Steven Falabella

  • Tampa US-FL

CustomSmall

Software Executive

Summary

Vice President

Information Technology / Pre-sales & Sales Management / Strategic Planning & Execution / Operational Management

Motivated, results-driven executive with more than 20 years of experience developing technology channel sales strategies, building winning teams, and driving market share and revenue growth within global operations. Proven leadership in problem-solving, business development, and aligning sales strategy with corporate goals. Extensive management experience within direct / indirect sales, pre-sales, strategic partnership enablement, and subsidiary launches. Visionary, strategic, and conceptual thinker able to generate new ideas and initiate change. Effective communicator with strong team-building skills and ability to coordinate cross-functional groups to accomplish objectives and meet critical deadlines in a fast-paced, high-growth, and diverse environment.

Work History

Work History
Jan 2009 - Present

Vice President & Senior Advisor

http://www.ca.com

CA, Inc., Tampa, FL 2003 – Present

Global designer and developer of the world’s largest portfolio of IT Management software products with 150 offices in 45 countries and $4.27B in revenues in 2009.

Vice President& Senior Advisor, Solution Strategy (1/2009 – Present)

Direct design and development of software demonstration content utilized by the worldwide Sales teams showcasing solutions. Manage operational technology framework including virtual management of technical CA Engineers worldwide. Monitor global infrastructure and demonstration delivery platform allowing access to employees and partners.

Selected Achievements:

ØDeveloped content used to build portfolio of demonstrations for semi-annual product launch in April. Produced quality product demonstrations for all products on or before official launch date – first time in company history.

ØReengineered development lifecycle including mandatory timeframes between final code lockdown of new product and general availability dates to allow alignment of demonstration development with corporate objectives.

ØRecommended each launch have two-tier demonstration portfolio. One to accommodate executive and overall business audience and the second accommodating a technical audience – both ultimately accepted.

2004 - Jan 2009

Vice President, Technical Sales

http://www.ca.com

Vice President, Technical Sales (2004 – 1/2009)

Led technical Pre-Sales operations supporting indirect sales for The Americas. Recruited, trained, and directed 7 Managers and 60 Engineers driving technical and sales enablement of all partners / distributors in addition to supporting a 500 associate internal call center.

Selected Achievements:

ØCo-built, trained, and supported 500 associate call center managing sales prospecting ultimately closing more than $300M in new revenue for company.

ØConstructed state of the art Demonstration Data Center that could be accessed and leveraged worldwide by internal Engineers and partners. First lab built entirely on VMware virtual technology.

·Lab became model for Demos-on-Demand worldwide delivery platform used today for all demonstration delivery and staging. Supported more than 1,000 product demonstrations weekly.

ØDeveloped and executed plan to enable enterprise partners and distributors on all solution areas within effort to rebuild Enterprise Channel business.

·Implemented plan for 60 top enterprise partners and 200+ top volume software resellers and distributors.

ØRecommended narrowing of partner community and investment in certain partners with appropriate skills. Established enablement plans and assigned specific outcomes for investment. Provided free training, pre-sales technology, and intellectual assets in exchange for commitments.

2003 - 2004

Vice President / Regional Manager

http://www.ca.com

Vice President / Regional Manager (2003 – 2004)

Managed 30 Technical Engineers within turnaround of Florida and Caribbean region providing quality Pre-Sales services to local Sales team. Booked and delivered billable implementation services.

Selected Achievements:

ØRelocated to Florida to manage Professional Services and Technical Pre-Sales function. Hired, trained, and maintained 4 Managers and 35 Technical Pre-Sales and Implementation Engineers.

ØManaged $10M book of business and improved previously negative P&L.

ØImproved net operating margin from -111% to +5% within 18 months of tenure.

ØLeveraged partners and built infrastructure consisting of excellence in project management, architecture, and design. Reduced cost and project overrun dramatically improving P&L.

ØEstablished remote demonstration system utilized to deliver quality Web demonstrations for appropriate clients. Increased bandwidth of Engineers and lowered cost of business.

ØProposed group demonstrations allowing organization to reach dozens of companies with one engagement and follow through individually. Program was repeated in other regions around North America.

Vice President, Pre-Sales, Islandia, NY(2002 – 2003)

Recruited, developed, and managed 12 Pre-Sales Engineers across 6 solution areas. Managed Virtual Solution Center in CA’s world headquarters. Supported largest single product sales in New York. Assisted Sales team to achieve targets during six month tenure.

Selected Achievements:

ØSupported $30M in new software license sales per quarter ensuring new business development and client satisfaction.

ØRecommended establishment of more Pre-Sales leadership by recruiting former Sales Managers. 

2002 - 2003

Vice President, Pre Sales

http://www.ca.com

Vice President, Pre-Sales, Islandia, NY(2002 – 2003)

Recruited, developed, and managed 12 Pre-Sales Engineers across 6 solution areas. Managed Virtual Solution Center in CA’s world headquarters. Supported largest single product sales in New York. Assisted Sales team to achieve targets during six month tenure.

Selected Achievements:

ØSupported $30M in new software license sales per quarter ensuring new business development and client satisfaction.

ØRecommended establishment of more Pre-Sales leadership by recruiting former Sales Managers. 

1999 - 2002

Vice President, Services Sales

http://www.ca.com

Vice President, Service Sales, Islandia, NY(1999 – 2002)

Led startup of Northeast Services Sales group for Global Professional Services. Assisted within establishment of Project Management Office. Hired 11 Service Sales team members. Partnered with Delivery to develop a strategy for increasing services bookings for Northeast.

Selected Achievements:

ØBooked more than $16M in new Professional Services within first two years.

ØClosed single largest sale in Professional Services at time for $4M.

ØStreamlined statement of work authoring and services Pre-Sales process by integrating all product sales with a service contract.

ØEstablished 45% attachment rate from nearly zero. Achieved 212% to 400% of target during tenure.

ØRecommended fixed price and fixed deliverable service packs for services associated with lower risk and high expertise ultimately establishing service packs as mainstay for implementation function.

ØRecognized in 1999 and 2000 as Compass Club Member and WW Sales Leader in 1999 for Professional Services.

1992 - 1996

Account Manager, Channel Sales

CA, Inc

Skills

Skills

• Full P&L Management

• Technical Call Center Support

• Professional Services Management

• Talent Recruitment & Retention

• Technology Channel Sales

• Complex Technical Sales Operations

• Leadership & Team Building

Education

Education