Jay H. Glick

732-***-****

adegon@r.postjobfree.com

linkedin.com/in/jay-glick-34b6a42

Business Development Executive with versatile background in leveraging open APIs and Web Services across direct and indirect go to market models. Proven track record of delivering growth and product innovation across customer segments and buyer personas (Sales, Marketing, Risk, Credit, Data, Procurement, and Finance) and industries, including: Financial Services, Hi-Tech, and Manufacturing.

Skills

Compelling joint value prop creation

Developing C-Suite relationships

Partner product management & acceleration

individual and team targets >100% attainment

Negotiation of complex agreements

Revenue growth strategy and execution

Hire, develop, and coach top talent

Managing cross-functional teams

>125% Revenue target attainment in 50% of quota carrying years

Experience

2016 – 2019

VP Business Development, Global Alliances / Dun & Bradstreet

Led Business Development team to deliver >30% annual growth in alliance revenue over three-year period across global high-tech portfolio (including IBM, SAP, and Cognizant)

Developed strategy and executive level relationships to deliver new joint solutions enabling partners to deliver rapid ROI with their latest technology innovations:

oIBM Watson Discovery and IBM Watson Financial Crimes (KYC/AML Compliance)

oSAP S/4 HANA – ERP/CRM and SAP Analytics CCAR Solution

2011 – 2015

Global Salesforce.com Alliance Leader, Dun & Bradstreet

Business development executive responsible for launch and growth of strategic alliance with Salesforce.com delivering significant market expansion and $50M annual recurring revenue stream.

Built and managed cross functional team to deliver D&B’s first SaaS-based OEM model; including product, technology, marketing, sales ops, sales enablement, finance, legal, and support.

Developed and managed new global Channel Sales Management team.

Built and managed C-suite and EVP relationships with partner product, sales/marketing, and technology organizations; mentored direct sellers to expand Salesforce.com use of D&B customer solutions enabling 25% YOY growth in direct spend with D&B.

2009 – 2011

Leader, Business Development & Strategy/ Dun & Bradstreet

Developed and executed new Go-to-market direct and indirect channel strategy that delivered 25% annual growth to the Supply Management business over a three-year period.

Operational Executive for acquisition and integration of boutique consulting firm. Managed sales & delivery team post-integration to grow business by 60% over a two-year period.

Established D&B partnership with SAP Ariba that consistently delivered mid/high double-digit growth over a ten-year period.

2007 – 2008

Business Development Director and Partner Product Leader/ Dun & Bradstreet

Created and executed strategy & business plan to bring two new D&B-SAP Alliance solutions to market in 2008; resulting in over $1M in new revenue in the first year and additional pipeline of over $2.5 Million.

Developed strategic approach and executed go-to-market launch to test new partnership with IBM WebSphere Customer Center delivering $6M in new pipeline within eight months.

Managed offshore product development and support resources in ongoing partner product development and enhancements.

2005 – 2006

Integrated Solution Sales/ Dun & Bradstreet

Partnered with key stakeholders to build out solution visions leveraging API integrations across a variety of financial services accounts (PNC, Comerica, HSBC, GMAC, Discover, Ohio Casualty, Nationwide) and use cases:

oClient Origination & Underwriting, Onboarding & KYC Compliance, Portfolio Management & Analysis, Fraud, Enterprise Risk & Compliance, Customer MDM

1996 – 2004

Leader, Technical Pre-Sales Solution Consulting/ Relavis CRM

Key member of Global Sales Leadership team in attaining average annual growth rate >25% over first six years in technical sales while managing global team of technical pre-sales consultants

Collaborated with IBM Small Business team to release first WebSphere Portal third-party application driving Relavis revenue growth and significant impact on IBM Software/Server revenue.

Managed joint GTM with IBM EMEA, IBM GBS, and IBM Resellers in Europe; including direct responsibility for large CRM deals with multiple commercial banking institutions in Europe and Africa; including Barclay’s, Credit Suisse, and Rand Merchant Bank.

1994 – 1996

Client Implementation Specialist/ Johnson & Higgins

Education

BA, Political Science and Public Law / Rutgers University

Contact this candidate