Wow! You Made it this Far! Resumes...are so....1990's...
Ah! Sampling What I can do for you and your Company
After bugging the strategy guys about selling mobile into the enterprise, I got tapped by the COO Strategy Team and anointed by division presidents to form the $200M Financial Services Practice. All I had to do is get logos, and logos I did establishing 34 accounts. Oh! and recruit my “A” players, but keep mentoring my “B” players into becoming better performers.
One day my SVP asked me how to revamped the Network Group whose operations was just killing our COGS. I was a bit taken back as we always enjoyed having vendor selection for our SIs and VARs (the untouchables). So I decided, OK, 20% of our logos do 80% of our inventory turns! So, negotiated preferences to the 20% removing nonreturnable inventory, reducing logos (vendors), increasing inventory that accelerated turns achieving COGS +9, and crunched sales by 122%. What a 9 month thriller!
I got a call by a former colleague that the Telefonica Accountt was in disarray, incoherent and close to "we don't like you" status. After reviewing CRMs AEs and Sales Plans, too many directions, and too many order screamers and not order doers. So, I rewrote a single account sales strategy reinforcing accountability and results measured by reduction in customer angst. In the next couple of months we began to see constant deal flows such as the $75M network opportunity. Just beautiful!
Why is it that we have the "me too syndrome?". It was incredible that we could not come up with product differentiation because we were to engineery and not engineery with the customer. Well, our team decided to host a large "Voice of the Customer Session", to hear and learn, but to get the customer emotional vibe. Yep! We got it. And that led to the innovation for two mobile payment patents a feature in mobile device roapmap PLUS pilots with at&t, Sprint and Nextel.