Don Goldstein

  • Alpharetta GA
Don Goldstein

Business Development Executive ▪ Account Executive

Summary

An accomplished leader who delivers value by creating and selling innovative business and technical solutions. Applies expert knowledge and 25+ years experience of the full IT value chain (strategy & management; applications and infrastructure; consulting and outsourcing) to affect business and technology transformations.

  • As a Business Development Executive, sold and negotiated over $4 billion in IT services and products with consistent over-achievement of sales and other performance targets.
  • As a Management Consultant, drove business and IT strategies, processes, and solutions to accelerate time to market, reshape business models and reduce costs by millions of dollars.
  • As a CIO, directed and reinvigorated the IT function by modernizing the application and infrastructure portfolios, improving management processes and rebuilding the organization.

Work History

Work History
2011 - Present

Business Development Executive

CSC-Computer Sciences Corp

Business Development Executive Atlanta, GA
▪ Sold IT outsourcing arrangements for applications, cloud, data center, network, mobility and end- user managed services. Member of large/strategic growth team and focused on company's top-tier clients.
▪ Rebuilt the relationship and services portfolio with a Fortune 100 manufacturing account. Significantly improved client's relationship with CSC by driving innovation and improved commercial models. Closed $400 million of new application and infrastructure business.
▪ Created a new offering for network services using an as-a-service model and closed $40 million of new business. ▪ Developed and sold new commercial models based on cloud compute and storage. Drove new capabilities within CSC and transformed the way CSC goes to market. Closed $60 million of new business.
▪ Developed and sold new approaches for service management. Centered on next generation service desk and an integrated IT supply chain (multi-provider, automated, ITIL and Agile/ DevOps). Closed $50 million of new business.

2008 - 2011

Business Development Executive

IBM-Global Business Services
Business Development Executive Atlanta, GA ▪ Led business development for application delivery services in the Distribution and Life Sciences industries. Drove global sourcing, portfolio rationalization and process improvements. ▪ Identified and closed contracts in excess of $350 million. ▪ Led a life science company in reducing costs by $150 million while developing a new delivery model based on a“ Software Engineering Supply Chain”. Closed a $190 million contract for application development and management services. ▪ Led a consumer products company in increasing value from its SAP investment by enabling new business capabilities and reducing support costs. Closed $25 million in new business. ▪ Led the commercialization of IBM's next generation delivery model, based on collaborative and social networking, component reuse and agile development.
2003 - 2008

Director of Transformation Services

EDS
Director of Transformation Services Atlanta, GA ▪ Led existing and prospective clients in defining application strategies and transforming their IT capabilities and organizations. Improved the service quality and cost of IT delivery. ▪ Sold over $1. 5 billion in application and infrastructure outsourcing deals. ▪ Led a large telecommunications company in significant IT process improvements. Drove program to improve performance and save over 25%. Closed a $300 million application outsourcing arrangement. ▪ Recognized leader within EDS for driving new delivery mechanisms, reconstituting service capabilities and redefining how EDS goes to market.
2000 - 2003

Senior Manager

PricewaterhouseCoopers Consulting/IBM
Senior Manager Atlanta, GA ▪ Senior consultant with emphasis on business and IT improvements in the utilities industry. ▪ Led an electric utility in redefining its financial and supply chain processes. Delivered $15 million of project benefits. Subsequently sold a $15 million PeopleSoft ERP implementation. ▪ Developed the business continuity plan for a large utility. Conducted the business impactassessment, defined programs to reduce exposures, and introduced approaches to mitigate the impact of an outage. ▪ Developed the IT strategy for the services business of an energy company. Created a blueprint for business processes and systems necessary to enable sales and delivery activities. ▪ Led a client in outsourcing its application management, utilizing offshore resources. Closed the $50 million service and at client's request, led the transition of services.
1999 - 2000

Director

Gartner Consulting
Director Atlanta, GA ▪ Led a large consumer goods enterprise in redefining its supply chain; emphasizing inventory control and logistics. Subsequently led planning for the implementation of SAP. ▪ Led the U.S. Navy in improving its Reliability Centered Maintenance and supply chain initiatives. Droved significant changes in supply chain management, asset management and financialcontrols. Page 2 ▪ Led a major chemicals enterprise in aligning its IT and business initiatives. Benchmarked IT costs and practices, led program for changes to structure, IT management processes and governance.
1996 - 1999

Executive Director of Information Technology

Novartis/Ciba Vision
Executive Director of Information Technology Duluth, GA ▪ Led the IT organization of a $1. 2 billion consumer products/pharmaceuticals company. Directed global operations for applications, networks and systems; managed a budget of $30 Million and staff of 100. ▪ Developed the IT strategic plan and directed major projects to completely overhaul the application and infrastructure portfolios. ▪ Revitalized the IT organization through restructuring, implementing new processes and addressing numerous HR-related issues. ▪ Led a supply chain study and subsequent implementation of PeopleSoft ERP. Enabled e- commerce, call center consolidation and improved inventory control. Delivered annual savings of $12 million. ▪ Led a CRM initiative that delivered a data warehouse for profitability and customer analyses, and implemented the Siebel sales force automation system. ▪ Led the replacement of the infrastructure, including compute, storage, network and desktop. Delivered ROI of 20% and realized support ratios significantly better than industry averages.
1981 - 1993

Programmer Analyst

IBM
Senior Consulting Manager Charlotte, NC Systems Engineer Norwalk, CT Programmer Analyst White Plains, NY

Education

Education

B.Sc

State University of New York

M.B.A

New York University Stern School of Business