IT Sales/Sale Management Resume

Desired Industry: Information Technology	SpiderID: 9843
Desired Job Location: Toronto, Ontario	Date Posted: 11/22/2006
Type of Position: Full-Time Permanent	Availability Date: 12/01/2006
Desired Wage: 150000
	U.S. Work Authorization: No
Job Level: Management (Manager, Director)	Willing to Travel: Yes, 50-75%
Highest Degree Attained: Masters	Willing to Relocate: No

Objective:
Some of my responsibilities include:
• Pre-sales, sales and client relationship management for consulting and complex solutions – consulting, software and hardware.
• Responsible for Consulting services sales and delivery to Financial Services Industry.
• Lead sales teams and sales cycle including proposal preparation and presentation, close and client and program management.

My skills and background include:
• 15+ years of experience in consulting in SI’s and technology vendor organizations.
• 10+ years major account experience, developing and selling customer solutions to meet business needs
• 10+ years of project management. Managed direct reports of 50+. Managed sales and delivery of multiple projects simultaneously.
• 10+ years of experience selling and delivering business software application development.
• 10+ years of sales management and sales team management.
• Demonstrated experience in leading delivery and client teams, project management and software development implementation success.
• Acted as main point of client contact, managing the relationships vertically (C-level and down) and horizontally (across organization and Business Units).
• Acted as “Trusted Advisor” to clients, partnered with client’s to ensure their business and technology goals were in line and met.
• Ensured Customer Satisfaction while maintaining profitable P&L and creating new opportunities and revenue streams.
• Created strategic account plans. Created and managed specific opportunity plans – roles and responsibilities, road maps, timelines and deliverables.
• Strong leadership skills, excellent motivator, influencer, excellent presentation and sales skills to clients and internally.
• Proven ability to manage virtual and geographically disbursed teams.
• Extensive skills in leading teams across organization, multiple location and virtual teams for sales, proposal creation and delivery.
• Excellent written and verbal communication skills.
• Strong judgment and decision making skills.

Experience:
RONALD A. PARSONS
Toronto, Ontario
(416) 465-4334
parsonsronald@rogers.com

EXPERIENCE
CLIENT PRINCIPAL
Hewlett Packard Canada, Toronto, 2005-present
• Consulting Sales Manager, drove new and existing account business development, specifically Financial Industry Sector – Banking, Insurance, Mutual Funds.
• Developed Consulting and solutions’ sales strategies, plans and approaches, generated $3+ million in consulting revenue within last year.
• Sales/pursuits in large scale projects:
o Outsourcing/offshore application development projects
o Service-Orientated Architecture
o Testing/Quality Assurance
o ITIL
o IT Security
o IT Consolidation
o Information Lifecycle Management
o Identity Management
o BI/Enterprise Data Warehouse
• Built relationships with and sold to C-level executive clients, from project managers to CIO.
• Sold Outsourcing solutions to reduce cost, improve time to market for clients.
• Built confidence with clients to the point that they sought HP input or proposals without contacting competition, for example:
o Application Migration (including outsourcing)
o Portfolio Rationalization
o Quality Assurance/Testing
o ITIL
• Generated client awareness and defined and implemented Consulting and Solution sales strategies and plans; increased revenue from near-zero to 3M in 12 months.
• Solutions sales focus to deliver added value to clients to improve efficiency, increase agility and reduce costs.
• Created Sales strategy to drive clients to view HP as a trusted partner, trusted advisor, solution provider rather than hardware vendor.
• Teamed with internal HP business units – Software and Hardware, to create broad solution sales to provide complete solutions and to win over competition from other vendors.
• Organized sales team into cohesive unit from disparate parts and defined Sales strategy; result was focused and structured action plans, deliverables and timelines for sales cycles.
• Sustained strong revenue gains, despite a fiercely competitive market. Competitive pressures faced were from other large vendors and consulting companies.
• Drive Partner strategy to acquire new business. Identify, structure, negotiate and close strategic revenue-generating channel relationships with partners.
• Built alliances and partnerships with other large Consulting organizations. Managed ongoing pursuits of joint sales plans;
o Rapid environment provisioning (to reduce cost and increase speed of development and testing)
o Rebuild of Customer Information File (to new technology to increase sales, reduce cost)
• Managed Partners to grow sales funnel, increase revenue streams and margin through direct and indirect sales.
• Responsible for developing and driving the SI Partner business channel.
DIRECTOR BUSINESS DEVELOPMENT
CSI Consulting, Toronto, 2003 - 2005
• Director of Sales and Business Development; identified and developed customer prospects for Professional Services and Managed Services offerings.
• Sold Outsourcing projects to new clients:
o Application development,
o Oracle products,
o SAP products.
o IT Security Audits
• Sales focus on ERP, CRM, BI/DW, Application Development and Outsourcing consulting.
• Partnered with large India-based outsource company to sell IT security audits, network perimeter security, application security and data security to Financial Industry clients.
• P&L management; provided Sales and Practice leadership to all areas of the organization.
• Built Managed Outsourcing Services Practice to $1.5M annually.
• Managed all aspects of professional services organization, created a team environment and approach.
SENIOR PRACTICE MANAGER 2000–2002
Sybase Canada Limited (1997-2002), Toronto
• Responsible for Canadian Professional Services Sales team (5); consulting staff (60).
• Exceeded 100% personal sales quota for each full fiscal year, $3M 2002, $2.5M 2001, $2.0M 2000,
• Responsible for, and exceeded total team target of $15M in 2002, $12M in 2001, $10M 2000.
• Manage staff and the practice by providing clear expectations for performance, feedback, positive reinforcement and constructive and corrective guidance when necessary.
• Lead role in monitoring the identification and development of strategic accounts and pursuit plans.
• Leadership in partnership with License sales or Partners in developing sponsors within accounts in the drive to win business and deliver successful and profitable projects.
• Partnership development with third party vendors of Sybase software. Partnership development with software and hardware companies in joint bids and strategic alliances. Partnership with vendors of Sybase consulting resource companies.
• Implement engagement review and quality assurance policies and procedures in accordance with internal standards to ensure profitable and successful execution of consulting and education engagements as measured by practice financial metrics and customer satisfaction.
• Responsible for all hiring and personnel decisions in the consulting practice.

