Highly experienced effective VP Technical Sales & Engineering Lead with 20+ years' leading strategic sales and delivery at global enterprise Software and Services organizations. Builds world-class organizations focused on transforming business value. Strong Sales capabilities at C Suite level supported by extensive Technology Architecture & Business Process Re-engineering skills. Has managed teams across North America Europe and India. Career Summary Vice President, Technical Architecture, PeopleFluent, Tampa, FL June 2015 to Present Invited to re-join to lead Sales & Engineering of market-leading enterprise talent/human capital management SaaS solution in North America and EU Sales * Drove sales growth by 8-12% YoY globally and 20%+ in target Healthcare and Finance sectors, meets sales quotas * Technology and Security SME, manages response to RFPS/RFQs, including Sales, Engineering, Architecture, Operations, Legal, Security, Partners * Leads pre-sales consulting with CXOs/CIO's, Finance and IT leaders at Fortune 500s, quantifies value proposition and solution benefits, supports Marketing, Professional Services, and Partners in deal closing (average $300K per contract) * Builds trusted relationships with prospects and clients, performs demonstrations, collaborates with Partners to co-develop PoC * Collaborates with Marketing, Inside Sales and Product Management to qualify new leads and identify cross/upsell opportunities to build pipeline Engineering * Defines the Cloud Platform's technical vision, evangelises the technology to clients, prospects, partners and internal teams, articulates corporate thought-leadership * Oversees end to end production and development life cycle using Agile methodology, from requirements gathering to delivery including budgeting, scheduling, database configuration, code reviews, and design of AWS solution to deliver the SaaS Platform * Leads Engineering, Architecture and Operations teams building scalable MDM and ETL Platform as a Service (PaaS) * Manages integration partner and vendor relationships to ensure consistent compliance with technical specifications * Collaborates with Legal and Security to ensure the solution complies with GDPR * Defined KPI's and analytics necessary to determine customer success, supportability, and ROI Director, Software Engineering, Curriculum Associates, Billerica, MA March 2014 to June 2015 * Brought in to build technical capability, reduce costs and increase functionality to underpin business growth * Built development team from 2 to 20, provided leadership, mentoring, and professional development * Cut time required to import millions of MuleSoft records from days to hours by re-engineering scalable processes * Developed Data Warehouse strategy to enable instant retrieval of real time statistics * Built SSO technologies into the company product line * Collaborated with partners to deliver world-class API management and functionality PeopleFluent, Waltham, MA June 2011 to March 2014 Vice President, Global Services, PeopleFluent * Promoted to manage seven global business units with 300+ active quarterly projects * Created implementation model to drive P&L, grew business portfolio to approx. 40% margins * Managed 100+ consultants, resources and budgets across global organization * Created suite of strategic post-implementation Managed Services Offerings to drive product adoption, promote customer retention and manage change * Integrated three corporate acquisitions into the Services organization * Established Global PMO standards, rolled out new SaaS Implementation Methodology. * Collaborated with Product Management, Software Engineering, Operations, and other stakeholders to develop market and product strategies Vice President, Professional Services & Support, PeopleFluent * Promoted to rebuild and lead North American leadership team for four business units * Improved Client Satisfaction above 90% by restructuring Account Management and Support & Services roles and responsibilities, initiated Customer surveys to ensure accountability promoted cohesive client relationships * Cut time to close for Support of Severity 1 & 2 issues by 20% by instituting / redefining Escalation Manager and cross-organizational processes * Supported Sales teams with proposals, presentations, and conferences Senior Director, Professional Services, PeopleFluent * Grew consultants' billable utilization from 40% to 70% and increased bill rate by 35% by re-engineering processes and changing practices * Managed teams implementing Human Capital Management (HCM) software including Compensation, Performance Management and Talent Acquisition for Fortune 500 clients in North America * Led design, development and implementation of SSO application used to secure millions of logins for PeopleFluent HCM applications, supporting RSA, AES, 3DES, Blowfish, and SAML standards
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