Jim Pugh's Location
Raleigh-Durham-Chapel Hill Area, United States
Jim Pugh's Contact Details
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About Jim Pugh
Jim Pugh | Sr Director, New Business Development ⌨ thenewjgp@gmail.com ☎ 919-451-8215I am an award-winning sales leader and new business driver who offers a 20+ year record of delivering on and surpassing targets, cultivating strong sales pipelines, and building teams that do the same. What I do is articulate the sales vision for the organization, then leverage strategic insights and lead operational execution.I bring a range of leadership successes to the table, from launching new technologies to market, fully turning around under-performing divisions, and delivering multi-million and billion-plus dollar results.The added value I offer is my love for managing teams both large and small – in addition to having proven myself as an individual contributor. In any capacity, I am committed to delivering for the clients – this is what keeps me at peak performance every day.»»» EXPERTISE »»»☑ Enterprise Solution Sales☑ Sales Management☑ New Business Development☑ Sales Enablement☑ Go-To-Market Strategy☑ P&L Management☑ Strategic Planning☑ Sales Operations☑ Marketing Strategy☑ Business Strategy☑ Business Transformation☑ Enterprise Resource Planning (ERP)
Jim Pugh's Current Company Details
Sr Director, New Business Development | Sales Enablement ► Expertise: Enterprise Solution Sales | Sales Management
Jim Pugh Work Experience Details
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Chief Operating Officer » Strategic Planning | Marketing Strategy | Business TransformationJason Cases Jan 2018 - Apr 2018Raleigh-Durham, North Carolina AreaJason Cases is the world leader designer, manufacturer, seller, and distributor of specialized cases for the film industry. The portfolio features sleek, clean, unique cases that exhibit a sense of design that protects and displays devices in the best possible way. ► Strategically direct HR, finance, marketing, and sales.► Equip and direct team to deliver daily, weekly, monthly, quarterly, and annual production goals.► Chiefly liaise with major distributors and suppliers. -
Sr Executive » New Business Development | Business StrategyLegacy Alpha - "Everlasting Business Performance" Feb 2016 - Oct 2017Raleigh-Durham, North Carolina AreaLegαcy Alpha is a program developed and offered by Human Performance that sets owners and their businesses on a path of continuous improvement. ► Forge strategic partnerships with businesses across industry sectors in the Carolinas territory.► Direct implementation of HR programs to slash overhead, structure compensation, and raise client retention.► Guide clients in leveraging industry-specific skills in order to elevate their businesses to the next level.
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Principal Consultant » Sales Enablement | Strategic Planning | Business StrategyLead For Growth Consulting Mar 2013 - Jan 2016Raleigh-Durham, North Carolina AreaI established this managing consulting firm, specializing in sales strategy and operational execution to small and mid-sized clients in the Southeastern US.► Opened Fortune 100 account for $20M IT staffing firm.► Orchestrated successful bid for mid-sized federal government contractor.
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Gm | Global Client Partner » Enterprise Solution Sales | New Business Development | Sales EnablementWipro Technologies Oct 2012 - Feb 2013Raleigh-Durham, North Carolina AreaI advanced to this role to direct a full-scale turnaround of the Tyco/ADT account. The conglomerate had experienced declining and flat performance in sales, delivery, and P&L over recent years prior. ► Led corporate relationship management across all operational units.► Coordinated delivery of client projects.► Drove business development to deepen penetration within the account. -
Gm | Head Of Sales » Enterprise Solution Sales | Sales Management | Go-To-Market StrategyWipro Technologies Feb 2012 - Oct 2012Raleigh-Durham, North Carolina AreaAt this time, I was leading the direct and in-direct sales teams pursuing logo accounts in medical devices and professional services, in addition to overseeing pre-sales, demand generation, and subject matter expert teams in the US and India. My role encompassed building and leading specific initiatives, and driving multi-billion-dollar revenue streams for the domain solutions Wipro created and launched to market. I recruited, installed, and coached the teams, and groomed high performers for leadership.► Provided global thought leadership and vision for building and selling domain business.► Captured 6 new logo accounts and drove a 40% revenue increase.► Built industry-leading track record of winning large, complex, multi-year deals.► Principally guided investment strategy, go-to-market approach, and 5-year execution plan.► Cultivated strong client relationships at the senior executive and CxO levels, managing expectations, and diagnosing and resolving issues.
