IBM / Apptio

IBM / Apptio's Technology Business Management (TBM) solutions provide revolutionary automation and analytics in IT and Cloud cost transparency, showback/chargeback, planning and performance management required for IT to run like a business. From the founding of the company, they set out to disrupt the existing enterprise software market by designing purpose-built, on-demand solutions capable of managing the cost, quality, utilization and VALUE of IT services.

Customer Success Leader - Americas

Ivanti

This global field-based CTO role for ITSM/ITAM/EXM solutions is a high impact position with responsibilities including supporting strategic sales and partner opportunities with Customers, Sales, Partners, and Delivery teams to help advance the organization’s visibility and share-of-wallet at its largest and most strategic accounts. Focused on bringing a broader business and technical depth to business discussions.  
The role closely follows industry and competitive trends and direction to shape engineering and product priorities, and includes regularly evangelizing our Enterprise Service/Experience Management solutions and roadmaps as one of our thought leading experts for customers, sales and partners, at industry conferences, trade-shows, and with industry press and analysts. 
This also included engaging and influencing a varied audience, from C-level to managerial, as well as internal product and engineering teams, and to extract/articulate information that can be used by the sales and partner organizations in support of current and new customer product strategy, sales and services success and acquisition.  As well, to function as an executive sponsor for key customers accountable for our joint relationship plans and overall success.

VP / Global Office of the CTO

With the acquisition of Cherwell Software in March of 2021, I moved to the role of VP Pre-Sales/Solutions Engineering-Americas for our leading ITSM, ITAM and ESM product lines. Responsible for leading a world-class team of Architects and Engineers (16) focused on strategizing, positioning, and selling our “next generation-no/low code” Enterprise Experience / Service Management solutions and services. 
The role is a key member of the Sales, Customer Success, Partner/Channel, Support, Professional Services, and Product Marketing and Development Leadership Team. The opportunity allowed me to utilize my extensive experience and passion for end-to-end solutions advisory, team building, and customer leadership, earlier in the sales process to improve win ratios, customer outcomes and retention.
I was responsible for all aspects of hiring, onboarding, performance management, and managing the technical sales lifecycle of new and existing customers. Aligned with the Americas CRO to plan and build the GTM motion for Commercial, Enterprise, and Strategic segments. Including the hiring, enablement, and productivity of new resources.
•	Ensured a closed-loop process for Product enhancements / gaps with both US and Global Product Management teams.
•	Refined a consistent and repeatable POV approach, win process, tools, stage metrics, and increased win %.
•	Work closely with Product Management and Engineering to represent business needs and ensure product alignment.

Vice President, Sales/Solutions Engineering

Cherwell Software

Cherwell Software is the developer of Cherwell Service Management® (CSM), an award-winning Enterprise and IT Service Management, IT Asset Management, and Enterprise Service Management (ITSM/ITAM/ESM) and workflow enablement platform.

Rick led the CS/PS strategy, team, programs, sales, and P&L/operations for this SaaS leader.  He worked with the executive team to architect and implement Cherwell's single customer experience vision across all customer-facing functions. He led the PS organization to enable rapid growth, focused on scaling capabilities in services strategy, sales, delivery, customer adoption, people enablement, and operational efficiency. Rick partnered closely with direct sales, R&D, support, channel, and customer experience teams to provide customers with a seamless and high value customer experience.

• Led the development and execution of the services strategy and offerings/packages to implement Cherwell solutions faster, leveraging best practices, accelerating time to value, and driving increased adoption/licenses.
• Improved customer success outcomes, renewal rates, and NPS scores by delivering higher quality implementations in less time, followed on by post go-live service offerings such as health checks and upgrades.
• Helped drive top line license growth through improved relationships and early engagement with our Sales and Pre-sales teams.
• Delivered sustained financials and predictability, balancing revenue and margin targets with investments needed for growth.
• Upskilled and grew team through disciplined performance programs, leadership, and improved talent acquisition processes by creating a culture of performance and accountability.
• Created a truly global team through standardization of processes and methodology, resource sharing, increased cross-regional initiatives, and implementation of the FinancialForce PSA system.

