PiF Technologies

VP of Strategic Technologies & Digital Automation

Kodak Alaris

Intelligent Document Processing subject matter expert 
Lead presales presenter of Info Input and Infuse software solutions
Professional service and technical delivery subject matter expert 
Mentor

Global Presales Solutions Engineer

CDS Visual, a Dover company

Solution Consulting
Worked with eCommerce platforms Salesforce, CommerceTools, Viax, ElasticPath solution groups with technical API/Web Services based integration architecture discussions.
Conducted technical POC’s working with professional services and development to take customer CAD files and convert into 3D visualizations to apply to existing eCommerce websites
Wrote statements of work (SOW), gantt charting, project deliverables from in depth scoping exercises
Presented technical solutions, covering SaaS based, product catalog syndication of data between our AWS environment and the customers PLM (project lifecycle management) solution like Windchill, Propel
Demonstrated product features using SNAP Studio authoring development tool to show steps required for animations, hot spotting, BOM explosions and how to embed CDS JavaScript library within website
Acted as player/coach, pre-sales manager implementing best practices for sales staff to demonstrate CPQ, 3D visualization, e-commerce technology to prospects and base of customers
Guided sales team through complex, large deals with Fortune 500 industrial manufacturers and distributors with average deal sizes in the $1M range

Operations
Acted as system administrator for Salesforce and Adobe Marketo marketing platform using T-SQL, JavaScript and force.com logic to build automations
Built out Salesforce CRM from ground up with lead tracking, opportunity based forecasting, quoting, process automation and flows for approval of sales quotes
Reviewed contracts with customers and prospects and worked with inhouse legal counsel to resolve barriers and execute documents
Designed and implemented a Salesforce data model to ensure every possible management report could be produced based on logged data
Created department based Salesforce dashboards which provide immediate visibility to commit and upside opportunities to manage and staff professional services backlog

Director, Sales (Sales Ops, Solutions & Channel)

PIF Technologies

Supported sales team with pre-sales solution consulting, ROI analysis, and pain point identification around prospects/customers accounting and human resource solutions.
Measured professional services utilization, bill rates, project profitability, revenue recognition and strategic annual business/operational plans.
Owned P&L, metrics and recruitment around entire technical team
Managed and led on average 30-40 monthly enterprise level deployments of ECM, IDP, RPA and workflow automation projects
Led team of software implementation staff, devOps, .Net developers, SQL DBA’s, PMP’s to deliver complex, disruptive technology solutions
Expert SME knowledge around bi-directional integration of accounting data to ERP systems
Managed AI/ML based smart IDC technology implementations where data entry automation removed labor from the process
Procured and lead an external SOC readiness, remediation and attestment for a SOC2, Type 1 audit of our multi-tenant AWS cloud
Built and focused the team into business consulting practice areas within our six product lines 
Doubled YOY PS revenue, transitioning the business from single product, hourly rate to best of breed solutions with 20+ day engagements
Developed GTM strategies for each new technical practice by understanding the partner ecosystem, competition, PS revenue forecasting and education required to staff-up to deliver solution.
Utilized agile and waterfall deployment methodologies, spikes, sprints and morning stand-ups to enforce communication and action
Developed and managed SugarCRM for sales dashboards, reports, product catalog, quotes, support contracts and workflow for sales order routing,

EVP, Professional Services & Technology (OPS, MSP, PM)

