Sales Manager

SEAN M. HAGARTY

Raleigh NC

****.*.*******@*****.***

919-***-**** www.linkedin.com/in/seanhagarty

_______________________________________________________________

Business Development / I.T. Solution Sales / Professional Services

A unique combination of complex I.T. solution sales, leadership, professional services, and delivery experience across multiple industries. Accomplished sales executive adept at managing cross-functional sales teams of geographically dispersed business development resources to target, identify, scope, propose, and close significant I.T. outsourcing. Proven ability to develop successful sales programs. Experience at defining / developing new service lines and offerings. Strong relationship / client building skills with extensive technology implementation and support experience. Ability to define and deliver key value propositions to clients. Successful track record at exceeding customer expectations. Use of team based sales methods to penetrate existing account relationships and create new business opportunities. Competently manage multiple proposals and pursuits.

Areas of Expertise:

• Web Applications

• Database / Warehouse / B.I.

• Infrastructure Services

• BPO / ITO

• QA Testing Management

• Consultative / Trusted Advisor

• P&L Budget / Business Case

• Portfolio Management

• Agile Scrum / SDLC

• Strategic Partner Management

• Contract Negotiations

• Team Building / Coaching

• Account Planning

• “C” Level / Presentations

• Complex Program Management

• Proposal / Alternative Creation

• Sales Leadership

• Offshore / Near-shore

Career Achievement Highlights:

• Successfully launched Professional Services Division ($40M/year), selling over 800 projects

• Implemented MATRIX sales process (I.C.E.D. Methodology) & MATRIX SDLC Methodology

• Sold over $62M of I.T. Services at MATRIX

• Exceeded margin quota by at least 120% every year for the past 8 years at MATRIX

• Met / exceeded sales team margin quota every year for the past 8 years

• Performer of the Year 6 of the past 8 years. Club Qualification every year while at MATRIX

• Exceeded quota by 242% 1st year as a Partner at Accenture

• Co-Authored Process Streamlining / Reengineering Methodology – “Joint Process Design”

• Sold 2 year, $5.5M offshore QA Testing Outsourcing with Insurer BCBS of North Carolina

• Sold $2.1M application development / remediation Project with BCBS of North Carolina

• Sold largest Offshore deal: 6 year / 85+ onsite/offshore) I.T. application development / maintenance, & testing outsourcing engagement with Genuine Parts Company (NAPA Auto Stores)

• Sold Largest I.T. Infrastructure Help Desk deal: 6+ year deal to provide 24x7 help desk & desktop support, and telecom services for Honda Manufacturing of Alabama

• Sold 5 year I.T. outsourcing for commercial / residential homebuilder - BCBE Construction / BCB Homes

• Sold 5 year data warehouse development & application maintenance outsourcing - BASF

• Sold 2 year / 16 person data analysis & validation outsourced project team - Time Warner Cable

• 2 Year, 3 person laptop refresh & help desk support outsourcing (Red Hat)

• Sold & implemented Field Technician Project that delivered $120M annual savings - 15 month payback

• Sold & implemented Outside Plant Project that delivered an NPV of $65M - 12 month payback

• Sold & Led process streamlining initiative that saved company $40M per year in circuit inventory clerks

EXPERIENCE

MATRIX Resources, Inc. (2003 – January 2012)

Regional Director, Professional Services

Responsible for the launch of Professional Services and oversight of Eastern Region sales and delivery practices, providing senior sales leadership, engagement quality assurance, budgeting and tracking. Created the MATRIX Professional Services sales process (I.C.E.D. Methodology). Defined practice areas / lines of business. Reviewed and approved proposals and contracts prior to presentation to client. Targeted, identified, scoped, proposed, and closed deals through active pipeline management. Conducted quality assurance and executive oversight on all projects within region. Led a sales team (3 – 5) that sold 800+ projects:

Web Application Development & Maintenance

I.T. Outsourcing

QA Testing

Database & Data Warehouse

Infrastructure Services

Help Desk / Managed Services Outsourcing

Enterprise Application Maintenance

Business Process Outsourcing

Project & Program Management

Business Intelligence

Transformed a staffing company from a signal focus on contingent labor to professional services / project based through definition of practice areas, extensive sales training of account executives, providing practice leadership, account planning, client relationship / development and delivery oversight. Executive Oversight for projects sold, including on-site & offshore development centers / resources in multiple geographically dispersed locations. Responsible for managing strategic partner alliances. Doubled revenue and margin each year for the 1st five years.

