Senior Director, Sales Engineering (teoco)

After the acquisition; same responsibilities.

Vice President, Network Solutions (Aircom)

Led the solutions architects (pre-sales) and technical delivery (project management, engineering) organizations in the Americas; developed and delivered complex software and network solutions including software products, applications, infrastructure, and services for big data, advanced analytics, business intelligence (BI), data sciences, customer relationship management (CRM), customer experience management (CEM), cost, fraud and risk management, routing optimization, service assurance, network planning, optimization, OSS / BSS, consulting, and professional services.

§    Established new mobility solutions practice: $1.5M revenue, 35% margin, 98% customer satisfaction.

§    Established rapid software application development (RAD) team; led to 3 new customers, and millions in new revenue.

§    Developed targeted bids and proposals, quotes, commercial and technical contracts, SLAs; increased win rate by 10%.

§    Streamlined operations and added new software and network solutions delivery capabilities, such as CEM, and turn-key.

§    Transformed consulting business to increased value-added solutions model, increasing profitability by 20%.

§    Directed business process re-engineering programs for Tier 1 customers: optimized for cost, speed and automation.

§    Managed governance and life-cycle of portfolios, programs and projects: on-time, on-budget, with quality execution.

§    Directed globally dispersed teams of solution architects, project managers, engineers and consultants.

FUJITSU –  Richardson, TX 2009 - 2012

Senior Manager, Professional Services

Directed and expanded the Professional Services (PS) business unit from $8 to $12M revenue. P&L owner and head of Product Line Management, defined and implemented vision, strategy, roadmaps, and governance. Shifted strategic direction to new and innovative software solutions, such as applications development, analytics, big data and IT systems integration.

§    Drove Salesforce.com cloud implementation program ($1.5M): migrated PS business into the cloud.

§    Established PMO, managed structure, governance and IT platform migration from MS Project to Sciforma PPM.

§    Closed Fujitsu’s first major design services deal and contributed to closing its largest multi-year services contract ($2M).

§    Created web-based catalogue procurement system and re-engineered related processes, saving 30% in costs.

§    Delivered 25% cost reduction through localized delivery model, and contracts renegotiation with over 40 suppliers.

§    Led data center IT modernization programs: re-designed, upgraded, optimized and integrated software and network systems

§    Leveraged SDLC, agile and scrum methods, cutting software development cycle, improving quality and minimizing rework.

§    Implemented effective services quality system: TL9000 compliance, Six Sigma: 98% CSAT, 10% business forecast accuracy.

§    Forecast, measured and improved business, projects portfolio and talent performance, reflected on the corporate scorecard.

NORTEL – Richardson, TX  1999 - 2009

Senior Product Line manager           2006-2009

Oversaw and developed global IT Managed Services portfolio ($80M). P&L owner, accelerated revenue and margin assurance, cost control, program and project delivery excellence, increased managed services margin from 10% to 30%; introduced, deployed and managed new SaaS and cloud-based solutions: added 30 new clients in the US and increased revenue by 25%.

§    Raised profitability 20% by driving global IT delivery model, supply chain and process optimization.

§    Developed new vertical markets for healthcare, utilities, municipalities, transportation: $10M (45% over target).

§    Established sales channel enablement programs: certification, specialization, authorization, and support programs.

§    Introduced and managed SaaS and cloud-based solutions: added 20 new clients and increased revenue by 25%.

§    Established project management office and security operations center: institutionalized best practices and governance.

§    Managed programs and projects through gates, fulfillment and complete lifecycle: 98% business case benefits realization.

Manager, Global Operations             2004-2006

Directed advanced network analytics team and managed IT platforms and infrastructure. Delivered customer experience management excellence and lowered total cost of ownership through measurable performance, reduced costs, accountability, relationship management, and team development.

§    Introduced and implemented superior, high availability network analytics platform; eliminated backlog of 50 customers.

§    Established service desk, knowledge management system, and outsourced non-core IT software development.

§    Managed software engineering team of 20 and implemented accountability, performance and quality standards.

§    Evaluated suppliers and software applications, focusing on strategic alignment, benefits realization, and cost savings.

Business Development Manager           2003-2004

Developed global network solutions business through market and customer strategies, relationships building, and consultative sales.

§    Introduced revenue assurance, profitability and sales operations performance: $10M in new revenue, 35% margin.

§    Provided customer, market and sales leadership: forecast, bids and proposals, pricing, account and deal reviews, strategy.

§    Introduced new marketing initiatives, forged new alliances, re-engineered sluggish sales force: 10% sales growth.

Product Manager           2001-2003

P&L owner, managed Professional Services practice and successfully built new Assisted Operations business ($25M).

§    Oversaw products and portfolios lifecycle, provided strategic, business sales, and delivery leadership.

§    Conducted market planning and competitive analysis, measured customer, engagement and delivery success.

§    Managed requirements, channel partners, suppliers, SLAs and contracts worth more than $40M.

Senior Network Engineer           1999-2001

Led IT systems design, optimization, integration and technical project management services delivered to Tier-1 customers for voice and data mobility network planning, deployment, and software upgrades programs.

§    Drove engineering workforce planning, resource utilization, suppliers, programs and quality initiatives.

§    Handled up to 12 technical projects at one time through full project lifecycle: 98% on-time, on budget delivery.

§    Reduced costs, rationalized suppliers base, created engineering standards and best practices, resulting in 25% costs savings.

TELEWORX – Vienna, VA 1998 - 1999

Senior Network Consultant