AWARDS
Service Performance Insight (SPI) - Best of the Best Professional Services - 2019 (see article included)

Managing Director, Professional Services - North America/LATAM/APAC

OpenArc, LLC.

OpenArc is an IT software development and consulting company that specializes in helping organizations conceptualize their ideas and the user experience / interaction design, thru expertise in Human Centered Design (HCD) techniques, and end-to-end solution capability, including: solutions architecture, design, development and implementation for complex web and mobile (cloud, native, hybrid) solutions.......or customers can leverage the staffing division to fulfill IT talent needs whether permanent or contract.

Rick's responsibilities also included developing and leading the Partner program with Strategic Partners: Oracle, Microsoft, Xamarin, Zebra and AWS, and Consulting Partners; Maya, BusinessForward and EyeFlow. 

Rick led the Agile/SDLC process and tool improvement initiatives and delivery operations for PMO/Agile Project Management, UX/UI Design and QA/Testing, focused on improving deliverable quality and efficiency, and customer satisfaction. 

Rick was involved/led account strategy and approach for business development/sales for OpenArc's largest customers, including DLC, UPMC Enterprises, Parker Hannifin, etc.

AWARDS
Pittsburgh 100, Pittsburgh Business Times
Tech 50 Finalist,  Pittsburgh Business Times
Client and Talent Awards, Inavero’s Best of Staffing 
Pittsburgh CREATE Festival, Data + Apps Project of the Year
Largest Pittsburgh-Area Technology Consulting Firms, Pittsburgh Business Times
Inc. 500/5000 Fastest Growing Company, Inc. 500/5000

CSO - Consulting Services, Software Delivery and Partner/Alliance Program Officer

SDLC Partners, L.P.

SDLC is a leading regional Business and Technology Solutions consultancy combining process and IT strategy with technology execution abilities to help clients’ IT organizations design and build the best solutions and improve the IT operation.

Rick grew and managed the Technology Consulting and Solutions team to the largest practice at SDLC, from 70 to over 270 associates. Rick was responsible for all aspects of the business, from setting services/product strategy, business development, operations and P&L management, including hiring and developing the teams, developing the processes, methods and expertise required to perform IT Strategy, Program and Project management, end-to-end software development; solution architecture, solution design, web/portal/mobile applications development, QA/testing, and all operational aspects of running sales thru delivery. 

As well, Rick had responsibility for key account strategy, planning and business development with his team, including Pgh companies such as PNC Bank, FedEx, BNYM, Highmark, Gateway Health, TMG Health, CVS, EQT, etc.

AWARDS
Solution Provider of the Year, Pittsburgh Technology Council
Pittsburgh 100, Pittsburgh Business Times
2nd Largest Pittsburgh-Area Technology Consulting Firms, Pittsburgh Business Times
Inc. 500/5000 Fastest Growing Company, Inc. 500/5000

Managing Director, Technology Consulting & Solutions

Pepperweed Consulting

Senior executive responsible for the services/product strategy, marketing, sales, pre-sales, services delivery and support, and vendor partnership ecosystem for this leading HP IT consulting services and product reselling company.

Rick Led the renewal of this national IT consultancy and HP product reseller/support in the ITSM, ITAM and PPM space. Expansion was driven through indirect goto market programs, including strategic alignment with HP and CA, new marketing and sales programs utilizing industry, association and distribution partnerships - Avnet. 

Introduction of an ITSM best practices solution and toolset into the global marketplace through a social-based web 2.0 approach, resulting in 70% more leads. 

Drove growth to $33+mil in consulting and HP product reselling revenue.
 
Customers included: North West Airlines, Target, Vanguard Health, ERCOT, PepsiCo, Marathon, Morgan Stanley, Western Union, Acxiom, Catholic Healthcare West, Cook Children’s.

AWARDS
Reseller/Partner of the Year, HP

Robert Half International/Protiviti

Protiviti, Inc., is a wholly owned $1bil subsidiary of Robert Half International, focused on providing business and technology based guidance and solutions for medium and Fortune corporations. Rick developed and led the IT Management consulting services national practice and operations focused on IT Governance, Service, Asset, Operations Management, and PPM/PMO. 

