Walter Gussman
Employment
Senior Executive: Client Services
* Big-brand Partner Development
* Sales / Management of Consulting & Delivery Services
* Global Operations of Professional Services Groups
* Start-up, Turnaround & Growth Modes of Operation
* Consultant Training & Development
VISIONARY LEADERSHIP OF TOP-FLIGHT PROFESSIONAL SERVICES ORGANIZATIONS
- PRODUCE MULTIMILLION-DOLLAR ENGAGEMENTS WITH INDUSTRY GIANTS
High-powered, Entrepreneurial Client Services Executive. Proven record of propelling professional services groups from startup / early stage phases to major corporate revenue contributors. Lifecycle product development, project management, marketing, solution selling, and add-on sales experience. Expert across the range of client / professional services offerings: business process, workflow, and technology consulting; enterprise integration; training; application development; deployment.
- Aia Software - VP/General Manager - North America - 3/2003 - 8/2005 - Challenged with growing North American operations through direct sales/services management and business partner development. Formed organizational infrastructure and processes. Led all aspects of operations including P&L control, budgeting, and staffing.
* Grew revenues from $327,000 in 2003 to $2.7 million in 2005 with a 38% profit margin.
* Strategized a North American marketing campaign that generated business partnerships and major sales contracts.
Key Clients: AIG, AXA, Delta Dental, Liberty Mutual, World Access, HCC Global, Bank of America, HSBC
- i2 Technologies - VP - Global Delivery & Consulting Services - 1/2002 - 12/2002 - Top management authority for the Southeast Consulting Group: sales, delivery services, project development, and leadership of 12 direct/30+ indirect reports in 3 locations. Refocused operations on a balanced mix of cost containment and profit growth.
* Captured $4 million in delivery/consulting revenues and $6.4 million in bookings in the first year.
* Achieved a 50% increase in total revenues while maintaining 50+% profit margins throughout a period of downsizing.
* Reached 125% of revenue and booking goals by developing a partnership arrangement with license sales staff.
* Led turnaround of the delivery team by mentoring on business processes and developing individual action plans.
Key Clients: Carnival Cruise Lines, Chiquita, FedEx, Honeywell, TRW, UPS, Wachovia Bank - InSystems Technologies Inc. - VP - Professional Services Group - 3/1999 - 12/2001 - Brought in to launch a U.S. presence and expand global operations for this Toronto-based software firm. Controlled $11 million operating budget and $21 million in revenues with a 52% profit margin. Managed 200+ direct and dotted-line reports. Participated in major sales initiatives in excess of $1 million for ECM/CRM solutions targeting financial services and insurance Fortune 100 clients.
* Transformed the group into a world-class organization through standardized processes and best-practices methodology.
* Piloted operations and strategy for build-out of Web Services and Integration Services startup business units that generated in excess of $1 million in revenue during the first year.
* Grew group revenues from $6 million to $21 million in under 2 years; surpassed sales goals 7 out of 9 quarters.
* Grew professional services as a percentage of total company revenues from 32% to 48% of total revenues.
* Designed an implementation partners program composed of Big 5 and major ISVs to aid in closing and implementing mega-deal projects. Increased total revenue 35%.
* Core member of the leadership team credited with transforming the company into an ECM/CRM vendor, guiding entry into new markets, and positioning for a successful buy-out.
* Increased staffing levels from 30 direct reports in a single location to 130 in 7 locations in less than a year.
Key Clients: MetLife, Prudential, AAA, AETNA, AFLAC, AXA, BCBS, CIGNA, Canada Life, Humana, TIAA-CREF - Platinum Technology - VP - Pofessional Services - Europe/US - 1/1997 - 3/1999 - Recruited to build a startup professional services organization in the Eastern region of North America. Fast-track promotions through roles as Vice President of Professional Services in Europe and then the U.S. Far-reaching scope of authority including a $16.2 million operating budget, 200+ direct-reporting practice managers and consultants, and more than 500 indirect reports worldwide.
* Partnered with product sales team to develop new clients and achieve rapid growth in new consulting business: start-up in 1996; $8 million in 1997; $57 million in 1998.
* Designed staffing infrastructure for the newly formed Professional Services organization, growing the organization from 2 to more than 1,000 in 2½ years. Built teams in South America, Europe, UK, and China.
* Personally closed the largest deal in Platinum history with a $21 million contract for professional services.
* Established outsource software factories in India, China, and Ireland to increase project profit margins to 40%.
* Delivered solution-driven sales presentations and proposals to the C-suite within a client company; culminating in engagements for multiple trend-setting projects valued in excess of $9.2 million.
Key Clients: Owens Corning, Tenneco, John Deere, Kmart, First USA Bank, GE Capital, Hertz, Johnson & Johnson, US Steel, Vanity Fair, Liz Claiborne, Bank of Kuwait, States of California/Georgia - Veridian - Consulting Manager - SE Division - 2/1995 - 1/1997 - Tapped to penetrate the commercial market in the Southeast region. Staffed and managed multiple concurrent project engagements valued in excess of $500,000. Served as technical lead for development of project proposals, estimates, and staffing profiles.
* First Union National Bank: Developed an overall project management approach and work plan to guide 150 developers in design, development, and on-time/on-budget rollout of a 5,000-user hybrid customer response system.
* Marathon Oil: Established guidelines for selecting and implementing a new IT system that fulfilled regulatory standards.
* Bellsouth Mobility: Designed a multi-year project strategy to implement an enterprise-wide marketing information system.
Key Clients: Arvida Homes, Heidelburg Printing, Bellsouth Mobility, Marathon Oil, First Union National Bank, Liberty Hardware - ViewStar - Consulting Manager - SE Division - 1/1992 - 1/1995 - - Developed a delivery methodology for a strategic partner that resulted in closing three $1 million sales in 6 months.
- Rolled out an account manager program that increased follow-on services revenue from 5% to 35% of total revenues. - ORACLE - Managing Consultant - SE - 2/1989 - 1/1992 - - Developed a delivery methodology for a strategic partner that resulted in closing three $1 million sales in 6 months.
- Rolled out an account manager program that increased follow-on services revenue from 5% to 35% of total revenues. - Electromagnetic Sciences - MIS Director - -Built the corporate MIS department from the ground up and established a 5-year MIS strategic plan.
15 Hidden Lake Way • Palm Coast, Florida 32137
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