IT service company focused on Digital Transformation, System Integration & Managed Services solutions, with 1200+ employees worldwide.Accomplishment Highlights:● Executive Sales Leadership: Reported to Global CEO, defined offerings, led GTM strategy, and spearheaded enterprise sales to medium-large customers for App & Data Transformation, In-Memory Data Grid, Streaming, AI, ML, Data AI / Analytics, and Managed Services, Mainframe Modernize/Transform, MIPS Optimize. Responsible… Show more IT service company focused on Digital Transformation, System Integration & Managed Services solutions, with 1200+ employees worldwide.Accomplishment Highlights:● Executive Sales Leadership: Reported to Global CEO, defined offerings, led GTM strategy, and spearheaded enterprise sales to medium-large customers for App & Data Transformation, In-Memory Data Grid, Streaming, AI, ML, Data AI / Analytics, and Managed Services, Mainframe Modernize/Transform, MIPS Optimize. Responsible for Sales, Delivery, Operations, and ground-up growth. Drove revenue growth KPIs with YoY increases of >235% in 2021 and >375% in 2022. Sustained revenue from year three onward through strategic planning and execution for a startup division.● Growth & Delivery Excellence: Directed delivery of high-impact projects in all areas including Cloud DevOps, Automation, and KAOPS. Ensured on-time and within-budget delivery, achieving high client satisfaction with 100% retention. Managed and grew key relationships with 11 Alliance Partners in the Americas and globally. Collaborated with other Sircle and Country Leads (UK, France, Spain, Poland, Romania, Germany, Italy) to align strategies and share best practices. Created and refined service offerings, met market demands, and drove competitive advantage. ● Key Delivery & Resale Partnerships: Grew partnerships with Red Hat US & Hazelcast, Added and led AWS US, VMware US/Broadcom, AHEAD, ARROW US, IBM US, IBM Germany, NetHopper, Teclever, and Yotta Tech Ports partnerships.● Operational Optimization: Optimized processes across all service lines, improving efficiency, service quality, and customer satisfaction. Managed full P&L, established KPIs, and drove performance improvements.● Team Development: Mentored and managed a high-performing senior team of 7 to 20+, increased competencies, met business needs, and exceeded customer expectations. Show less

BUSINESS & TECHNICAL SALES EXPERIENCE:SaaS, IaaS, PaaS sales, traditional Software salesPre-Sales Engineering and Pre-Sales LeadershipConsulting & Expert Services, Managed ServicesAgile App Factories, COE Models, Performance ENG & COE, onshore, offshore & hybridApp & Data Modernization & Transformation, Digital Engineering and Migration to CloudMainframe Modernization, Integration, Transformation, MIPs OptimizationCloud/Cloud Ecosystem: AWS, GCP/GKP, Microsoft… Show more BUSINESS & TECHNICAL SALES EXPERIENCE:SaaS, IaaS, PaaS sales, traditional Software salesPre-Sales Engineering and Pre-Sales LeadershipConsulting & Expert Services, Managed ServicesAgile App Factories, COE Models, Performance ENG & COE, onshore, offshore & hybridApp & Data Modernization & Transformation, Digital Engineering and Migration to CloudMainframe Modernization, Integration, Transformation, MIPs OptimizationCloud/Cloud Ecosystem: AWS, GCP/GKP, Microsoft Azure, VMware Tanzu. IBM Cloud & Cloud PaksCI/CD, DevOps, Automation, KAOPS, Red Hat Openshift, AnsibleReal-time Risk, Fraud Detection, Digital & Open Banking, Investment Banking use casesTrade Settlement, Trade Order Management, Online / e-TradingOMNI-Channel View/ManagementCustomer360, Customer Loyalty & Retention, Attrition PreventionPredictive Maintenance, Fleet & Route OptimizationGeo-Location, geo-cachingSmart-Factory / Smart City / Smart-MeteringFast Data / Real-time Analytics / In-Memory Data Fabrics / Low-latency, high-volume transactionsIn-Memory Compute, Streaming, AI & ML execution, Cache-as-a-Service, Massively Scalable SystemsBig Data Analytics, AI & Machine-Learning, Real-time AnalyticsIoT & Edge ComputingEnterprise Change Data Capture (CDC)Multi-grid federated data fabrics & data-martsData Lake and Data Warehouse integration and migration to next-generation in-memory/cloudData Center Migration & TransformationSecurity Integration and Security ArchitectureOther technology & solutions areas (CORBA, MoM, J2EE, EAI, ESB, SOA, EMS)VERTICAL MARKETS:Banking & Financial Services (BFSI): Retail Banking, Credit Card, Capital Markets, Investment Banking, InsuranceeCommerce and Payment Processing, Online Gaming & Betting, CasinoRetail CPGManufacturing & Supply ChainPharma and Healthcare including transformations from Plan-centric to Patient/Member-centricEnergy Supply & ExplorationTravel, Transport & LogisticsMedia & EntertainmentPublic Sector (FED, GOVT, SLED) Show less

