Framingham State University

Sr. Director of Sales Broadridge Advisor Solutions at Broadridge Advisor Solutions

San Diego, California, United States

We help Advisors attract and retain clients through by offering innovative marketing and communication solutions. Helping Advisors build their brand, improve communication and increase trust and credibility with their clients is at the heart of our offerings.  Financial Advisors are trying to attract new clients and retain their existing relationships through communication and innovative digital marketing turn to Broadridge Advisor Solution.  We have currently have over 50,000 Advisors (and over 250,000 Advisors over the last 30 years) using our solutions in the US.  We are arguably the most trusted, Advisor specific solution in our market.  As the Director of Retail Sales for Broadridge Advisor Solutions, I am responsible for the retail sales team of 10 (Growing to 17) in San Diego, CA helping our clients meet their entrepreneurial goals.We arguably service every need an Advisor who want to grow their client bases including: WebSites, Newsletters, Social Sharing, Name Placement and SEM, FINRA Reviewed Seminars, Direct Mail, eCards and over 27000 pieces on content to private label, WINS data for targeted prospect and re-targeting advertising software.BAS is part of Broadridge Financial Solutions which has an $8 billion market cap and recognized as an invaluable partner for the world’s leading companies and financial institutions. We help drive business transformation for our clients with solutions for enriching client engagement, navigating risk, optimizing efficiency and generating revenue growth. We handle millions of trades a day involving trillions of dollars, support communications that reach 75% of North American households and manage shareholder voting in 90 countries.

Broadridge Advisor Solutions

Sr. Director of Sales Broadridge Advisor Solutions

People do impact your business - its not just lip service. Let us prove it together by quantifying feedback with tangible financial KPIs. Today's successful companies not only collect feedback but correlate it across their enterprise and compare it with financial KPIs providing true ROI of the impact of employees, partner and customers.Questback is a global firm with 17 years focusing on helping partners collect, analyze and leverage employee and customer engagement/ feedback to provide foresight into their businesses.   Arguably the most mature and innovative company in the feedback and engagement marketplace  We provide SaaS solutions and best practices allowing firms to capture and analysis continuous feedback from their most important sources - people (including employees, partners and clients).

Questback

Sr. Account Manager West Coast

DriveWealth is creating a new Financial Services Marketplace.  We allow everyone around the world to invest in the US markets at a fair, discounted price; leveraging any payment method you prefer from credit cards, wire, to regional e-comerce wallets like Paypal and Alipay with no minimums. **Regulated and Non-Regulated companies can now offer a platform to users to invest in the US Markets and they share in the revenue of the transaction, offing a new revenue stream to each (see below)As a full service discount Broker Dealer with a mobil first platform focused on demands trading the US markets from 140+ International locations.  We are the only Full Service BD that allow realtime fractional trading and risk management proving dollar based investing.What make DW different is that we are also a software company that provides the underlying technology enabling regulated and non regulated entities to trade US markets.  Non regulated software providers can allow users to trade US markets in their application with easy API integration.  If they have an International office they can now share in the transaction commissions as if they were a Broker providing a new revenue stream.As examples:  Companies like FaceBook, Flipboard, CNN, Yahoo Finance, Alibaba, TradeHero can all offer trading to their clients in any of their applications if they choose and share in the commission payments to their International Offices.A Chinese citizen can trade a US Stock off their phone for less than a cup of coffee while opening an account with their credit card. Or with $200 buy a 1/3 of a share of Google, 1/3 share Apple, 1/3 share FB (instead of buying 1 share of google at $500+)   Traditional BDs and FinTech Firms can whitelabled DW to gain access to non-US  outside the US and we handle regulatory issues and payments.Trade anytime, anywhere...everyone- the new Financial Services Marketplace

DriveWealth

Director Global Institutional Accounts

Responsible for  eSignal $40 Million product and segment propositions for eSignal retail trading platform globally in the marketplace and represented the business both externally and internally.•	Own global revenue responsibility associated with the product sets focusing on global penetration within target customer segments and achieving business revenue and EBITA targets.•	Established strategy for all aspect of eSignal business.  This included building product development strategy, marketing plan, and established strategic implementation of new value propositions that I led the creation of. This included establishing a new brand, setting new target market, redesigning marketing approach: including new Web Site project to be complete August2015; SEM, SCO strategy; 50+ new partners, new transparency to reporting and established ROI analytics to justify business decisions.•	Lead senior level relationships & discussions (Customer or Channel / Product Partners) and on track to achieve targets in 2015 and beyond•	Developed & maintained a mid-long term growth strategy that captured strategic opportunities in core and adjacent spaces as well as addressed major long-terms risks in this space •	Defined and drove campaigns while ensuring the “voice of the user” is driving product strategy and delivery•	Built appropriate business cases for additional investment based on customer and market requirements & Track ROI to business cases; this includes project approved of over 1million in investment•	Established and approved all pricing and associated commercial decisions associated with client negotiations •	Manage any and all 3rd party related requirements associated with your proposition; including over 50 new revenue generating relationships

Interactive Data

Customer Proposition Segment Management

Responsible for all business development efforts and partnerships for IDC desktops across retail, Institutional and Wealth markets (including Esignal, MarketQ and FutureSource) while actively participating with the Desktop Senior Leadership team contributing to the overall desktop strategy and direction.   Responsibilities include:• Screening potential business deals by analyzing market strategies, deal requirements, revenue potential, and financials; evaluating options; resolving internal priorities and recommending new investments• Collaborate, Influence, created, analyzing long term desktop strategy while working with leadership team to bring to fruition • Drive revenue growth of products and solutions by obtaining new accounts and retention• Develop and grow existing strategic client relationships • Identify and propose potential business deals  • Assist in closing new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements• Protect organization's value by keeping information confidential • Utilize knowledge of business and workflow to determine and position value-added solutions to promote business growth • Participate in pre-sales calls, create and delivers customized presentations; provide written proposals for potential deals

Sr. Director Business Development

Responsible for building a multimedia Financial Services practice for the western United States (all business west of the Mississippi).  I am responsible for client engagements, new client relationships, collaborating on financial services strategy and business planning, building a strategic partner program (ISV, Agencies, Production Companies), content creation and distribution.

