BRUCE E. OTTE

720-***-**** adhvpg@r.postjobfree.com

Overland Park, KS 66221 http://www.linkedin.com/in/botte

https://www.youtube.com/watch?v=jJwauvRFNEI

Senior Information Technology & CLOUD Leader, Innovator in

Digital Transformation, SW Development, Strategic Partner Relations, Global leadership, Market & Technology alignment, Expansion and Disruption

Creative leadership skills in the digital experience of an organization. Proven track record and industry experience in establishing new ways of conducting business leveraging digital systems and cloud technology, including mobile devices. Expert insight in assessing risk and formulating strategic initiatives, development and improving overall efficiencies in processes and customers engagement model. Proficient in multiple business disciplines such as product lifecycle management, Product Portfolio Management, industry trends, vendor relationships and procurement, new business development, defining investment and revenue management - domestic and international, business analysis and finance, and management consulting. Skilled in IT Strategy, Cloud and IT Management disciplines such as technology assessment, technology vision, information security, platform engineering management, application and IT architecture, technical services, lo-code development, cloud computing, product lifecycle management, product positioning, development and operations management. Articulate, results oriented executive with excellent verbal communication skills and presentation, and written communication. Inspire collaborative work in highly matrixed, complex and dynamic environments to discover new approaches to solving problems. Flexible to meet the challenges of a fast-paced environment in business and technology, leveraging sound business acumen and judgment, data analysis decision making, strong problem-solving skills, strong collaboration to work cross-functionally; and, leadership global partner experience committed to partner and client success. Large audience, public facing, and C-Suite presenter, writing and organization skills at the Executive level, and building appropriate strategic partnerships. A self-starter problem solver with excellent quantitative skills, well-structured negotiation strategies, time management skills, market strategy and competitive analysis, and an ability to multitask. Strong management experience and ability to recruit, coach, lead continuous improvement and accountability; and inspire a culture of trust dedicated to retaining an entrepreneurial spirit with action driven results. Executive leadership experience through hands-on example, mentoring, accountability and expense management, team building, cross-functional teams management, building relationships, and cooperation.

SKILLS

Cloud Technical Acumen

Product Management

Strategic Thought Leader

C-Suite Communications

Security & Compliance

Operational Excellence

Business Plans

Cross-functional leadership

Process Improvements

Emerging Technologies

Experience in ERP systems

Negotiating Skills

Digital Transformation

Consulting Experience

Engaging communicator

Excellent Analytical skills

Team Management

Integrity, honesty, reliability

CAREER HISTORY

UnitedLex Corporation, Overland Park, KS

Vice President Enterprise Applications 08/19-present

Lead software platform engineering, architecture, front and back end development and maintenance to match technical capabilities with internal business application needs. Implemented SW testing and matching features with specifications, adding machine learning and AI, RPA and microservices, and low-code development. Introduced Agile and Scrum methodology and development policies. Lowered maintenance windows from 8 hours to less than 4 hours in 6 months. Led IT operations management, production support, database management, and enterprise EDM, ETL, API data integration, data governance, data warehousing, analytics tools and reporting. Focus on application management systems automation and documentation, digital media management, team skills development, cost containment, leadership development, policies adherence and information system security. Managed architectural governance of IT enterprise systems, ServiceNow, Microsoft Office/Sharepoint, Windows and Linux, SQL Server and other databases, web and mobile business applications for centralized and distributed Systems, and Public Cloud computing platforms such as Azure, GCP, and AWS. Managed a staff of 50 engineers plus contractors and contractor agreements. Member of IT Governance Leadership and compliance with laws. Supporting all internal communications tools – chat, social, presentation and video (Microsoft tools), financial operations, HR and learning management systems, Legal, Oracle ERP, EBS, HRIS, and Salesforce CRM.

