Paul CSM's Email Addresses & Phone Numbers

📖 Summary

•Enterprise sales and technology executive with extensive background in Management Consulting, IT Product Management, and Program Management across a variety of environments and industries •Software engineering, IT Product and Program Management background uniquely positions me to lead highly complex consultative sales, customer success, strategic partnerships, or large client engagements requiring relationship work to expand accounts •Extensive management experience organizing and driving successful teams comprised of direct or dotted-line cross-functional reporting relationships •Roles have included every web software delivery function: Project, Program and Portfolio Management, Product Management, Release and Relationship Management, Development, QA, training etc. •Particularly skilled at navigating poorly documented ambiguous environments to understand and enhance teams, systems, processes and meet critical business needs. Specialties: Enterprise Sales, Complex Sales, Account Management, Business Development, Relationship Management, People Management, Marketing, Sales Planning, Customer Insights, Voice of the Customer, Program Management, Product Management, Management Consulting, Management of Onsite/Offshore Teams, Product Development Execution and Delivery, Architecting Ideal Solutions, Building High Performance Teams , Communicating technical information to all audiences, End-to-End and Strategic Planning, Process Improvement and Organizational Transformation, Agile and Lean Methodologies, Product roadmap, Market requirements, Software sales, Product positioning, Solution selling, Channel sales, Technology sales, Competitive differentiation, needs analysis, Driving global, C-level relationships »LinkedinSenior Global Account Manager - Strategic Accounts @ From March 2013 to Present (2 years 10 months) Austin, Texas AreaStrategic Account Manager - Large Enterprise, Education, and Government @ Corporate commercial outside sales •Executed heavy prospecting efforts (75% of time) to increase market and account penetration leading to 200% new account growth, revival of multiple dormant accounts, and increased sales volume across all accounts to meet quotas •Designed and recommended custom leading-edge technology solutions including technical services, custom IT solutions, and capital leases to address clients’ needs and drive strategic change within their businesses •Identified and negotiated partnership and alliance opportunities to benefit and drive growth for both Best Buy and partner organizations •Established and deepened relationships with senior executives leveraging my technical background to understand their operational processes, organization structure, technology and service needs and became a trusted advisor •Engaged and guided the efforts of geographically distributed cross-functional teams (sales engineers, product managers, proposal, contracts, and client site service teams) in design and launch of advanced technology solutions for client integrations •Tracked and evaluated account and portfolio analytics for inputs into business reviews, pricing optimization, and market/account planning •Created and implemented sales forecasts, strategic account and marketing plans that drove the attainment of critical business objectives, lead generation, and overall sales growth From September 2014 to March 2015 (7 months) Client Engagement Manager / Relationship Manager - Enterprise Strategic Partnerships @ •Supported business development activities by working with key business and technical decision makers at PayPal's top 5 strategic enterprise partners to find mutually beneficial opportunities across the entire portfolio of eBay's enterprise products and services •As key member of the business development team, drove sales calls and on-site customer meetings while also owning product integration and relationship aspects of the full sales cycle •Exceeded annual revenue targets by generating additional revenue from existing accounts through identification of new opportunities and acceleration of customer adoption •Served as client advocate within PayPal representing the voice of the customer (objectives, needs, strategy, pain points) to product and integration teams •Developed strong client relationships by managing expectations and day-to-day interactions with executive clients and sponsors •Led cross-functional teams to develop and deliver innovative solutions that met customers’ business requirements while remaining in alignment with PayPal’s product strategy •Created and delivered client presentations, implementation, engagement, and resource plans, proposals, and statements of work»Linkedin From April 2012 to August 2014 (2 years 5 months) Product Manager Cloud Services Portfolio Strategy @ • Managed strategic partnerships with Zuora Billing, Salesforce.com, and Boomi to create fully integrated cloud solution including subscription billing, payments, and CRM • Facilitated the development