Management Consulting, Professional education development and delivery

Summary:

Professional Experience: Over ** years of experience working with clients in the application of Information Technology (IT) to solve business problems. Experience spanned over several areas including people management, management consulting, sales, territory management, skills planning, and design, develop and deliver professional and executive education.

Goals: Responsibility requiring strengths in consulting, professional training,sales, business and people management.

Specialties:

Business consulting and implementation, People Management, Project Management, Facilitation, Design/development/delivery of sales and consulting workshops, strong analytical and communication skills

Experience:

Senior Consulting Learning Specialist, IBM Corporation

April 2000 – February 2009 (8 years 11 months)

As a Senior Consulting Learning Specialist at IBM Executive Business Institute, Sam specialized in designing, developing, and delivering workshops for managers, consultants, sales, IT, software and solution delivery professionals. He has facilitated account planning workshops for IBM teams and clients. Sam has always integrated his business experience into these workshops to make it relevant for participants and enable them to communicate business values to client senior executives. His approach to facilitating and processing all viewpoints made these workshops a mutual learning experience for him and the participants.

• Delivered over 100 Solution Selling to the C-Suite and Executive Dialogue with the C-Suite workshops to IBM Sales and Consulting professionals and Business Partner client-facing professionals worldwide. Accelerated sales cycle leading to over $100M in new pipeline opportunities in 2008.

• Made significant revenue contribution to the unit attainment.

• Consistently received very high ratings for all workshops for overall satisfaction and quality of instruction.

• Developed executive level business skills curriculum and delivered worldwide to over 1000 IBM employees and business partner executives. Survey results indicated attainment of significant incremental revenue after application of skills taught in these workshops.

• Delivered over 100 workshops for consultants and experienced consultants.

Management Consultant at IBM

Public Company; IBM; Information Technology and Services industry

May 1994 – March 2000 (5 years 11 months)

Sam was an Executive Consultant in IBM’s Enterprise Resource Planning (ERP) practice and also worked for several years in IBM’s IT Strategy practice focusing on process improvement, cycle time reduction, productivity improvement and enterprise wide information flow. He is an expert in requirements definition, software package selection, and ERP solutions implementation. Sam has in-depth experience in developing IT strategies and plans that link to business goals and meet specific business objectives. He has strong analytical skills and extensive experience in assessing IT processes and skills, gap analysis and alignment to business requirements. Sam has developed detailed cost models and IT budgets for phased implementation for clients. He has also evaluated client strategies to integrate best of breed solutions. Sam has recommended the implementation of key initiatives to guide high leverage initiatives.

1997 – 2000: Joined IBM ERP Consulting with JDEdwards practice. Worked as team leader for IBM and client teams for the deployment of business applications, end user training. In this role he managed the schedule, cost and communicated with all levels in IBM and client organizations.

1994 – 1997: Joined as a management consultant with the IT Strategy group in IBM Consulting Group. Sam worked and led management consulting engagements that included development of IT Strategy and plan, Business strategy alignment, Sales Force Automation, Business Process transformation, Cost modeling and cost justification. Sam worked with major IBM clients in the Manufacturing industry.

Marketing and Support Management, IBM

May 1987 – April 1994 (7 years)

Sam had several management positions in IBM as Market Support, Marketing and Systems Engineering Manager where he was responsible for sales quotas, resource development and deployment, and improving customer satisfaction. He has always put himself in the position of his customers, listened and taken a collaborative approach for solution development. Sam also worked on an international assignment in Singapore for 2 years as a Market Support Manager.

1992 – 1994: Took an international assignment as Marketing Manager and later took the responsibility as a Market Support manager in IBM Singapore. He was responsible for sales quota and coverage. As a people manager, Sam managed marketing representatives, marketing specialists, technical specialists and administrative specialists. Sam and his team significantly grew revenue and enhanced customer satisfaction.

1987 – 1992: Joined new and growth business sales branch as a Systems Engineering manager and later promoted to Branch Support manager. He was responsible for sales quota, marketing and coverage, people management, skills planning, Customer satisfaction, recruitment for the branch, critical situations management, and territory planning. As a senior member of the management team, He worked with the Branch Managers in downsizing the branch in 1991 and 1992.

Industry Specialist and Market Support Representative, IBM, 1978 – 1987 (9 years)

1986 – 1987: Joined the Area Marketing Support Team and covered 4 Mid-Atlantic States with focus on CIM (Computer integrated manufacturing), ERP (Enterprise Resources Planning) software, Shop Floor Systems and applications.

1983 – 1985: Promoted to IBM Sales branch office to focus on manufacturing and Process industry as an Advisory Industry Specialist to sell and implement all hardware and software products for this industry.

1982 – 1983: Promoted to IBM software development group as Product Assurance team leader and led a team of professionals for major industry application software projects.

1978 – 1982: Joined IBM as a professionals hire and industry expert in the areas of manufacturing and process industry. Sam sold and implemented IBM products including the IBM's manufacturing software package. Sam acted as a consultant with his clients at all levels including the senior executives.

Design / Project / Industrial Engineer, Multiple Manufacturing Companies in Baltimore, MD, Machinery industry

1971 – 1977 (6 years)

Worked for three major manufacturing companies in Baltimore as a Design Engineer, Project Engineer and Industrial Engineer and internal consultant. As an internal consultant, Sam focused on integrating all facets of a manufacturing business including design, procurement, costing, planning & scheduling, inventory management, production, service parts and shipment. Emphasis was on cost reduction, production efficiency, and on time shipment. As a design and project engineer, Sam worked on production machinery, integrated engineering changes and coordinated with the supervisors responsible for design and detail work.

Education:

University of Baltimore

MBA, Finance, 1975 – 1977

University of Maryland College Park

M.S., Mechanical Engineering, 1971 – 1974

Sambalpur University

B.Sc. Engineering, Mechanical Engineering, 1965 – 1969

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