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Senior Executive | Sales Capture Lead » Enterprise Solution Sales | New Business DevelopmentAccenture Dec 2010 - Jul 2011Raleigh-Durham, North Carolina AreaI joined the organization to drive sales and profit margins for the US Health and Public Services operating group. I formulated strategy and positioning.► Led pursuit and closure of 2 “must win” Q4 deals valued at $55M total, accounting for 25% of the year’s state and local government quota.► Orchestrated concurrent proposal development, sales strategy, and negotiations of the 2 deals, with completely different strategic, geographical and functional requirements. -
Partner | Business Unit Leader » Enterprise Solution Sales | P&L ManagementIbm Jul 2009 - Dec 2010Raleigh-Durham, North Carolina AreaI provided key leadership over IBM’s $300M annual public sector AMS business, designated by executive leadership as among the key teams to drive revenue performance. I overhauled the leadership team in the US and India, and structured global teams spanning the US, Canada, India, China, Brazil, and the Philippines. My role involved overseeing 2,400 domestic and offshore software developers, sales specialists, operations associates, and administrative professionals delivering application management services to healthcare, education, and federal, state, and local government clients nationally. ► Signed $480M in contracts in 2009, achieving highest overall growth figures for a business unit in the last decade.► 2009 revenue performance constituted 60% sales increase over 2006, 2007, and 2008, reversing flat sales trend.► Personally closed $40M outsourcing engagement with key client on 12/31/09, enabling Public Sector unit to meet corporate commitments.► Drove new business internationally, by hosting series of client visits to Global Delivery Centers in India. -
Partner | Sales Director » Sales Management | Go-To-Market StrategyIbm Jan 2009 - Jul 2009Bethesda, MdThe leadership team hand-selected me to perform concurrent, full-time roles directing the sales teams covering management consulting, infrastructure outsourcing, custom software development, and application management outsourcing to the Healthcare Industry and State & Local Government sector. I managed 8 account partners and 10 business development executives and capture managers. I also served as Business Unit Leader - Public Sector AMS. Each role had traditionally been held by a fully-dedicated IBM Executive. My territory included payers, providers, and pharmacy benefit managers throughout the US. I also managed the State & Local Government Sales team.► Exceeded multi-hundred-million dollar sales quota each year. ► Streamlined complex sales process to significantly reduce lead time.
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Partner| Sales Director » Sales Management | Go-To-Market StrategyIbm Global Business Services Jun 2006 - Jun 2009Bethesda, MdAt this time, I was managing the full business development lifecycle for all IBM Global Services for federal civilian government agencies. That involved leading a team of 6 to 15 sales professionals generating $685M+ annually. I reshaped the sales incentive program and spearheaded key account captures.► Generated nearly $800M in new sales during turbulent 2008 environment. ► Exceeded 2006 and 2007 sales goals by as much as 10%, generating nearly $1.5B over 2 years.► Orchestrated win of NTIA digital TV conversion coupon program, generating $200M+ over 3 years.► Leveraged NTIA agreement to exceed IBM internal revenue projections 3-fold, while delivering 2x projected profit.► Requested by client to provide expertise building business case to secure additional government funding, based on enormous program success.
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Partner, Webfountain Business Unit » Go-To-Market Strategy | P&L ManagementIbm Mar 2005 - Jun 2006Raleigh-Durham, North Carolina AreaI was promoted to lead a startup business enterprise: a proprietary R&D operation delivering unequaled communications search capabilities. The operation generated up to $500M annually. I oversaw 150 employees at peak.► Optimized cost efficiency and capacity to address client-specific needs, by diversifying from a single to multiple delivery models.► Transitioned organizational leadership from research team to P&L business arm and implemented professional sales support.
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Partner | Business Unit Executive » Go-To-Market Strategy | Sales ManagementIbm Feb 2002 - Mar 2005Raleigh-Durham, North Carolina AreaIn this role, I managed the HR technology solutions practice generating more than $50M annually. That involved growing the team from 100 to nearly 300 consultants.► Exceeded 1st year sales, revenue, and profit targets and grew business more than 10% each subsequent year, securing $75M in new contracts annually.► Won 3 contracts with education institutions, valued at $20M+ each, significantly exceeding average industry contract size.
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Practice Executive » Sales Management | Enterprise Resource Planning (Erp)Ibm Feb 1999 - Feb 2002Raleigh-Durham, North Carolina AreaI was a founding team member and ultimately became the leader of IBM’s public sector SAP practice. I recruited, developed, and led a team of 10 sales specialists and several hundred delivery professionals.► Built practice from the ground up to $250M+ from federal government clients in less than 18 months.► Directed IBM’s PeopleSoft Practice for 1 year, driving 60% growth and elevating the unit from losses to profitability.► Captured IBM Global Golden Circle Award for performing among the top 2% of sellers worldwide.► Honored with IBM Global Services Vice President’s Teamwork Award in 2000 for key contract wins.
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Client Director » New Business Development | Enterprise Resource PlanningPks Apr 1998 - Feb 1999Raleigh-Durham, North Carolina AreaExpanded fledgling, single-client SAP ERP remote implementation/support business in the US. Built cross-industry, geographically-diverse sales pipeline spanning the public sector and private companies.
Jim Pugh Skills
P&l Management
Human Capital Management
Talent Management
International Leadership
Outsourcing
Management Consulting
Erp
Application Management
Sales Management
Personnel Management
Leadership
Application Lifecycle Management
Team Management
Business Development
Management
Strategy
Business Strategy
It Strategy
Team Building
Executive Management
Business Transformation
New Business Development
Program Management
Business Process Improvement
Entrepreneurship
Consulting
Business Analysis
Selling
Sales Operations
Sales
Enterprise Resource Planning
Jim Pugh Education Details
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Finance -
George C. Marshall High SchoolGeneral Studies
Frequently Asked Questions about Jim Pugh
What is Jim Pugh's role at the current company?
Jim Pugh's current role is Sr Director, New Business Development | Sales Enablement ► Expertise: Enterprise Solution Sales | Sales Management.
What is Jim Pugh's email address?
Jim Pugh's email address is le****@****ail.com
What is Jim Pugh's direct phone number?
Jim Pugh's direct phone number is +191945*****
What schools did Jim Pugh attend?
Jim Pugh attended The College Of William And Mary, George C. Marshall High School.
What skills is Jim Pugh known for?
Jim Pugh has skills like P&l Management, Human Capital Management, Talent Management, International Leadership, Outsourcing, Management Consulting, Erp, Application Management, Sales Management, Personnel Management, Leadership, Application Lifecycle Management.
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