CONSULTING RESOURCE MANAGER (1999-2002) Sybase Canada Limited,
• Responsible for pool of 60+ consultants, staffing on assignments, working on coordinating training plans, career path plans. Mentoring and training of consultants, Project Managers.
• Responsible for the scheduling and management of a pool Sybase consultants within Canada and North Eastern USA.
BUSINESS DEVELOPMENT MANAGER, 1997 - 1999 Sybase Canada Limited,
• Responsible for all aspects of Sales, pre- and post-sales opportunities, business development, practice development, client/project management, risk mitigation, team participation, maintaining a pipeline of qualified sales opportunities.
• Sold all types of work, from small week-long engagements, to Proof of Concepts, to large multi-year application development projects and large Enterprise Portal projects.
• Responsible for driving revenue through prospecting, acquisition, development, and expansion of existing and new customer opportunities
• Exceeded 100% personal sales quota for each full fiscal year, $2.0M 1999, $1.5 1998

SENIOR CONSULTANT,
Deloitte & Touche Consulting Group, Toronto, Ontario 1995 - 1997
• Developed detailed work plans for engagements; objectives, timelines, milestones, deliverables, resource requirements and, outlines of interim and final presentations.
• Consulted and worked closely with client management and project teams. Responsible for developing client relationships, ensuring project remains on schedule, diplomatically overcome any impediments to successfully completing project.

ORGANIZATION ANALYST,
The Canadian Surety Company of Canada, Toronto, Ontario 1993-95
• Conducted a reengineering project of Reinsurance Operations; including underwriting, claims, collections and financial reporting cycles.

CORPORATE PLANNING ANALYST
The General Accident Assurance Company of Canada, Toronto, Ontario. 1990-1993
• Provided detailed financial due-diligence analysis of potential and actual acquisitions planned the amalgamation of insurance and investment portfolios.

Education:
EDUCATION
MASTERS OF SCIENCE Economics, 1989, University College of Wales, Aberystwyth, Wales, U.K.
• Macro-Economic cross-sectional time series analysis of the Latin American Debt Crisis.
BACHELOR OF ARTS, 1984, Mount Allison University, Sackville N.B.
• Major in Economics, Minor in Engineering.
PAPERS AND PRESENTATIONS
• Treasury Management Association of Canada; paper delivered to 1999 Annual TMAC Conference "Unleashing Hidden Assets - Results of Canadian Insurance Industry Best Practices Study".
• "A Comparative Analysis of Debt Rescheduling in Latin America and Sub-Saharan Africa" Scandinavian Journal of Development Vol. IX, No. 283, June-September 1990.
• "Cross Sectional Time Series Analysis, Results of Studies on Latin American Debt" 1988, Presented to International and Development Economics Conference, Surrey University.

Candidate Contact Information:

Name: Ronald Parsons
Street: -	Phone: 416 465 4334
City: Toronto	Fax: -
State: Ontario
Zip: -
Web Site: