-
Hewlett Packard Enterprise
- Global Account Manager
2014 - maintenant
HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and
society. With the broadest technology portfolio spanning printing, personal systems, software, services and IT
infrastructure, HP delivers solutions for customers' most complex challenges in every region of the world.
Worldwide leadership & accountability of Global Account for HP. Articulate and position innovation, compelling
vision of transformational value; define and support business and financial objectives.
* Build, influence collaboration of cross-functional teams (client, internal, ecosystem(s))
* Drive global consistency/strategy (comm's, governance, etc.) as Executive Team member
* Define, execute cooperative vision in Cloud (``X''aaS, IoT) development & negotiation
* Exceeded personal and global team quota(s) (FY08-FY10, FY14 and current)
* Align & deliver services, solutions and KPI's with business objectives/strategies
* Create, monitor, orchestrate, delegate sales pipeline, sales-cycles and funnel accuracy
* Identification to execution of complex, multi-layer/multi-solution opportunities
-
Hewlett Packard
- Global Account Manager
COURTABOEUF
2014 - maintenant
Worldwide leadership/accountability of HP relationship with UBS’s Information Services Group. Articulate and position innovation and compelling vision of transformational value supporting business objectives and targeting financial benefits.
• Collaborate & influence cross-functional teams (internal, external, ecosystem(s))
• Drive global consistency (comm’s, governance, strategy) as Core Team member
• Exploit OneHP/Power of One, ex. key role in UBS Cloud development & negotiation
• Delivered/exceeded global team quota (FY14)
• Align KPI’s with business strategies
• Monitor and orchestrate sales pipeline, sales-cycles and funnel accuracy
• Identify and execute complex, ‘multi-prong’ global growth/solution opportunities
-
Hewlett Packard
- Business Development Manager
COURTABOEUF
2010 - 2014
Multi-year global initiative between HP and Microsoft; Define and execute Go-To-Market within EMEA, drive revenue, collaboration/enablement, direct/indirect, accelerate/coordinate sales; shape large complex/scale activities.
• Key sales/business development-expansion leadership role for EMEA region
• Surpassed responsable quotas (revenue/margin targets) FY11-FY13
• New Business Development & Acquisition, Account/feasibility Planning, Gap Analysis
• Animate solution & competitive knowledge; leverage internal/external ecosystem(s)
• Coordinate Contributors & Enablement: Executives (HP & MS) to Multi-cultural field
(EG, ES, MS, channel) teams to define and align client centric sales interests
• Build and execute country and sub-regional business plans
• Engage/harmonize stakeholders and position well-targeted and designed solutions
-
Hewlett Packard
- Business Development Manager, EMEA Cloud
COURTABOEUF
2010 - 2014
Multi-year global initiative between HP and Microsoft; Define and execute Go-To-Market on converged systems
within EMEA; drive revenue, enablement, direct/indirect, accelerate/coordinate sales; shape complex activities.
* Sales/business development leadership in incubation (GTM) team for EMEA region
* Delivered and surpassed responsable quotas (revenue/margin targets) FY11-FY13 ;
* New Business Development & Acquisition, Account/feasibility Planning, Gap Analysis
* Animate solution & competitive knowledge; leverage internal/external ecosystem(s)
* Built Synergy, Coordinated Contributors & Enablement: Executives (HP & MS) to
Multi-cultural, multi-disciplined field teams to define/align client centric sales interests
* Built and executed regional, sub-regional and country business plans
* Engaged/harmonized stakeholders and positioned well-targeted and designed solutions
-
Hewlett Packard
- Global Volume Direct Sales Manager, ESSN
COURTABOEUF
2008 - 2010
Directed and managed HP EG/ESSN solutions globally to UBS. Identified and translated business objectives to
actionable initiatives while influencing and adapting internal and external processes for optimal business outcome.
* Positioned HP as Trusted Advisor (win-back/turn-around)
* Executed contract reviews: one-time projects, multi-year engagements/framework ;
* Exceeded global quota (FY08-FY10); increased EMEA 3-fold; delivered WW margin
recovery
* Initiated & delivered 1st competitive success - balanced client/HP business objectives
-
Hewlett Packard
- Global Volume Direct Sales Manager, ESSN
COURTABOEUF
2008 - 2010
Directed and managed HP EG/ESSN solutions globally to UBS. Identified and translated business objectives to actionable initiatives while influencing and adapting internal and external processes for optimal business outcome.
• Repositioned HP as Trusted Consultant
• Supported contract reviews: one-time projects, multi-year purchasing and framework
• Exceeded global quota (FY08-FY10); increased EMEA 3-fold; delivered WW margin
recovery
• Initiated & delivered 1st competitive success – balanced client/HP business objectives
-
CM Consulting
- Consultant
2007 - 2008
Conscience and Manifestation Consulting delivers global insight management to multiple industry sectors seeking
business expansion, sales process/ growth, change management, marketing and emerging intelligence consultation.
As a ``think tank'' for progressive, creative, and dynamically pragmatic solutions, CM offers go-to-market
experience with focus areas of retention and acquisition activities.
-
CM Consulting
- Consultant
2007 - 2008
Conscience and Manifestation Consulting delivers global insight management to multiple industry sectors seeking
business expansion, sales process/ growth, change management, marketing and emerging intelligence consultation.
