Experience

Gravitas Consulting

• Business Consulting and Services
• 1 - 100 Employee

• Senior Partner, Information Intelligence and IT Sourcing Advisory

  • Sep 2023 - Present

  I'm a Senior Partner at Gravitas, a boutique consulting firm specializing in bringing Insight to Oversight. We do this by helping clients scale and improve their businesses by the thoughtful application of Intelligent Information to guide decisions and actions. In my role, I help leverage our data analytics and visualization, enterprise program and change management, and customer experience design expertise to provide business leaders with the intelligence they need to do what they do… Show more I'm a Senior Partner at Gravitas, a boutique consulting firm specializing in bringing Insight to Oversight. We do this by helping clients scale and improve their businesses by the thoughtful application of Intelligent Information to guide decisions and actions. In my role, I help leverage our data analytics and visualization, enterprise program and change management, and customer experience design expertise to provide business leaders with the intelligence they need to do what they do best, even better. On average, our data and intelligence visualization services provide clients an 83% increase in decision-making speed and a 27% improvement in program delivery outcomes. Show less I'm a Senior Partner at Gravitas, a boutique consulting firm specializing in bringing Insight to Oversight. We do this by helping clients scale and improve their businesses by the thoughtful application of Intelligent Information to guide decisions and actions. In my role, I help leverage our data analytics and visualization, enterprise program and change management, and customer experience design expertise to provide business leaders with the intelligence they need to do what they do… Show more I'm a Senior Partner at Gravitas, a boutique consulting firm specializing in bringing Insight to Oversight. We do this by helping clients scale and improve their businesses by the thoughtful application of Intelligent Information to guide decisions and actions. In my role, I help leverage our data analytics and visualization, enterprise program and change management, and customer experience design expertise to provide business leaders with the intelligence they need to do what they do best, even better. On average, our data and intelligence visualization services provide clients an 83% increase in decision-making speed and a 27% improvement in program delivery outcomes. Show less



Wavestone

• France
• Business Consulting and Services
• 700 & Above Employee

• Director, Sourcing and Services Optimization Practice

  • Sep 2019 - May 2023

  At Wavestone, I sold, managed and delivered client engagements in the IT Strategy, Cybersecurity and Sourcing practices of this global management and technology consulting firm. Cost savings from the sourcing advisory engagements I managed and delivered exceeded 33%, which translated into financial benefits worth over $100m for my clients. At Wavestone, I sold, managed and delivered client engagements in the IT Strategy, Cybersecurity and Sourcing practices of this global management and technology consulting firm. Cost savings from the sourcing advisory engagements I managed and delivered exceeded 33%, which translated into financial benefits worth over $100m for my clients.



Cognizant

• Uzbekistan
• Education
• 1 - 100 Employee

• Senior Director, Advisor Relations

  • Sep 2018 - Sep 2019

  Managed relationships with leading sourcing advisory firms to increase deal invitations, win-rates and sales for leading global IT services provider. Advised pursuit teams on strategies for working with sourcing consultants and maintained back channels with advisors to gain key client insights. Achieved organizational goal of driving a multi-billion dollar sales pipeline for this channel. Managed relationships with leading sourcing advisory firms to increase deal invitations, win-rates and sales for leading global IT services provider. Advised pursuit teams on strategies for working with sourcing consultants and maintained back channels with advisors to gain key client insights. Achieved organizational goal of driving a multi-billion dollar sales pipeline for this channel.