Virtustream Inc., McLean, VA / Atlanta GA

VP, Field Sales & Channel Readiness & Enablement 03/17-05/19

Create innovative strategic direction to design and build Global Solution Sales Enablement and Execution to quickly expand global B2B enterprise sales of Virtustream SAP ERP and other business applications like Guideware and healthcare cloud managed solutions, for key field sales such as Dell, EMC, Partners, SIs and other strategic partners on how best to communicate the business value and sell the companies web services based on VMWare within a tight budget. Strong training and focus on regulatory compliance including SOC1,2, 3, ISO27001, HIPAA, FedRamp, GDPR, and GxP.

• Launched global scale New Hire and existing solution sales FTF and online training, workshops and coaching; trained more than 1500 global direct sales - including multiple strategic partners in 8 countries and US Federal, over 12 months using proven methodologies, due diligence, and verification metrics for consistent success, and driving team creativity – met objectives through a large impact to channel generated leads – jumping sales leads from under 10% to over 70% for key strategic partner channels in USA, EMEA, Japan, and ANZ

• Implemented entirely new solution sales and technical training program for new offerings in Healthcare cloud hosting offering, and Virtustream Cloud for Financial Services Industry. Focused on customer service and not just technical differentiation, and coordinated with sales and communications to establish a cadence of information and training updates.

• Enacted global training & enablement content creation and presentation methods including mobile for all channels collaborating across regions and sales organizations, resulting in E&Y, Infosys, and Deloitte launching their own SaaS offerings with how to technical guidance to best align to industry standards, country data and privacy Regulations. Created IT to Sales mentor program to improve sales skills and expose technology team members to directly work with customers

• Key member of Product Requirements team using Agile Scrum methodology prioritization for product gaps to align with customer back-end and front-end business requirements, UI, and leveraging creativity to differentiate offerings, including new offering for managing SAP and VMWare on Microsoft Azure.

VP, Partner Technical Development & Business Support 09/15-02/17

Drive B2B engagement, following the acquisition by EMC, to grow the presence of Virtustream SAP Cloud Managed SW and services through global Cloud Service Providers (Telcos) and SIs as a new startup product/focus area for the Telco Cloud Provider.

• Responsible for the end-to-end partnership, technology roadmap, technical sale and implementation of cloud IT infrastructure architecture based on VMWare, API integration, and design thinking with the Virtustream SW for hosting SAP in the cloud opening new markets and revenue – New partnerships in APAC and EMEA with CTC (Japan), Vodafone (Germany), Capgemini (France & US), NTTcom (Japan), BCX (South Africa), and Morohub (Dubai). Led guidance for all Native Language integration including double-byte character support for Japanese, and Arabic.

• Created a Cloud Service Provider Community delivery support program and ecosystem within Virtustream including Product Management feedback to understand partner requirements, sales organization enablement, pre-sales technical support and provide consistency in implementation and delivery support.

• Hiring and leading all logistics architecture and delivery processes, and project manage the build out of 11 partner data centers using PMP methods and developed a how to sell guide. The keys to success were passion, executive level communications, influence and negotiation skills, follow-up skills, an understanding of solution sales processes, and collaboration between engineering, operations and business leaders.

• Exceeded corporate objectives: Over 2 years expanded the delivery of the Virtustream SAP cloud solutions to 11 new partner data centers in 3 new global regions with proven track record of success in foreign markets, vendor relationships, partner certification, professional services, international acumen and helping others become successful

• Member of Corporate Executive team consulting to update workflows, process improvement, go to market and client development activities, with standardization and automation.

IBM, Boulder, CO

Director, IBM Cloud Management Services Business Development 02/15-08/15

Passionate to succeed created, promoted, and drove messaging for strategic cloud initiatives focused at IBM sales & pre-sales teams and channel partners, coached sales execution and led large client development to grow IBM cloud management services for ERP systems (SAP, Oracle Netsuite, Microsoft Dynamics) to replace traditional outsourcing in APAC and EMEA. Used analytical CRM, interpersonal skills and best practices to develop best prospects, big picture “reasons to buy” to drive new business, and how to forecast for delivery growth management. Sales, Marketing and Sales Operations leadership activities to drive customer retention as well as customer acquisition. Responsible for customer facing presentations and client management with all GSIs including the India 3. Customer-facing covering the full stack of cloud management including compliance, service management, OS, database, enterprise software, delivery and business operations and support.