Led team of SDR/BDR’s and Regional Sales Directors to sell $7M of software licensing and services in a direct sales methodology. 
Individually sold >$1M/yr (over 6 years) by extension selling heavily integrated workflow solutions typically around Accounts Payable and HR horizontals direct and within customer base 
Individually and as a team, sold large six figure BPO (outsourced data entry labor), SaaS and On-Prem solutions within AP, SOP automation and contract management.
Implemented Sandler based MEDDIC sales qualification framework to set upfront contracts with prospects, solution/criteria selling, finding pain in prospects business processes which pulled through product licensing, labor and cloud services
Achieved revenue goals mentoring and holding Regional Sales Directors accountable with daily stand up account/pipeline reviews, # of calls/emails, deal coaching to ensure strict focus on monthly revenue goals.
Created and presented complex product POC and custom demonstrations providing maximum credibility with ad-hoc talk track. Used past projects as anecdotal references during the sales calls to build customer confidence
Recruited new Regional Sales Directors, BDR/SDR’s and marketing staff and created culture of stretching and grinding to hit monthly targets
Developed vertical talk tracks for BDR’s to use during telesales prospecting and held phone blitz 2x/week
Focused half of the RSD’s on recruiting channel referral partners to incentivize then to cross sell PIF software and labor within MSP, systems integrator and small niche ERP manufacturers space.
Created a channel of resellers that required ECM/IDC software staff augmentation to drive PS revenue
Diversified product portfolio to include RPA products: UIPath which resulted in a 36% increase in professional services billing in 2021.
Created a PREP program to offer less technically capable partners to offer PIF products and services via monthly retainers.

EVP, Sales & Operations Director

Square 9 Softworks

Supported sales team with pre-sales technical subject matter expert (SME) around business process automation primarily within accounting and human resource horizontals.
Conducted customer scoping and requirements gathering using root cause analysis, current state documentation and data modeling based on their host ERP system.
Consistently achieve 100% or more of quota/plan every year
Managed team of six sales engineers which grew professional services revenue 58% by consultative solution selling
Directed revenue targets, managed P&L, staff utilization, headcount and overall operational components
Developed Xerox DocuShare, Square 9 and Microsoft Office SharePoint Services consulting practices which included website, pricing and configurations, collateral, demo VPC, role and application-based templates as well as workflow and notifications. 
Established partner acceleration strategy designed to allow new resellers to contribute faster and eliminate false starts - resulted in a 45% increase in the average concurrent seat license count. 
Implemented process and structure which standardized product releases, roll-out strategy, core development tasks versus bespoke custom development.
Recruited new resellers primarily within the office equipment space as well as systems integrators, ISV and OEM relationships
Created and implemented reseller “spin-up” strategy designed to allow new partners to contribute faster and eliminate false starts
Developed a channel readiness guide for resellers which included program details, margins, collateral, sample comp plans, hardware/software bundles, metrics and sample SPIF’s
Generated online reseller sales and technical exams as part of the partner program
Created an entire solutions methodology leveraging third party best-of-breed products and services that augmented core SmartSearch document management software

VP of Business Development & International Sales

Managed enterprise level document management and imaging system implementations on various Windows based platforms (including AWS) including complex project management with multiple deliverables. 
Designed end-to-end client and data source integration solutions across distributed network topologies leveraging SQL Server database tools.
Utilized strong project management to ensure project scope, milestones, blockers and change orders were handled by the PMP team
Managed custom software development lifecycle including technical and functional specification creation, workflow design and requirements gathering for SaaS based enterprise content management projects
Managed the technical delivery of numerous complex enterprise level implementations for customers such as KBC Bank, United Arab Shipping, NY Life, State of Maine, Duane Reade, Pearson
Designed enterprise level deployments of software on Windows Server 2003/2008 platforms leveraging Citrix Metaframe, Terminal Services and CISCO VPN
Integrated many different line of business systems including but not limited to EMR, ERP, CRM and AP system into document management repositories
Implemented and designed healthcare solutions for medical billing and claims adjudication leveraging EDI, HL7, x12 835/837 data formats - automated EOB processing and HCFA/CMS 1500, UB-04, UB-92 data extraction
Developed key professional services metrics to ensure profitability and growth – bill rate, utilization, carrying costs and backlog
Implemented digital-on-ramp connectors between various MFP’s and paperless/document management systems using API’s such as OSA, MEAP and HyPas
Conducted numerous business process analysis projects around data entry automation which included onsite interviews and written deliverables such as statements of work and technical documentation

