Focused. Agile. Business Development Professional. Results via Alliances, Partnerships, Channels & Direct Sales Whatever it takes to get the job done!
Serving a cross-industry client base ranging from small business and start ups to established firms - helping them grow their businesses in a cost effective and efficient manner.
Clients to date:
1) Monitise, plc - London-based Mobile Banking, Payments and Commerce provider retained to advise on their relationship with large System Integrators and act as their VP Alliances for the Americas.
2) HopOn, Inc - Tel Aviv-based Mobile-Ticketing Solution for Transit Authorities and Bike Share Systems retain me to represent them in the Americas as VP Business Development
Identified gaps where synergy with partners was vital to successful marketing and sales of software and delivery project services of IBM Solutions. Set Ecosystem Strategy then led and supported its execution through influence and resale channels to fill gaps for 100 Solutions targeting Banking, Financial Markets and Insurance. Part of an offering team that grew revenues via new solutions approach from $400M in 2010 to $650M in 2012. Eventually promoted to lead a cross-function, cross-brand, cross-industry (Banking, Insurance, Financial Markets) team in the development of Industry Solutions Offerings that brought IBM products and services together to deliver engagements that realized the business value while solving a business problem of the client.
As part of the GTU (Global Technology Unit) - worked closely with Israeli peers connecting a portfolio of Israeli companies with IBM Marketing & Sales organizations to drive sales of IBM hardware, software and/or services along with partner revenue. Consistently beat (by, on average, 137%) targets: $10M in 2007, $41M in 2008 & $71M in 2009. Improved quality of joint IBM / Israeli Economic Mission events in New York, Boston, Toronto and Chicago
As Territory Representative, introduced channels sales roles (I took on two) to sales team that sold exclusively via Direct Sales Representatives. Promoted to Channel Sales Manager in late 2004; managed team of territory & marketing representatives. Enabled direct sales team with creative new ways to drive revenue in customer accounts by forging ties with partners calling on the same accounts or who could drive sales of IBM product. Drove 8-10% of organizational revenue target via alternate routes to market in first year. 3 solid years of experience participating in weekly sales cadence - led by one of IBM's top software sales executives - developed strong understanding of quarterly forecasting and driving to quarter close. Team exceeded its results in each of the three years.
Grew and managed a $50M dollar segment of IBM's $300M+ IT Product Training business including offerings for e-business, Java, XML, Object-oriented Development and Web Services as well as the WebSphere and Rational Family of products. Created annual Strategic Business Plan & managed $3.4M curriculum development budget. Led 12 Regional Offering Managers in IBM Geographies in consistent attainment of plan
Relocated to pioneer role for VisualAge & WebSphere Lab-based Services Team. Managed sales operations hub which progressed >100 services leads monthly averaging >50% conversion to closings. Sold >$5M of services directly to ISVs, Web Integrators,.com's & System Integrators. Exceeded sales targets in each of three quarters in spite of .com "bust"
Created the VisualAge and WebSphere Product Affinity Services Team. Managed consultants, client solution and proposal development, sales, marketing, business management/financial controls, executive reviews with senior management. Grew to 25 fully-utilized Java Sr. Architects & over-achieved profit targets in each of 3 years. Made 170% of revenue target in 1st year; 1 of 3 peers making 100% of team target in 2nd year. Retained staff in competitive environment where freelancers were earning more than $250 hourly
Marketing Manager, Product Manager, Product Planner, Team Leader
Started out as a programmer developing prototype equity and options trader workstations for use on the exchange floor as well as within firm trading floors. Was quickly promoted to Team Leader and Manager of a team that I grew to 16 highly skilled C / UNIX programmers who developed a range of applications for use by traders. The role was highly intrapreneurial and I was asked to drive marketing and sales of the products we developed to the trader community. This included travel to Australia and other IFBV conference locations to promote the sales of exchange systems.
GROW AND LEARN NEW THINGS WHILE DRIVING RESULTS
Once I have work that challenges me and lets me grow, I believe in focussing on goals and finding the best way to accomplish that leveraging whatever resources are at my disposal. This varies based on the size of organization funding the work of course, but involves honesty and integrity first, hopefully a social dimension that builds new or existing relationships, and finally brings value to all sides involved in the deal, transaction or whatever the work product is.
There have been many at work because I tend to seek roles that are challenging. Perhaps the greatest was when I managed the Fundtech partnership when IBM forged a strategic alliance with ACI. Arch rivals; my contacts at the highet C-levels of this company were not happy. But I go beyond building professional relationships with people - I engender trust and friendship wherever possible and this allowed me to break through their anger and help them see a way forward that benefited them TREMENDOUSLY. Ask me about it!
I tend not to look back and say "would have, should have, could have" too much - it is not productive. There have been a few situations I wish had turned out differently, but really they are more for sentimental reasons than things that I believe would have materially impacted my competencies. I grew up in Montreal and assumed I would graduate McGill. I did well in my studies there, but realized I really wanted to major in Computer Science and the better school was University of Toronto. So I switched and many benefits came from that. Still, I wish I had a McGill degree. Perhaps I should see if they offer one on-line?