Business Development Executive

Keith Brown Fair Lawn, New Jersey *****

201-***-**** (M) **************@*********.***

Sales Executive

Focused rainmaker and “Hunter” with extensive experience across industries from start-ups to high-growth Fortune 500 companies. Strong background in strategic planning and problem solving to design novel programs for rapid growth and turnarounds. Expertise in forging high-powered partnerships and generating new income streams for bottom-line profitability improvement.

Core Competencies

Business Dev./Sales

Project Leadership

Team Building

Marketing Programs

Client Relationships

Negotiating

Strategic Planning

Employee Training

Industries Client Highlights

Technology: S-cube, ISES, Inc, PRG Systems, Metacom Technologies, Inc, Vortalsoft, Nobelstar, Accenture, Fujitsu, GCI, Microsoft, Oracle, Infosys, Computer Associates Advertising/Media: EMI, Reader’s Digest, McGraw-Hill, Time Warner, Factiva, WebMD, DandB, Peoples Publishing Financial: Deutsche Bank, Credit Suisse, Securian, The Investment Center, M Holdings, B.C. Ziegler, Woodbury Financial, Silvercrest, Capital One, NY Life, HSBC, Ameritas, ING Direct, Chubb Insurance, Crum and Foster, Goldman Sachs Telecom: ATandT, Verizon, Tyco Retail: A&P, Footstar, Best Foods, Liz Claiborne Chemical: Cytec, BOC Pharma: Pfizer, Warner Lambert, Sanofi, Genzyme, Vaxserve,Merck, Hoffman LaRoche Manufacturing: GAF, WR Grace, Lockheed Martin Health Care: St. Barnabas, Princeton HCS Transportation: Hertz Government: USPS, Picatinny Arsenal VMS: TCS.Wipro, Cognizant, IBM, Virtusa,HCL,Pontoon, Allegis. Kelly, Pro Unlimited, Bartech, Agile-1,Tafflin, Vault.

Professional Experience

Experience- Director of Business Development, EduHealth EHR- Digital Tech March 2020 - Present

Solely responsible for all sales and marketing efforts for the following:

EduHealth Systems - EduHealth is a cloud-powered educational healthcare software for school nurses to collect, track and manage student health information. Designed with guidance from school nurses, the school health record system comes with features that enable school nurses to stay on top of student health management. It allows nurses quick access to the right health data, automates generation of tasks and it simplifies charting. Nurses can generate mandatory and compliance reports, manage medication refills and note health screening results and track immunization compliance on the application itself. And to top it all, EduHealth also comes with an add-on bulk scanner which is a unique solution for student health record management letting nurses upload over 100 documents in under 30 seconds.

Docketry.ai - Unlock cloud-native document intelligence with Docketry

Docketry is designed with advanced AI/ML algorithms to securely handle complex documents effortlessly, extract data with industry-best accuracy, scale with confidence, flexibility in deployment, and create a seamless user experience across industries, such as banking & insurance among others.

Consultant- Director of Business Development- Howard Systems Inc. Sept 2019 – March 2020

HSI is a best-in-class IT Staffing & Consulting firm with a proud 40+ year history. Despite today's high demand and low supply marketplace, Howard Systems provides talented business and technology professionals for difficult to fill roles. Our expertise spans many verticals including healthcare, insurance, finance, tech, CPG and more. Fortune 500 clients such as Purdue Pharma, McKinsey, WWE, Merck etc depend on us to provide the very best on demand IT professionals

Developed and assisted in efforts to market services and solutions directly to small and mid-sized enterprises throughout the New Jersey/New York Metro area.

The now daily commute to Stamford Connecticut, sometimes spending over 6 hours per day in traffic, makes my continued positon at this company not a viable option.

Consultant - Bridgetown Consulting Group Feb 2019 –August 2019

Bridgetown Consulting Group is an IT consulting firm that specializes in a wide range of information technology solutions.

Hired to set up, train and manage a sales team (USA) and recruiting team (USA/India) to service accounts throughout the USA.

Solidified new and existing relationships with key partners such as: Wipro, Cognizant, TCS, Virtusa, IBM, The Judge Group, K Force, Bartech, Kelly, Pro Unlimited, etc. and managed response to daily requisitions. Heavy emphasis on “quality and not quality” approach.

Also represented company to various direct clients across USA, and was also responsible for company’s social media presence i.e LinkedIn, Twitter etc. and authored various articles for company blog on company website.

Company has now decided to move all operations offshore to India so eliminating all USA based positions.

Director Business Development - Nalashaa Group / iNatrix Nov 2017 – Jan 2019

As Business Development Manager at Nalashaa, I effectively identify and pursue new and existing business opportunities, while enhancing relationships with existing clients, to develop and respond to new and existing business development opportunities. My role focuses on selling IT staffing solutions specific to Technology within a cross-vertical environment with clients across the USA.

