SUMMARY

IT executive with 35 years of experience in the technology industry.

As an alliances and channels executive, I help partners drive new demand through strategic relationships.  I drive growth through go to market plans that build technical skills for delivery teams and define unique industry solutions that both parties can profit from.  I consistently exceed alliance sales targets.

As a long-time technologist, I have deep knowledge of the IT industry which includes expertise in Cloud, Mobile, Analytics and AI. I have led national teams with over 600 technology experts, along with global alliance teams. This includes definition of go to market offers, sales processes, and standardization of processes.

Specialties: Business Development, Strategy, Operations, Alliance Management, IT Consulting, Software Development, Automation.

CAREER EXPERIENCE

Global Alliance Executive – Capgemini, 12/2004 – Present


Global Alliance Executive – IBM – December 2018 thru Present

IBM Alliance executive managing a 30-person team working across all Capgemini $14B Market Units and Services Lines to drive $600M in new services revenue.  Collaborating with sector executives to align go-to-market offers for Security, Hybrid-cloud, Industrial IoT, Digital Business Automation, and Explainable AI.  Key success factors are:

  • Operations of the alliance. I implemented cross-functional standards for setting weekly, monthly and quarterly objectives to improve the communication and results of the teams.
  • Standards for go-to-market service offerings to simplify the collaboration with customer business development teams and accelerate the sales processes. This includes collateral, intellectual property and industry solutions. I am also exec-sponsor to several client relationships.
  • Management of the sales pipeline for all channel revenue from lead generation through client signature. We are improving volume and value of deals through matrix mapping and proactive messaging.
  • Demand generation with organization of partner events, internal solution workshops, and leveraging strategic relationships.

I personally present solutions to customers, internal sales executives, and at technology conferences. I manage the roll-out of awareness for sales teams and enablement of consultants on the delivery of new solutions.


VGlobal Alliance Manager – May 2014 thru December 2018

Promoted to a global team supporting alliance initiatives and relationships across all 15 countries where Sogeti has a presence. In this challenging position, my responsibility is to establish a new alliance relationship with Hewlett Packard:

  • Achieved 110% of services revenue goal (45M euro) in the first full year.
  • Developed three key go-to-market initiatives to drive new opportunities for Sogeti and Hewlett Packard:
    1. Testing and security services to improve software quality using HP software tools like Fortify, Performance Tester and Unified Functional Tester.
    2. Three end-to-end big-data solutions specifically designed to support Healthcare, Retail and Manufacturing using Microsoft’s Analytics Platform System (APS) and HPE Converged System 300.
    3. Hybrid cloud solutions based on Microsoft’s Azure PaaS platform to deliver modern application development approaches to Sogeti’s enterprise customers.
  • Functioned as evangelist for the go-to-market offerings through presentations at Sogeti seminars, global partner conferences and customer specific lunch-and-learns.
  • Led sales pursuits from opportunity assessment, through solution design and contract negotiations.


Software Development & Integration – May 2012 thru 2014

As National VP of Development, led 600 consultants with an annual revenue target of $220 million while managing multiple organizational changes:

  • Developed a new salesforce.com offering that grew to 50 consultants generating over $10 million in new revenue.
  • Led the sales processes to open new, enterprise-level accounts for onsite professional services and offshore application management for complex, high-volume Java and .Net applications.
  • Standardized the team’s SDLC process using a modified agile model with standard tools and templates, including a consistent methodology for estimating future projects.
  • Organized and presented at many customer-facing marketing events partnering with IBM and Microsoft on topics like Social Media, Platform-as-a-Service, and Big Data.


IBM Technology Group – 01/2008 thru May 2012

As National VP of this Group, led 300 consultants to drive a 30% annual growth to $80m in sales by:

  • Developing go-to-market offerings with IBM called the Four C’s; Collaboration, Commerce, Cloud and Cognos. This greatly simplified the relationship and focused our sales efforts.
  • Attending joint sales calls between Sogeti and vendor territory sales reps
  • Creating client facing technical solutions and proposals to drive deals for both companies.

As Alliance Director, owned the relation between Sogeti and IBM, tracked revenue influence, and drove marketing efforts such as National IBM events such as Impact, Innovate, and IOD.


Director – Cincinnati Unit – 11/2004 thru 01/2008

As a Director for the Cincinnati Unit, managed major internal initiatives:

  • For the Cincinnati IBM Technology Group, led 72 consultants while coordinating sales efforts, partner relationships, and consultant growth.
  • As the National Channel Champion for Analysis, Design & Development, led the collaboration, training and mentoring of the development staff. Facilitated education and fostered communication to build a strong sense of community across the organization.


VICE PRESIDENT – TECHNOLOGY – Domin-8 Enterprise Solutions, 11/2002 – 11/2004

I was recruited by Domin-8’s President, then a Vero customer, to partner with Operations Management to build and lead the Technology teams.  This included managing a multi-million dollar technology budget to support the following:

  • Defined and implemented a formal software development lifecycle process to meet product release schedules. Ported the existing ColdFusion application to C# and .Net to improve performance and ease maintenance.
  • Partnered with vendors for equipment acquisition, performance testing, usability studies, and 3rd party application development.
  • Established, operated and secured a hosted ASP network (Windows, SQL, etc.) to manage production data for customers with $100+ million in annual sales.
  • Managed implementation of all internal software applications for business operations including Active Directory, Microsoft Exchange Email, Microsoft CRM, 3Com Voice over IP telephone system and Great Plains ERP.


PRESIDENT – VERO SOFTWARE, Cincinnati, OH 11/1997–11/2002

After 10 years consulting for large companies, founded Vero Software to provide a broad range of technology services to small businesses.  Vero’s goal was to have an impact on their growth and profitability through creative use of information technology.  Vero grew to $3 million in annual revenue servicing more than 110 clients.  Sold Vero to Barnes, Dennig & Company accounting firm in 2002.

KEY VERO CLIENTS:

  • As temporary Director of Technology for John Tisdel Distributing, a $30 million wholesale distributor of high-end kitchen appliances, led the team that changed the technology infrastructure and ERP Software to support the 100% growth over two years without hiring additional operations support staff.
  • As Extemporized Chief Information Officer for FRCH Design, an International Architectural Design firm, managed a $400,000 budget, mentored their junior leader to improve relations between IT and the user community, which also included reorganizing the team to reduce response time to the user community.
  • As Chief Software Architect for ClickRadio.com, an Internet radio start-up, led the development of proprietary music caching technology using object-oriented development methodologies.  We improved the development process timing and quality by instituting strict project management, programming standards, design reviews, and educating team members on the rigor of formal development lifecycles. 


PRINCIPLE CONSULTANT – CAP GEMINI AMERICA, Cincinnati, OH 10/1988–11/1997

As Director of the Cincinnati Branch Advanced Technology Group (ATG), led the team’s charter to focus on clients’ in-house, project-oriented software development using advanced technologies.

  • Educated sales staff on group capabilities and key customer need indicators
  • Crafted technology solutions to meet business needs and maximize returns
  • Developed technical team members in both technologies and methodologies

INDUSTRY AWARDS

Sogeti Global Elite Club for outstanding achievement for four years

Sogeti USA Elite Club for achievement three years

Three time IBM Beacon award winner in Collaboration, Cloud and Integration

EDUCATION

University of Detroit Mercy, B.A. Software Engineering/Business, 1990 Graduate Cum Laude

Delaware Technical College, A.A.S. Computer Science, 1984 Graduate with Honors

Continuing education through seminars and conferences.