Responsible for providing leadership and thought leadership within deal teams and on deal pursuits.

- Track record of success in identifying and closing large, strategic IT-Outsourcing deals (Juniper Networks - $8m & $16m, DMS - $6m, NGA - $6m, McKesson $30m, PHS - $60m) by supporting the Sales Executive throughout the entire sales process (pre and post contract). - Built pursuit team and manage the budget for complex deal pursuits- Developed and maintained complex highly matrixed relationships with global organizations- Define sales strategy, value proposition, and… Show more - Track record of success in identifying and closing large, strategic IT-Outsourcing deals (Juniper Networks - $8m & $16m, DMS - $6m, NGA - $6m, McKesson $30m, PHS - $60m) by supporting the Sales Executive throughout the entire sales process (pre and post contract). - Built pursuit team and manage the budget for complex deal pursuits- Developed and maintained complex highly matrixed relationships with global organizations- Define sales strategy, value proposition, and price-to-win for complex engagements- Facilitate sales opportunities through the T-Systems deal qualification and sales governance processes- Direct development of the sales proposal including scope of services, assumptions, business terms and conditions, and final pricing- Oversaw customer contract negotiations and ensure smooth hand-off of closed deals to Transition Management- Managed several large complex internal projects and initiatives resulting in more competitive proposals- T-Star of the Year Show less

- Supported North America Big Deal Team with Competitive Market Intelligence- Defined sales strategy and value proposition for complex engagements- Facilitated sales opportunities through the T-Systems deal qualification and sales governanceprocesses- Directed the development of the sales proposal including scope of services, assumptions, businessterms and conditions, and final pricing- Triangulated Price-to-Win using market tools, previous bids and experience- Lead… Show more - Supported North America Big Deal Team with Competitive Market Intelligence- Defined sales strategy and value proposition for complex engagements- Facilitated sales opportunities through the T-Systems deal qualification and sales governanceprocesses- Directed the development of the sales proposal including scope of services, assumptions, businessterms and conditions, and final pricing- Triangulated Price-to-Win using market tools, previous bids and experience- Lead all client Benchmark projects in North America Show less

- Produced in-depth analysis of deal metrics, service levels costs and prices- Guided the pursuit teams in the application of benchmarks, analyst opinions and industryorganizations to increase win rates- Supplied all customer facing Unisys Pursuit teams with industry data to satisfy client requirements- Developed comprehensive competitive profiles on all Unisys competitors in order to prepare Salesteams to counteract competitors strategies- Built and maintained a Unisys… Show more - Produced in-depth analysis of deal metrics, service levels costs and prices- Guided the pursuit teams in the application of benchmarks, analyst opinions and industryorganizations to increase win rates- Supplied all customer facing Unisys Pursuit teams with industry data to satisfy client requirements- Developed comprehensive competitive profiles on all Unisys competitors in order to prepare Salesteams to counteract competitors strategies- Built and maintained a Unisys Global Deal Cost & Price Database to triangulate the “price to win” Show less

- Performed IT Center Benchmarking Assessments, including benchmark avoidance for HPoutsourced accounts. (Resulting in avoidance of several million dollars in price adjustment). ClientAccount engagements include Procter & Gamble, CIBC, Aon, and British Petroleum- Researched, analyzed, and distributed market intelligence alerts to HP Outsourcing Pursuit teamsto ensure sales were educated and prepared to meet clients needs- Developed, distributed and presented contract… Show more - Performed IT Center Benchmarking Assessments, including benchmark avoidance for HPoutsourced accounts. (Resulting in avoidance of several million dollars in price adjustment). ClientAccount engagements include Procter & Gamble, CIBC, Aon, and British Petroleum- Researched, analyzed, and distributed market intelligence alerts to HP Outsourcing Pursuit teamsto ensure sales were educated and prepared to meet clients needs- Developed, distributed and presented contract benchmark educational materials for HP executivesand account teams to maintain account profitability- Created Price Predictor tool used by Pursuit teams to determine market price ranges in the market Show less

Manager - Competitive Solution Intelligence & Benchmarking 2003 - 2005- Managed a team responsible for analyzing EDS deals to either provide a catalyst for change or provide a forum to communicate best practices.Manager - Benchmarking Engagement Support Team 2001 - 2005- Managed a team responsible for supporting the effective use of benchmarking data and methodologies in support of client-driven performance excellence and marketplace success.Business / Marketing Analyst / Team… Show more Manager - Competitive Solution Intelligence & Benchmarking 2003 - 2005- Managed a team responsible for analyzing EDS deals to either provide a catalyst for change or provide a forum to communicate best practices.Manager - Benchmarking Engagement Support Team 2001 - 2005- Managed a team responsible for supporting the effective use of benchmarking data and methodologies in support of client-driven performance excellence and marketplace success.Business / Marketing Analyst / Team Leader 1999 - 2001- Created and lead the Competitive Intelligence Group in Information Solutions line of business Show less