Significant Accomplishments - MATRIX:

• Led successful launch of Professional Services from start-up to $40M+ business

• Performer’s Club - every year since 2003 / Sold largest offshore Clients: est. revenue ($32M)

• Spin-off of a new $20M/year MATRIX division – Telecom Services

• Created a web-based knowledge / reusable asset repository (KnowledgeCONNECT).

• 2 year, $5.5M offshore QA Testing Outsourcing project – BCBS of North Carolina

• $2.1M application development / compliance project – Blue Cross Blue Shield of North Carolina

• 6 year / 85+ onsite/offshore ($22M) Application Support Outsourcing – Genuine Parts Company

• 6+ year ($9M) outsourcing - 24x7 help desk/desktop support - Honda Manufacturing

• 5 year ($4.5M) I.T. outsourcing - commercial / residential builder - BCBE Construction / Homes

• 5 year ($8.8M) data warehouse front-end maintenance - BASF

• 2+ year (16 person) data analysis & validation outsourced project - Time Warner Cable

• Laptop refresh & help desk support - Red Hat

• Loyalty program Agile scrum application maintenance Outsourcing – Intercontinental Hotels

• 3+ years new development / maintenance (agile) – SeeMyRadiology application - Accelarad

Accenture, LLC (1997 – 2003)

Senior Manager / Partner

Joined as a Senior Manager and was quickly promoted to Partner. Responsibilities and experience include identifying, qualifying, selling, and delivering large-scale information technology, process, organizational projects and programs. Provided strategy / business case development, implementations, migrations, quality assurance testing, and change management for engagements of significant value for major clients. Scope of projects ranged from strategy, process reengineering, organizational redesign, IT solutions implementations, and infrastructure support.

Key roles included:

Community Partner Lead / Client Partner / Instructor

Sales Campaign Lead / Strategy Consultant / CRM Lead Partner

Program Manager / Product Evaluation Lead / Process Consultant

Client Development Director / Business Case Manager

Project Manager / Application Architect / Development Manager

QA Testing Manager / Implementation Director / Release Manager

Client Quality Auditor

Extensive experience ranged from the following:

Mobile Field Force Enablement

Mobile Device Applications

Installation & Repair

Customer Relationship Management (CRM)

Enterprise Software Implementation

Intranet / Collaboration Software

eLearning

Organization Change Management

Call Center Optimization

Sales Force Transformation

Program / Project Management Process Reengineering

Quality Assurance Testing

Application Development / Maintenance

Responsibilities and experience included managing teams of 10 - 50 resources selling and delivering large-scale information technology, process, and organization performance programs for major client companies. Acted as the lead partner for field force enablement and sales force transformation. Budget / P&L responsibility for active projects as well as chargeability targets of resources. Expertise included program / project management and full software development life-cycle (SDLC), with extensive experience with product, integration and user-acceptance testing. Lead partner for Dallas office Communications & High Tech Consulting Community (150-175 consultants/analysts).

Significant Accomplishments - Accenture:

• Lead Partner - Dallas office Communications & High Tech Consulting Community

• Network Center Optimization set of Projects delivered $120M savings / payback of 15 months

• Reinventing Outside Plant set of Projects delivered an NPV of $65M with a 12 month payback

• Mobile field Force Enablement (yearly savings to client of $59M)

• Sold and launch Cingular Wireless’ (now at&t) prepaid cellular service

• Exceeded quota by 242% 1st year as a Partner.