VP of Professional Services

InfiNet Business Systems

Conducted pre-sales solution analysis by interviewing customer knowledge workers on their current state, pain point identification, quantify the pain and then generate a proposal using a myriad of different technology solutions
Acted as lead solutions architect, assisting sales team with complex deals which included various other 3rd party solutions such as DocuShare, Kofax, BISCOM FaxCom, email management, Check21 and custom development.
Directed numerous enterprise-level software implementations and communicated status reports to CxO level executives. Engaged all over the world in analytical document strategy assessments for Fortune 500 companies. 
Created an entire integrated solutions website geared toward self education and superior collateral to educate resellers on new products and services. 
Implemented a series of webinars focusing on solutions to common business problems within back office workflow automation. 
Utilized relationships with hardware manufacturers to fund open houses and seminar events showcasing newly created solutions
Developed and presented nine webinars and podcasts promoting newly created solutions 
Created marketing materials for all events and website including narrated demonstrations, post cards, data sheets, SPAM free email blasts, newsletters, telemarketing scripts, webinar invites
Secured resources to enhance lead generation - telemarketing, blogging, web, LinkedIn user group & wiki’s
Assisted sales reps with complex pre-sales opportunities
Procured and started communication with hedge fund to secure capital for future growth
Developed two web sites including design, collateral and copy content for square-9.com and infinet-sys.com
Presented core software and sales approach at reseller quarterly, sales and technical meetings

VP of Solution Consulting

Westbrook Technologies

•Supported sales team with pre-sales technical subject matter expert (SME) around business process automation primarily within FinTech, accounting and human resource horizontals.
•Conducted customer scoping and requirements gathering using root cause analysis, current state documentation and data modeling based on their host ERP system.
•Spearheaded record revenue and profit growth from 2003-2008 in consulting services by extension selling into existing accounts, innovating new service-based products that grew high-learning curve services within challenging channel sales model
•Grew professional services from $118,000 to $3M in 4 years
•Grew customer funded development by 551% & 400% in 2006 & 2007 respectively. 
•Maintained a 47% gross margin & an astounding 96% staff utilization rate in 2007. 
•Designed and developed several websites as well as SOA/SOBA, object-oriented & web-based line of business applications. 
•Led a team that performed numerous enterprise-level integration's using ASP.Net, VB.Net, ADO, COM, DDE, HLLAPI, SOAP, VB, HL7, web parts, Java Sockets, T-SQL, PL/SQL and other various technologies. Proven experience making very difficult projects work. 
•Strong background facilitating enterprise integration projects
•Created and implemented web-based eLearning program which accounted for 45% of education business revenue for 2007. 
•Created corresponding SST collateral which incorporated talking points, sales sheets, demo databases, FAQ’s and short elevator pitches.
•Implemented procedures for post implementation reviews to farm existing accounts 6-8 months after a successful engagement – farming attributed roughly 10% to overall YOY growth in 2006-2007
•Procured sub-contractors for high learning curve services and during high utilization periods to manage FTE costs
•Created and staffed technical support center to handle complex BPM, integration and custom dev solutions including call center CRM implementation, phone routing and procedures

•Utilized strong stage presence and public speaking abilities to deliver technical and sales presentations at large conferences, and C-level meetings
•Managed technical delivery of 30+ enterprise-level projects per month from the initial discovery phase to development and implementation 
•Engaged in customer funded POC’s which included functional and technical requirements analysis, pilots and written deliverables
•Created statement of works (SOW), project plans and technical articles for corporate newsletter
•Developed, hosted and presented a weekly technical web cast on new solutions coined by resellers and customers as BRENTtv. Consistently maintained average attendance of 100 active connections and over 125 attendees
•Transformed document management software offering into a SaaS using a long-term sales partners existing infrastructure
•Wrote several annual business and product plans demonstrating how services would attain company revenue targets
•Worked with marketing and product development on product/solution launch plans and technical white papers on SOA technology

Director of Professional Services

•	Managed the consulting services, pre-sales, education services, bus dev and software support divisions of content/document management software manufacturer 
•	Directed revenue targets, P&L, staff utilization, headcount and overall operational components
•	Motivated and mentored team to fulfill yearly goals 
•	Managed relationship with Interra an offshore, India-based team of consultants &vdevelopers 
•	Participated as senior member of PPC (Product Planning Committee) and PRC (Product Release Committee) 
•	Documented formal implementation and integration methodologies
•	Assisted in development of a ground-up Microsoft .Net SOA product suite
•	Implemented procedures for post implementation reviews to farm existing accounts
•	Procured sub-contractors for high learning curve services and during high utilization periods
•	Created and staffed technical support center
•	Diversified blend of consulting revenue by building practice areas

