Sales Manager

PHILLIP THORNTON

*** ****** ****, ******** *****, PA. 19030

Phone: 215-***-**** - Cell: 215-***-****

e-Mail: *******.********@*******.***

Web Folio: http://www.webprofile.info/pthornton/

INFORMATION TECHNOLOGY PROFESSIONAL

Business Development / Technology Alliances & Partnerships /

Technical Sales Enablement (Pre-Sales) / Program & Product Management /

Data Center Automation / Managed Services (RIM) / Account Management /

Customer Advocacy & Relations

Accomplished technology professional with an excellent record of

accomplishment directing strategic business development initiatives and

alliances, technical sales enablement, technology integration strategy,

technology partner program management, Pre-Sales and implementation

consulting, enterprise solution architecture, product management and

marketing, new product development and launch, Enterprise Management

Systems (EMS), & Data-Center Automation design & execution. Dedicated

leadership for key technologies encompassing systems, networks,

applications, storage and security. Effective communicator with strong

team building skills and ability to coordinate cross-functional groups to

accomplish business unit objectives.

CORE QUALIFICATIONS

Enterprise Solution Selling & Delivery

ITIL Service Deliver & Service Support

Technical Pre-Sales & Post-Sales

Data Center & Workload Automation

Market Strategies & Technology Alliances

IT Governance and Compliance

Process Design & Reengineering

Strategic Technology Planning & Integration

Professional Managed Services

Product Development & Life Cycle

Business Planning & Market Strategy

Enterprise Systems Management (ESM)

Remote Infrastructure Management (RIM)

CAREER PROGRESSION

Avantinfo Corporation - Providing independent consultancy services for

early start up companies in the areas of product strategy and competitive

analysis of Enterprise Management & Operational Support Systems

(EMS & OSS). (2010 – Current)

ARROW Electronics (2008 – 2009)

SENIOR SALES ENGINEER

Developed strategic business relationships with VARs and Implementation

Service Providers to fill the gaps in Arrow’s Technical Pre-Sales,

Professional Managed Services and Remote Infrastructure Management (RIM)

services supporting the CA’s (Computer Associates), HP’s and Oracle’s

Enterprise Management System (EMS) product lines. Enable resellers to

develop a deeper technical understanding of CA’s Enterprise Information

Technology Management (EITM) solutions to better position and articulate

the value propositions in both business and technical terms to their

customers. Worked closely with CA’s product managers and business unit

representatives in the development and implementation of joint integrated

marketing programs to increase the reseller’s market awareness of key

CA’s EITM solutions and in the support of revenue goals.

Selected Accomplishments

* Conducted product demonstrations, technical workshops, field seminars,

whiteboard discussions, delivery of proposals (RFP), the execution of

proofs of concept (POC), billable implementation services, and the

creation of an on demand partner (CA’s EITM solutions) demonstration

environment; always ensuring the client’s expectations are exceeded.

* Executed sales and services opportunities from identification and

qualification through deal and project closure.

CA TECHNOLOGIES, Inc. (FORMERLY COMPUTER ASSOC) Princeton,NJ. (1998–2007)

PROGRAM MANAGER - TECHNOLOGY INTEGRATIONS & ALLIANCES (2005 – 2007)

Built relationships with key customer and partner executives and

identified current and future projects for maximizing software usage and

business value. Led and executed all strategic alliance portfolios,

teams, processes, relationships, and plans. Qualified and approved which

Enterprise Management System (EMS) technology companies in the areas of

event, system and network management would be allowed to enter and join

CA’s fee-based Technology Partner Program.

Selected Accomplishments

* Negotiated multiple OEM, reseller, referral, and co-branding agreements

improving quality and minimizing technical gaps within CA’s Enterprise

Network & Systems Management offerings. IE. in areas of Network Change

and Configuration, Traffic Management & Route Analytics, saving millions

of dollars in development costs and improving time-to-market.

* Identified product and created business partnership to resell a VoIP

assessment tool. This business alliance is anticipated to produce $4

million in product sales and $10 million in professional services

annually.

