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Work experience


Executive Consultant

Independent Contractor

Independent contractor providing leadership in the areas of consulting, IT solutions and sales offerings from a hardware, software and services perspective.

  • IBM/AMD contract: Strategic consulting position focused on creating a business plan and go to market strategy for a joint IBM/AMD offering with a focus on data storage, videoconferencing, and IBM’s core eBusiness offerings.Created sales presentations targeted to C Level execs to present an upsell opportunity for AMD to ensure market penetration and extend their differentiation in the videoconferencing market, as well as bring in a new revenue stream for IBM Global Services.
  • CGD contract: Business consulting position focused on creating project plan and deployment strategy for multiple server consolidation projects.Provided strategic consulting for scale down of IT resources including staff and equipment reduction.Successfully managed to consolidate servers, reduce staff and ensure completion of current projects on time and under budget. Estimated cost savings at the end of contract where 60%.
  • Current – Working with large healthcare organization on various strategic and business process improvement projects.Focusing on improved integration, increasing their revenue base (both web and traditional) and moving towards an SOA environment.Key initiatives involving setting short term and long term strategy goals, implementingweb based configurations for insurance quotes to facilitate customer acceptance, improve security and increase revenue.Improved back end integration to reduce errors and improve overall performance..Technical solutions include application integration, WebSphere commerce solutions, configuration engines, Oracle, PCI and legacy interfacing. Measurement focus on revenue generation, cost savings, and project success.
Jun 2000Aug 2001

Principal/Partner Business Development

Senior manager with national responsibility for creating best practices in: business development, asset reuse, and industry specific sales offerings for IBM’s Interactive Branding & Design Practice. Responsible for setting strategy, managing resources, building relationships with C level executives and closing business in the U.S. and internationally. Measurement focus on revenue generation, utilization targets, project success and meeting operational numbers for Practice.

  • Directed multiple departments including: Account Managers, Technical and Executive Consultants focused on selling IBM’s services and solutions including consulting, software, hardware, maintenance, security and hosting.
  • Leveraged relationships with IBM business units and partners to bring revenue to the Practice.Successfully negotiated with Siebel and Kana to sell a joint CRM/ebusiness services offering. 
  • Defined engagements, set account strategy, created industry specific offerings, negotiated and created proposals and SOW for complex deals, successfully delivered projects and maintained high customer satisfaction.Deals aligned business strategy with technology across all areas of IBMs solutions working cross industry.
  • Exceeded 2000 quota by delivering $56 million in services revenue as well as maintained a high utilization rate for practitioners.
  • 2001 quota on target with $12 million in revenues to date, key wins included: Lillian Vernon (Websphere Commerce), Siemens Medical (Broadvision), Coke (maintenance).
Aug 1999Jun 2000

Senior Technical Consultant

Senior Consultant responsible for strategic engagements with IBM’s largest customers on various ebusiness solutions including: commerce, content management, EAI, personalization, branding and web design.Responsible for requirements gathering, proposal creation, RFP/SOW, and project plans as well as a high level architecture of solution including hardware, software, services, security, maintenance and hosting.Cross industry expertise with a focus in retail, CPG/Mfg and finance. Exceeded quota with proposals of $11 million. Measured on revenue, utilization and project success.

Aug 1998Apr 1999

Manager Internet Consumer Products

Managed staff of Java/C++ developers, web designer and outside consultants focused on providing the Internet delivery of Equifax’s credit profile product and Sentinel monitoring services sold to consumers.

  • Executed extensive overhaul of the Equifax consumer web site which resulted in improving stability and performance by 40% through updating code, improving logging, error tracking and security as well as using Web Trends for site monitoring.This effort reduced lost orders as well as increased customer satisfaction and order revenue by more than 20%.
  • Launched program for four new products offered to consumers online to improve revenue including: fraud protection, credit rating, Y2K reports, and an upgraded Sentinel product. Managed teams focused on using digital certificates online for customer authentication.
  • Promotion of Equifax’s new products to strategic partners through marketing promotions with companies like Microsoft by offering a free credit report with purchase of software.  Marketing the Equifax brand through various financial partner sites.
  • Relationship management including contract negotiation with revenue sharing partners including Microsoft, Chrysler and ADP to increase order volume
Sep 1996Aug 1998

Americas Field Program Manager

Hewlett Packard

Senior manager with America’s wide responsibility for demonstrating and deploying new versions of SalesBUILDER for Windows to Hewlett Packard’s sales reps and Enterprise customers. SBW is a Windows compatible mobile configuration/quotation software for HP’sUNIX servers/workstations utilizing Trilogy’s configuration engine.

