Loyola University Maryland

Southern New Hampshire University

Business Development Lead at Centric Consulting

- Business development for alliance partners (AWS & PTC) IoT solutions across several vertical domains: Manufacturing, CPG, Energy and Utilities, Lifesciences/Healthcare & Travel, Tourism, Hospitality etc.
- Work with sales & account teams to drive new IoT business.
- Provide domain expertise to help shape the solutions, proposal creation and value articulation to customers.
- Carry out market analysis and lead business planning and strategic sales activities.
- Actively engage in the marketplace to drive awareness of TCS IoT solutions with clients and partners: tradeshows, research-led thought leadership, client roadshows and workshops, etc.

Tata Consultancy Services

Director, IoT Alliances (AWS & PTC)

Microsoft FastTrack Partner (1 of 80 in US) - As a management consulting firm, Centric focuses on business transformation with Process Consulting & Change Management (incl OCM) supported by strategic technology partnerships.  We are also a Microsoft Consulting partner and Tandem partner, with multiple Gold certifications.
- Business Strategy,  Operational Process Excellence (incl UIPath RPA robotic process automation), People & Change or OCM (incl Kronos) & Enterprise Program Management (PMO)
- Technology Expertise (Microsoft Dynamics & NetSuite ERP), Modern Software Delivery (Agile, DevOps, Phoenix Project), Technology Platforms such as Cloud (incl AWS & Azure) & Collaboration (Office365 & Teams Adoption), IoT

- Digital Strategy,  CX & Design, Marketing Operations Enablement (incl. Adobe, Salesforce, Hubspot, Dynamics)

Why Centric?  Please DM me directly.
•	ranked in Forbes among Best Management Consulting Firms 4 times
•	Top 10 Promising Business Process Consulting/Services Companies – (CIOReview 2019)
•	Top 10 Change Management Consulting/Services Companies – (HR Tech Outlook 2019)
•	cited in “9 Companies as Cool as Google” for culture

Centric is a management consulting firm that assists clients in the search for answers to complex business & technology problems. We’re a big company with a small company feel—a local Boston unit with global reach & industry expertise.  We have 12 U.S. locations, 1 offshore location, over 800 consultants & have been in business over 20 years.

Centric Consulting

Business Development Lead

Axeda acquired by PTC.

Working within PTC Channels organization, partnership management responsibilities for large, strategic, SI partners.  Role focused on driving ThingWorx IoT (Machine Learning / Analytics, Vuforia Augmented Reality), Connected PLM, ALM, SLM partner success via "digital transformation journeys."

- Partnership recruiting, enablement, joint sales and management responsibilities for large, strategic, SI partners.
•	Year 1: 116 % overall, 200 % on original IoT focus (#1 on 20 person global team)
•	Year 2: 120% overall (#1 in IoT globally)
•	Signed new logos to six-figure contracts as Internet of Things (IoT) systems integrators (Cognizant,  TCS, WiPro)

•	Own partner relationship:
-	governance, strategy and business planning, incl go-to-market
-	target setting, pipeline and sales process management (e.g. co-sell, partner influence).
-	market and sales leadership introductions, partner advocacy and promotion.
-	technical enablement and education, service delivery planning and collaboration.
-	solution offer development and value articulation, including market identification, planning and collaboration.

Sr. Partner Manager

Desktone acquired by VMWare.
Americas lead on channel partner recruitment for virtual desktop software (VDI, DaaS). 

Partnered with Cisco, NetApp and VMWare to identify and jointly target accounts to host/operate/manage Desktone’s platform software (open-source Linux, Postgres DB and vSphere hypervisor). 

$250K 1st license sale after recruiting largest US channel partner (Time Warner Navisite, new logo). 

$100K 1st license sales after recruiting first Latin American partner (Kumo, new logo). 

Led winning RFP response for largest distributor account (Ingram Micro, new logo).

Desktone

Director, SP Business Development, Americas

US sales lead on global financial services account.
- IT infrastructure outsourcing contract expansion via new technology solutions (e.g. virtualization, cloud computing, managed storage, remote network management, ITIL/ITSM process integration, etc.).
- Offshore development for business applications, including management, optimization and new requirements.
- Sold multi-million dollar ECM project around FileNet, with project management, implementation, conversion and new infrastructure, including high-level Veritas-cluster based solution.
- Solutions included multi-million dollar consulting project for new financial systems reporting requirement, across multiple disparate business units and systems.

