Bryan Newell Email & Phone Number

Northern Michigan

Grand Rapids, Michigan, United States

Remote

Business Solution and Price-to-Win: Led 100+ price-to-win (PTW) initiatives on competitive and complex opportunities of up to $200M. Strategic Leadership and Pricing Strategy: Provided strategic leadership to opportunity pursuit teams. Supported pursuit leader and deal team in development and implementation of negotiation strategy.Competitive Cost Analysis: Drove competitive cost estimation methodologies to achieve target margins. Developed competitive price targets based on quantitative and qualitative intelligence. Optimization and Financial Risk: Optimized solutions to maximize win rate and profitability. Structured business solutions to achieve balanced financials and risk profiles.Competitive Pricing and Cybersecurity: Established market-based competitive pricing approach for DXC cybersecurity offerings, employing proven PTW methodologies to drive success.Data Management: Built market-based data repository for current competitor profiles, historical pricing metrics, market labor rates, pyramid analyses, and competitor approaches.Growth Strategies, Process Development, and Coaching: Delivered guidance in transforming presales PTW processes at CSC (2014) and later for the merger with HPE (2017), coaching PTW staff on new approaches, and supporting growth of PTW team from 10 to 100 personnel.Strategic Thinking: Contributed strategic and tactical insights through competitive analysis and research.Price Optimization and Deal Closure: Collaborated with solution architects to conduct cost scrubbing and optimize estimates, narrowing an initial gap of 30%+. Worked $100M deal for a multinational retail clothier and achieved competitive price for client.Deal Strategy and Market Analysis: • Rescued a $100M deal for U.S. defense supplier, narrowing PTW gap of 20%. Prepared market analysis for the client based on alternative data source and worked with third party to ensure price acceptability.

Remote

Business Solution and Price-to-Win: Led price-to-win (PTW) initiatives on 50+ competitive and complex opportunities of up to $200M.Established market-based competitive pricing approach for CSC cybersecurity offerings, employing proven PTW methodologies to drive success.

Greater Detroit Area

Competitive Pricing and IT Outsourcing: Led competitive pricing of 50+ IT outsourcing deals using historical and market data. Contract Negotiation: Oversaw solution validation, risk assessment, cost savings, and negotiation strategy for contracts in the manufacturing, energy, communication, and entertainment industries.PTW and Value Propositions: Directed PTW analysis, drawing on both historical data and current IT market sources to develop pricing that resulted in mutual value propositions.Financial Analysis and Strategic Sourcing: Analyzed on- and off-shore sourcing mix to meet client requirements and price points.Business Insights: Provided insights to management through costing and pricing reviews, independent evaluation of solution metrics, and comparisons to other deals. Scenario Analysis and Client Assessment: Assessed scenarios for multiple negotiation approaches, providing the team with the clear direction needed to effectively communicate with clients.

Greater Detroit Area

Sourcing New Business and Bid Preparation: Implemented end-to-end bid management and sales support best practices in pursuit of 75+ new business opportunities. Demand Supply Planning: Addressed both demand fulfillment and demand creation for the development of supply chain and purchasing applications.Cost Models: Managed global cost modeling and successfully met new business profit objectives.Deal Structures: Led all aspects of internal deal structuring, including business solution development and financial strategies. Project Leadership: Headed large application development projects in GM Automotive’s Global Purchasing and Supply Chain.Contract Negotiation: Facilitated contract development and negotiations for deals of up to $100M. Client-focused: Ensured overall business and technical solutions harmonized with client needs. Application Development: Developed Microsoft Excel-based application to capture resource requirements, hours, and timing throughout the Software Development Lifecycle (SDLC).Proposal Leadership: Served as lead for a $300M automotive technical services training proposal, leveraging internal resources and partners to ensure viability and competitiveness. Negotiation and Cost Savings: Led pursuit of SAP South Africa Sustain team for newly acquired GM division. Conducted extensive negotiations with multiple pricing scenario iterations, resulting in significant cost savings (30%+) to client.Model Design and Deal Closure: Developed a complex model of global storage requirements that shaped margin by geography, facilitating a $50M storage deal with a multinational manufacturer.

Team Leadership and Client Relations: Managed a team of 12 direct reports and matrixed personnel, rebuilding client relationships and turning around financials for an account that had seen significant issues in the past.Service Delivery and P&L Management: Delivered Electronic Data Systems’ services to GM manufacturing plant, holding complete profit and loss (P&L) responsibility for a contract total of $50M annually. Staff Development: Defined new roles, improved career paths, and reassigned staff to better-fitting roles, bolstering employee morale and overall performance.

Bachelor Of Business Administration, Computer Information Systems

Education record