- Featured in the Wall Street Journal
Status: Logged Off
Search All Resumes | Submit Your Resume
roberta
US
global account manager
Senior level position in selling software and services to financial services firms
Let us help you find a job, submit your resume now.
ments, trends and drivers to develop compelling marketing campaigns which effectively promoted technology to optimize client market opportunities, 3) managing client relationships and cultivating trusted adviser status, 4).developing customer oriented products that proactively address industry issues and regulations and provide direct sales opportunities, 4) overseeing the creation of compelling marketing collateral and product image development, 6) identifying and negotiating strategic alliances, 7) providing strong leadership for teams of industry professionals.
Special Strengths: Unique combination of experience and skill sets that synthesizes detailed financial markets knowledge with marketing and sales strategies to effectively promote optimal business solutions that provide a compelling growth and ROI message for industry clients. Ability to quickly identify market trends and opportunities within specific sectors and develop strategic and tactical measures to maximize opportunities. Effectively convey industry solutions at executive levels and build strong senior-level relationships. Develop strategic alliances to ensure maximum exposure beyond traditional markets.
Comfortable in high profile, high-pressure assignments and working with senior executives. Professionally trained, nationally awarded speaker and empowering team-building coach. Familiar with rapidly evolving technology and media forms.
Employment History
10/05-Present Microsoft Corporation, Redmond, WA
Financial Services Industry Solution Specialist- Responsible for marketing/ business development of enterprise solution sales for strategic accounts in financial services vertical including identifying strategic and key accounts and uncovering cross-sell, up-sell and net-new opportunities. Developed and executed revenue acceleration account plans for optimal penetration and radiation strategies to ensure the meeting of aggressive target goals. Solutions sets focused on risk and compliance, channel renewal, payments and wealth management. Developed and delivered compelling presentations for market opportunities and industry organizations. Participated in key industry initiatives to promote Microsoft as a thought leader. Efforts resulted in expanded markets and new areas of opportunities, net new business opportunities in strategic accounts and redefined go-to-market campaigns for key industry initiatives.
2004-2005 SAP America, Philadelphia, PA
Financial Services Industry Principal – Utilized industry knowledge of strategic and operational initiatives to lead business development and client management in the financial markets sector. Also responsible for corporate thought leadership on industry issues and regulations and major trends and drivers specifically Basel II, CRM and legacy replacement. Structured solutions within a broad range of products to optimize offerings based on market issues and needs to help drive new market growth and increase existing client sales within an incubator group. Responsible for partner relationships within capital markets sector. Proactively marketed to target accounts identifying opportunities and creating compelling industry solutions. Developed strong client relationships and served as focal point on all client issues. Created internal training programs to provide internal knowledge transfer. Acted as a liaison to development teams to ensure market driven products. Identified target accounts within various segments and created penetration plan. Created strategic account plans to synchronize with specific account and/or industry issues. Lead consultative client sales meetings to understand needs and qualify and position sales opportunities. Accounts included UBS, ABN AMRO, Goldman Sachs, JPMC, and Citigroup. Efforts resulted in 30% average increase in existing accounts
2000 – 2002 IBM Corporation, New York, NY
Solutions Sales Leader – Financial Markets and Banking - Responsible for developing and selling strategic business solutions for C-level sales that aggregated IBM’s breadth of services, products and business alliances to provide end-to-end business solutions for global financial services accounts.. Led business development efforts for strategic global accounts. Also responsible for developing internal sales skills and techniques, providing industry education and directly assisting account sales teams in closing opportunities. Specifically concentrated in Risk Management, STP, CRM and Wealth Management solutions. Strategic market included top 25 global brokerage and banking firms. Efforts resulted in multimillion dollar, global wins and industry recognition of business competencies in the financial markets sector. Achieved $55 million personal sales goal contributing to a team goal of $450 million.
