Sales Marketing Manager
Resume:
Edward A. Funaro Address
Mobile 203-***-**** **** Somerset Place
********@***.*** Naples FL. 34120
Guilford CT. 06437
ANGEL INVESTOR, TRANSFORMATIONAL CHANGE AGENT, CULTURAL WARRIOR, GO TO MARKET LEADER & BUSINESS DEVELOPMENT EXECUTIVE
Focused on High Growth Strategic Innovation, Operational Excellence, and Trusted Advisor with over 39 years of consistent goal achievement. and high yield business development in Fortune 2000 industry. Developed and implemented the “High Performing Selling Methodology” that consistently allows for sales over-achievement. “Big 5 Consulting” experience. Subject Matter Expertise in CRM, and Digital Transformation. Deep understanding of, SaaS, Cloud Technology, Enterprise Applications (SAP, Oracle, Salesforce), and Managed Services Solutions as well as issues that are top of mind for “C” level executives. High tech, Manufacturing, Consumer Products, and Retail expertise.
Computer Enterprises Inc. Pittsburgh PA
President November 2018 – Present
Top executive responsible for strategic vision and planning. Provides leadership, holding the organization accountable to stakeholders and its own policies, presenting the appropriate image to the public, and directing the short- and long-range goals of the company. Oversee the entire organization. reporting directly to the board of directors. Directly supervise the top level of management. Responsible for the budget, fiscal management and financial health of the organization, having strong finance skills, acumen for developing strategies, and good interpersonal skills.
GSI Inc. January 2018 – November 2018
Senior Vice President – Client Development
Transformation Change Agent, as firm moves from ERP to Cloud provider, often referred to as the “Chief get It done officer” High Impact Sales Leader, designing and executing hypergrowth strategies for Consulting Services firm.
Grew Sales 40% organically in 9 Months.
Increased Product and Software sales by 100% through better channel alignment and Sales enablement.
Orchestrated 2 strategic Acquisitions to launch two new practice areas. Salesforce and ServiceNow
Developed a playbook for Sales Excellence using sales best practices that are guaranteed to yield high performance results.
Direct selling to several strategic accounts in Manufacturing Vertical more than $3M YTD
Managed team of 6 Account Executives, 6 Account Managers, 4 Solution Consultants to Drive $33M in bookings.
Accenture PLC (Cloud Sherpas LLC) January 2015 – January 2018
Senior Vice President – North America GTM Leader, Cloud First Practice
Managed team of 32 Business Development & Solution Executives across all industries resulting in an $1.2B Revenue Stream.
P&L Leader for largest business unit. Grew EBITDA from 2% to 7%+ while improving client satisfaction to 9.5 on scale 1-10 led to Accenture’s largest acquisition in History.
Transformed Go to Market team into high performing sales team growing revenue 78% while reducing client acquisition costs by adding rigor and discipline to sales process.
Managed unplanned attrition rate to Zero for 2015/16
Added Strategic account designation and strategy as a means of preserving large revenue stream and establishing a growth platform for investments.
Added 55 new clients by creating several new “Wedge” offers that allow for building client intimacy and gaining strategic insight while driving executive value.
Transformed Sales Operations into shared service model to doubles BDE client face time and productivity.
Had personal sales of $23M in consulting services as a direct seller.
Increased Software and bundled solution sales by 75% through Proquire.
Capgemini US LLC May 2006 – December 2014
Managing Principal – Go to Market Leader – Manufacturing Business Unit
Player / Coach for the Manufacturing Practice for NA. Responsible for the performance of 15 Business Development Executives and 15 Account Executives as well an Individual Contributor role across all disciplines (Consulting, Technology, and Outsourcing) totaling $ 350M in new sales bookings.
Consistently exceeded sales management goals each year from a Bookings, Contribution Margin, Client Satisfaction and Revenue Managed standpoint, thus achieving 5 Ace (Top 10% achievers).
Improved overall engagement margin by reselling Software and technology through CapTech
Acquired over 38 net new clients such as Thermofisher Scientific, Bimbo Bakeries, Adecco, Stanley, Estee Lauder, Phillips, Hubbell, GAF, Aramark, FreshDirect, Hannaford, Giant Foods, A&P, Intergraph, Bacardi and Avon
Execution of consultative sales model to corporate CXOs in assisting them to meet key business objectives, while increasing shareholder value and competitive differentiation, often achieving trusted advisor role.
