Sales Manager
Resume:
PHILIPPE DE RAET
Potomac, Maryland 20854 USA
adltbp@r.postjobfree.com
SUMMARY
An innovative and conscientious senior executive with global and domestic experience in the areas of big data analytics, cyber security, information technology, fraud strategies, risk mitigation and consulting services within Private, Federal, State and Local Sectors. High- ranking manager delivering results by leading bold initiatives where change management and dramatic improvements are critical to company performance. Proven leader who builds cohesive and cross-functional teams as well as combines broad industry expertise to capture significant growth and cost savings. Leverages strong interpersonal and problem-solving skills to develop strategic partnerships.
Executive Leadership Experience:
Direct/Channel Sales Change Management
Global Alliances/Strategic Partnerships Cost/Budget Analysis Organizational Effectiveness Training/Development
Project/Program Management Planning
Process Implementation/Improvement Governance/Risk Management/Compliance KEY ACCOMPLISHMENTS
• Launched new divisions for several multibillion-dollar companies, delivering $30,000,000 in new revenue each year.
• Increased profits consistently year over year for multibillion-dollar information data providers.
• Hired, trained, and mentored all sales, channel, and business development teams.
• Implemented best-in-class performance management practices.
• Orchestrated, created, and closed global strategic partnerships, resulting in new joint product releases.
• Helped shape government policy, advising government executives on fraud mitigation best practices.
• Evangelized and served as guest speaker at multiple security and authentication events and symposiums. PROFESSIONAL EXPERIENCE
CONFI-CHEK-ENFORMION, INC., Sacramento, CA.
Vice President, Public Sector, 2018 to Present
In charge of all public sector business for US Data firm. Manage all aspects of sales, business development, capture and strategic alliances across US federal, state and local businesses. Launched business strategy and new public sector practice under Confi-Chek’s corporate structure. Developed infrastructure and created business plan to execute multi-million-dollar revenue stream.
• Responsible for public sector vertical P&L
• Accountable for all yearly sales revenue targets in excess of $3,000,000.00
• Grow public sector business to $10,000,000.00 in yearly revenue over five years FORGEROCK, San Francisco, CA.
Director, Business Development and Strategic Alliances, Public Sector, 2016-2018 Led company efforts on strategy and development of US federal business. Promoted ForgeRock platform for Identity and Access Management/ Authentication to all federal agencies and federal integrators. Developed partnerships with security companies and government resellers to facilitate the sale of ForgeRock products to both civilian as well as Department of Defense agencies. Identified large government programs and contract vehicles to enable government sales.
• Advised on company’s government sales strategy.
• Was accountable for 20% year over year sales growth in government sector.
• Managed and maintain large pipeline of opportunities to deliver on multi-million-dollar revenue targets.
• Led government bid lifecycle efforts to ensure proper and compliant release of RFPs. TRANSUNION LLC, Chicago, IL.
Vice President, U.S. Public Sector Sales, 2014-2016 Headed U.S. public sector sales for all lines of business and products. Served as executive lead sales strategist for development of new business division for public sector. Oversaw all pipeline and revenue generation for government sector (civilian, DOD, state and local). Served as advisor to company’s CEO and COO in matters of public sector sales distribution strategy. Managed team of executive sales and account managers across federal, state, and local markets.
• Highly instrumental in growth of new vertical into $50,000,000/year over five years.
• Surpassed 2015 plan by 29% and delivered $7,900,000 in total revenue in first year of new vertical.
• Exceeded 2015 EBITDA by 20%.
• Established organizational foundation, vision, imperatives, and policies, achieving best-in-class sales team in data information industry.
EXPERIAN INFORMATION SOLUTIONS, Washington, D.C.
Vice President, Public Sector, 2009-2014
Managed company’s public sector business development, alliances, and capture division across federal, state and local markets. Oversaw public sector teaming and alliance strategy, including selection of government vehicles. Devised strategy and directed company’s Precise ID certification under FICAM’s trusted framework provider, Kantara, for NIST’s 800-63 identity proofing component of e-authentication. Collaborated with Department of Commerce’s NIST policymakers to shape and write 800-63 publication. Secured strategic relationships with integrator community and global solutions providers by leveraging multimillion-dollar, government-wide acquisition contracts. Developed sales, marketing, and training tools for partner enablement of small service-disabled veteran, 8(a), small minority-owned, and other government resellers. Facilitated introduction of government cabinet members, senior officials, and industry executives to firm’s senior leadership team.
• Created strategic partnership with Symantec in authentication space, resulting in $60,000,000 contract value.
• Served as vice president on Kantara’s board of trustees, and provided thought leadership to government policymakers on e- authentication best practices.
• Capitalized on government policy and legislation increasing demand for enterprise fraud planning, assurance, and authentication.
• Achieved 48% revenue increase in FY11 and FY12.