Added Responsibilities- Nalashaa:

Lead team building a Service now Practice Uncovering immediate needs to target market through leads and follow ups, executing internal and external initiatives to drive profitable growth. Lead and support direct sales initiative by creating and participating in sales meetings and presentations. Identify and attend key conferences and trade shows to increase company visibility and business opportunities. Negotiate contracts and agreements.

Added Resonsibilites-iNatrix

iNatrix group is a company focused on emergent technologies namely Robotic Process Automation, Artificial Intelligence, Internet of Things and Business Intelligence.

Responsible for lead generation across multiple industries verticals. My role requires me to have a broader range of skills including Business & Relationship Management to drive revenue with key-strategic relationships with C-Level executives. Lead the iNatrix engagement team with partners and customers. Focused on solving customer challenges through technology, scalability and innovation. Perform as an opener next to C-Level Executives in meetings to qualify potential opportunities in professional services leveraging quantitative and qualitative research

Director Business Development-Tech Observer Jan 2017 – Nov 2017

Heading up all IT Business Development efforts for Tech Observer, a Global Health Service Provider and IT Staffing Company, supporting Pharmaceuticals, Medical Device & Nutraceuticals in Clinical Development, Medical Affairs & Scientific Communication. It has strategically located offices in New Jersey: US (Headquarters), Sao-Paulo: Brazil, Beijing: China, New Delhi: India & Singapore covering major parts of the globe.

With a team of 250+ employees globally and serving more than 50 Life Sciences companies in almost 30+ countries. Tech Observer has a multidisciplinary team of experts which has Clinical & Scientific acumen as well as a wide range of Therapeutic experience.

Key Service Offerings: Clinical Healthcare and IT Staffing• Clinical Data Management• Biostatistics & SAS Programming• Medical Writing• Clinical Operations Pharmacovigilance• Medical Affairs•Scientific Communications

Consultant/Director of Business Development – Key Solutions, LLC. Jan 2016 – Dec 2016

Key Solutions is a business development and management consulting firm that uses our experience and business skills to create and implement realistic as well as practical solutions that are designed to support leaders who are driving to improve their company’s overall Sales Effectiveness as a critical element of achieving their strategic goals.

Expertise in forging high-powered partnerships and generating new income streams for bottom-line profitability improvement. Entrepreneurial, multitalented senior level professional with demonstrated success in building sales and relationships across numerous vertical industries. Strong background in strategic planning and problem solving to designing innovative multi-million-dollar programs for rapid growth and turnarounds.

Specialties: Sales / Marketing / Business Development strategy consulting, execute tactical sales plans that apply to strategic sales vision, small and medium company expertise, large scale outsourcing sales and delivery management, Team Building and Coaching sales teams, Visioning, Leadership, Vendor Management, Channel Management, Leading Cross-functional Teams, client/partner management with P&L, Excellent verbal, written and presentation skills.

Major Accounts Projects/Accounts worked on:

Combustion Group: A mobile app and web site development firm located in Wayne New Jersey

Wavework: Wavework is a live event “networking near you” app which allows users to maximize event experiences by expanding their network. In real-time. One connection at a time. One event at a time

Tanz Inc: Tanz Inc is a professional commercial, industrial, and municipal property maintenance services company services towns throughout New Jersey.

Director of Business Development- Innocom, Inc. Jan 2012 – Nov 2015: A boutique Consulting Services Company, providing business solutions and services; IT staffing, outsource project management and offshore development.

In charge of managing relationships between key direct clients and Tier 1 vendors such as Sanofi, Chubb, ADP, Accenture, Fujitsu, GCI, Adecco, Modis IT, Infosys etc.

Took control for all marketing efforts, re-design of collateral and web site and lead generation/account penetration strategies for targeted accounts.

Accountable to respond to all RFP’s received.

Hire, train and motivate and manage off shore recruiting team.

Business Development Manager, ISES, Inc. Feb 2010 – Jan 2012: IT consulting company offering business and accounting software consulting, network engineering and support, software and website engineering.

As the Business Development Manager, responsible for marketing the company’s full service consulting services with expertise in E-Solutions and E-Commerce, B2B, Knowledge Management, Customer Relationship Management, Enterprise Resource Planning, Application Development and Support, Database Development and Administration, Data Warehousing, Telecommunications, Systems Engineering, Support and Administration, Systems Testing, Help Desk, Technical Writing, Client/Server Systems, Legacy Systems, and Outsourcing.

Solely responsible for the entire business development process including but not limited to prospecting, training, co-selling, building business cases, negotiating contracts and assisting Strategic Partners with closing new business.

