Experience

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  Industrial Bank

  • Washington D.C. Metro Area

  • Senior Vice President

    • Feb 2019 - Present
    • Washington D.C. Metro Area

    Find new business initiatives and solutions for the firm while leveraging the assets of the bank to maximize existing government opportunities and to find new ones. While creating a culture within the bank that actively pursues new opportunities and embraces new challenges, Terence works alongside top bank executives to determine strategy across the product set and to ensure each new opportunity is profitable in the short and longer term.

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  The Hosten Group

  • Potomac Falls, VA

  • Principal

    • Jan 2011 - Present
    • Potomac Falls, VA

    Provide financial, strategic and executional direction to companies in varied industries.

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  First Data Corporation

  • Washington D.C. Metro Area

  • Director - Strategy and Programs - Government

    • Jun 2014 - Jun 2018
    • Washington D.C. Metro Area

    Established enterprise strategy for the sales organization. Analyzed the competitive landscape and provided the critical input for the newly developed sales organization to determine compensation, organization structure and goals. Examined technologies, channels and payment types to develop new strategies, capabilities and offerings considering emerging technologies, card networks, payment service providers, physical and on-line processors and mobile platforms.Worked on the implementation of US Debit Card program. The US Debit Card is an open loop prepaid program created by the US Treasury Department to provide federal agencies with the ability to deliver payments through prepaid debit cards. Currently over 70 programs and 50 agencies.Direct quota responsibility for several Federal government agencies. Current customers have not had any FirstData exposure.

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  Microsoft

  • Director, Business and Sales Manager,

    • Jun 2009 - Dec 2012

    Drove key business decisions around best ways to go to market and provided a financial rigor to those decisions for key business leaders, enabling them a quick understanding of how the business was moving. Quickly showed the deep understanding of the key business drivers in each district to highlight the value of the Health vertical to each business. Managed vendors and direct management of a team of 6 individuals for the facilities and operations.Built a multi-year strategic roadmap that specified the actions necessary to meet business objectives Held monthly ROB Health calls with the health leads by time zone. This collaboration with different business units created a mechanism to create synergies across businesses and solutions.

  • Director, Operations Manager – WWPS

    • Jul 2005 - Jun 2009

    Engaged subsidiaries around the globe to ensure correct metrics were used and each business entity operated to is maximum ability. Examined each businesses key drivers and helped focus resources appropriately.

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  BearingPoint

  • Pricing Manager

    • Aug 2003 - May 2005

    Developed business and pricing models with winning strategies and solutions for deals over $500million in Total Contract Value (TCV). Analyzed business needs, industry trends and found solutions to identify and sell large, complex consulting and outsourcing engagements, requiring relationships with senior level client executives, third party advisors (TPAs) and industry partners. Deals usually contained customer resources, local BearingPoint resources and resources from a managed center in China or India. Worked on deals in UK, Brazil and Canada, across all verticals. Experienced with all phases of large deal life cycle (generation, pursuit, closure, transition, management). Built creative/innovative engagement models to meet client business objectives, requiring re-badging, onshore, nearshore, offshore delivery models

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  IBM Global Financing

  • Financial Sales Executive

    • Jan 1997 - Jun 2003

    Sold Leasing and Loans to commercial and government customers in metro New York. Annual volume quota above $120 million. Customers ranged from Fortune 500 to small medium companies. Analyzed, priced and structured complex loan and lease transactions. Performed cash flow analysis, competitive market pricing, portfolio residual value risk analysis, and profitability analysis. Led customer negotiations which considered the clients' budgetary and accounting requirements Negotiated the cost recovery of $10 million worth of equipment coming to end of lease, the purchase and lease renewal pricing turned a $1 million loss to a $2 million profit.

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  Pitney Bowes

  • Software Consultant & Systems Integration Engineer

    • 1991 - 1994

    Systems Integration Engineer - 1991 – 1994• Programmed in C programming language, upgrades were performed on time and under budget. • Consulted large mailing operations on turning their mail center from a cost center into a profit center, by using technology and better resource allocation.