John Lippman Email & Phone Number

Greater New York City Area

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Greater New York City Area

I was responsible for leading the US Eastern Region - Media, Entertainment, Retail & CPG team - successfully achieving business objectives year over year.The following is a sample of the recent outcomes my teams have produced for our clients:Accelerating customer market share & growth: - Forged direct relationship with online subscribers to build brand.

New York, New York

Global Software Product Strategy, Development & Deployment Services

• Led Marketing, Business Development, Strategy, Service Development and Deployment, and Strategic Account Mgt for North America and Western Europe
• Led team of eighteen, comprised of Regional Sales VPs, US based Sales reps, India offshore telesales and client engagement managers
• Helped lead North American division of Ness during a major transition from non-profitable business to profitability in 1st three months in 2009
• Completely revamped service offerings and the sales team during 1st nine months
• Improved sales effectiveness and client management. Increasing two existing multi-million dollar client’s revenue and margin growth from negative and flat respectively to growth of 35% and 40% Book to Bill 124%..
• Created new sales processes, specifically Opportunity Assessments and Deal Reviews ensuring prioritized sales pursuits and optimized gross margin at time of sales

Global Provider Strategic Consulting & Managed Services For IT Infrastructure

• Started GlassHouse (Data Infrastructure Consulting and Managed Services) NY Office in January 2004 with zero revenue, pipeline and one delivery consultant
• Managed bookings in pioneer territory to an annual run-rate of $8+M, overachievement progression of bookings $750k to $3.9M to $5M to $6.5M
• Responsible for client satisfaction achieving 65% repeat business, through delivery oversight; Project reviews, Margin, PMO RAG status, Delivery Assurance
• Ran PMO sales resulting in $4M of net new revenue

Global ERP Provider HRMS, FMS, SCM, And CRM Software & Services

• Managing team of 9 Sales Professionals, overall responsibility for business development / sales activity for the Northeast Commercial market (DEL, PA, NJ, NY, CT, MA, NH, VT & ME)
• Overachieved 1st year 2002 objectives by 12% ($ 42 million). Grew Pipeline 3X budget
• P & L management for my portfolio of accounts – hands on management of teams through business development, solution crafting, client expectation setting, deal margin and negotiations to close and delivery profitable.
• Delivery management – Project reviews, Margin, PMO RAG status, Delivery Assurance
• Responsible for growing territory by 10% successfully partnered with 3rd parties to maximize implementation revenue ($20 million)

Global Provider Application Development And Managed Services

• Helped build a new consulting services company with the Full Service Provider (FSP) Model creating a unique single point of accountability and delivery -- Think, Build, and Operate.
• Grew revenue 300% in 1.5 years, $33M to $102M. Built and Led sales force of 30 Account Managers, including four Regional Sales Directors
• Key portion of FSP model was the creation and growth of ASP business. Helped grow the ASP revenue from 2% to 20% of total revenue
• Helped craft Go to Market strategy for B2B, eCRM, SCM, Trading platforms & Enterprise Portals
• Responsible for helping implement Company-wide Forecasting system

Greater New York City Area

• Managed team of 10 Sales Professionals, including telemarketing and sales analyst roles
• Overall responsibility for business development, sales, marketing and delivery oversight for the New York/Mid-Atlantic market (DC, MD, DEL, PA, NJ, NY & CT)
• Overachieved 1st & 2nd quarter 1999 objectives by 24% ($ 34 million).
• Responsible for growing territory by 20% ($ 70 million)
• Helped launch eBusiness practice, selling 1st and 2nd engagements in New York
• Redirected sales team to territory / account proactive selling from activity based selling

• Successfully introduced GE Supply Chain Electronic Commerce Productivity solutions to Vice Presidents and Directors in Sales, Sourcing, Logistics and IT organizations
• Sold $1million in consulting engagements in the area of Marketing & Sales productivity
• Responsible for growth of $1 million base Electronic Commerce accounts into $1.5 million

• Spearheaded marketing campaign to introduce IBM desktop solutions to New England money managers and institutional investors
• Penetrated highly competitive market, increasing IBM’s share by one million dollars
• Sought after and partnered with complimentary third party marketing channel
• Led eight member team selling and supporting a large financial institution account
• Increased revenue from $ 6 to $ 18 million over a four-year period
• Worked with senior customer executives to change their internal accounting and budget process, accelerating the technology solution acquisitions

Ba, English

Global Leadership Program