Experience

Exostar

• Software Development
• 100 - 200 Employee

• Enterprise Account Director

  • 2017 - Present

  Exostar is a leader in secure cloud-based solutions that improves collaboration and information sharing through cloud-based, single sign-on (SSO) identity and access management (IAM) platform helping Life Science organizations protect their intellectual property and streamline authentication and credentialing of external partners. Exostar Life Science Business Solutions Include: ► Identity and Access Management – (IAM) ► Secure Single Sign-On - (SSO access into federated, highly data sensitive, Clinical R&D platforms) ► ID Authentication & Provisioning ► Multi-Factor (ID) Authentication - (MFA) ► Digital (PKI) Certs - (LOA 1/LOA 2/LOA 3) ► Enterprise Collaboration - (clinical communities knowldege & data sharing; digital rights management; dig signings; large file transfer, etc.) ► 3rd Party | Supplier Risk Management Security Standards & Protocols ► General Data Protection Regulation – (GDPR) ► NIST Framework - (800-171) Business Use Case Partners ► Clinical R&D Operations & IT ► Enterprise Knowledge Managent ► Info Risk Management and Security Strategic Memberships ► Identiverse | IDPro Show less



KPIT Cummins Global Business Solutions Limited

• India
• 1 - 100 Employee

• Account Director

  • 2014 - 2017

  AD responsibilities included, partnering with OEM channels and direct customers, to build “Trusted Advisor/Executive Sponsor” level relationships in order to create demand generation; long-term client retention and winning new business revenue. This was done through deep analysis/understanding of the customers’ entire business enterprise and via highly strategic account planning. Then executed upon delivering business solutions, based on specific customer needs, mapped to following areas of IT, and digital innovation: ► Enterprise Cloud - (Private/Public/Hybrid >> AWS/Azure/HPE Helios/Oracle Cloud) o (HPE: Veritica Analytics/Hadoop/Tableau) o (SAP: BI-BOBJ/Lumira/Fiori/CRM/ERP/SCM/SuccessFactors) o (Oracle: ExaData/Oracle BI OBIEE/Hyperion)  Connected IoT – (Intelligent Enterprise/Condition Based Predictive Analytics/Cloud BI Engine/Rivolo) ► HANA Enterprise Cloud – (In Memory/Big Data Advanced Analytics)  Enterprise Applications/Database Infrastructure Managed Services– (SAP Basis/Oracle Exalogic/JDE-CNC) ► Digital Workplace Transformation Achievements ► (2015-2016) - Exceeded Individual Contributor Plan / Sales Quota by 112% ► (12/2014 - 12/2016) - Ranked #1 on National Account Team Vertical Focus ► Life Sciences – (Pharmaceuticals and Medical Devices) ► Strategic HiTech Partnership – (Hewlett Packard Enterprises) ► Manufacturing – (Industrial/Specialty Metals) Show less



Verizon Business

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Senior Account Executive

  • 2012 - 2013

  SAE roles and responsibilities included: partnering with OEM Channels and working directly with customers to clearly understand customers’ global enterprise/operations/lines of business; creating detailed account plans/matrix; customer demand generation; ensuring long-term customer retention; developing Trusted Advisor/Executive Sponsor relationships, and new revenue generation. Then charged with mapping and delivering Verizon’s innovative solutions to customers based on their unique business needs. Lastly responsible for dotted line management of “B-End Sales” located in NA-(US/Canada) EMEA-(Belgium), APAC-(Singapore), LATAM-(Mexico) regions. Portfolio of Solution Offerings ► GxP & Verizon Dynamic Cloud – (Managed/Private/Hybrid for Commercial & Healthcare/Life Sciences) ► Digital Telematics/IoT – (Connected Clinical for R&D) ► CyberTrust Intelligence & Managed Security– (Dedicated SOC/SEIM/ATIMS) ► Machine to Machine/M2M – (LTE and Consumer Utilization and Analytics) ► EMaaS – (Cloud Based Enterprise Workforce Mobility) ► UCaaS - (Cloud Based Immersive and Open Video) ► Global Intelligent Networks – (LTE to PIP-MPLS/Private IP/Remote Office) Achievements ► (2012/2013) - Spearheaded “Win-Back Sale”, in New Merck Revenue, Worth $32M USD, Over a “3+1+1 Term” ► (2013) - Closed Additional New Revenue with Customer Subsidiary, Worth $800,000 USD ► (2013) - Exceeded Individual Contributor Plan / Sales Quota by 140% ► Please Note: I personally resigned from this role after only a year, due to my Father being diagnosed with a terminal illness. Immediately returned to Maine to assist parents. Show less



Exxova, Inc.

