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Business Relationship Manager

Location:
Telford, Pennsylvania, United States
Posted:
March 21, 2011

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Joan E. McCloud

IT Business Professional

Office (610) ***-****

Cell (610) ***-****

Fax (610) ***-****

Email xke7m9@r.postjobfree.com

Senior Business Development Executive who brings result-driven, relationship building, analytical, and problem solving skills to IT organizational initiatives; utilizes strong experience in the solution discovery process to highlight common goals and drive consensus across functional teams, identifies key business issues, decision makers, influencers, end users, contract and legal processes to navigate and direct solution activity; strong advocate of forming partnerships that characterize best resources to maximize solution success; sound knowledge of software pricing models, contract terms, license agreements; well versed in financial and competitive analysis; energetic presentation style; highly successful in sales operations.

Core Competencies

Relationship Management

Expert in working with cross functional business and IT organizations in a way that positively engages their support, drives communications and establishes common goals.

Business Development

Veteran in building new territories; effective prospecting, qualifying and customer relationship management.

Research and Analysis

Skilled with critical research methods on competitive products, services, and pricing used to evaluate strength of solution and alternative buying choices. Accomplished with financial, operational and gap analysis techniques to aid in discovery, financial investment and budgetary processes.

Planning

Extensive knowledge of planning methods for defining, communicating, and measuring various activities; account and territory planning: potential target base; accounts within a defined territory, account strategies for penetrating key accounts; events planning for user groups, seminars, executive and technical briefings; resource planning, team delivery and allocation; financial planning, revenue forecasts, benchmark studies, cost ratio and pricing

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Talented Relationship Manager

As Strategic Regional Account Executive for a major Software Solutions company, worked to support the objectives of a leading global risk and reinsurance organization. Stated objectives were the “development and deployment of technologies delivering timely management information and driving cost efficiencies”. Engaged, collaborated, and negotiated with various internal and external stakeholders, decision makers, end-users, contracts and service delivery teams to define, develop and recommend a practical, affordable globally compliant solution. The collective result provided a measured path forward to move from an unstructured SDLC to a more effective, integrated, process while improving best practices to support standardization and collaboration across a global applications development effort.

Expert in Business Development

As Director of Business Development, represented several software companies to develop new territories and open new “green field” accounts. Software marketed to large complex IT Fortune 1000 companies. Developed start-up territory plans, company targets and partnership alliances. Closed first major $1million US account. Increased new account revenue by 125% in the first nine months, improved average deal size by over 115%, grew new account activity 150% representing $6.8million in pipeline activity.

Relentless Solution Seeker

Throughout my 20 plus year career, have worked with steadfast resolve to earn my worth as a valued partner. It sometimes takes a village to provide a solution that is the right fit, at the right time, in the right culture, with measurable results at an affordable price. I am a strong advocate for encouraging the use of professional service and vendors partnerships that characterize the most appropriate approach to maximize value in satisfying both business and technical requirements.

Other Areas of Expertise

Sales Operations Best Practices/process facilitation

Communication at all

Organizational Collaboration Collorboration Recommendations and sourcing organizational levels

Vendor Research C-Level strategic account guidance Managing Business and Technology

Contract Negotiations Proactive Problem Solving Relationships



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