Intelligent, real-time data fabric, streaming, and AI & ML execution platform Employs 200+ people.Accomplishment Highlights:● Executive Leadership: Reported to the CEO, providing strategic direction and leadership. Launched Hazelcast pre-sales Solution Architecture, Consulting, and Training services worldwide. Full P&L responsibility consistently delivered exceptional financial performance with 200%+ growth in the first year and 140% YoY.● Solution Sales Leadership:… Show more Intelligent, real-time data fabric, streaming, and AI & ML execution platform Employs 200+ people.Accomplishment Highlights:● Executive Leadership: Reported to the CEO, providing strategic direction and leadership. Launched Hazelcast pre-sales Solution Architecture, Consulting, and Training services worldwide. Full P&L responsibility consistently delivered exceptional financial performance with 200%+ growth in the first year and 140% YoY.● Solution Sales Leadership: Defined innovative new offerings and complete portfolio. Achieved 113% and 115% against quotas through strategic solutions-selling, effectively supporting business cases for Hazelcast Platform products in HPC, Enterprise Data Grid, In-memory Big and Fast Data, IoT, Streaming, ML & AI use cases in a broad range of problem domains and vertical markets. Hunter & Farmer sales responsibilities for all global accounts, drove significant revenue growth and market penetration. Led GTM strategy.● Delivery Management: Directly managed delivery of all services, ensuring high-quality and timely project execution. Built, managed, and grew a team of 10+ Senior Solutions Architects, 8+ Pre-Sales Solution Architects, and from 8 to 20 partner delivery resources globally, increased delivery capabilities and customer satisfaction. ● Alliance and Partner Management: Oversaw Solutions Integrator, OEM, and VAR alliances, driving collaboration and joint success in the marketplace. Cultivated and managed 4 strategic delivery partnerships, expanding Hazelcast’s consulting and training service offerings and increasing market reach.● Operational Excellence: Established and owned sales and operational metrics and KPIs. Implemented tools and processes to ensure robust performance monitoring and continuous improvement. Show less

Provider of IT infrastructure services intended to transform workplaces to achieve digital business goals. Employs 35K people.Accomplishment Highlights:● Solution Sales Performance: Hunter & Farmer sales role, achieved 105-122% annually over team quotas in a player/coach sales leadership role leveraging deep industry knowledge and expertise. Drove North, Central, and South America GTM strategy for Application Modernization, Cloud Native AppDev, DevOps, Big Data, and Fast… Show more Provider of IT infrastructure services intended to transform workplaces to achieve digital business goals. Employs 35K people.Accomplishment Highlights:● Solution Sales Performance: Hunter & Farmer sales role, achieved 105-122% annually over team quotas in a player/coach sales leadership role leveraging deep industry knowledge and expertise. Drove North, Central, and South America GTM strategy for Application Modernization, Cloud Native AppDev, DevOps, Big Data, and Fast Data/Grid/HPC.● Strategic Sales Leadership: Led GTM sales efforts in In-Memory Data Fabric, IoT & AI/Machine Learning, Big Data Strategy, and Governance, Mainframe Modernization & Optimization, Managed Services and other key problem domains, aligning with regional GTM strategies to maximize market penetration and growth. Responsible for qualifying, scoping, estimating, proposing, writing, and negotiating deals, collaborating closely with Client Solutions Directors and Dell-EMC Core Products Account Executives.● High-Stakes Deal Management: Executed CxO-level selling across all vertical markets, securing high-value contracts ranging from $30K to multi-million dollars, and driving strategic growth. Focused on global and transformational account opportunities, delivering targeted solutions, and fostering long-term client relationships. Show less