• Result: Revenue Management with growth by 100% - from $150M to $300M.

• Result: Exceeded financial sales cycle goal with increased sales of GSIs by 40% in 6 months.

Director, IBM Cloud Management Services on SoftLayer, Austin TX 11/13-02/15

Following the $2B acquisition of SoftLayer by IBM, led the corporate strategy of a startup cloud innovation and vision, product roadmap, software architecture and development to develop creative solutions for highly scalable, automated and modularized user-friendly services to address business issues for managing Enterprise Business and IT Applications including SAP in the cloud. Used Agile DevOps service delivery, controls, and data collection and data sets based KPI reporting to meet post-production service levels for services embedded in Softlayer.

• Result: Managed all resource allocation and negotiated key vendor contracts to cost effectively modify hardware to support service delivery of SAP HANA and other key ‘mainframe’ developed applications on Softlayer IT infrastructure, leveraging financial data about delivery costs from traditional compared to the cloud

• Result: Built a software development and product management team of 55, directing priorities for product development, deployment, lifecycle management, delivery and new transaction processing system. Led team responsible for all, pricing, operating budget, field enablement resources and training as lead subject matter expert, with $75M sales in 18 months increasing market share in small/medium business market.

• Result: Led team that closed deal with SAP for hosting and managing the SAP HANA Enterprise Cloud on IBM SoftLayer and CMS datacenter locations with VMWare, a $2B, 5-year deal. Implemented new UX design for managing SAP with a better user experience from the traditional vCenter console.

Director, IBM Enterprise Applications Management Services, Boulder, CO 10/11-11/13

Cloud innovation, business planning, product management, customer research and development for IBM fully managed enterprise software solutions on the IBM Cloud for SAP, Oracle and Microsoft applications using proven methods, new innovative technologies and consumption-based billing running on an operating system of Windows, LInux and Unix, using a variety of RDMS including SQL and NoSQL.

• Result: Grew business from 0 to $225M in 2 years, with distribution across 12 datacenter locations in all major regions with full product life cycle management processes for improvement.

• Result: Developed continuous improvement performance measures of individual offering components to help define the changes needed to improve services and reduce cost

• Result: Opened relations with key new SW vendors to support multi-tenant management automation at the application platform layer on a VMWare hypervisor

Sponsoring IBM Cloud Executive using consulting, business relationship building, and mentoring direct sales teams to close multiple deals with key accounts.

• Result: Delivering new deals representing $1B in total contract value with State Farm, Zurich Insurance, PPG, AstraZeneca, Teva Pharmaceutical, Dow Chemicals, Coca-Cola, Bacardi, Nestle, Canada Pacific Rail, Rio Tinto Mining, Panasonic and other manufacturing, Life Sciences, Financial Services and CPG firms.

IBM, Senior Manager, Global Marketing & Product Management, Enterprise Management and Cloud Computing 10/98 – 10/11

• Assignment Beijing CN: Led Services & Product marketing, sales operations and sales unity program, managing a staff of 12 and a team of 40 across 8 APAC countries while based in Beijing China. Result: Productive growth in signings of 18%, and in pipeline of 32%.

• Led team responsible for IBM’s product marketing and business strategy, development, segmentation and cross-brand alignment for cloud computing and all field enablement.

• A primary contributor in enabling key sales channels and partner alliances to increase pipeline from $4M to $90M and sales from $0.5M to $34M in one year.

• Responsible for Full Product Management, P&L and investment strategies for eBHS and eCommerce. Result – grew business from $1.8B to $2.1B, and successfully launched first service of buying use of virtual servers by the month. GOM Commercial Segment, IBM Printing Division, sustainability of product line in new market.

EDUCATION

Master of Business Administration, Regis University, Denver, CO; 1985

Bachelor of Science, Business Management, Regis University, Denver, CO; 1982

Aerospace Engineering & Computer Science, University of Colorado, Boulder, CO. 1977-79

London School of Business Market Management Certificate, 2003

Duke University, Market Segmentation Certificate, 2004

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