Tom Hughes Email & Phone Number

United States

Jacksonville, Fl , Us

Duos deploys cutting-edge technologies that transform precision railroading, logistics, and intermodal transportation operations for our customers which allow for increased safety and reduced cost of operations. Additionally, these unique patented solutions coupled with commitment to customer success allows our technologies to be applied into many other adjacent industries.

New York City, New York, Us

Celonis is THE leader in Execution Management Systems (EMS), eliminating barriers to execution capacity and maximizing business performance. Powered by its market-leading process and task mining core, the Celonis EMS helps companies manage every facet of execution management from analytics, strategy, planning, management and automation actions. At Celonis, we believe that every company has the potential to unlock their full execution capacity.

Provide thought leadership and guidance around enterprise line of business applications and industrial assets to help maximize profitability, improve safety and efficiency all while leveraging GE/Wabtec's intellectual property and unique skill-sets by instrumenting and optimizing current processes and practices as well as leveraging the (IIoT) Industrial Internet of Things as relates to the transportation industry.

Armonk, New York, Ny, Us

Sales Leader, North Region - IT Service Management Solutions 2015 – Current-Meet with clients to formalize project needs and requirements, architect a comprehensive and unique solution offering with no competitive equivalent. Qualify budget, buying propensity and timing. Assist with development of sales professionals to present strategically and coach them on how to best structure and prepare a world-class proposal that covers business value and RoI of the offering.-Exceeded revenue target for ITSM business for the North region; achieved 132% of 2015 target and 282% of 1Q16 target. Managed financial/transactional cadence for all ITSM business for the North region.-Customer facing prescriptive thought leadership around Service Management, Network Management, Asset Management and Service Desk solution engagements. Provide key customer experience feedback to Product Management and Development organizations to drive product direction in highly competitive ITSM marketplace.-Industry lead for Banking, Insurance, Retail, Computer Service Industry and Transportation sectors.

Santa Clara, California, Us

Manage all facets of business development, developing and solidifying new customer relationships and delivering value to our customer organizations with solid RoI.

Armonk, New York, Ny, Us

-Activities as required to overachieve quarterly and annualized sales & revenue targets for the Tivoli Automation product offerings. -Development of “Pre-Pulse” training & education agenda along with associated course materials for the Tivoli Automation product offerings. -Responsible for professional development programs for all East IMT Tivoli ESRs and zTivoli sales professionals. Provide objective & measurable feedback and reporting on their progress.

Armonk, New York, Ny, Us

-Hosted and administrated Personal Coaching sessions for twenty-five (25) different Tivoli Sales professionals across the America’s to help them become more effective in their current role. These sessions were comprised of sales skills refreshers, white-board reviews, sales coaching, product knowledge, opportunity identification and even prospecting under pressure to develop sales skills eminence.-Developed an internal sales reference document; the Tivoli QuickStart Guide. A seventy (70+) plus page hand-book targeted to all Tivoli Sales Professionals (sales & technical) to be used as needed to ramp-up new sellers, as a refresher for experienced sellers or as a reference manual with supporting documents for all sellers with a focus on cross platform understanding (proficiency) of System z and distributed systems.-Met with customers to understand their specific needs & industry requirements and then architect a comprehensive and unique Tivoli solution which has no ISV equivalent. Maintained detailed industry knowledge of all competitors and competitive threats. Once customers or prospects had a clear understanding of the IBM/Tivoli approach, we would work with the Tivoli sales professionals so they could also present the equivalent Software Strategy, then direct them on the structure, development and preparation of a world-class proposal that addressed the business value of the solution along with a reasonable & prudent Return on Investment (RoI) model. -Provided customer focused and prescriptive thought leadership around IBM Integrated Service Management, Network Management, Cloud Computing, Asset Management and Service Assurance opportunities. Consolidated critical customer experience feedback to the appropriate Product Management and Development organizations to drive product direction.

