Visionary Leadership with Expertise in Building, Managing, and Growing SaaS and Cloud Services, Professional Services, and Pre-sales Organizations

 

Driven and focused senior business technology leader with cross functional experience and demonstrated success in leading sales, marketing, and operations, delivering optimal results in sales, cloud, application management and professional services, and exceeding operational, programmatic, and financial goals. 

Strong sales and management background in developing scalable global solutions and teams, and implementing effective high growth business plans with coordinated go-to-market strategies and corresponding organizational alignment. 

History of building and leading high performance teams, effecting organizational change and strong adoption of new business models, and creating competitive differentiation in the SaaS and Cloud marketplace.  

Leadership & Performance ManagementSales & Service Enablement

Technology Portfolio Creation & Product ManagementMulti-Year Business Strategic Planning

Contract NegotiationExecutive Facilitation

 

DYNAMIC RESULTS

v       BUSINESS TRANSFORMATION Responsible for launching and scaling Kronos Cloud Services (the fasting growing business in Kronos history) as Kronos transitions from a software product organization to a cloud based workforce management solutions provider.  Led the design and build of six global data centers in USA, Canada, and United Kingdom including business development, presales and operational support teams as well as processes, and supporting tools.

v       HIGH PERFORMANCE TEAMS Recognized as a Kronos Legend Maker (annual incentive program) as a manager/leader six times since 2008.  Hired over 150 sales, technical, and management resources (in India, United Kingdom, and USA) to build the cloud services business development and delivery organizations.  Additionally, hired over 50 highly experience billable consultants for professional services.  Developed the next generation cloud training curriculum for the sales, presales, and services organizations to broaden and deepen cloud knowledge across the global organization.

v       PIPELINE, BOOKINGS, AN REVENUE GROWTH Grew cloud, SaaS, and application management services pipeline from less than $1M to $76M from 2009 through today.  Grew cloud and SaaS services bookings from $2M annual contract value in 2009 to $29M in 2014.  Grew cloud and SaaS revenue from $0 to $40M annually from 2009 to 2014.

 

EXPERIENCE AND ACHIEVEMENTS

Director, Cloud Services (2009-Present)

Promoted into a newly created role chartered with developing the rolling multi-year business plan, go-to-market strategy, and organization for a $1B annual revenue provider of workforce management solutions targeting enterprise and mid-market spaces in the manufacturing, healthcare, retail/hospitality, financial services, logistics and public sector industries.  Lead the vision and execution of marketing, sales support, and operational delivery teams for Kronos cloud hosting, SaaS, and application management services. 

·             Consistently overachieved year-over-year cloud services sales goals against budget and averaging 50% year-over-year line of business growth (most recently booking $29.4M in annual contract value worldwide for fiscal year 2014).

·             Business lead for the evaluation, selection and investment decision, and the execution build out of data centers for deploying cloud solutions globally with six data centers across three countries in North America and Europe.

·             Established the organizational structure, jobs, teams, processes and tools for deploying and managing cloud based solutions and integrated processes from legacy software organization to software as a service solution provider.

·             Directly participate in the largest and most complex cloud sales opportunities to position the value of services and negotiate final contracts on behalf of Kronos sales teams.

Practice Director, Professional Services (2004-2009)

Led a team of 65 consultants comprised of project managers, solution consultants, technical consultants, and functional business consultants to deliver enterprise and mid-market implementation and managed services for Kronos workforce management solutions.  Played a key role in sales opportunities targeted at complex global prospects.

·             Consistently grew practice revenue (from $6M to $18M) and margin (from 21% to 32%) annually from 2004-2009.

·             Increased hourly billing rate and utilization performance of resources consistently year-over-year.

·             Evolved to lead the implementation projects of the most complex global implementations for the largest customers.

·            Formally launched the Kronos managed services offerings to extend revenue cycles beyond implementation phases of projects generating $3M (and growing) in incremental revenue annually.

 

AT&T (formerly USinternetworking), Annapolis, MD2000-2004

Manager, Pre-Sales Solution Engineering (2001-2004)

Strategic sales team leader driving complex sales cycle of ERP (PeopleSoft) and payroll/payroll tax hosting hosted application service provider (ASP) solutions.  Led business case analysis tool development and solution presentations for sales opportunities.

·             Team achievement included landing $100M in annual recurring revenue contracts.

·             Developed patent pending business case analysis tool for total cost of ownership analysis.

·             Acted as lead for merger integration activities into USinternetworking/InterPath data centers.

Product Manager, Pre-Sales Solution Engineering (2000-2001)

Product manager and lead architect that developed the global platform for deploying PeopleSoft applications in managed hosting and remote application management models.  Key role in launching data centers in Annapolis, Maryland, Milpitas, California, and Amsterdam.  Lead role in developing pricing proposals, contracts, negotiation strategies, and go-to-market strategy for new ASP industry model.

·             Developed and productized hosted and remote ASP model for managing PeopleSoft applications hosted in data centers.

·             Developed and implemented monitoring tools and processes for operationally managing solutions in single tenant architectures.

 

PricewaterhouseCoopers, LLP, Linthicum, MD1997-2000

Management Consultant (1997-2000)

Implemented large scale enterprise software solutions for fortune 500 companies using standard lifecycle methodologies.  Systems implementation skills included custom developed software for commercial insurance businesses and utility billing systems as well as major ERP solutions including Oracle Financials and  PeopleSoft HR and Financials.  Acted in lead infrastructure designer for windows, unix, and linux based platforms leveraging Oracle and SQL Server databases.  Acted in lead role for integration, reporting, systems management, and disaster recovery solutions for customers.

·             Developed and implemented variety of best practices strategies, processes, and procedures for customer to manage ongoing implemented solutions

·             Achieved highest ratings for quality deliverables and utilization goals within consulting practice

 

EDUCATION

Johns Hopkins University, Carey Business School, Master of Business Administration

Washington College in Maryland, Bachelor of Arts in Psychology

 

PROFESSIONAL SPEAKING ENGAGEMENTS and AFFILIATIONS

Technology Services Industry Association (TSIA) 2011

Society Human Resource Management (SHRM) 2014 and 2013

American Payroll Association Congress (APA) 2014 and 2013

Canada Payroll Association Congress (CPA) 2014

KronosLive Latin America User Conference 2012

KronosWorks Worldwide User Conference 2014, 2013, 2012, 2011, 2010, and 2009

Legend Maker 2014, 2013, 2011, 2010, 2009, 2008

Andrew.manos10@yahoo.com                               C:+1.443.812.5739