Platform as a Service (PaaS) & transformational technologies; modern AppDev, OPS (physical, virtual, cloud), Big Data Analytics, AppModernization and many other key solutions.Accomplishment Highlights:● Solution Sales Performance: First-year individual performance of 129% against personal quota of $49M, then led Pivotal Services@EMC sales team as the Americas and LATAM Services Sales Director, consistently exceeding annual team quotas of $59M and $96M at 123% and 113%… Show more Platform as a Service (PaaS) & transformational technologies; modern AppDev, OPS (physical, virtual, cloud), Big Data Analytics, AppModernization and many other key solutions.Accomplishment Highlights:● Solution Sales Performance: First-year individual performance of 129% against personal quota of $49M, then led Pivotal Services@EMC sales team as the Americas and LATAM Services Sales Director, consistently exceeding annual team quotas of $59M and $96M at 123% and 113% attainment. Personally sold over half the team quota each year.● High-Value Sales Execution: Provided hands-on oversight of all deals in North America, developing, qualifying, scoping, proposing, negotiating, and closing numerous deals from $25K to $21M solutions. Specialized in App & Data Modernization, Mainframe Modernization, Agile DevCells & COE, Big Data and Fast Data/Grid/HPC computing, Analytics, Data Governance & Strategy, Cloud Native Development, Transformation, DevOps and Managed Services.● Team Building and Leadership: Recruited and hired 8 Solution Sales professionals, successfully building a high-performing sales team to drive business growth. Received multiple awards including Quota Club, Leadership Excellence, One Team, and Services Sales Director of the Year, recognizing exceptional leadership and sales achievements.● Strategic Impact: Generated significant scale and business growth, leading to the entire Services group being moved to EMC Global Consulting, and driving the expansion of services at a global level. Show less

DIRECTOR (Americas) Services Sales Lead (2012 – 2013)Accomplishment Highlights:● Sales Leadership and Team Management: Achieved 133% against a $13M individual quota and 129% on a $49M individual quota. Mentored and ramped up future-state Services Sales Director team to drive additional growth. SSDs were individually measured.DIRECTOR (Global) Data Virtualization and App Integration (2010 – 2012)Accomplishment Highlights:● Global Sales and Delivery… Show more DIRECTOR (Americas) Services Sales Lead (2012 – 2013)Accomplishment Highlights:● Sales Leadership and Team Management: Achieved 133% against a $13M individual quota and 129% on a $49M individual quota. Mentored and ramped up future-state Services Sales Director team to drive additional growth. SSDs were individually measured.DIRECTOR (Global) Data Virtualization and App Integration (2010 – 2012)Accomplishment Highlights:● Global Sales and Delivery Leadership: Devised and led GTM solutions-focused strategy, built and managed a global P&L for in-house team and partner network delivery of GemFire, SQLFire, GemStone/S, RabbitMQ, and Hyperic engagement solutions. Surpassed individual quotas of $7M (214% attainment) and $10M (200% attainment). Show less

High-performance compute/data fabric technology for high-speed, low-latency data solutions. Employed 100 people; acquired by VMware, Inc.Accomplishment Highlights:● P&L Leadership and Sales Excellence: Executive Team member reporting to the COO, devised and led GTM solutions strategy, Sales & Delivery for all service lines, full P&L responsibility, achieving over 130% of quota annually and transforming low bookings and a negative margin business into a highly profitable $13M+… Show more High-performance compute/data fabric technology for high-speed, low-latency data solutions. Employed 100 people; acquired by VMware, Inc.Accomplishment Highlights:● P&L Leadership and Sales Excellence: Executive Team member reporting to the COO, devised and led GTM solutions strategy, Sales & Delivery for all service lines, full P&L responsibility, achieving over 130% of quota annually and transforming low bookings and a negative margin business into a highly profitable $13M+ annual operation with >30% margins prior to acquisition by VMware. Show less

Executive team member reporting to Founder/CEO, quota-driven leadership role, met/exceeded targets, full P&L responsibility, defined, grew, and led selling for the US towards the custom SI mission of Ultimo, exceeded quotas, grew 3 marquis clients, helped to more than double billable consultant headcount in < 2 years. Furthered deep alliances partnerships with TIBCO and other firms.

Quota-driven leadership role, met/exceeded quotas. Full P&L, business development and delivery responsibilities for a best-in-class professional services organization for the EAI, J2EE and Web Services markets serving the needs of Financial Services, Supply-Chain, Manufacturing, Energy, Healthcare, Pharma/Life Sciences, Logistics Management, Retail/CPG and OEM named accounts. Bookings targets over $25M annually; within 2 fiscal quarters of employment, tripled the team size by hiring best in… Show more Quota-driven leadership role, met/exceeded quotas. Full P&L, business development and delivery responsibilities for a best-in-class professional services organization for the EAI, J2EE and Web Services markets serving the needs of Financial Services, Supply-Chain, Manufacturing, Energy, Healthcare, Pharma/Life Sciences, Logistics Management, Retail/CPG and OEM named accounts. Bookings targets over $25M annually; within 2 fiscal quarters of employment, tripled the team size by hiring best in class architects and Senior Program Managers, made aggressive use of qualified partner resources and grew bookings & revenue to > 140% of quota. Grew NE account base from 7 to 47 active customers & engagements…. Show less

