Vice President Business Development in Baltimore MD Resume Michael DiGiacomo
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Michael R. DiGiacomo
Timonium, MD 21093 Home 410-561-5919 Cell 443-956-7051 [email protected]
PROFESSIONAL SUMMARY
Astute, forward-thinking Sales & Business Development Executive with 20+ years’ success transforming companies from reactive support to strategic delivery. Expert in innovating strategies that generate rapid response in highly competitive, technology-driven environments and propelling $multi-million dollar initiatives in all vertical markets. Record of achievement in value-added sales, $MM account acquisition and global sales, operations, business development and professional services team leadership. Exceptional relationship builder, with a talent for opening doors and winning diverse (manufacturing, retail, consumer goods, government) clientele. Rewarded with multiple fast-track promotions to Director and VP roles over 15 years at Computer Associates (formerly Cullinet Software). Hold MS degree from John Hopkins University. Versatile Business Builder with “big picture” vision and a keen ability to stay on top of all the details. Consistent success in developing the processes to optimize operations, drive growth, motivate/energize staff and enhance profit performance. Strategic business sense with extensive background in channel development, team redirection, negotiations and market-responsive campaigns. Seasoned resource whose capabilities transcend sales operation boundaries. Charismatic team builder and coach, passionate about bringing out the best in the people. Solid success built on the ability to inspire teamwork and tap into the expertise of subordinates. Uncompromising commitment to performance excellence with an ardent bias for action. Thrive in fast-paced environments, readily adapting to evolving sales and business challenges.
KEY COMPETENCIES
Global Sales Operations Management Team-Leadership/Training/Coaching Territory Penetration and Expansion Contract Negotiation Partnerships and Integration Technology & Facilities Management The Matworks Company, Beltsville, MD VP, Sales and Business Development
New Business Development Budget and Revenue Productivity Metrics Channel Solutions Marketing Strategies Customer Satisfaction and Loyalty Client Relationship Management 2007 – 2012 5 years
PROFESSIONAL EXPERIENCE
Built a solid pipeline and empowered sales team in this $40MM privately held company servicing the large big box retail marketplace. Lead and motivate 7 sales reps (5 direct, 2 indirect) to exceed defined goals. Collaborate with marketing department to execute business development and promotional efforts. Influential member of the Executive Team. Key Accomplishments: Rapidly identified the “serious buyer” and implemented strategies that grew revenue to $30MM, including: Lead generation program that netted 220 leads in FY 2011. Active participation and business building through tradeshows. Competitive internal compensation plan. Client follow-up procedures that ensured satisfaction and retention. Propelled sales team from an account maintenance mode to one aggressively pursuing opportunities. Held regular training, team-building and coaching sessions. Leveraged existing relationships to sell additional products/services worth $10MM+ Achieved and maintained an unprecedented customer satisfaction rating of 98.7%. Alien Technology, Morgan Hill, CA Director, Global Alliances 2006 – 2007 1 year
Established strong new channel partnerships for this private firm providing RFID products and services to retail, consumer goods, logistics transportation and government. Key Accomplishments: Forged and cultivated trusting relationships that led to RFID technology integration with 6 new partners, including Intermec, Zebra, Printronix and Unisys. Boosted revenue 20%, by coaching sales team to leverage partner relationships.
Michael R. DiGiacomo
[email protected] Developed joint marketing collateral highlighting value proposition for customers.
