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Rockwell Collins Information Management Services
- Senior Director, Digital Aviation Solutions
2014 - 2015
Rockwell Collins Information Management Services, Annapolis, MD
Rockwell Collins is a $5.5 billion, public traded company, 20,000 associate company focused on airlines, military, airports and general aviation. The product set includes communication and aviation electronic solutions, flight deck avionics, cabin electronics, mission communications, simulation and training, and information management services.
My role is to lead the unit to focus on innovation for the connected cockpit with a view to driving major contracts.
* Worldwide management responsibility - both direct and matrixed.
* Collaborated with Leadership to create a new set of solutions focused on Airbus, Boeing and commercial airlines in the areas of data management, application management and data analytics. The target revenue will be in excess of $100 million per year within three to five years - depending upon the adoption rate
* Renegotiated an existing marquee $20+ million contract to resolve an airline's eroding business case
* Re-aligned the existing resources to focus on current financial plan
* Managed market, trade show and media
* Spoke at several industry conferences
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Rockwell Collins Information Management Services
- Senior Director, Digital Aviation Solutions
2014 - 2015
Rockwell Collins Information Management Services, Annapolis, MD
Rockwell Collins is a $5.5 billion, public traded company, 20,000 associate company focused on airlines, military, airports and general aviation. The product set includes communication and aviation electronic solutions, flight deck avionics, cabin electronics, mission communications, simulation and training, and information management services.
My role is to lead the unit to focus on innovation for the connected cockpit with a view to driving major contracts.
* Worldwide management responsibility - both direct and matrixed.
* Collaborated with Leadership to create a new set of solutions focused on Airbus, Boeing and commercial airlines in the areas of data management, application management and data analytics. The target revenue will be in excess of $100 million per year within three to five years - depending upon the adoption rate
* Renegotiated an existing marquee $20+ million contract to resolve an airline's eroding business case
* Re-aligned the existing resources to focus on current financial plan
* Managed market, trade show and media
* Spoke at several industry conferences
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Navtech
- VP Sales
2009 - maintenant
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Navtech Inc
- Vice President & Global Sales
2009 - 2014
Navtech is a privately owned global provider of navigation data and flight operations solutions to the aviation industry, and one of only three with a comprehensive aviation charts portfolio and navigation data product.
* Executive Team Committee Member reporting to CEO and Board of Directors ;
* Responsible for company revenue growth in 2012 by 4.5% ;
* Created 10% revenue growth since 2010 and doubled EBITDA with 25% less staff than 2009. ;
* Grew 2013 and 2014 pipeline to 6 times 2012's EBITDA ;
* Led team to close largest contract in company history, navigating complex Chapter 11 process of the customer including M&A and divestiture for regional subsidiary
* Created and executed winning strategy to win multi-million euro arbitration against a customer breach of contract
* Manage global sales and account management teams with main offices in Toronto, Stockholm, London and Ahmadabad (India).
* Won two lynchpin, major contracts in Asia and Europe including charts and mobile device technologies. Each had a value in excess of $15 million.
* Recruited new team members worldwide with particular focus on Asia
* Created new variable pay incentive scheme to focus Sales and Account Managers on revenue creation
* Developed strategic partnerships with airframe manufacturers and sales distributors in Europe and Asia
* Created and deployed new contract structure and approval process to increase efficiency and minimize business risk.
* Specified and deployed new CRM system to captured sales and account activity and provide accurate revenue forecasting
* Extensive rolodex of decisions makers at airlines around the world
* IATA Strategic Partner Head Delegate at AGM in Berlin, Singapore and Beijing.
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Navtech Inc
- Vice President & Global Sales
2009 - 2014
Navtech is a privately owned global provider of navigation data and flight operations solutions to the aviation industry, and one of only three with a comprehensive aviation charts portfolio and navigation data product.
* Executive Team Committee Member reporting to CEO and Board of Directors ;
* Responsible for company revenue growth in 2012 by 4.5% ;
* Created 10% revenue growth since 2010 and doubled EBITDA with 25% less staff than 2009. ;
* Grew 2013 and 2014 pipeline to 6 times 2012's EBITDA ;
* Led team to close largest contract in company history, navigating complex Chapter 11 process of the customer including M&A and divestiture for regional subsidiary
* Created and executed winning strategy to win multi-million euro arbitration against a customer breach of contract
* Manage global sales and account management teams with main offices in Toronto, Stockholm, London and Ahmadabad (India).
* Won two lynchpin, major contracts in Asia and Europe including charts and mobile device technologies. Each had a value in excess of $15 million.
* Recruited new team members worldwide with particular focus on Asia
* Created new variable pay incentive scheme to focus Sales and Account Managers on revenue creation
* Developed strategic partnerships with airframe manufacturers and sales distributors in Europe and Asia
* Created and deployed new contract structure and approval process to increase efficiency and minimize business risk.
* Specified and deployed new CRM system to captured sales and account activity and provide accurate revenue forecasting
* Extensive rolodex of decisions makers at airlines around the world
* IATA Strategic Partner Head Delegate at AGM in Berlin, Singapore and Beijing.