Enterprise Sales Executive

- Support multiple sales offices in multi-year, complex solutions sales, including out-tasking and consulting services. 
- Enterprise integration services sales to enterprise and multinational accounts.
- Opportunity lead for integration sales of former MCI managed services, new Verizon Business solutions and 3rd party solutions.
- Projects include multinational VoIP, outsource of large retail store infrastructure and integrated support solutions (Service Desk, ticketing systems, remote application management, SLA's, SLO's, BCP/DR, etc.).

Verizon Business

Senior Business Solutions Consultant

ITconnecter (part of @Kloudreadiness) works with IT & business (SMB, SME & enterprise) to identify, define & implement digital transformation across data, process & CX.  #dataprocessCX #knowyourdata

- IT innovation research, benchmarking & consulting.  Subject matter expert on #digitaltransformation journeys, IoT, #cloud #distribution & #channel for companies incl AT Kearney, PwC et al.

- Emerging technology business development & new customer acquisition in the channel & direct with G5000 firms.  Includes marketing/PR via social & other media, associations, user groups et al.  Current partners are #Kloudreadiness #LicenseFortress #BostonComply .

- Assisted startups in the areas of team, strategy & capital formation (through an informal network of 90+ funding sources, primarily VCs). 

- Methodologies include VaaS (vendor-management as a service) & IVIS (Investigate, Validate, Implement, Sustain), introducing/managing emerging vendor relationships whose value prop to business & IT is accelerating innovation while decreasing cost, managing risk (resiliency, cybersecurity & privacy) & increasing efficiencies or effectiveness.

- Assignments included working with a VC firm in analyzing emerging requirements in B2B, specifically focused on application infrastructure, components & market design.  

- Worked with thinktank incubator, focused on internet "newco" idea generation, including creating, defining & capturing the associated process.   

- Founder and/or President of multiple regional seminar series, involving moderated panel discussions of VCs/incubators/seed funding firms & technology product startups.

KloudReadiness, LLC

Advisor

Onward Technologies acquired by CSC.

- Leadership role in CSC's NetMarket (B2B) practice, heading up CSC Consultings national NetMarkets business development efforts. This included defining specific "packaged application component" alliances in support of the new business model.

- Part of lead team which created CSCs NetMarkets packaged offering, combining accelerated strategy consulting, data and systems architectural modeling and HTML prototyping. This became the lead-in solution to full web-based B2B exchange implementations by CSC.

- From FY98 to FY99, doubled CSCs web integration divisions annual consulting services revenue from $6M to $12M, including starting what was projected to become a $100M business within three years (first year revenue numbers were $20M).  Totally restructured sales/business development team to support the goal of increased services revenue per salesperson.

VP Sales / Principal

Charter Systems acquired by BISYS which was acquired by Citi.

Practice manager @Charter Systems (BISYS Network Services); led all vertical teams in revenue, profit and managed service wins (team P&L leader), ultimately generating 60-70% of the companys revenue and profit, resulting in our acquisition by BISYS.

- Created first vertically-focused team (Financial Services) for this venture-funded startup, increasing annual revenue 900% to $13M over 4 years, a 70-30 mix of services to product.  Team also included sales, business development and dedicated practice consultants. 

- Continued to sell to enterprise accounts, generating $3M in annual sales, while managing team.  Net-new account wins included $3M desktop/network conversion, from design to project management and implementation, for multi-national insurer; $500K imaging and COLD procurement, design, project management  and implementation for multi-national bank.

Bisys Networking Systems

Practice Manager, Financial Services

Evernet Systems acquired by Control Data.

After relocation from MD, became #1 salesperson in local sales office and #2 in entire US with $3M in personal sales for this Kleiner-Perkins funded startup, helping lead to company’s acquisition.

- Grew personal business from zero to $3M in first year, ultimately growing regional business from $3M to $12M annually. Clients included super-regional bank, Fortune 500 retailer and regional HMO.

- Promoted to manage local sales office in highest producing office in country (16 locations).

- During acquisition process, transitioned into regional lead in new business venture for I-NET’s Northeast practice. Led search for acquisition of local network integration company.

Gates O.