Manugistics, Rockville, MD
2003 – 2006 3 years
VP, Business Development and Sales Operations (2004 – 2006) Championed strategies that rapidly increased revenue and customer retention for this supply chain solution provider. Managed 8-person sales team (6 inside, 2 outside) and marketing resource. Administered and maintained CRM system. Key Accomplishments: Empowered team to grow sales pipeline 30% since FY 04. Grew license/service/maintenance revenue with existing clients $10MM in FY 06. Developed territory plan and a time-phased pipeline report to track sales activities. Implemented quarterly customer satisfaction survey and compiled all relevant data; developed action plans that improved customer service, software bugs, billing, etc. Increased referenceable clients by 40% through an incentive program. Director of Alliances, Government Systems (2003 – 2004) Leveraged relationships with partners and system integrators, including Lockheed Martin and Boeing, to market company solutions. Utilized multiple prospecting/networking tactics to achieve outstanding results, encompassing cold calls, direct mail and referral followup. Key Accomplishments: Built a $10MM pipeline for government vertical in just 12 months. Educated various DoD agencies on solutions through weekly in-person meetings. Set up a customer demonstration room with donated equipment, effectively demonstrating to RFID partners the integration of RFID and Manugistics software. Netlinx Corporation, Gaithersburg, MD VP, Sales and Business Development 2000 – 2003 3 years
Built global trade management software sales team and formulated winning strategy to sell channel solutions. Key Accomplishments: Hired and coached 7 sales, marketing, client service managers and consultants. Built 5 channel partnerships through lunch & learn sessions and conference calls. Exceeded sales targets of $8MM in FY 01 with average deal size of $250K-$2MM. 1985 – 2000 15 years IT management software/solutions firm with expertise across all IT environments – from mainframe and distributed, to virtual and cloud. VP, Federal Channel Sales, Computer Associates (1999 – 2000) VP, Corporate Channel Sales, Computer Associates (1997 – 1999) Director, Consulting Services, Computer Associates (1989 – 1997) Manager, Support Services, Cullinet Software (1987 – 1989) Implementation Consultant, Cullinet Software (1985 – 1987) CA Technologies (acquired Cullinet Software), Long Island, NY Promoted multiple times to VP position overseeing North American Sales Support and Consulting Services Division of 100+ people, across multiple geographic territories. Key Accomplishments: Led sales team of 6 (3 direct sales executives) to exceed annual quota of $75MM. Trained/coached team to confidently sell SaaS (software as a service) as well as complex ERP, MANMAN, database, security, sales channel integration services for Windows, UNIX and AS/400 platforms. Launched system management solution that produced new opportunities with channel partners such as HP, Compaq, Dell, SGI and others. EDUCATION John Hopkins University, Baltimore, MD M.S., Business Management Towson State University, Towson, MD B.S., Business Administration Page 2 of 2
Timonium, MD 21093 Home 410-561-5919 Cell 443-956-7051 [email protected]
PROFESSIONAL SUMMARY
Astute, forward-thinking Sales & Business Development Executive with 20+ years’ success transforming companies from reactive support to strategic delivery. Expert in innovating strategies that generate rapid response in highly competitive, technology-driven environments and propelling $multi-million dollar initiatives in all vertical markets. Record of achievement in value-added sales, $MM account acquisition and global sales, operations, business development and professional services team leadership. Exceptional relationship builder, with a talent for opening doors and winning diverse (manufacturing, retail, consumer goods, government) clientele. Rewarded with multiple fast-track promotions to Director and VP roles over 15 years at Computer Associates (formerly Cullinet Software). Hold MS degree from John Hopkins University. Versatile Business Builder with “big picture” vision and a keen ability to stay on top of all the details. Consistent success in developing the processes to optimize operations, drive growth, motivate/energize staff and enhance profit performance. Strategic business sense with extensive background in channel development, team redirection, negotiations and market-responsive campaigns. Seasoned resource whose capabilities transcend sales operation boundaries. Charismatic team builder and coach, passionate about bringing out the best in the people. Solid success built on the ability to inspire teamwork and tap into the expertise of subordinates. Uncompromising commitment to performance excellence with an ardent bias for action. Thrive in fast-paced environments, readily adapting to evolving sales and business challenges.