Wipro Limited

• India
• IT Services and IT Consulting
• 700 & Above Employee

• Director, Strategic Engagements and Advisor Relations

  • Jun 2017 - Sep 2018

  Managed relationships with leading sourcing advisory firms to increase deal invitations, win-rates and sales for leading global IT services provider. Advised pursuit teams on strategies for working with sourcing consultants and maintained back channels with advisors to gain key client insights. Achieved organizational goal of consistently meeting quarterly sales pipeline targets for this channel. Organized the development of an AI-enabled go-to-market initiative with a Big 4 firm… Show more Managed relationships with leading sourcing advisory firms to increase deal invitations, win-rates and sales for leading global IT services provider. Advised pursuit teams on strategies for working with sourcing consultants and maintained back channels with advisors to gain key client insights. Achieved organizational goal of consistently meeting quarterly sales pipeline targets for this channel. Organized the development of an AI-enabled go-to-market initiative with a Big 4 firm targeted to Financial Services clients (AML/KYC) Show less Managed relationships with leading sourcing advisory firms to increase deal invitations, win-rates and sales for leading global IT services provider. Advised pursuit teams on strategies for working with sourcing consultants and maintained back channels with advisors to gain key client insights. Achieved organizational goal of consistently meeting quarterly sales pipeline targets for this channel. Organized the development of an AI-enabled go-to-market initiative with a Big 4 firm… Show more Managed relationships with leading sourcing advisory firms to increase deal invitations, win-rates and sales for leading global IT services provider. Advised pursuit teams on strategies for working with sourcing consultants and maintained back channels with advisors to gain key client insights. Achieved organizational goal of consistently meeting quarterly sales pipeline targets for this channel. Organized the development of an AI-enabled go-to-market initiative with a Big 4 firm targeted to Financial Services clients (AML/KYC) Show less



WGroup

• Ukraine
• Software Development
• 1 - 100 Employee

• Principal, IT Strategy, Sourcing and Vendor Management

  • Jun 2016 - Jun 2017

  Advised Fortune 500 clients on IT strategy, sourcing programs and vendor management. Advised Fortune 500 clients on IT strategy, sourcing programs and vendor management.



Webber International, LLC

• Principal Consultant, Sourcing Advisory and Contract Negotiations

  • Aug 2013 - May 2016

  • Trusted advisor to CIOs and their teams helping them create their IT sourcing strategies, define client/vendor process responsibility allocation and process interfaces, develop retained organization designs, manage the development, editing and assembly of RFIs, RFQs and RFPs • Lead client teams and IT service providers through the procurement process of many major IT outsourcing contract. • Provide strong leadership interaction with IT service providers to solicit their… Show more • Trusted advisor to CIOs and their teams helping them create their IT sourcing strategies, define client/vendor process responsibility allocation and process interfaces, develop retained organization designs, manage the development, editing and assembly of RFIs, RFQs and RFPs • Lead client teams and IT service providers through the procurement process of many major IT outsourcing contract. • Provide strong leadership interaction with IT service providers to solicit their participation, provide guidance and feedback to bid teams on their solutions and commercial approaches, and manage issues on behalf of the client. • Leverage my strong understanding and 20+ years of experience of legal teams and is able to support, create, and manage contract documents (Master Services Agreements, Schedules, Exhibits), which enhances my ability to work well with legal council. • Managing Applications and Infrastructure Outsourcing procurements in State and Local Government and the Retail, Education, Insurance, Publishing, Financial Services and Energy industries globally. What makes me effective with my clients? My Extensive knowledge of the Service Providers End-to-end pursuit process: opportunity qualification, pursuit team staffing and management of solution development teams, deal financials, sales strategy and tactics, client relationships, pursuit and partnering strategies, managing third-party intermediary relations, developing sales presentations and driving proposal deliverables. Show less • Trusted advisor to CIOs and their teams helping them create their IT sourcing strategies, define client/vendor process responsibility allocation and process interfaces, develop retained organization designs, manage the development, editing and assembly of RFIs, RFQs and RFPs • Lead client teams and IT service providers through the procurement process of many major IT outsourcing contract. • Provide strong leadership interaction with IT service providers to solicit their… Show more • Trusted advisor to CIOs and their teams helping them create their IT sourcing strategies, define client/vendor process responsibility allocation and process interfaces, develop retained organization designs, manage the development, editing and assembly of RFIs, RFQs and RFPs • Lead client teams and IT service providers through the procurement process of many major IT outsourcing contract. • Provide strong leadership interaction with IT service providers to solicit their participation, provide guidance and feedback to bid teams on their solutions and commercial approaches, and manage issues on behalf of the client. • Leverage my strong understanding and 20+ years of experience of legal teams and is able to support, create, and manage contract documents (Master Services Agreements, Schedules, Exhibits), which enhances my ability to work well with legal council. • Managing Applications and Infrastructure Outsourcing procurements in State and Local Government and the Retail, Education, Insurance, Publishing, Financial Services and Energy industries globally. What makes me effective with my clients? My Extensive knowledge of the Service Providers End-to-end pursuit process: opportunity qualification, pursuit team staffing and management of solution development teams, deal financials, sales strategy and tactics, client relationships, pursuit and partnering strategies, managing third-party intermediary relations, developing sales presentations and driving proposal deliverables. Show less