Manager of Client Services

•	Conducted onsite consultancy which consisted of business process workflow analysis, feasibility studies, needs analysis, disaster recovery and deployment strategies
•	Traveled extensively throughout the world performing consultancy engagements
•	Performed onsite installations of Document Management software and troubleshot technical issues
•	Developed custom business applications using object-oriented, web based and database technology solutions
•	Wrote detailed functional and technical specifications as well as custom application documentation
•	Performed onsite training and presentations focusing on integration and web customization
•	Integrated several key primary business applications (ERP, EMR, CRM, Clinical, Financial) with document management product suite
•	Installed and configured numerous enterprise level implementations of Fortis with Oracle and SQL Server on Windows NT, 2000 and 2003 servers

Senior Software Consultant

RDP Group

•Acted as network administrator on Windows Server based platforms. 
Developed fully function e-commerce site using MS SQL 7, IIS 4.0, Site, Commerce and Transaction Servers. 
Provided desktop support and troubleshooting as well as website and content creation.
Maintained and regularly upgraded 35 computer workstations and five (5) Windows NT4.0 servers
Organized, produced and coordinated pre-press operations including digital submissions, compatibility, film for event brochures, posters and billboards
Created online registration system which utilized an ASP form link to an MS Access database 
Created IT security polices for the twenty plus users within the LAN
Implemented and configured fax sharing, e-mail and Internet access into LAN which increased sales efficiency and production by over 40%
Installed and configured Windows 2000 Professional and Advanced Server software on  LAN workstations & mobile devices
Developed multiple web sites for RDP as well as several stand-alone sites for individual customers using HTML and ASP
Produced show brochures, web graphics and ads using Adobe, Macromedia and Corel graphics suites

Technical Operations Manager

•Managed numerous event projects which involved analytical research, deliverables & the use of the project life cycle
•Organized all aspects of trade shows operational management requirements including logistics, drayage, decorating, labor unions
•Developed and implemented consumer and trade focused marketing campaigns which increased attendance by over 100%
•Developed a full service customer relationship program which significantly increased repeat business 
•Streamlined daily sales routines by incorporating business process re-engineering within sales order entry, direct marketing, lead generation and analysis 
•Utilized strong communication skills in selling an ASP Forum in NYC where event sales goals were achieved
•Contacted media outlets and arranged barter agreements for complimentary advertising. merchandise, airline travel and hotels
•Interviewed and managed staff of 20 employees 
•Wrote all web content for RDP web site as well as individual customer projects

Business Development Manager

Putnam Investments

•	Researched companies which portfolio managers were interested in purchasing or selling
•	Focused research on Internet and technology companies during “pre-bubble” trading
•	Operated Bloomberg terminal and core analysis software to track portfolio holdings
•	Communicated with various banks in corporate bond or note restructuring as well as position tracking
•	Analyzed data and made recommendations relevant to the corporate action
•	Executed position holdings via exchange, tender offer, dutch auction, name and CUSIP changes
•	Responded to requests by portfolio managers

Corporate Actions Specialist

Massachusetts State Employees Credit Union

•	Created marketing program which increased membership by 23%
•	Traveled extensively throughout each town in Massachusetts soliciting new bank account registrations and loans
•	Arranged meetings with payroll/benefits coordinators at state offices to discuss value of credit union services
•	Assisted CFO with asset liability management and currency management of over $40 million
•	Operated as teller processing client withdrawals, deposits and transfers
•	Processed commercial and personal loan applications and provided risk mitigation data which validated approval or denial of loan
•	Organized surveys, mass mailings and new methods to achieve increased membership

Passionate software professional services solutions executive with direct responsibilities for business development, P&L, strategic relationships, product marketing, consultancy, education, technical support, project management, sales and development. 

Dynamic public speaker with excellent stage presence and the ability to deliver technical or sales presentations to large audiences. Experienced with most IT infrastructure technology solutions, offshore development and composite line-of-business integration. Proven ability to consistently double services and software business over a 20 year period within a difficult VAR sales model. Designed and sold complex end-to-end technology solutions within 25 different vertical markets to CxO level

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