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Mahindra Satyam
- Provided executive sales support
Hyderabad
2007 - 2009
Managed sales pipeline for leading global business and information technology service company which provides systems integration, and outsourcing solutions to clients across industries domestically and internationally. Led Satyam on-shore/offshore `deal-teams' from complex RFP, through contracting process for multiple large opportunities in each vertical. Successfully managed relationships with business partners including Oracle, Microsoft, and SAS for joint go-to market opportunities. Worked with analyst community including McKinsey, Gartner and Forrester.
* Created robust revenue pipeline during 2008 of $35 million with projected contract closures in 2nd half of 2009. ;
* Won new and renewal contracts in 2008 in Travel and Professional Services industry sectors valued at $1.4 million. ;
* Leadership role in cultivating client startup businesses or business units - developing and facilitating business plan though execution. Key disciplines involved are brand development and positioning, marketing, business development and sales strategy.
* Provided executive sales support in the UK and Europe. ;
* Audited corporate travel spend and made recommendations to reduce spend by 20%.
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Mahindra Satyam
- Provided executive sales support
Hyderabad
2007 - 2009
Managed sales pipeline for leading global business and information technology service company which provides systems integration, and outsourcing solutions to clients across industries domestically and internationally. Led Satyam on-shore/offshore `deal-teams' from complex RFP, through contracting process for multiple large opportunities in each vertical. Successfully managed relationships with business partners including Oracle, Microsoft, and SAS for joint go-to market opportunities. Worked with analyst community including McKinsey, Gartner and Forrester.
* Created robust revenue pipeline during 2008 of $35 million with projected contract closures in 2nd half of 2009. ;
* Won new and renewal contracts in 2008 in Travel and Professional Services industry sectors valued at $1.4 million. ;
* Leadership role in cultivating client startup businesses or business units - developing and facilitating business plan though execution. Key disciplines involved are brand development and positioning, marketing, business development and sales strategy.
* Provided executive sales support in the UK and Europe. ;
* Audited corporate travel spend and made recommendations to reduce spend by 20%.
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UNISYS CORPORATION
- Client Account Partner, Transportation
2005 - 2007
Provided consulting services on systems integration, outsourcing, infrastructure services and server technology for worldwide information technology services and Solutions Company.
* Responsible for P&L carrying blueprint account lead and quota with revenue in technology and services in excess of $10 million
* Turned around failing key client relationships thereby winning a $40 million renewal contract.
* Executed strategy development for solutions services and partner development
* Unisys subject matter expert in all areas of airlines, travel distribution and hospitality
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UNISYS CORPORATION
- Client Account Partner, Transportation
2005 - 2007
Provided consulting services on systems integration, outsourcing, infrastructure services and server technology for worldwide information technology services and Solutions Company.
* Responsible for P&L carrying blueprint account lead and quota with revenue in technology and services in excess of $10 million
* Turned around failing key client relationships thereby winning a $40 million renewal contract.
* Executed strategy development for solutions services and partner development
* Unisys subject matter expert in all areas of airlines, travel distribution and hospitality
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INTERNATIONAL BUSINESS MACHINES
- Associate Partner, IBM Global Services
1998 - 2005
Leadership roles in client engagements focused on business and IT strategy. Managed numerous e-business integration and CRM projects for travel and transportation sector contributing to IBM's market dominance in Travel and Transportation. Facilitated client web development, interactive media, wireless, content management and kiosk development.
* Won and delivered $10 million technology/process reengineering project with Travelport; boosted client efficiency 40% across 2,000 locations.
* Forged alliance with Amadeus generating $15 million revenue from new service offering.
* Pivotal in launching new business line, adding $3 million revenue while cutting clients' software development costs 10%. ;
* Devised process improvement, productivity and IT recommendations for designed to cut operating costs $100+ million for one of the world's top three airlines' Maintenance and Engineering Group.
* Implemented best practices on IT preparedness across 42 countries for Fortune 250 client for major hotel client.
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INTERNATIONAL BUSINESS MACHINES
- Associate Partner, IBM Global Services
1998 - 2005
Leadership roles in client engagements focused on business and IT strategy. Managed numerous e-business integration and CRM projects for travel and transportation sector contributing to IBM's market dominance in Travel and Transportation. Facilitated client web development, interactive media, wireless, content management and kiosk development.
* Won and delivered $10 million technology/process reengineering project with Travelport; boosted client efficiency 40% across 2,000 locations.
* Forged alliance with Amadeus generating $15 million revenue from new service offering.
* Pivotal in launching new business line, adding $3 million revenue while cutting clients' software development costs 10%. ;
* Devised process improvement, productivity and IT recommendations for designed to cut operating costs $100+ million for one of the world's top three airlines' Maintenance and Engineering Group.
* Implemented best practices on IT preparedness across 42 countries for Fortune 250 client for major hotel client.
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INTERNATIONAL BUSINESS MACHINES
- Solutions Manager
1995 - 1998
Responsible for several reservations, distribution, loyalty and online solutions in travel and transportation
Previous experience with Travelport (USA) JC Penney Corporation (USA); USIT (Dublin, Ireland); Masstock Farm Development (Riyadh, Saudi Arabia).
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INTERNATIONAL BUSINESS MACHINES
- Solutions Manager
1995 - 1998
Responsible for several reservations, distribution, loyalty and online solutions in travel and transportation
Previous experience with Travelport (USA) JC Penney Corporation (USA); USIT (Dublin, Ireland); Masstock Farm Development (Riyadh, Saudi Arabia).