Rick grew sales and services from $350k to ~$20+mil thru building leaders/teams across the US, with key technology partnerships and programs , including HP and CA.

He was the lead executive for key account pursuits and ongoing relationship and engagement management, including customers: Sallie Mae, MetLife, MassMutual, GE, Verizon, Visa, MGM, BonTon, Equitable Resources, Oakland County, Pinellas County,  and Baystate Memorial.

National Director-Protiviti

Computer Associates

Developed and led the Enterprise IT Service Management practice dedicated to providing business and technology based guidance leveraging CA technology solutions (Unicenter), for customers worldwide. Rick worked with the sales organization to product growth of $85+mil and $20+mil in services/support through hiring, leadership and development of a Americas team of 60+ Services and Sales Engineering professionals. 

He established and led the strategy and SE/Services teams for all aspects of the goto market services and programs, sales support/engineering, best practices/methodology development, and solutions delivery, support and operations. 

Rick worked with Channel leadership to set the direction for the creation, development and training for partner/channel strategy and relationships, and led the regional pre-sales, services, and support teams. 

He was deeply involved in all key customer relationships, pursuits, ongoing executive/QA roles, and performed as an evangelist for business development, analyst briefings and key business and technology conferences.

VP, Global Practice Director

Led the Management Consulting Services (MCS) national ITSM/ITAM practice and the regional IT consulting practice for the Western PA, Eastern OH and WV area providing consulting services and solutions to medium and Fortune corporations. He grew the regional practice annual sales and delivery to $10+ mil in services and 60+ professionals.  

Rick created, developed and led the national ITSM/ITAM strategy, activities and team for business development, methods, best practices, delivery and operations. This included key services: Information Technology Management (ITM) - Project Management Office (PMO) services, IT cost reduction programs-Asset and Service Management, IT planning, guidance, process improvement and technology implementation.

Rick developed and led the ITSM national partner strategy, relationship and business development with key partners; HP, CA and BMC.

Managing Director

Xerox Global Services

Created and led the eBusiness practice, dedicated to providing Internet related B2B services and solutions to medium and Fortune level corporations. Developed and managed the strategy and team for marketing, sales, partner/channel relationships and delivery, focused on eCommerce, B2B, Customer Relationship Management (CRM), Sales Force Automation (SFA) and workgroup automation.

Rick led the partner programs and business development activities with IBM, Microsoft and Oracle. 

Drove $5+mil revenue through a solution-based approach, strong partnership programs and relationships, hiring and development of a strong team, and expansion of executive level relationships with key clients.

AWARDS
Solution Provider Practice of the Year, IBM

Practice Director/Managing Principal

I am an experienced Professional Services, Sales Engineering, and Customer Success executive who has successfully built and led small, medium and large teams for Enterprise software & SaaS providers, Big 4 consultancies, and start-ups. My passion is to build organizations to scale, and I have done so repeatedly throughout my career, including consulting and advisory services, training, custom software development, customer success, and global services sales, pre-sales, and delivery. I have enjoyed ongoing success in my career as a result of strategic thinking with the willingness to get my hands deep in execution. I offer P&L and global perspectives, having managed both strategy, sales, pre-sales, and delivery teams across the globe. 

BUSINESS & LEADERSHIP EXPERIENCE
• Consulting & Technology/SaaS Services & Product Sales Strategy
• Services Practice/Delivery Leadership 
• Global Sales, Pre-Sales, Services Operations & P&L Management
• Sales & Services Strategy, Practice & IP Development
• Sales & Services GTM Market & Business Development/Sales
• Alliance/Partner Development, Leadership & Execution
• PMO Development, Client & Engagement Management
• People/Team Hiring & Development 

TECHNOLOGY/CONSULTING EXPERTISE
• IT Strategy & IT Process Improvement
• Software Development - Web, Portal, Mobile and Cloud 
• SDLC & PMO Best Practices - QA/Testing, CI/CD, DevOps, Agile, Waterfall, Iterative
• IT Infrastructure & Operations - ITSM/ITIL/ITAM/ESM
• PMO/PPM/PSA Development, Practice & Tool Implementation
• ERP & PSA Implementations
• Managed Services

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