and implementation of the strategic plan for Dell’s cloud services portfolio related to customer’s experience with IAAS, PAAS online offerings •Partnered with key customers to understand the market needs for the Dell online cloud solutions and their specific pain points acting as the voice of the customer. • Translated market requirements into business requirements and user stories resulting in the core capabilities required to provide online sales and management of cloud services • Assessed competitor and partner capabilities, pricing models, and sales channels ensuring Dell online capabilities were differentiated and aligned to strategic business objectives • Operated as functional lead driving the program to successful delivery Previous Role - IT Program Manager: • Managed eCommerce User Experience (UX) and Interface (UI) construction for next generation Dell.com site (4th largest eCommerce site in the world, $4.8 billion 2010 revenue). • Aligned cross-functional, cross-organizational and 3rd party global dependencies within a highly matrixed organization • Planned and directed communication with customers, partners, business and technical teams with both technical and business content. Conveyed a clear understanding of highly-technical information to non-technical audiences • Served as Scrum Master: Led sprint planning, daily scrums, demos, and retrospectives • Continuously Collected and analyzed project and product metrics and executed appropriate remediations»Linkedin From December 2010 to April 2012 (1 year 5 months) PM / BA (Product & Program Manager, Systems Analyst) @ • Operated in multifunctional role (Project, Program, Product, and Relationship Management) for various applications and areas of ni.com ($150+ million eCommerce revenue) • Owned and drove award-winning FAST Search content discovery platform. Platform created opportunities that helped enabled growth of my team from 5 to 16 people • Functioned as in-house consultant identifying opportunities and designing solutions that increased customer conversions on the website by over 50% • Lead and delivered multiple concurrent high ROI cross-functional global web projects including FAST Search upgrade, Online Product Compare, Web Content Metadata Enrichment Engine, and Search Taxonomy Management tool • Coordinated large-scale quarterly web releases involving 100+ web team members as Release Manager • Worked closely with key customers collecting insights and the voice of the customer through efforts such as interviews, focus groups, structured feedback, and analytics to identify actionable improvements to processes and products • Reengineered and implemented best practices and SDLC methodology within highly unstructured environment »Linkedin From May 2006 to December 2010 (4 years 8 months) Experienced Consultant @ $1 Billion Project to Enhance and Manage Web Based Human Services System-PMO Program Management • Audited projects from business analysts and project managers for consistency, quality and SLA and CMMI adherence • Designed database reporting tool to generate project reports, improving reported metrics to client and avoiding any liquidated damages • Produced and rolled out a comprehensive upgrade to the organization’s testing strategy for web projects, lowering production faults 21% • Performed analysis on Mercury ITG entered project hours resulting in $50K + savings to project and $30K+ savings to client Author Technical Portion of Winning Proposal for $80 Million Child Welfare System - Team Lead • Researched and responded to RFP, contributing 60 pages of proposal • Analyzed and integrated key selling messages into $80 million proposal while leveraging existing company credentials • Evaluated $1.5 Million subcontract proposals and negotiated final offers with vendors for imaging aspect of project Statewide Online Voter Registration System Upgrade- Team Lead • Directed the work efforts of 5 analysts on the conversion and interfaces design and development teams through all stages of the project lifecycle • Consulted with Secretary of State and state officials to refine and clarify requirements and report project progress and metrics Online Media Rental System Development at Global Media and Entertainment Company- Team Lead/Developer • Led 7 person code cleanup/bug fix team during successful product testing phase • Developed 3 functional areas of the web application (online movie rental service similar to Netflix) • Interacted with corporate officers on a regular basis, including drafting executive reports • Created 25 designs for 5 separate areas of the online application that developers used to build the application »Linkedin From November 2001 to May 2006 (4 years 7 months) BBA, Finance @ The University of Texas at Austin From 1998 to 2001 Paul CSM is skilled in: Product Management, Program Management, Agile Methodologies, E-commerce, Management, CRM, SaaS, Leadership, Cloud Computing, Analytics, Strategic Partnerships, Integration, PMP, Business Intelligence, Management Consulting