Program Director and Senior Manager - IBM Software Group (2001-2003)
Directed a 3-level solution organization - with an annual budget of $14M - that developed emerging opportunities and industry partnerships for B2B integration offerings.
- Led a team, of Software Group and IBM Research team using a Web Services-based approach, to develop initial B2B functions addressing a market shift from proprietary transaction systems to Internet-based solutions. Delivered a wide range of initial customer installations.
- Directed, after the collapse of the Internet startups market, a seamless transition and the expansion of a large organization that worked previously with internet startups to one engaging in B2B emerging business opportunities. Signed $7M of services contracts for early solution adopters.
Program Director and Senior Manager - IBM Sales and Distribution (2000-2001)
Built and managed the NetGen Advanced Project group, an organization with an annual budget of $10M. Managed worldwide early strategic customer acquisitions for total IBM solutions.
- Built a war-room organization providing one-stop-shop business development for Internet startups. Developed a customer acquisition methodology through equity investment and other forms of in-kind services to establish beachheads in strategic accounts. Exceeded 5 complex deal signings per month.
- Recruited more than 60 service consultants. The team enabled and supported key marketplace and telecommunication engagements resulting in contract signings of more than $100M worldwide. Successfully delivered $15M of billable services in the US.
Lead Principal – IBM Tivoli (1999-2000) and Telco & Media Division (1997-1999)
Managed product development for Internet Service Provider (ISP) platform and led teams in the US, France, Brazil and Japan supporting customer engagements worldwide.
- Managed the acquisition of Prodigy ISP software and the integration of several ISV offerings for subscription, mail, billing and provider applications. Transformed service assets into a program product enabling worldwide sales for Internet subscription management software and services.
- Architected and led the transformation of service functions from a legacy implementation to open technologies-based toolkits forming the Tivoli Subscription Manager (now WebSphere EveryPlace) to help ISPs build service offerings and enable the first release of wireless services extensions.
- Managed and delivered successfully over $20M of service engagement contracts in the US.