Services, Operations, Business Development, Marketing, Alliances, Sales - Enterprise Software
| | | | | | Industry Focus: | Management & Business, Marketing & Advertising, Sales & Sales Management | | Job Title: | Services, Operations, Business Development, Marketing, Alliances, Sales - Enterprise Software | | Looking For: | Permanent Full-Time | | Visa Status: | Green Card | | Salary: | $175000 - $200000 | | Education Level: | 4-Year College Degree | | Relocation: | Any Location | | Travel Preference: | Light Travel | |
Objective
Senior Professional Services/Partners/Alliances position in a progressive technology company.
Senior Management Profile
18+ years experience at KLA-Tencor, Siemens, IBM, Nortel and Clarify. Highly proficient at interpreting market needs and developing winning partnerships, strategies and delivery networks. Global experience. Specialization in services and enterprise software. Unique combination of technology and account management skills. Strategic visionary with an ability to execute. Extensive experience and strengths in:
• Leadership – Built, led and marketed highly regarded services organizations from the ground up. Trained services sales organizations. Built P&L practice with $4 million direct revenue and $35 million sales impact in one year. Broad cross-functional collaboration in Fortune 100 enterprises. Proven ability to recognize business challenges, recommend solutions and articulate value. Eloquent speaker and presenter. Developed professional services portfolios, business process consulting methodologies and delivery infrastructure. Grew services 300%. Trained and skillful negotiator with track record of strategic relationships that drive revenue. Ability to communicate on executive levels.
• Professional Services Alliances , Marketing & Business Development – Developed professional services portfolios, methodologies and delivery infrastructure. Built alliance value chains including software and hardware to deliver complex solutions. Created and executed on services marketing campaigns. Grew services 300%. Trained and skillful negotiator with track record of strategic alliance partner and customer relationships that drive revenue. Ability to communicate on business & technical levels with customers, analysts and investors.
• Broad Experience and Proven Success: – Experience in enterprise software and semiconductor industries. Diverse operational background. Consistently promoted in every position. Skilled in strategic management roles and developing collaborative teams.
• Technology Market Knowledge – Intimately familiar with enterprise software and its technology standards. Rapidly assimilated technologies and market knowledge in every position. Applied knowledge to create compelling competitive differentiators.
Professional Experience
KLA-Tencor, San Jose, CA 12/2003-Present
Director Sales Operations, Global Support Services responsible for global sales operations of a $400 million semiconductor equipment services business. Developed and implemented global back and front office processes for 14 countries. Responsible for forecasting, opportunity management, reporting strategy, sales training, sales methodology, procedures and systems on a global basis. Completed global quote to cash integration on 30 million dollar SAP enterprise software project on time and within budget. Led division efforts for Sarbanes Oxley compliance. Restructured legal terms and conditions and contracting processes. Defined sales key performance indicators and reporting framework.
MJM Technologies, Inc., Campbell, CA 4/2001-9/2003
Vice President Business Development, Alliances & Marketing at $3 million enterprise professional services firm. Responsible for alliances and partnerships, market research, services portfolio, outbound marketing, sales methodology and collateral development. Wrote business plan, defined and implemented go-to-market strategy, positioning and branding. Developed network of partner relationships. Performed market segmentation, identified viable vertical markets and created targeted messaging. Designed sales process and tools based on solution selling methodologies. Executed marketing campaigns and managed web presence. Scoped consulting projects and developed client proposals.
• Directly responsible for generating 75% of services revenues.
• Closed consulting engagements with Fed Ex, Hewlett Packard and Amway
• Created / managed strategic alliances and launched joint sales campaigns with channel partners.
• Provided management input to the CEO on general business direction and all operational aspects.
Alex Hammer PAGE 2
Clarify / Nortel Networks eBusiness Solutions, San Jose, CA 1/1999-4/2001
Director Professional Services (Proactive Services) at CRM software vendor, acquired by Nortel for $ 2.1 billion. Responsible for vision and strategy, methodology, sales, marketing and operations of advanced services and consulting function. Tapped market for recurring high-level, high-value professional services. Built and led a nationwide team during a period of more than 300% growth with P&L responsibility. Grew customer services value, consulting revenues and install base application footprints. Researched services needs with client base. Conducted extensive interviews and surveys. Defined services programs, methodologies, consulting templates & worksheets, sales process and product positioning. Created all marketing collateral. Serviced and managed key accounts such as Microsoft, Hewlett-Packard, Sprint, Motorola, EMC, and Fed Ex. Developed and delivered continuous improvement consulting services. Articulated product strategy to customers and drove revenue based on ROI opportunities.
• Built $4 million sales channel and delivery capabilities for advanced services products within approx. one year.
• Impacted $35 million in license and implementation revenues.
• Actively engaged alliance partners in driving mutual revenues.
• Established services as sought after differentiator with sales organization.
• Created 16 repeatable consulting methodologies supported by contractual frameworks and worksheets.
• Defined, consolidated and formalized product requirements with key accounts. In a product marketing capacity determined feasibility with engineering and incorporated resulting products into the official roadmap. Championed key product features, internally and externally.
• Collaborated with the Reference group to formulate success stories and manage reference contacts.
Siemens Corporation, Cupertino & Sunnyvale, CA 10/1991-12/1998
Promoted 5 times within a seven-year period, based on performance results and contributions.
Customer Service Manager
Responsible for integrated circuits in North America. Implemented call center for key, national and distribution accounts. Drove SAP change management and continuous improvement programs. Collaborated heavily with all functional groups.
Manager Product Planning & Business Processes
Recruited, trained and managed product planning team. Responsible for material provisioning, business process planning, forecast systems, consignment stocks and logistical operations, including customer EDI program.
Manager, Corporate Agreements
Responsible for purchasing strategies with 31 divisions, 88 plants and 600 locations. Negotiated and managed corporate purchasing agreements in excess of $250 million. Achieved annual savings exceeding $10 million. Managed executive-level relationships. Directed complex interest groups with conflicting goals to achieve extraordinary savings.
Purchasing Manager
Established supplier base and managed purchasing activities of three consortium-partner companies involved in a $0.5 billion High-Speed Train project. Developed and implemented purchasing strategy and cost-saving programs.
Senior Buyer, International Procurement, Siemens Corporation
Responsible for software and hardware sourcing, vendor / product evaluation, strategic procurement planning, channeling and consolidation involving 13 international divisions. Conducted $30 million+ contract negotiations for worldwide OEM, resale and end-use requirements.
IBM Germany, Mannheim, Frankfurt, Mainz 07/1987-09-1990
Various roles in Technical Support, Marketing & Sales. Responsible for providing technical support for AIX on PS/2, RT and RS6000 workstations. Managed project to conceptualize, design and cost analyze a new product documentation process for IBM hard disk drive plant. Coordinated and implemented IBM dealer marketing programs.
Education
• B.S. Business Administration & Computer Science, University Mannheim Berufsakademie, a prestigious private university that requires sponsorship by an accredited employer. IBM Germany sponsored, 1990
• Bi-lingual English & German, Permanent resident, green card, 3 years international experience working in Germany.
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