Director of Business Development, PRG Systems Feb,2007 – Feb 2010: Public company listed on OTC Exchange, offering broad based services including business process improvement, analytical services, VoIP/ERP/CRM implementations, global roll-outs, upgrades, testing, as well as application management, and infrastructure support

Grew pipeline $3 M+ in just 18 months for IT services client and individually contributed actual sold

business of $1M.

Developed and managed sales/recruiting team of (8).

Hired and trained new sales team to sell outsourced services and software, leading from the front carrying a personal quota.

Created a business plan for large non-profit that grew sales $28M in first year and improved ASP service to include capacity for credit cards to increase pledges 30% in annual fund-raising drive.

Facilitated more efficient use of funds aligned with business needs for large staffing agency’s ERP/CRM development project to save several million dollars in opportunity-marketing dollars.

Vice President Sales, Metacom Technologies, Inc ( Sacure, Inc) Jan, 2006 – Jan 2007: founded in 1997 to provide Fortune 500 companies with information technology and security & identity management solutions and resources. As its Vice resident Metcom Technologies grew to over 100 consultants, generating over $20M in revenue and became the first IBM Education Center for IBM security solutions.

Opened door to Fortune 500 financial publisher in pursuit of a multimillion dollar sale by providing valid solutions to the company’s technology problems in a carefully crafted personal letter to the CTO.

Grew pipeline 70% by training sales team on value-added sales, competitive market analysis, and customer research; created templates for VITO (very-important-top-officer) sales.

Closed security and network service contract by demonstrating severe breeches in client’s existing system, building a case for complete outsourcing.

Administered and adapted alliance program with IBM.

Manager Business Development ZSL, INC. July 2004 – Jan 2006: Onshore, Offshore & Near shore technology solutions and services to enterprises & technology companies

Developed and launched ZSL’s first efforts to market services and solutions directly to small and mid-sized enterprises throughout New Jersey, New York, and New England

Delivered presentations that reflect ZSL’s value proposition to C-level executives and other corporate stakeholders seeking to improve service levels and reduce the costs involved in creating and maintaining business applications to support accelerating levels of growth and competition.

Sold fixed-cost project-based solutions to new clients in the manufacturing, transportation, banking, and commercial real estate industries, and leveraged newly forged relationships to cultivate repeat business in with every client.

Successfully built and managed an inside sales team of (8), and continuously monitored performance and made adjustments as necessary to sustain desired performance levels.

Sales Manager TECHLINK USA 2002-2004: Techlink is an IT consulting and staffing company that provides technical personnel and custom software development services to major companies across the country.

Developed an eight-person sales team, personally trained, mentored and led them using consultative selling techniques to “C” level contacts in the Fortune 500 companies within the NY/NJ Metro region

Installed a “Quality not Quantity” approach to the way the company did business resulting in a 38% increase in sales. Also attempted to set the company apart from other consulting and staffing agencies, through the sales team’s dedication to complete customer satisfaction. Successful in building long term relationships with clients and earning their repeat business by delivering exceptional service.

Senior Director, Strategic Alliances, IPNET SOLUTIONS 1999-2002:

IPNet Solutions connected Global 2000 companies and their business partners for secure data exchange. IPNet improved the way companies interoperate with their supply chain partners through flexible and secure transaction delivery and collaboration solutions that support leading Internet, XML and legacy EDI standards. By moving transactions to the Internet, customers would see a rapid payback in the elimination of Value-added Network (VAN) fees and paper transactions.

Responsible to assist, develop, negotiate, and implement partnership with companies by performing the following duties personally or through subordinate supervisors.

Essential Duties and Responsibilities include the following:

Develop strategies for establishing partnerships and business relationships to market online products or services.

Collaborate with internal departments, such as marketing, sales, and engineering and external partners and allies in the development and implementation of strategies, plans, and business models.

Seek out and research prospective projects through making phone calls, traveling, attending conferences, and utilizing the Internet.

Market new and existing customers through creation, development, and implementation of various business solutions.

Manage relationships with various prospects, clients, and partners in the environment.

Estimate demand for proposed projects based on market research and consumer trends.

Provide support to upper management in deal negotiations, contract development, due diligence, and other business development or alliance development projects.

Provide input to the management team on new product or service features to be developed to meet current and future customer needs.

Previously in Sales and Sales Management positions for companies such as Noblestar, Momentum Software, On-Line Software/Computer Associates.

Education

B.S Degree, London College of Music – London, England

MILITARY SERVICE: Her Majesty’s Band of the Welsh Guards (British Army)

Professional Development Highlights:

Miller Heiman: Conceptual Selling, Strategic Selling, Negotiation Success.

Personal: NJ State HS Varsity Soccer Referee, USSF Soccer Referee, Fair Lawn Community School Advisory Committee Member, Director Fair Lawn All Sports, Board Member Red Bull 2 Supporters Group.

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