, and implemented HR policies and procedures.

Collabera Canada, Business Development Manager Jun 12 – Feb 14

Collabera - a CMMI level 5 IT service management company, is an end-to-end business, VMS and IT staffing solutions organization.

•From a Canadian startup, I was responsible for sales, recruiting, and client relationship management.

•Promoting our managed services, up-sell clients, developing proposals, contract negotiating, analyzing requirements, and presentations, pitching value propositions, and expanding in accounts.

•Recruiting, interviewing, and onboarding candidates, using existing/new contacts in Banking, Insurance, Financial, Telecom, and Government technology markets, running campaigns, and selling IT staffing & project services.

•Be the trusted advisor to IT & business clients' service requests, human resources policies, task development, creating value statements & propositions, contractor, stakeholder and vendor management & negotiations. Perform needs analysis, hire, release, and complete engagement. Reporting requirements (i.e. sales to date to quota, pipeline), SOWs, change management, budgeting, costing, scheduling, playbook management, margin forecasts, checking invoices & rates and hours billed, target prospect call lists, ongoing project status, and KPIs).

•Develop & maintain SLAs, collaborate with clients, and vendors, for contract change management.

•Go-to-Market strategies, annual budgets, and forecasting. Writing and responding to proposals and requirements on an ongoing basis (NDAs, RFP. RFI, RFQ, MSA and contract negotiations, MSP). Update CRM on all prospect contacts, sales calls and recruitment teams. Exceed objectives by 130% of objective.

ADGA IT Consulting, Government Relationship Manager 2008 – 2012

ADGA IT Consulting has expertise in IT staffing and in-house development. Target markets are the Ontario Government, crown corporations and municipal organizations. Responsibilities include;

•Servicing and increasing revenues annually by 15-20% each year with a new business target of $4.M / yr.

•New and existing client development, funnel development, and cultivating long-term relationships.

•Manage all aspects of the business, selling, clients', creating value statements propositions, recruitment, negotiating, vendor agreements, MSA, MSP, SLAs, change management, analyzing, documenting requirements, process mapping, project status, SOWs, billing, interviewing, onboarding candidates, HR & receivables management.

•Responding to client engagements (SOW, project coordination between IT and business). Short-term staffing assignments to larger sourced/outsourced projects.

•Respond to Government RFI, RFP, and RFQ response development, and presentations, manage proposal cycle, sourcing and pricing.

Tescra Canada, Manager of Sales 2004 –2008

Tescra, born from X-Deloitte consultants with approximately 1600 consultants internationally providing IT and management consulting on a fixed-priced or hours-based for short and long-term projects.

Constantly increasing office revenues by 8-17% per year with a target set at $3.5 M/yr

Hunt for new business, generating leads, cold calling, contract development, value statements, mapping clients, funnel development, presentations to D/V levels, go-to-market strategies, account expansion.

Clients' P & L, manage consultants, presentations, eliciting requirements, sales, recruiting, interviewing, vetting, onboarding candidates, vendor management, contract negotiations, change mgmt, billing/invoicing, and reporting. Develop RFP responses to Governments and Corporate requirements.

iGATE Mastech – Manager, Major Accounts 2002 - 2004

iGATE Mastech, a provider of IT staffing solutions with offices in 5 countries, employing 2500 + IT professionals.

Actively hunt for new business, elicit requirements, and run vertical & specialized markets (Banking, Insurance, Telco).

Accountable for a $4M book of business in staffing, and outsourcing (Consulting, CRM, ERP, MSA, MSP).

Increased revenues and retention, reviewing and updating SOWs, monthly invoicing, met or exceeded targets up to 120% - 8 of 9 quarters. (Cost, margin, profitability, change mgmt, KPI's & relationship management).

EDUCATIONAL HIGHLIGHTS

KnowBe4 Introduction to Cybersecurity

TechnoCanada QA Testing / Agile / Jira

Global Knowledge ITIL Change Management Fundamentals

AceIT Project Management

York University - Schulich School of Business Strategic Marketing

Algonquin College Business Marketing

Nobel Technology Business Analysis

IBM Rational Sales Mastery

IBM DataStage for Business Intelligence

Dale Carnegie Leadership Training for Managers

Dun and Bradstreet Credit and Financial Analysis

Miller-Heiman Relationship Selling

Forum Corporation's Partnership Selling

Paris Technology PowerOLAP – BI Tools

Progestic Group ISO 9000

Canadian Federal and Provincial Security Clearance

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