Alan (Dick) Wurst

Summary

I have spent most of my career defining and delivering the measurable business value of enterprise IT solutions. With a defined consultative process, exceeding customer expectations has enabled consistent over-target individual and team performance. Having solid management experience and measurable accomplishments in marketing, sales and channel roles, I have earned a reputation as the 'poster boy' for developing partner and customer-focused value propositions.The depth and breadth of my experience, my business focus, and the passion and energy I bring:-Helped lead two companies to the Deloitte and Touche “Technology Fast 50” list-Developed, implemented, and managed metrics-driven consultative sales processes and objectives-based strategic marketing programs to over achieve targets-Implemented CRM system to yield dramatic improvements in customer loyalty, sales forecast accuracy, enhanced product development, and business information-Increased revenue from $13 million to $135 million in under three years-Recruited, trained, managed, and mentored employee sales staffs, independent contractors, manufacturer's representatives, and dealer/distributor networks-Increased demand AND enhanced brand through integrated PR (Media/analyst relations), trade advertising and events, electronic/direct mail, and collateral materials programs-Led the development and implementation of electronic business strategies since 1996

Work History

Work History
Mar 2009 - Present

Director, manager, vp

In Search
searching for a truly consultative, solutions-centric, client-focused organization that recognizes that its client-facing team is its most important competitive advantage and significant asset. that's my story---and I'm sticking with it!
Sep 2008 - Feb 2009

Executive Director, IT Consulting Division at LloydIT

Lloyd Staffing
The IT Consulting division of Lloyd specializes in placing information technologists from help desk engineers through apps development and project managers for medium and long term staff augmentation. I am leading and growing a team of recruitment and account managers, as well as building a model for Lloyd's several franchises. With the continuing need for enterprises to deploy new technology to develop or maintain a competitive position in their respective markets while keeping their permanent staff burdens low, Lloyd is uniquely positioned to meet that need.
Jan 2004 - Aug 2008

Principal

TMS Consulting, Inc.
TMS is a consulting practice dedicated to delivering a sustainable competitive advantage to small and mid-size technology companies through integrated strategic marketing, external communications, consultative sales process, and sales channel development. Defined strategic plans, developed integrated demand generation, branding, and channel strategies and programs, collateral and support materials; conducted sales organization effectiveness assessments, and created consultative sales processes for companies in consumer technology, hardware, network security, enterprise management and operating system software, electronic bill presentment and payment, technical staffing, technical and professional services
Apr 2006 - Dec 2007

Sales Manager

AT&T Mobility (fka Cingular Wireless)
Responsible for Corporate Market Group (B2B) sales management of LI sales team. Delivering the wireless data benefits message to enable LI businesses to drive costs down, productivity and competitive advantage up.
Jan 2005 - Aug 2005

Director of Marketing Communications and Programs

Shunra

 Collaborated on new brand strategy; directed new corporate identity and messaging development through all internal and external touch points

 Developed and executed marketing communications plan, including trade and customer events, customer newsletter/user group/advisory council, collateral materials and on-demand production, off/on-line demand generation programs Consulted on sales process and distribution models, service offerings, strategic partnerships, analyst and press relations 

Feb 2000 - Sep 2003

Director of Global Marketing

CCC Network Systems

-Developed market-driven strategic positioning and corporate identity-Defined strategic and consultative sales process; matrixed to global sales team -Led implementation of global CRM, forecasting and pipeline management systems-Identified and executed strategic shift from imploding market to growth market -Created and implemented plans and programs for: tactical marketing communications, media and analyst relations, lead generation, trade and customer events, sales support, promotion and presentation materials, channel and partnerships, and external website-Managed a global team of eleven marketing professionals and external agencies and resources -Chaired and presented at data center and networking conferences (Gartner, IIR, Marcus Evans, Network Computing Magazine)

May 1993 - Feb 2000

Director of Marketing, Sales Manager

Manchester Technologies, Inc.
-Developed and maintained strategic vendor relationships -Appointed to several manufacturers� channel advisory councils -Developed and implemented corporate sales, marketing and support programs for strategic solutions and emerging technologies -Supported five sales offices (75 sales professionals) -Led company-wide Sales Force Automation, Consultative Sales Skills Development, e-commerce and website redevelopment projects
May 1990 - May 1993

National Sales Manager

Hauppauge Digital
-Responsible for all reseller channel marketing and sales -Developed major Distributor/Reseller/Aggregator/VAR - -Developed and executed channel marketing, advertising and press programs through CRN, VARBusiness and Reseller Management -Developed channel training and collateral materials
Mar 1987 - May 1990

Eastern Region Manager

Intel
-Developed customized sales/marketing/incentive programs with major distributor/VAR accounts -Managed five independent manufacturer�s representative firms to generate almost 40% of national revenues -Managed Co-op/Market Development Funds -Developed and implemented alternative channels strategy -Transitioned to direct-to-channel sales force, recruiting, hiring and training new sales team -Traveled 60+% -Rated as "top performer", "team player"
Jan 1984 - Mar 1987

National Sales Manager

Personal Computer Products, Inc.
-Established distribution, sales, and marketing programs for new line of enterprise products -Recruited and trained new sales staff -Established manufacturer's rep program -Created telemarketing and advertising campaigns -Developed and implemented two-tier distribution strategy to leverage small sales staff

Education

Education

BA

MA (inc)

City University of New York-Queens College