Instituted Sales Best Practices to increase Win Rate to 38% from 18%, while improving sales productivity, forecast accuracy and market share.
Achieved 101%, 386%, 288%, 110%, 520%, 421%, and 344% of $10M personal business development quota by acquiring and expanding new clients.
Computer Science Corp (Greenwich Technology Partners) Feb 2005 – May 2006
Partner / EVP – Products Practice (Manufacturing, Consumer, Retail)
$2M in New Business Sales in the first 6 months
Responsible for the creation and marketing of several industry based solutions, such as Trade Promotion Optimization, Product Lifecycle Management, and Collaborative Product innovation.
Own complete sales Cycle for all project based and staff augmentation work for all prospects in New York Metro area
Business Development for the following net new clients: Avon, Nestles, Marchon, L’Oréal, Tyco International, Agfa, Estee Lauder, Colgate Palmolive, Arrow Electronics, Pitney Bowes, and Pfizer.
Preparation for Sale - Revenue and Profitability Turnaround Situation. Drive EBITDA from -1% to 11%. (Sold for 5x EBITDA)
Implemented Organic and Target Acquisition Growth Strategy.
Responsible for all aspects of a $30m Technology consulting practice, including P&L, Business Development, Marketing, Staffing, and Solution Development.
Built World Class Business Development Team that resulted in profitable growth.
Redeployment of assets into the “High Growth Middle Market” that resulted in higher overall profitability.
Completely redeveloped firm Taxonomy to focus our core Competencies
Added over 22 net new clients to client list.
Cap Gemini Ernst & Young. November 2002 – February 2005
Sales Hub Leader - Northeast
Sales Team leader for the Northeast Market. Responsible for the performance of 68 Account Executives and 25 Business Developers across all disciplines (Consulting, Technology, and Outsourcing) in most industries totaling $580M in revenue.
Assembled a world class Sales Organization to launch new solution offers for today’s post 9/11market place.
Direct Selling to accounts such as Pfizer, Phillips, Hubbell, Tyco, HP, Arrow Elect, Gillette, International Paper, J & J, Cigna, Avon, and Bayer.
Developed Thought Leadership for Life Science/MFG HT Marketplace.
Subject Matter expertise in Pharmaceutical. Sales productivity
Grew market by 14% in net new business. Added 26 new clients.
Execution of consultative sales model to corporate CXOs in assisting them to meet key business objectives, while increasing shareholder value and competitive differentiation. Trusted advisor role.
Instituted Sales Best Practices to increase Win Rate to 36% from 23%, while improving sales productivity, forecast accuracy and market share.
Increased “Book to Bill” ratio from .78 to 1.2. While reducing SG&A spend 10%.
Achieved 126% of $15M personal business development quota by acquiring 5 new clients.
Accenture LLP. (Formally Andersen Consulting) November 1999 – November 2002
Director Business Development, CRM Practice
Responsible for portfolio expansion through target client acquisition.
Subject Matter expertise in Sales Service, and Marketing Effectiveness.
Performed client development in new economy to increase shareholder value.
Sales enablement of firm assets within Customer Relationship Management Service Line.
Securing new consulting engagements both within existing client base and emerging business.
Achieved 210%, 160%, and 195% of Annual goal respectively. Internal transfer to Government Market in March 2001.
Developed CRM business plans and go to market strategy that enabled sales growth from $21M to $233M globally over an 18-month period.
Leverage Accenture’s network of businesses and alliances to improve engagement profitability.
Compaq Computer Corp (formally Digital Equipment April 1997 - Nov 1999
Alliance Director, Andersen Consulting
Wyle Electronics November 1994 - April 1997
Regional Sales and Marketing Director
Digital Equipment Corporation August 1987 - November 1994
National Account Manager
Control Data Corporation, FIS (Micrognosis) March 1986- August 1987
Worldwide Sales and Marketing Manager
Data Switch Corporation April 1984 - March 1986
Marketing Manager, Data Communications
NCR Comten, Inc. December 1981 - April 1984
Marketing Representative
Bunker Ramo Corporation September 1978 - December 1981
Software Support Engineer
Education
Connecticut, School of Electronics Graduated 1978
Contact this candidate