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• Senior Business Development Manager

  • 2009 - 2012

  Responsible for selling first to market, Innovative, cloud-SaaS based, mobile business intelligence platform (“MyBI”) and ExXova’s proprietary, “ExXactView” BI Data Visualization solution. Partnered with SAP and Oracle Channels, as well as with direct customers to create well defined account plans; customer demand generation; long-term business partnerships; new revenue generation and building Trusted Advisors relationships - by strategically successfully delivering ExXova’s BI solutions mapped to our customers’ specific BI needs. “MyBI” - Cloud-SaaS Based | Mobile BI Platform  BI Dashboard Architecture – (BOBJ/Xcelsius/Crystal/Webi/BeXX/OBIEE-Hyperion)  Mobile Device O/S – (iOS/Android)  SaaS Hosting Infrastructure - (AWS) “ExXactView” - BI Consulting Services | Custom Data Visualizations Development  The “ExXactView” solution assists customers to architect highly customized, Data Visualizations – (DVs) for accurate KPI/BI reporting. The consulting process aligned “Senior ExXactView Business Analysts” with customer stakeholders – (HR/Ops/Finance/Controlling) - to architect specific DVs for final consumption by Executive Leadership. Show less



CSI

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• National Accounts Manager

  • 2003 - 2009

  Responsible for consultatively partnering with OEM Channels and direct customers to win new business revenues by selling applications and Business Intelligence design/development /QA/post-production managed services. Managed Service Technology Platforms Focus  BI/BPM/EPM - (SAP NetWeaver-BW/SAS/Informatica/MicroStrategy I Hyperion)  SDLC, Custom Applications Development - (Oracle/Java/.NET Framework/WebLogic/WebSphere)  Enterprise Applications Implementations - (SAP R.3/ECC6/Oracle 11i/Oracle 12g)  QA/Compliance/Validation - (SAS Base-Graph-Stat/Mercury/Manual QA) Achievements  (2004/2005/2006/2007/2008/2009) - Exceeded Individual Contributor Plan / Sales Quota by >100% Vertical Industries Focus  Life Sciences - (Pharmaceuticals)  HiTech Partnerships – (BI Software ISV & OEMs)  Financial Services – (Private Client/Securities/Retail Banking) Show less



RDX

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• Regional Sales Manager

  • 2000 - 2002

  Charged with consultatively acquiring new business revenuers by selling Remote DBA and application service solutions through the Oracle Channel and to direct customers. Specifically, responsible for providing remote DBA, Custom Apps Development and managed service solutions. Remote Database Development | Support ► RDBMS - [SQL Server | Oracle 7x / 8i / 9i | IBM DB2-UDB] Custom Applications Development ► Development Platforms – [.NET Framework | Oracle IDS | 9i App Server | Discoverer] Full Lifecycle - Enterprise Package Applications ► ERP - [Oracle 11i – CRM |HRIS | AP/AR FINS | SCM | APO | OM, etc.] Achievements ► Completed [2001 | 2002] @ >100% of $2M - $3M Sales Plans Verticals Focus ► Healthcare | Life Sciences– [Pharmaceuticals | Healthcare Providers] ► Manufacturing – [Chemicals/Polymers | CPG | Steel/Aluminum] ► Financial Services – [Securities | Retail Banking] Show less



Capgemini

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

• Key Accounts Manager - [iGate | Mastech]

  • 1997 - 2000

  As a Key Accounts Manager on the Enterprise Network Solutions and IBM Global Services Divisions - primary responsibilities encompassed developing new business opportunities; daily account/opportunities management; stakeholder relationship building; and closing new business/revenues. Consulting | Managed and Professional Services Focus ►Custom Apps & FLC Implementation – [Analysis | Design | Dev | QA | Implement | Support] ►Enterprise Infrastructure – [Data/Voice Networks | NOCs | Enterprise | Data Centers] Verticals Focus ► Banking | Finance | Insurance | Securities ► Systems Integrators – [IBM | AT&T] ► Pharma | Life Sciences Enterprise Network Solutions Achievements - [March 1999 – February 2000] ► Sales Lead in the process of winning / securing an $18,000,000, multi-year term project to design, build, manage and maintain multiple nationwide NOCs for AT&T Wireless. ► [1999] – Completed - @ >100% of Sales Plan IBM Division Achievements - [September 1997 - March 1999] ► Instrumental in establishing this group into a viable profit center for iGate. IBM Services Division grew to approximately $32M of new revenues in just under 4 years. ► [1998] – Completed - @ >100% of Sales Plans Show less



Alcatel-Lucent Enterprise

• France
• Telecommunications
• 700 & Above Employee

• Account Executive

  • 1990 - 1997

  While with Lucent, sold voice and data communications (LAN) systems to “enterprise companies” in the greater Pittsburgh Metro area. Daily sales responsibilities included: new business development, existing account management, after market sales, and reporting all weekly/monthly sales activities as well as detailed forecasts to the regional director. Strategies for new business development encompassed the following activities: Cold/warm calling, after-market sales, presentations/proposals products, memberships to professional organizations, contract negotiation, client referrals, direct marketing campaigns, and thorough territory management. Achievements: ► [1996-1997] - Completed >100% of Sales Plan ► [September 1997] - Awarded “Lucent Achievers Club” Status Show less



Miller Freeman Publications

• San Francisco, California

• Account Development Manager

  • 1990 - 1996

  Responsible for new business development and managing all national advertising accounts for the start-up publication, “InterActivity”. Sales Activities - [Cold calling | lead generation | client presentations | trade show presence | direct marketing campaigns | contract negotiation | monthly sales forecasting | long-term customer retention] Achievements ► Completed - [1992 | 1993 | 1994 | 1995] - @ >100% of Sales Plans Responsible for new business development and managing all national advertising accounts for the start-up publication, “InterActivity”. Sales Activities - [Cold calling | lead generation | client presentations | trade show presence | direct marketing campaigns | contract negotiation | monthly sales forecasting | long-term customer retention] Achievements ► Completed - [1992 | 1993 | 1994 | 1995] - @ >100% of Sales Plans