CA TECHNOLOGIES, Inc. TECHNOLOGY STRATEGIST

EMS, STRATEGY & PARTNER DEVELOPMENT (2003 – 2005)

Assisted senior management in defining new market opportunities and

performed as point person on selected Enterprise Management System (EMS)

strategic business initiatives. Represented corporation within industry

events increasing awareness of CA’s product offerings in the Enterprise

IT Infrastructure Management & Remote Management (RIM) solution

marketplace.

Selected Accomplishments

* Increased new product sales by $4 million and $7 million in renewed

maintenance contracts annually via strategic marketing and sales

initiatives. Subject matter expert providing technology consultation to

high-profile customers, business analysts, consultants, and internal

executives on Enterprise Information Technology Management solutions.

* Worked closely with client VP’s and dept. heads to identify, review and

raise with their executive management the major risks facing their

Company, and assist in providing independent and objective assessments of

their Company's future risks from all sources. Ensured an integrated

approach to identifying and managing risks across their entire Company by

implementing CA’s Enterprise Information Technology Management (EITM)

solutions and recommendations.

CA TECHNOLOGIES, Inc.

ENTERPRISE SOLUTION ARCHITECT - PRINCIPAL CONSULTANT (1998–2003)

Teamed with product management, development, sales, Pre-Sales,

professional services, technical support, and marketing during Product

Launches, corporate Events, and Beta programs. Developed and delivered

training to field sales groups. Participated as technical Pre-Sales

solution architect and trusted advisor to develop large-scale IT

infrastructure plans utilizing leading-edge technologies for Managed

Cloud Services, Enterprise Management Systems (EMS), Operational Support

Systems (OSS), Application Performance Management (APM) & Remote

Infrastructure Management (RIM) as a complete solution.

Selected Accomplishments

* Participated within a specialized technology Pre-Sales group, closing

numerous sales contracts in excess of $6.5 million resulting in

significant bottom-line revenue increases. Provided consultancy to senior

IT executives concerning new technologies, new systems development,

system security analysis, requirement identification, system

acquisitions. and system implementation planning.

* Identified and monitored applications and IT infrastructure key

performance indicators (KPI) and mapped them to service level objectives

(SLO) and created service level agreements (SLA). Used CA’s Service Level

Management (SLM) solutions to regularly monitor and generate reports and

graphs showing adherences and violations of SLA for clients.

* Assisted the CA Sales Department in premium and large volume accounts

and acted as an area and regional resource to account management

personnel regarding Technical Account Management issues. Helped Pre-Sales

teams with RFI’s and RFPs, customer conference calls and web casts to

close major deals. Handled various client issues and sales/field

escalations. Worked closely with Product Advisory Councils and User

Groups.

PRIMESTAR PARTNERS, INC., Bala Cynwyd, PA (1996 – 1998)

Direct broadcast satellite (DBS) organization- the first in the US.

APPLICATIONS MANAGER

Managed technical staff of 17 employees including production operators,

system, network, broadcast, and database administrators within a mission-

critical, real-time transactional satellite-broadcasting environment for

six million subscribers. Maintained large WAN feeds and internal LANs.

Provided direct senior-level support to IT Operations by making technical

“hands-on” decisions concerning the availability, performance, change and

configuration and quality of service (QoS). Conducted cost benefit

analysis providing information on the cost of each service, including

consumption to meet Service Level Objectives (SLO) and Service Level

Agreements (SLA). Performed Systems Administration functions of the

Business Authorization Systems, Satellite Authorization Systems, and the

Network Infrastructure Management Systems.

Selected Accomplishments

* Automated the initialization of additional network interfaces, systems,

and applications due to high customer demand for “Pay Per View.”

Evaluated, designed and implemented new systems and network management

solutions to support customer transactions. Managed the Network, Systems

& Application Change & Configuration Management Process.

* Collected system, network & application Performance Metrics and

provided reports in business terms; helping executives understand the

value of IT as a service and meeting the Service Level Objectives and

Agreements of the organization.

