Experience

• 

  JW Danthforth

  • Syracuse, NY

  • Business Development Manager

    • Feb 2017 - Present
    • Syracuse, NY

• 

  Siemens Industry, Inc.

  • State of Arizona

  • Asset Management/Smart & Sustainable Cities

    • Jun 2014 - Apr 2016
    • State of Arizona

    • Business Development Management, STEM Education, Performance Contracting Sales, Asset Management, and Negotiations. • Strong leadership, managerial, and teaming qualities. • High level of negotiations background and skills with CEOs, CFOs, COOs, Presidents of universities and associated staff, municipal leaders with state, county, and local governments.• Strong interpersonal and communication skills exemplified by successful sales engagements at all levels cultivating long-term relationships.• Successful solutions identification, selling, applications expertise, and construction of startup organizations.• Apply solutions with other divisions of Siemens to best meet the goals of the client.• Excellent relationship building to penetrate all markets.

• 

  Midstate Energy, LLC

  • State of Arizona

  • Business Solutions Executive (Public Sector)

    • Mar 2013 - Aug 2013
    • State of Arizona

    • Develop the municipal and higher education markets with Performance Contracting.• Manage employees within the organization to expand their skill set for these new vertical markets for Midstate Energy.• Oversee all activity to achieve the State of Arizona ESCO Qualification allowing Midstate Energy to execute state contracts.• Develop numerous relationships with various firms to elevate the qualification process and relationship building for decision making executives in all markets.

• 

  NORESCO

  • New York State

  • Business Development Manager-NYS (Public Sector)

    • Feb 2010 - Feb 2013
    • New York State

    • Managed NYS sales opportunities in public sector and mentor sales professionals with qualifying clients.• Assist sales professionals with sales process adapting to municipal NYS law, financing, technical merit, risk assessments, political relationships, asset management, forecasting, revenue flow, and expense budgeting.• Address specific customer objectives for each facility, recognize cost-effective opportunities and assist with presenting an implementation strategy consistent with long-term goals of clients.• Foster relationships with professional associations, A/E firms, business partners, legal firms, lending institutions, and all organizations representing incentives or grants for a given opportunity.

• 

  Siemens Industry, Inc.

  • Buffalo/Niagara, New York Area

  • Senior Account Executive/Performance Solutions (Public Sector)

    • Mar 1995 - Feb 2010
    • Buffalo/Niagara, New York Area

    • Startup business with Performance Contracting with public sector Article 9, NYS Energy Law that commenced in late 1994. We lead the nation for Siemens for nearly a decade.• Develop and implement plans for strategic accounts that exceed expectations in revenue retention/growth, account profitability and customer satisfaction/loyalty in the public sector.• Cultivate long-term relationships with the appropriate key municipal decision makers in local and county government inclusive of elected officials, appointed officials, and legislative bodies. Understand the political landscape and power within each municipal organization.• Cultivate long-term relationships with the appropriate key higher education decision makers inclusive of the Presidents, CFOs, COOs, and Facility Directors. Have a complete understanding of how a university can execute a contract in the State University of New York (SUNY) system.• Cultivate long-term relationships with School Superintendents, Business Managers, Facility Directors, and Boards of Education to completely understand the politics of this mix of professionals to succeed for contract execution.• Identify and resolve more complex problems and apply problem-solving skills.• Manage a team of professionals inclusive of project managers, energy engineers, chemical engineers, administrative professionals, and channel partners for contract execution.• Accurate forecasting and accountable expense allocations.• Attend both state and national conventions with appropriate public sector associations.

• 

  Honeywell

  • Buffalo/Niagara, New York Area

  • Mechanical Services Senior Account Executive

    • Jan 1992 - Mar 1995
    • Buffalo/Niagara, New York Area

    • Develop and execute preventive maintenance and full coverage multi-year contracts associated with EMS, fire, and HVAC in all vertical markets.• Execute Performance Contracts for qualified private sector clients.• Research both the financial status and organizational structure of the future private sector client.• Forecast accurately for monthly reports and execute ethical expenses.• Focus on existing as well as new clients.

• 

  Citizens National Bank

  • New York State

  • Executive Senior Management

    • Jun 1980 - Aug 1986
    • New York State

    • Reported to the Board of Directors.• Responsible for supervising and managing all employees.• Responsible for managing corresponding accounts with JP Morgan Chase.• Daily responsibility with Federal Reserve transfers (Federal Funds)• Supervised and approved all daily cash balances, checking and savings account department, mortgage department, safe deposit box administration with death or criminal activity, and all audits.