Armonk, New York, Ny, Us

-Was a WW single point of contact resource for Tivoli Sales professionals (Sales & Technical) for questions on the Tivoli Automation portfolio offerings. -Developed an assessment tool for Tivoli ESRs and zTivoli sales professionals to quickly qualify and assess (triage) their territory so they could quickly & efficiently focus their efforts on accounts that would have the best opportunity &/or highest yields first.-Operated as industry lead for the Banking, Insurance, Retail, and Computer Service Industry sectors and was an SME for the Rail Industry.-Led internal IBM effort for development of a new market model for IBM Tivoli SWG offerings; Application Performance Management (APM). Engaged IBM cross-brand organizations (Rational & Websphere) to build a new approach to uniquely market value-add IBM offerings to prospects and customers; then met with Tivoli WW sales teams to train them for proficiency in prospecting, needs analysis, customer communications/marketing and qualification of this new approach.

Armonk, New York, Ny, Us

Support IBMs largest and most strategic mainframe customers-Summit Award winner 1Q 2006 for large Computer Service Industry client while in a cross brand System z role. In CY 2006 also achieved over 3X of target sales. Received IBM publishing awards for numerous white-papers and responsible for mentoring, training and education leadership within the Great West region. Introduced IBM to the ‘white-boarding’ concept and developed a System z cross brand white-board in 2005 and presented it to the NA IOT System z Sales team at The Palisades System z Education Enablement in August 2008. -Technical industry experience in the banking & computer service industry; and professional sales experience in the insurance, transportation, distribution, healthcare and retail market-space.-Managed and supported Large Accounts from a System z perspective; Affiliated Computer Services, BNSF Railway, EDS, ExxonMobil, Perot Systems, USAA and others. Focused on re-invigorating many System z accounts. Provided guidance, education and understanding of the System z platform and ensuring that customers fully comprehended the inherent value of the platform as well as the qualities of service!

Houston, Texas, Us

-Over-achieved quota targets selling & supporting the entire suite of BMC Software. -Penetrated, managed and supported many household name organizations such as; Affiliated Computer Services, BNSF Railway, Fidelity Investments, Levi Strauss, MBNA, SBC Services, Texas Instruments, USAA and Wal-Mart Stores, Inc

-During my ten (10) year tenure at Boole & Babbage, I significantly over-achieved annual targets all years except one. -Provided assistance on large transactions/agreements to Junior staff and mentored many people over the years. -Achieved "Largest Sale Ever"​ award for Boole & Babbage three times in a row, 1991, 1993, and 1995; by implementing a sales methodology not yet common practice with our larger customers; these are what are now referred to as Enterprise License Agreements or ELA’s. -Enjoyed a higher level of success than my industry peers by responding to all engagements with outstanding customer service & follow-through.-Received complements from many of my customers to the effect of: "You support us better than any other organization does"​, and "Of all the vendors we deal with, you continue to provide a high level of service after the sale has been made, which means we are able to achieve a positive value proposition".

Systems Assurance Analyst-Worked on MLS Transition team, coordinated hardware/software configuration set up and conducted Q/A process methodology for new applications or changes to existing revenue producing systems.

Quality Assurance Analyst-Responsible for impartial review of changes to banking application systems to ensure our customers would have the benefit of a quality product or service.Production Control Analyst -Implemented UCC7 & UCC11 scheduling and restart systems, responsible for diagnosis of production problems or abends, and correcting or escalating as necessary.

J. C. L. Specialist-Preformed Q/A review of all production JCL changes.-Built UCC7 & UCC11 calendar and schedules for all jobs processed on second & third shifts.-Charted trends and statistics in application system abends, with follow on reporting to a problem tracking system (IBM’s INFOMAN). Data Center Shift Manager -Responsible for managing staff of 20 to 30 people on second and third shifts.-Presented daily status reports to management outlining prior 24 hours of processing activities.-Coordinated meetings for and ultimately the move of the TASI data center from downtown FTW to Bedford.Senior Computer Operator-Supervised, coordinated and diagnoised processing, software and hardware issues.

Us

Computer Operator-Responsible for all nightly processing of business application systems. Distribution Clerk-Responsible for detailed breakdown and distribution of all nightly reports, microfiche, etc.

Geology & Business Administration

Geology & Computer Science

Education record