BTLs lead business development and ROI identification for IBM Client Engineering - IBM's sales engineering practice that focuses on helping clients validate new technology and the business returns from making those technology investments. We work across the IBM portfolio, with a current focus on the generative AI revolution.As a Senior Business Technology Leader, I lead our engineering team's efforts within our assigned accounts.I engage with clients directly, developing relationships, including other relevant parties, and leading design thinking workshops to ensure our solutions deliver solutions to the client's pain points. Once the solution is agreed upon I set expectations and manage the project to completion, focusing on successful technical results and accurate estimates of the business value delivered.I spent a year leading the US Industry market BTL Community of Practice, authored a guide for new BTLs, and continue to mentor new BTLs and the technical members of my team on business skills, account development, and communication.

Gained and leveraged user insights to drive MDM portfolio strategy in IBM’s Cloud, Data, and AI org. Responsibilities included project management, strategy formulation, and business plan development.Recommended MDM use matching engine to join enriching data with MDM data and create a customer 360 or “Digital Twin,” and create connectors to allow data scientists seamless access to cleansed, matched, enriched data; resulting Project Gemini digital twin initiative will form backbone of next-gen MDM on cloudLeverage broad Data & AI portfolio experience with user insights to uncover unmet needs / jobs to be done, refine market approach, and deliver a product plan to drive new MDM adoption across Cloud Pak customers Evaluate and recommend acquisition candidates (ranging from $200M to $1.5B) against next-gen MDM needs and market conditions

Developed a strategy practice within IBM’s Cloud, Data, and AI Design team. Responsibilities included project management, R&R development, and guidance of practice, guild teams, and strategic consulting engagements. Site captain for Data & AI organization in Austin; managed $35k team development budget, planned and executed team building activities for over 300 employees located in AustinEvaluated portfolio metrics and interviewed offering managers to discover and validate best practices to be adopted across offering teams to improve financial results; insights and learnings used to develop and document a repeatable process for design to act as a guide for new design leadersDrove creation of strategic enablement content through operation of a Strategy Guild, providing guidance and feedback to SME teams in the creation of artifacts addressing gaps in the organization’s practice areas Co-authored The Business of Design Field Guide, a manual for IBM designers on navigating the business and better connecting their work to business outcomes and business partners

Developed competitive analysis function within Data and AI Design; spearheaded initial competitive assessments, built competitive analysis as a practice, and built relationships with key stakeholders. Recommended IBM simplify Data & AI portfolio, reduce redundancy, and revamp product naming; strategy coming to fruition with Cloud Pak approach to market uniting all offerings on IBM’s cloudProvided competitive visual design, user interface, user experience, and business insights to Analytics Design team through competitor-provided information (documentation, earnings), user trials, and third party sourcesLead the competitive practice within Analytics Platform, and built Competitive Research as a practice area by teaching the user research team competitive research methods and artifacts

Samsung USA’s resident Apple expert and technology futurist. Provided guidance based on innovation and competitor activities to senior management, product and business planning, marketing, and sales teams. Recommended Marketing shift strategy to go head-to-head against Apple in consumer marketing, led to $150M Next Big Thing marketing campaign, 11% YoY growth, and setting the stage for continued growthRecommended R&D and Product Planning evaluate LoopPay technology as competitive response to expected Apple mobile payments announcement; LoopPay acquired for $250M 2/15, technology launched on GS6 4/15Recommended avoiding alienating auto OEMs by copying Apple EV development, instead leveraging display, electronics, and battery expertise; Samsung acquired Harman International 21 months later for $8BRecommended declining proposed connected car startup investment; Samsung invested $6.5M anyway. Sources later reported stalled development, Samsung declined participation in subsequent funding round in 2019Recommended featuring Android capabilities in marketing vs highlighting only Samsung-developed add-on capabilities; advertising featuring Android capabilities increased sales, showing competitiveness with AppleCreated and maintained longitudinal promotion tracking evaluation to improve sales performance via offer optimization and marketing approach based on quantitative analysis of promotion value and sales uplift Provided sales forecast, marketing, and strategy recommendations based on market trends and competitor financials, new technology or competitor products, shifts in competitor strategy, and future industry trendsProvided forecast guidance and built coalitions to drive execution for diverse teams, including marketing, business planning, and product planning based on carrier, industry, and competitor research

Assist with identifying and investigating product lines, technologies, companies and investment opportunities for acquisition, license or development.Competitive analysis, technical and market research, and financial modeling and forecasting.

Internal consultant for GM Strategic Initiatives (GMSI) - part of GM Strategic Planning. GMSI provided consulting services to internal GM groups to evaluate new business opportunities and provide independent review of (and recommendations to) select current operations.New Technology:Helped reduce battery costs of the Chevy Volt (GM's advanced plug-in hybrid) and reduce costs on GM's next generation of infotainment applications by evaluating the markets and developing business cases for new applications of these technologies.Alternative Energy:Identified relationships and trends in the ethanol industry (processes, technology areas and startups) for GM's Global Energy Systems Intelligence Center (GESIC). Results were used to refine GM's biofuel strategy.Market Research and Competitive Intelligence:Identified new options for GM North America to achieve stringent new CAFE targets and leading fuel economy in targeted segments.Innovation and Leadership:Captured innovation management best-practices from Silicon Valley and other innovation thought leaders. These ideas were presented to all upper management at GM’s 2008 Global Management Conference.

Developed product transportation strategies that will save PepsiCo over $6 MM through 2007. Modeled PepsiCo transportation networks and presented implementation tactics to senior managers. Doubled productivity by creating modeling manual and automating steps in the modeling process. Initiated development of comprehensive strategic model.

Created new products by acquiring product information from investment banks, and managed relationships with those banks to continue to grow product and service offering.