Quota-driven leadership role, met/exceeded quotas. Sales & Project Delivery responsibility for multiple strategic, named accounts resulting in enterprise scalable and reusable B2B and A2A architectures and systems targeted towards STP/T+1 Financial Services, Insurance, Supply-Chain Management, Chem-Industry, EDI and EDI-INT/AS2 and HIPAA specialized problem domains. Utilized UML, RUP and co-authored SeeBeyond RQ (a RUP-derivative targeted towards the delivery of EAI, J2EE and Web Services… Show more Quota-driven leadership role, met/exceeded quotas. Sales & Project Delivery responsibility for multiple strategic, named accounts resulting in enterprise scalable and reusable B2B and A2A architectures and systems targeted towards STP/T+1 Financial Services, Insurance, Supply-Chain Management, Chem-Industry, EDI and EDI-INT/AS2 and HIPAA specialized problem domains. Utilized UML, RUP and co-authored SeeBeyond RQ (a RUP-derivative targeted towards the delivery of EAI, J2EE and Web Services implementations) methodologies. Served on a global SME team for creation, review and roll-out of the SeeBeyond RQ methodology. Show less

Quota-driven leadership role, achieved/surpassed targets. Grew pre-Sales Engineering & Consulting teams that supported Direct and Channel Partner Sales Organizations for Enterprise Application Security Integration (EASI) and EAI markets. Definition of the groups’ structure, policies and procedures, best practices for field engineering and architecture, mentoring, and recruiting. Led team to co-author next-level Business, Marketing and Technical Requirements for future product versions. Led… Show more Quota-driven leadership role, achieved/surpassed targets. Grew pre-Sales Engineering & Consulting teams that supported Direct and Channel Partner Sales Organizations for Enterprise Application Security Integration (EASI) and EAI markets. Definition of the groups’ structure, policies and procedures, best practices for field engineering and architecture, mentoring, and recruiting. Led team to co-author next-level Business, Marketing and Technical Requirements for future product versions. Led Sales, Consulting and Sales Engineering efforts towards architecture proposals for all new Hitachi prospects. Established best practices for all customer-facing deliverables. Co-author EAI/EASI-targeted SDLC methodology that was Use Case-Driven and based upon UML and RUP. Authored whitepapers, proposals, RFI, RFP, and other customer-facing documents that pertain to the mapping of Hitachi EAI and EASI Frameworks to Retail Banking, Capital Markets Financial and Insurance eBusiness initiatives, Web Services, STP/T+1 initiatives, Life Sciences (Bioinformatics/GKP) and Pharmaceutical markets. Show less

Quota-driven leadership role, exceeded quotas and achieved high customer satisfaction. I was responsible for all phases of team development, budgeting, and recruitment for an SCM and Enterprise Application Management (EAM) consulting organization with direct P&L responsibility for critical large-cap Financial Services enterprise accounts that closed and delivered over $7 million in revenue with excellent margin. Responsible for sales development and management together with business and… Show more Quota-driven leadership role, exceeded quotas and achieved high customer satisfaction. I was responsible for all phases of team development, budgeting, and recruitment for an SCM and Enterprise Application Management (EAM) consulting organization with direct P&L responsibility for critical large-cap Financial Services enterprise accounts that closed and delivered over $7 million in revenue with excellent margin. Responsible for sales development and management together with business and technical architectural leadership and successful execution of all strategic BFSI clients relationships. Show less

ENG and QA team lead as part of the GTM Sales strategy for a multi-product suite including consulting offerings, hiring strategy and execution. Engineering Manager responsible for two Engineering and one QA groups towards creation of an n-tier partitioning Object-Oriented Development Suite (Allegris Constructor Enterprise) including OLE (COM/DCOM) reverse-engineering and design/code generation, Object-Relational Mapping and UML modeling components (Data Designer) within Allegris. Led teams for… Show more ENG and QA team lead as part of the GTM Sales strategy for a multi-product suite including consulting offerings, hiring strategy and execution. Engineering Manager responsible for two Engineering and one QA groups towards creation of an n-tier partitioning Object-Oriented Development Suite (Allegris Constructor Enterprise) including OLE (COM/DCOM) reverse-engineering and design/code generation, Object-Relational Mapping and UML modeling components (Data Designer) within Allegris. Led teams for design, implementation and testing of Allegris Win32 and Unix server partitioning and generation (C++). SDLC/SQA methodology based upon UML pre/post v1. Show less