• Exceeded quota by 125% 2nd year as a Partner

• Presenter – National Partner / Sales Conference (Orlando, FL)

• Sold & Implemented Customer Care CRM package for Telecom company

• Cross-sold 12 new client engagements within SBC (now at&t) within 3 years

EDS – Electronic Data Systems Corporation (now HP) (1989 – 1997)

Senior Manager DATE: 1995 to 1997

Responsibilities included managing 24 employees in support of the Telecommunications applications & process improvement initiatives, Technical Infrastructure application support, and new product/service development projects. Maintained Enterprise custom-written Customer Relationship Management (CRM), Circuit & Telecommunication Services Ordering, Trouble Ticket Management, and Billing Application Suite.

• Portfolio Management

• Application Architecture

• Performance Reviews

• Compensation Administration

• Technical Code Reviews

• Customer Liaison

• Business Analysis

• Application Design

• Disaster Recovery Manager

• Technical Coach / Mentor

• Budget / P&L

• Project Management

Managed support staff through functional teams and project managers - providing strategic and technical direction to project teams in meeting established schedules and resolving technical / operational issues, ensuring project scope was controlled, minimizing project risks and scope management. Provided technical sales support to business development managers.

Applications Environment:

IMS, C/UNIX, CICS, COBOL, Openroad, PL/1, ALC, and C/C++.

Databases Utilized:

DB2, Oracle, Sybase, Open Ingres, VSAM, and MS Access.

Manager, Business Consulting DATE: 1993 to 1995

Supervised the team of 5 – 7 business and technical consultants assigned to an average of 2 – 3 projects each. Co-authored “Joint Process Design Methodology”, an EDS re-engineering methodology. Consulting responsibilities included:

• Facilitating process / technology improvement teams through joint process design sessions

• Mapping current (as is) processes, streamlining and identifying value-added activities

• Mapping new (to be) process flows, designing application enhancements / new features

• Performing impact analysis

• Implementation oversight, change management / rollout support.

Systems Engineer / Senior Systems Engineer DATE: 1989 to 1993

Responsibilities included programming and managing Enterprise custom-written Customer Relationship Management (CRM), Circuit & Telecommunication Services Ordering, Trouble Ticket Management, and Billing Application Suite. Provided primary on-call responsibility for customer care and ordering, circuit provisioning and inventory sub-systems. Project management responsibilities included relationship management and production enhancements

Applications Environment:

IMS, C/UNIX, CICS, COBOL, Openroad, PL/1, ALC, and C/C++.

Databases Utilized:

DB2, Oracle, Sybase, Open Ingres, VSAM, and MS Access.

Significant Accomplishments - EDS:

• Promoted to Senior Systems Engineer within 3 years

• Co-authored EDS Reengineering Methodology – “Joint Process Design”

• Managed General Motors Telecom Account’s Circuit Inventory & Ordering Applications

• Responsible for 6 years of “0” error disaster recovery drills (business continuity planning)

• Led process streamlining initiative that saved EDS $40M per year in circuit inventory clerks

Classes Taught / Provided:

Design for Value

(author / instructor) (2010 – 11)

Delivering / Managing Agile Projects

(author / instructor) (2010 - 11)

Trusted Advisor Training / Relationship Selling

(author / instructor) (2009)

Estimating / Managing Projects

(author / instructor) (2004, 2006, 2008)

Business Integration Methodology

(instructor) (2001 – 2003)

Process Design Class

(presenter) (1998 – 2001)

Testing Methodologies

(lead instructor) (2003, 2006)

Key Industry Experience

• Healthcare (4 years)

• Retail (6 years)

• Software / Consulting (15 years)

• Media & Entertainment (3 years)

• Agricultural Products (4 years)

• Telecommunications (15 years)

• Pharmaceutical (2 years)

• Travel / Lodging / Transportation (6 years)

Education – Radford Univeristy

Bachelor of Business Administration (BBA) / Management

Double Minor Computer Science & Math

References: References available upon request. Please review recommendations on Linkedin.

www.linkedin.com/in/seanhagarty

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