• Managed four business development (BD) and alliance directors as well as matrix-managed 12 government sales executives.
• Recognized by CEO as one of only three “at-large” recipients of company’s Prestigious Elite Awards event in 2013.
• Developed and managed $200,000,000 BD pipeline of federal, state, and local opportunities. VERISIGN, INC., Washington, D.C.
Director, Strategic Alliances and International Business Development, 2006-2009 Led BD efforts in U.S. and Mexico markets for company’s identity protection services for federal, state, local and financial sectors. Identified, built, and expanded long-standing strategic relationship with integrators worldwide, including small and disadvantaged businesses to resell company solutions and services globally.
• Launched U.S. public sector practice and implemented global channel programs for company’s identity and authentication services (IAS), leading to $15,000,000 in yearly bookings, or 120% of yearly targets.
• Established global sales distribution strategy for IAS services through gathering of local market intelligence and trend analyses, resulting in hiring, training, and enabling 23 new global partners.
• Served as guest speaker at Latin America smart card show in Mexico City.
• Managed and directed staff of four senior channel and BD managers as well as six account executives.
• Oversaw multimillion-dollar onsite implementations of company PKI and fraud detection services for following clients: o U.S. Departments of Education and Transportation o State of New York o Nuclear Regulatory Commission o Lockheed Martin Corporation o General Dynamics o Banco Santander (Mexico) o BBVA Group (Spain) ADDITIONAL EXPERIENCE
NORTHROP GRUMMAN CORPORATION, Greenbelt, Maryland, Manager, Civilian Accounts, Information Technology Sector, 2004- 2006. Oversaw computing systems division’s business development efforts for U.S. Department of Homeland Security (DHS) and U.S. Postal Service (USPS). Developed business relationships and strategic alliances with OEM providers of IT network solutions, resulting in $20,000,000 in yearly revenues, or 110% of targets. Managed division’s business acquisition process through capture of latest technology in areas of network routing, insider threat, network security, and data storage for DHS and USPS. Designed strategy to increase influx of revenues from DHS’ multi-phased HSDN and DHS1 programs. Managed complete lifecycle of all programs within USPS, resulting in over $8,000,000 per year.
NEXTEL COMMUNICATIONS CORPORATION, Reston, Virginia, Director, Channel Sales, 2002-2004. Increased indirect distribution channels by 19% to produce 52%, or $6,000,000,000, in total revenues. Led business development efforts with technology vendors to accommodate integration of industry-specific solutions for construction, financial, healthcare, and public safety verticals. Created, designed, developed, and executed private and public sector industry sales programs for all Nextel channel sales, resulting in
$1,200,000,000 in new revenues. Increased industry penetration by 20%, decreased churn by 10%, and increased average revenue per user by $2.00 in all vertical markets. Oversaw staff of five senior marketing/program managers and 65 vertical account managers. ACE*COMM CORPORATION, Gaithersburg, Maryland, Director, Sales Distribution, Latin America and Caribbean, 2001-2002. Sold and implemented firm's mediation software/hardware products and services into BellSouth, Verizon, Telefonica SA, Brasil Telecom, CODETEL, Terra Lycos, Telemar, and other international communications service providers, generating $23,000,000 in yearly revenues. Negotiated alliance agreements with integrators in U.S., Central America, South America, Caribbean, and Europe to support customer platforms consisting of UNIX, Windows, and Solaris operating systems. Managed staff of five BD/project management employees. MICROTECH-TEL, INC., McLean, Virginia, Director, Sales and Operations, 1997-2001. Formed and launched national division of voice/data communication for large Lucent-authorized diamond dealer. Negotiated and acquired Bell Atlantic agency agreement, generating yearly sales of $3,000,000. Managed senior sales and operations staff of 35 employees. TECHSYS INTERNATIONAL CORPORATION, Bethesda, Maryland, President and CEO, 1991-1997. Founded technical consulting firm specializing in software and network development for the International Monetary Fund (IMF), the World Bank, the Inter-American Development Bank, the Organization of American States, the U.S. Agency for International Development, Louis Berger Group, and MCI Communications. Revamped World Bank payroll system serving staff of 10,000. Generated annual revenues in excess of $3,200,000. Managed staff of 17 software engineers at IMF and World Bank as well as four operations personnel. EDUCATION
DURHAM UNIVERSITY BUSINESS SCHOOL, Durham, United Kingdom Master of Business Administration (MBA)
Thesis in Organizational Management: The extent to which older employees provide more or less resistance under a transformational organizational change in the Information Technology industry: An empirical analysis of change and inherent resistance among an ageing workforce DURHAM UNIVERSITY, Durham, United Kingdom
Post-Graduate Diploma in Business and Management (PGD) UNIVERSITY OF TORONTO, Toronto, Ontario, Canada
Finance
LANGUAGES
Fluent
French and Spanish
Contact this candidate