Pillsbury Winthrop Shaw Pittman

• United States
• Law Practice
• 700 & Above Employee

• Global Sourcing Manager, Global Sourcing Practice

  • Mar 2008 - Aug 2013

  Served as Strategic Advisor to technology and business leaders in developing IT strategies that drive improved business performance and manage complex sourcing engagements involving both Intermediary and Legal (negotiations) functions. Have supported clients in Retail, Oil & Gas, Online Services and the Public Sector in transactions with global scope (exceeding $1B to date) Served as Strategic Advisor to technology and business leaders in developing IT strategies that drive improved business performance and manage complex sourcing engagements involving both Intermediary and Legal (negotiations) functions. Have supported clients in Retail, Oil & Gas, Online Services and the Public Sector in transactions with global scope (exceeding $1B to date)



HP

• Azerbaijan
• Online Media

• Senior Engagement Director, Strategic Deals

  • Aug 2006 - Mar 2008

  Responsible for Strategic and Mega-Deal Pursuits coordinating Services, HPFS and Hardware/Software organizations to deliver an integrated value proposition to clients and prospects. Led initial response to Eli Lilly RFP where we went from being an unknown entity (Hardware/Software relationship only, no Services) to being ranked #1 after Orals (HP/EDS subsequently won the business). Responsible for Strategic and Mega-Deal Pursuits coordinating Services, HPFS and Hardware/Software organizations to deliver an integrated value proposition to clients and prospects. Led initial response to Eli Lilly RFP where we went from being an unknown entity (Hardware/Software relationship only, no Services) to being ranked #1 after Orals (HP/EDS subsequently won the business).



Accenture

• Ireland
• Business Consulting and Services
• 700 & Above Employee

• Senior Executive, Infrastructure Outsourcing Sales

  • Feb 2005 - Aug 2006

  Business Development Executive within Accenture's Technical Infrastructure Services organization responsible for selling Infrastructure Outsourcing Services. Business Development Executive within Accenture's Technical Infrastructure Services organization responsible for selling Infrastructure Outsourcing Services.



EDS, an HP company

• India
• Consumer Services

• Strategic Sales Executive, Northern Europe

  • Jan 2000 - Jul 2004

  Responsible for leading complex global sales opportunities. Sold EDS' first-ever business with the Coca-Cola Company. Managed pursuit for largest deal signed by EDS in 2003. Closed over $.5B in TCV and led pursuits with TCV exceeding $6B. Supported EDS France and EDS Northern Europe while living in Paris and Brussels for 4 years

• Business Development Manager, Consumer Goods SBU

  • Nov 1996 - Dec 1999

  Responsible for Sales Support activities within the Consumer Packaged Goods SBU Sales Team. Inner Circle Honoree in 1997 and 1999.



EDS

• Brazil
• Commercial and Industrial Machinery Maintenance
• 1 - 100 Employee

• Account Executive, Technical Manager, and Various Systems Engineering Roles

  • 1984 - 1996

  Systems Engineer (Applications Development), SE Supervisor, Account Manager, Marketing Representative (Infomart), HR Manager Systems Engineer (Applications Development), SE Supervisor, Account Manager, Marketing Representative (Infomart), HR Manager