  • Increased HP server/hardware sales and managed relationships with key Enterprise customers, including Procter & Gamble, Nortel, AT&T and First Union, by providing demos and promotion of HP’s various ebusiness apps and articulating the time and cost savings attained by using them.
  • Maintained HP’s philosophy of low operating costs by shutting off the Conquest servers in the Americas and porting users to SBW. This saved HP $250,000 in US and $100,000 in Canada.
  • Successfully launched multiple versions of the software throughout the Americas as well as provided training and mentoring to HP sales representatives and customers. Trained and deployed local resource staffing for project success.
  • Directed and managed third-party support organization (NTT) of 15+ dedicated to HP’s ebusiness applications
Dec 1995Aug 1996

Project Manager

Hewlett Packard

Responsible for the project management, implementation and training of SBW to HP's Channel Partner customers throughout the Americas including: Gates Arrow, Ingram Micro, Avnet and SBM. Successfully transitioned these customers off of CompuServe and onto an SBW web site. Obtained internal IT PCCOE certification on all new releases of the software. Product Champion of SalesBUILDER for Windows which included providing all levels of support to Channel Partners as well as HP’s IT department. Developed software documentation for SBW.

Oct 1993Aug 1995

LAN Administrator/Asst to Portfolio Manager

J.O. Patterson & Co



Bachelor of Science


Solution Sales
Consultative sales with large internatonal deals (Signature selling).  Revenue target $55 million, utilization targets, center P&L revenue measurements (IBM Services, Software, Hardware, Security, Hosting). General revenue generation via brand awareness, partnering (Equifax) and hardware/software revenue (HP). Relationship management with C level executives.
Extensive management experience including people, project, and program management.  Americas wide people/program/project management experience (HP), international project/people management experience (IBM).  Traditional managment with technical teams of 20+ as well as diverse country wide teams.  P&L experience, quota ($55 million IBM), utilization targets, and center revenue targets (IBM).
Strong strategic and technical consultant, proven ability to analyze industry trends and growth opportunities, introduce strategic and tactical solutions that improve competitive performance and reduce costs. Key points: gather requirements, industry/compeititve analysis, business/technical analysis, market strategy, prioritization for phased delivery, RFP/SOW, architecture, ROI, project success, cross sell/upsell, relationship management (C level).    



I am a well qualified, senior sales and IT leader with a 15-year track record of performance characterized by strong revenue gains, extensive management, consulting and solution sales experience.I am interested in a senior position within the solutions sales/services arena with an innovative company.


Senior Technology Leader with a dynamic 15-year career in management, consulting and services.Strong IT management, solution sales, relationship management and practice leadership experience reflected in sustainable revenue gains and high practitioner utilization. My professional experience is complemented by a Bachelor of Science degree from Georgia Tech. Particular expertise:

  • An innovative leader, skilled communicator, team builder and adept negotiator of complex deals. Proven ability to analyze industry trends and growth opportunities, introduce strategic and tactical solutions that improve competitive performance while reducing costs.
  • Generated new revenue stream, reduced configuration errors and increased customer satisfaction for a large healthcare organization by integrating systems, improving security and accuracy of online quote program.This resulted in substantial new revenue and cost reductions.
  • Drove $56 million in services revenue to IBM’s Interactive Branding and Design Practice as well as maintained a high utilization rate for practitioners. Won key local accounts from competitors including Home Depot, UPS and Coca Cola.
  • Grew IBM’s IB&D Practice nationally through market analysis, focused solution offerings, business development, standardized staffing, partnering and deep industry expertise.