DECISION DATA, INC., Horsham, PA (1994 – 1996)

Network enhancement connectivity product provider (VAR) and serving IBM

as a third-party hardware manufacturer.

Strategic Product Marketing Manager For Networking Products

Directed technical and marketing initiatives regarding product life cycle

and selling cycle. Provided project management, marketing, and

administrative services. Created working strategies, architectures, and

designs to meet industry needs in LAN Switching technologies. Managed

networking product line and strategic product planning in addition to

developing marketing communication programs including promotions,

catalogs, brochures, data sheets, media ads, and other marketing

components. Conducted sales training and maintained sales forecasting,

inventory management, and new product development.

Selected Accomplishments

* Defined the first enterprise LAN network switching products hosting and

supporting FDDI, ATM, Ethernet, and Token Ring interfaces in a single

chassis. Developed and managed vendor relationships as a VAR with

networking vendors. Won “Best Performance” product of the year award by

an independent test lab; published in Data Communications magazine.

* Set product strategies and created business plans, marketing

requirements documents (MRDs), product requirement documents (PRDs),

roadmaps, and go-to-market plans. Created Competitive Analysis documents

for worldwide Sales and Pre-Sales teams. Created new Pricing Proposals

and Packaging options. Conducted Win/Loss analysis etc…

ADDITIONAL RELEVANT EXPERIENCE:

Progressed through a variety of hardware and software engineering, new

product development, technical Pre-Sales & post-sales, strategic product

management & marketing positions with Bristol-Myers Squibb, Data General

Corp (DG), Ametek Computer Research Division, Dow Jones, Inc., Hardee’s

Food Systems, Inc. and in the Laboratory Data Products (LDP) and the

Technical OEM business units with Digital Equipment Corporation (DEC).

Enterprise Information Technology Management Environments:

ITIL Service Support & Delivery Best Practices, COBIT Control Practices,

FCAPS Model, TMN layering and CMMI Process Improvement, Remote

Infrastructure Management (RIM), Professional Managed Services, IBM

Tivoli (TMF), HP OpenView (BTO), Opsware, BMC Remedy, Control-M & PATROL,

Novell SUSE & Red Hat Linux, Windows Server, Desktop & Hyper-V, Citrix

MetaFrame XP, HP Tru64 UNIX, OpenVMS, HP-UX, Tandem NonStop Guardian,

IBM’s AIX, OS/400, zOS, Solaris, VMware’s ESX & vSphere, CA’s ASM,

eHealth for Voice, eHealth Performance Manager, Spectrum Infrastructure,

Spectrum Automation Manager & Service Assurance Manager, CA Unicenter

NSM, Wily Customer Experience Manager & Wily (APM) Introscope, Spectrum

Virtual Performance Management (VPM/ASM), CA7, AutoSys, ESP & dSeries

Workload Automation, ARCserve, XOsoft, CMDB, Harvest Software Change

Management, Asset Management, Asset Intelligence, Software Delivery,

Remote Control, Patch Management, Service Catalog, Software Compliance

Manager, Service Accounting, Access Control, Identity Manager, ACF2, Top

Secret, Compliance Manager for z/OS, SiteMinder, Enterprise Log Manager,

Cloud Computing, Anti-Spyware & Anti-Virus, Intrusion Prevention…

EDUCATION & LICENSE

B.S.C.S. Coursework: Mount Wachusett College, Westminster, MA.

North Carolina Wesleyan College, Rocky Mount, NC., St. Joseph's College,

Roanoke, VA.

A.S.E.E. Associate of Science In Electronic Engineering, RCA Technical

Institute, Cherry Hill, NJ.

First Class FCC License, (EE), ITILv3 Certification In Progress

PROFESSIONAL AFFILIATIONS

Member, Association of Strategic Alliance Professionals (ASAP)

Member, Institute of Electrical and Electronics Engineers, Inc. (IEEE)

Member, EMA, IT & Data Management Research, Industry Analysis

Member, Technology Executives Networking Group (TENG) &

Technology Professional Networking Group (TPNG) …v3

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