As a ``think tank'' for progressive, creative, and dynamically pragmatic solutions, CM offers go-to-market
experience with focus areas of retention and acquisition marketing.
-
Banta Corporation
- Director, Business Development
2005 - 2007
Banta/RRD, global technology and market leader in professional services: print/communications, marketing (e.g.
direct, db, e-), packaging, hosted and offshore services, publishing, digital, logistics/supply chain management.
Direct commercial, global management and new business development: team leadership, marketing, outsourcing,
solutions/delivery management, contract negotiations. Influence and promote.
-
Banta Corporation
- Director, Business Development
2005 - 2007
Banta/RRD, global technology and market leader in professional services: print/communications, marketing (e.g.
direct, db, e-), packaging, hosted and offshore services, publishing, digital, logistics/supply chain management.
Direct commercial, global management and new business development: team leadership, marketing, outsourcing,
solutions/delivery management, contract negotiations. Influence and promote.
-
Banta Corporation / RR Donnelley
- Business Development Director
2005 - 2007
Banta/RRD, global technology and market leader in print, marketing (e.g. database, e-marketing), publishing (e.g. electronic, traditional), logistics and supply chain management.
Direct commercial sales management and new business development functions; including, team definition and leadership, technology/product deployment, CRM, contract negotiations and support. Combine dynamically strong influence and awareness skills to showcase value, maximize profitability, and manage risk. Partner with management team and functional areas to provide solutions for: technology (soft hard)/telecom, advertising, financial, entertainment/leisure, retail, auto, and FMCG-CPG market sectors.
Selected Achievements:
•Consistently developed sustainable relationships - CXO level - Fortune 100 companies; multi-national; influenced, motivated, grew sales projections and market share.
•Exceeded sales target - group $118 million (2006).
•Instrumental orchestration for development of branded, web-enabled multi-channel creative services software for marketing and maintenance objectives within key global clients.
•Formalized market strategies, territory definition and peer achieve/measurement models.
-
Data Recognition Corporation
- Director Commercial Business Development & Account Consultant
2001 - 2005
DRC, full service onshore/offshore educational testing, survey design, market research, critical
communications, document and data workflow management company.
Launched Document Services division. New market definition, BP/performance management, international
project development, team management and market research to achieve strategic goals. Managed executive
accounts and international project staff. Negotiated/implemented strategies for M&A/e-Business services
with on-demand and just-in-time processes as member of corporate Vision Team.
-
Data Recognition Corporation
- Director Commercial Business Development & Account Consultant
2001 - 2005
DRC, full service onshore/offshore educational testing, survey design, market research, critical
communications, document and data workflow management company.
Launched Document Services division. New market definition, BP/performance management, international
project development, team management and market research to achieve strategic goals. Managed executive
accounts and international project staff. Negotiated/implemented strategies for M&A/e-Business services
with on-demand and just-in-time processes as member of corporate Vision Team.
-
Data Recognition Corporation
- Sr. Business Developer/Key Account Management
2001 - 2005
DRC, full service educational testing, survey design and int’l document/data management company.
Responsible for developing and leading Document Services division. New market development, large project, team management with market research to achieve strategic goal of $28 million dollars within first 30 months. Managed all executive accounts and international project staff. Developed, negotiated and implemented strategy to market M&A / eBusiness Services as member of corporate Vision Team.
Selected Achievements:
•Secured multi-institution eSolutions service bureau application status for financial market.
•Achieved 108% annual sales goal; $4.25 million per annum - team goal of $25 million.
•Negotiated 1st multi-year service (hard-soft) contract with one of North America’s largest financial services organization.
-
Holden Communications
- Business Development & Commercial Manager
1998 - 2001
-
Holden Communications
- Business Development Consultant
1998 - 2001
Internationally recognized leader in design, manufacture and distribution of graphic arts, print and fulfillment/distribution services.
Introduced peer management and TQM processes to facilitate corporate structuring and branding. New business strategy and development, manage executive relationship and channel partners. Developed e-Business strategy to compliment document management and customer communication services. Monitored tactical and strategic performance to ensure alignment with corporate goals.
Selected Achievements:
•President’s Club recognition (’98-’01): outstanding leadership and sales/growth targets.
•Standardized and measured sales support levels for continuous improvement.
•Increased key account profitability by 42% - implemented online/internet order entry, processing and fulfillment tools; efficiency modeling.
-
Holden Communications
- Business Development & Commercial Manager
1998 - 2001
-
Holden Communications
- Business Development & Commercial Manager
1998 - 2001
-
Palm Brothers
- Sales, Business Development Manager
1992 - 1998
-
Palm Brothers
- Contract Sales / Sales Manager
1992 - 1998
National foodservice supply & equipment, design and consulting company.
Selected Achievements:
• Contract Sales: developed, fostered international manufacturer and chain relationships.
• Sales Manager: lead, nurtured team growth to achieve corporate goals.
• Sales Associate: achieved 1st corporate $1+ million retail sales objective.
-
Palm Brothers
- Sales, Business Development Manager
1992 - 1998
-
Palm Brothers
- Sales, Business Development Manager
1992 - 1998