1998 –1999 KPMG Peat Marwick, LLP, Chicago, IL
Business Development Manager - Responsible for developing and closing net-new opportunities within banking and investment services consulting practices comprising 22 products and services, including Business Strategy, Operations, Integrated Applications Solutions, Systems Integration and Outsourcing and Risk and Compliance. Successfully penetrated major target accounts that had no previous business with KPMG through developing and executing compelling sales solutions to executive level management that focused on industry/account needs at a strategic and operational level. Increased new business opportunities approximately 65%. Highest selling business development manger in financial services for the Midwest region.
1992 1998 SunGard Securities Systems, Inc., Hopkins, Minnesota
Major Account Executive - Responsible for strategic industry analysis in developing and selling software to the securities industry. Campaigns averaged $55 million in sales revenue from 30 major accounts. Exceeded aggressive annual sales goals 30%, despite increased competition, by developing software platforms and services in new markets. Subsequently appointed to exclusively develop new business. Accomplishments included:
• Developing and executing innovative, yet appropriate and effective marketing/sales approaches that proactively addressed industry trends and drivers to further penetrate existing accounts and gain entry to new markets.
• Organizing and training personnel on new strategic and tactical selling approaches replacing outdated ineffective paradigms. This format provided true consultative sales techniques with intensive focus on in-depth industry knowledge and client needs to offer effective, quality solutions.
• Key player in refocusing marketing/business strategy from an engineering centered approach to a customer/market driven organization.
• Resurrecting and closing accounts using customized product presentations and persuasive closing techniques.
• Introducing and marketing professional services contracts and expanding scopes of services to offset sagging software sales due to increased competition and client consolidation including multi-vendor multi-system integration, hardware/software performance studies, conversion and post-conversion consulting.
• Creating and orchestrating the largest joint partnering services sale in company history by overcoming client resistance through strong interpersonal relationships and consultative liaison with service partner.
• Increasing overall corporate sales by developing and maintaining strong client relationships and negotiating key third party operational site visits.
• Reconstructing damaged relationships to develop new and add-on sales as well as beta sites by mediating win-win concessions and correcting service shortfalls.
• Developing strong consultative relationships with hardware vendors (HP/Sun) and service bureau partners to enhance sales opportunities.
Account Manager - Supervised large key client sales conversions and developed post contract sales for approximately $47MM over a two-year period. Efforts resulted in on-time conversions for both banks and post contract sales. Responsibilities included managing a 30-person team of industry professionals conducting on-site training for all affected bank operations, expanding software and hardware sales and negotiating contract addenda. Revamped established training practices by developing of innovative educational techniques.
1990 – 92 Chicago Consulting Corporation, Clarendon Hills, Illinois
Senior Manager – Assisted financial services clients with determining effective technology and operational strategies to maximize strategic goals and competitiveness. Worked closely with management to design and implement improved management systems and procedures to enhance work flow efficiency and resource allocation ensuring all changes contributed to strategic objectives. Operated in a fast-paced, high-pressure environment. Projects included the following:
• Business Re-engineering
- Profit improvement
- Transition management
- Disaster recovery planning
- Organization design
- Systems evaluations and selections/contract negotiations
• Responsible for all phases of client engagements and team management including:
- Determining scope and approach
- Obtaining primary data through research and interviews
- Conducting materials and information analysis
- Developing and presenting recommendations to senior management
- Organizing implementation schedule to facilitate transition
• Increased business revenues 40% in one year through strategic marketing analysis that resulted in focused successful sales efforts. Responsible for business development and marketing and sales included researching and targeting potential clients, cultivating initial contacts, developing proposals, conducting presentations and contract negotiations.
• Ensured operational improvements translated into measurable and sustainable cost reductions. Realized average client savings of over 35% of annual operating costs.
• Demonstrated effective leadership skills with responsibilities for recruiting, training, and managing project teams of six to eight experienced industry professionals.
Education
M.B.A. - International Finance/Marketing Emphasis
University of Iowa, Iowa City, Iowa.
BA Communication Studies/MBA. Accelerated Professional Track
Professional Affiliations
Instructor BAI Banking School, Madison, Wisconsin
References
Personal and professional references will be furnished upon request.
A job posting is required to veiw full resumes.
Click here to post a job now.
Create a Five-Step Plan for Job Search Success
Executive Resume Writing: Get the Top-Level Job Yo