Thomson Reuters/NASDAQ Corporate Service

Multi-media specialist

Manage $75MM of annual revenue for the two of the markets largest investment management firms globally: Fidelity and BlackRock. Responsible for determining the global account strategy and leading a team of over 30 individuals worldwide. Have developed C- level customer relationships and leveraged them to drive Thomson Reuters’ agenda, in line with customer business objectives leading to significant revenue growth.  Responsible for P/L of the accounts and progress against targets for President of Global Investment Focus accounts.  	Recent Accomplishments:•	$6MM Enterprise News Deal •	$540k Mobile Content Contract•	$500k Pricing deal for all of Fidelity Mutual Funds•	$6mm 2 year renewal all of Fidelity Internationals Business (London and Asia)

Global Business Director

Responsible for strategic accounts with more than $22 million in revenue in services. Managed the account team(s) responsible for all aspects of business from proactive selling, implementation resources, order specialist, technical account team etc.  Mainly focused on understanding customer’s business, workflows, priorities, activities and ultimately responsible for increasing revenue based through solution selling as well as the overall relationship and account health.	Accomplishments:•	Generated  $35 mm in new business in 8 years.•	Additional $150 mm in renewals closed over career at Thomson Reuters. (this number is much higher, we managed 25 mil patches, and you were there for 7 years 7x25 is closer to 200mm.  use 200mm.)•	Company TOP Performers Award:  2006, 2007, 2008, 2009. •	High Performer program 2010-2011, Sales Champion 2009, 2010. Team Leader 2009-2010.•	Successful Executive Relationships established at: Alliance, AQR, Blackrock, Bear Stearns, Bridgewater, Jefferies, Franklin Templeton, Fortress, Knight, Liquidnet, Raymond James, SunTrust, Wachovia, Prudential. Significant Deals:•	ITG $9 Million Global Enterprise deal and implementation.  Renewed in 2010 for $11.7mm for 3 additional years and additional services.•	Knight Securities, 2 year contract $ 720,000.•	Raymond James, 3 year contract, $975,000 net new business; renewal in addition for $13.5mm for 3 years.•	Jefferies Enterprise License Infrastructure and content $1.7MM over 2 years; additional renewal of other services $2.7mm.•	Bear Stearns 2 year net new service contract $960,000; year later subsequent renewal of all business and commitment $26mm over 2 years.•	Liquidnet $2.4 Million 2 year deal.

Thomson Reuters

Vice President, Major Account Manager

Selling enterprise solutions including trade processing, straight through processing, risk management and wealth management to C- level decision makers of top financial services firms in NYC.  Successfully established relationships with Merrill Lynch, JP Morgan, Lehman Brothers, Goldman Sachs, CSFB that led to over $10M in incremental new business. 	Accomplishments:•	Exceeded quota by 140% in 2001 and 128% in 2002. •	President’s Club ’01,’02•	Number one US financial services sales rep three consecutive years.Significant Deals:•	$2.5 Mil. global deal with Merrill Lynch.•	Over $2.0 Mil. In business with JP Chase (Global Deal).•	Over $1.0 Mil .In business with Lehman Brothers.

Iona

Sales Manager

Sales of application servers, Java development tools, and Enterprise Solutions to C-Level decision makers in the ISV marketplace.   Primary focus was to provide the technology, tools and services for companies developing Internet software applications and solutions.  Successes included establishing OEM relationships with ADP, I2, Manhattan Associates, and Haht Software.	Accomplishments:•	Achieved 120% of goal- Top sales individual South East•	Presidents Club 2000•	First Application Server Sales and App Center Sale in company (Global Management Application)

Borland

OEM Account Manager

Sold suite of enterprise software development tools to military and aerospace organizations.  Gained experience in selling solutions spanning every aspect of the project life cycle which included: requirements management, visual modeling, testing, configuration management, documentation, process, and compilation environments. 		In addition, my role included revenue achievement, territory development, customer satisfaction, and management of a Support Team.  Relationship established at Lockheed Martin, Boeing, SAIC, Teledyne Brown, Gunter AFB, Warner Robins AFB, and Redstone Army Base. Successfully exceeded $4 million annual quota by closing large strategic opportunities over $500,000.		Accomplishments:•	Achieved average 111% of goal annually•	Increased Territory by 170% in  under 6 months•	Increased Channel business by  120%

Rational Software

Strategic Account Manager

Selling Client/Server middleware tools to the Fortune 500 accounts for NobleNet.  Major successful deals agreed with AT&T, Bell Canada, Hewlett Packard, State Street Bank, Acuity Imaging, Boole and Babbage, and Liberty Mutual. Responsible for prospecting and demand generation to closure.  Accomplishments:•	Consistently exceeded assigned goal by 120%•	Highest volume sales for object oriented middleware in the company (35% of object sales for the entire company)•	Increased Canadian and New England territory by over 200%

Carlo Macchi

Carlo Macchi