KEY COMPETENCIES
Global Sales Operations Management Team-Leadership/Training/Coaching Territory Penetration and Expansion Contract Negotiation Partnerships and Integration Technology & Facilities Management The Matworks Company, Beltsville, MD VP, Sales and Business Development
New Business Development Budget and Revenue Productivity Metrics Channel Solutions Marketing Strategies Customer Satisfaction and Loyalty Client Relationship Management 2007 – 2012 5 years
PROFESSIONAL EXPERIENCE
Built a solid pipeline and empowered sales team in this $40MM privately held company servicing the large big box retail marketplace. Lead and motivate 7 sales reps (5 direct, 2 indirect) to exceed defined goals. Collaborate with marketing department to execute business development and promotional efforts. Influential member of the Executive Team. Key Accomplishments: Rapidly identified the “serious buyer” and implemented strategies that grew revenue to $30MM, including: Lead generation program that netted 220 leads in FY 2011. Active participation and business building through tradeshows. Competitive internal compensation plan. Client follow-up procedures that ensured satisfaction and retention. Propelled sales team from an account maintenance mode to one aggressively pursuing opportunities. Held regular training, team-building and coaching sessions. Leveraged existing relationships to sell additional products/services worth $10MM+ Achieved and maintained an unprecedented customer satisfaction rating of 98.7%. Alien Technology, Morgan Hill, CA Director, Global Alliances 2006 – 2007 1 year
Established strong new channel partnerships for this private firm providing RFID products and services to retail, consumer goods, logistics transportation and government. Key Accomplishments: Forged and cultivated trusting relationships that led to RFID technology integration with 6 new partners, including Intermec, Zebra, Printronix and Unisys. Boosted revenue 20%, by coaching sales team to leverage partner relationships.
Michael R. DiGiacomo
[email protected] Developed joint marketing collateral highlighting value proposition for customers.
Manugistics, Rockville, MD
2003 – 2006 3 years
VP, Business Development and Sales Operations (2004 – 2006) Championed strategies that rapidly increased revenue and customer retention for this supply chain solution provider. Managed 8-person sales team (6 inside, 2 outside) and marketing resource. Administered and maintained CRM system. Key Accomplishments: Empowered team to grow sales pipeline 30% since FY 04. Grew license/service/maintenance revenue with existing clients $10MM in FY 06. Developed territory plan and a time-phased pipeline report to track sales activities. Implemented quarterly customer satisfaction survey and compiled all relevant data; developed action plans that improved customer service, software bugs, billing, etc. Increased referenceable clients by 40% through an incentive program. Director of Alliances, Government Systems (2003 – 2004) Leveraged relationships with partners and system integrators, including Lockheed Martin and Boeing, to market company solutions. Utilized multiple prospecting/networking tactics to achieve outstanding results, encompassing cold calls, direct mail and referral followup. Key Accomplishments: Built a $10MM pipeline for government vertical in just 12 months. Educated various DoD agencies on solutions through weekly in-person meetings. Set up a customer demonstration room with donated equipment, effectively demonstrating to RFID partners the integration of RFID and Manugistics software. Netlinx Corporation, Gaithersburg, MD VP, Sales and Business Development 2000 – 2003 3 years
Built global trade management software sales team and formulated winning strategy to sell channel solutions. Key Accomplishments: Hired and coached 7 sales, marketing, client service managers and consultants. Built 5 channel partnerships through lunch & learn sessions and conference calls. Exceeded sales targets of $8MM in FY 01 with average deal size of $250K-$2MM. 1985 – 2000 15 years IT management software/solutions firm with expertise across all IT environments – from mainframe and distributed, to virtual and cloud. VP, Federal Channel Sales, Computer Associates (1999 – 2000) VP, Corporate Channel Sales, Computer Associates (1997 – 1999) Director, Consulting Services, Computer Associates (1989 – 1997) Manager, Support Services, Cullinet Software (1987 – 1989) Implementation Consultant, Cullinet Software (1985 – 1987) CA Technologies (acquired Cullinet Software), Long Island, NY Promoted multiple times to VP position overseeing North American Sales Support and Consulting Services Division of 100+ people, across multiple geographic territories. Key Accomplishments: Led sales team of 6 (3 direct sales executives) to exceed annual quota of $75MM. Trained/coached team to confidently sell SaaS (software as a service) as well as complex ERP, MANMAN, database, security, sales channel integration services for Windows, UNIX and AS/400 platforms. Launched system management solution that produced new opportunities with channel partners such as HP, Compaq, Dell, SGI and others. EDUCATION John Hopkins University, Baltimore, MD M.S., Business Management Towson State University, Towson, MD B.S., Business Administration Page 2 of 2
