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ANNA
MASCIA
309 Nottingham Court Montvale, New Jersey 07001
Phone: (201) 746-9876
E-Mail: anna@hotmail.com PROFESSIONAL SUMMARY Dynamic executive with comprehensive, relevant experience in new business development, personal producing sales management, strategic recruitment, and direct sales (personal production / ”hunter” roles) for IT professional services, staffing, and consulting firms, at the Global Account/National Account/Major Account levels. PC, software, IT, and internet literate. In these capacities, exceeded all quotas, selling in multiple industries, including software products and software development; information products; IT consulting, professional services, staffing (augmentation, T & E, flat fee, etc.), and project management; outsourcing (ITO, BPO, HRO, etc.), mobile and internet/e-business application environments. PROFESSIONAL BACKGROUND A. L. Mascia and Company (Montvale, New Jersey) New Business Development Specialist, 1987 - 1988, 1991 - Present - Senior-level sales and new business development, training, sales management, lead recruitment, and relationship management roles, on a long-term contract basis. Emphasis on IT products (software, hardware, etc.), staff augmentation, projects, solutions, outsourcing, professional services and consulting sales. Product knowledge includes (but not limited to): ERP, CRM, SCM, BI, RDP/VDI (Citrix, VMWare), ad-hoc reporting, trading software; network (voice, data and internet) solutions; systems integration; SaaS; services-oriented architecture (SOA), virtualization; application development, cloud computing; data warehousing; data storage solutions; MS Office Suite and Microsoft “Stack”. Representative direct sales and personal producing sales management assignments:
– For East West Systems: primary responsibility
for companywide new business development, sales, recruiting oversight and
lead recruitment, as well as sales management activities. Lead recruiter for “high end” clients in
the Financial, Investment and Banking markets. Primary IT project tools involve Microsoft,
Tableau, Tibco, Talend, Android, Java, and Linux (several versions). Offshore
outsourcing and staffing support solutions coordinated with Pakistan team.
— For InetSoft: software licensing,
professional services, and staffing solutions sales. Open source (Java) and open standards
products compete with Cognos, Business Objects, MicroStrategy, MS Reporting
Services, MS Performance Point Server, JReports. Ran “full desk” recruiting for strategic
clients; offshore outsourcing and staffing support solutions coordinated with
China team.
–- For International Network Services:
pure “hunter” role, selling entire Microsoft suite (“stack”) of licensing and
professional services, as well as VMWare and EMC solutions.
–- For Excel Partner: recruitment, placement,
and sales of senior-level developer, analyst, and project manager talent for
staff augmentation, professional services, and project assignments, for SAP
(NetWeaver, ERP, CRM, etc.) and Oracle solutions.
–- For SunGard Availability Services:
project consulting services sales, related to financial and enterprise asset
management software solutions.
--- 200% of annual revenue sales quota for
national financial and accounting software consulting firm. Product licensing and professional
services/customization sales.
--- 198% of sales quota achieved for national financial process management software development and applications company. Applications included commercial banking, wealth management and asset management custom processes.
--- For Consulting Services Group of international
IT firm: 150% of project and services sales quota (Fortune 1000 accounts).
Emphasis: Offsite/Offshore Software Development Centers, Turnkey Projects,
Legacy Systems Support, IT Architecture, and Staff Augmentation. Target
industries: Manufacturing, Banking, Finance, Investments/Asset Management,
Pharmaceuticals, Life Sciences. Offshore
outsourcing and recruitment support solutions coordinated with India team.
--- For process management software and consulting
company (SCM, ERP, and CRM applications): 140% of quota. Professional
Services sold: business process assessments, training, consulting
professional services (especially staff augmentation). Offshore outsourcing solutions and staffing
support coordinated with India team.
--- For networking, e-business, data storage
software applications (e.g., SAN) in financial and legal vertical markets:
127% of quota.
--- For institutional securities trading and ECN
software company: 125% of quota.
Presidential Life Insurance Company (Nyack, New York) Senior Pension Marketing Analyst/Director of Qualified Retirement Plans, 1988-1991 - Functions include, but are not limited to: supervision and marketing of quotation and contract compliance products and services for Group Qualified and Group Non-Qualified pension annuities including defined benefit, defined contribution, executive compensation, and 401 (k) plans; liaison and ombudsman in all matters relating to pension sales and law with 1,500 agencies; plan servicing agent and administrator for company pension plan (reporting directly to Chairman of the Board); conducted sales seminars and performed team sales and individual sales functions with agent force and directly to clients. - Featured speaker at 1989 American Trial Lawyers Association Annual Conference. ADDITIONAL INFORMATION/Education: Indiana University, Graduate School of Business, Bloomington, Indiana. Master’s studies in Finance and Investments.
University of Virginia,
College of Arts and Sciences, Charlottesville, Virginia.
Bachelor of Arts Degree in English. Double Minor Subjects: Economics and History. National Honor Society Member.
Addendum to
Curriculum Vitae
Professional Services, IT Staffing, Consulting, & Software Sales Summary: Consulting and staffing sales assignments are all “1099-paid”, contract-based, at the Sales Manager, “Full Desk” Lead Recruiter, or Senior/Major/National/Global Account Sales levels. Sales involved professional services, consulting (e.g., Microsoft, SAP, VMWare, Citrix, Oracle, JDE and PeopleSoft), staffing, project management, outsourcing, and software/ software licensing solutions. Software sales involved solutions for: financial, portfolio, trading, capital markets, and accounting process management, real-time data analysis/management, real-time securities trading (ECN), business integration management, data integrity, “fuzzy logic”/neural network financial applications, mobile (Android) applications, and asset management “daily valuation” network systems. Have marketed enterprise level solutions (ERP, CRM, SCM, BI, etc.) by Sage (MAS 90, MAS 200, MAS 500, SalesLogix, ABRA, Sage CRM, MIP), PeopleSoft, JD Edwards, Oracle (several applications), SAP (5.x, 6, mySAP, SAP All-in-One, BusinessOne, NetWeaver/SOA, etc.), VMWare, Citrix, Siebel, SunGard, Avaya, Nortel, and TrustMark; have provided alternative solutions to products by Reuters, Thomson, Tibco, Cognos, Business Objects, Citrix, VMWare, Microsoft Dynamics (AX, GP, SL, NA, CRM), Blackbaud, Fundware, Serenic, IBM WebSphere, Tivoli.
Microsoft Solutions (e.g., CRM, SharePoint,
Scorecard Accelerator, Microsoft Exchange, InfoPath, BizTalk Server, Remote
Access, Report Writer, Reporting Services, Performance Point, Terminal
Services/Remote FX, etc.) built around MSSQL and MS Office Suite.
Oracle Solutions include, but are not limited to:
E-Business Suite; Siebel; Oracle On Demand; JD Edwards Enterprise One; Oracle
Open Office, PeopleSoft, etc.
Sales/new business development efforts focused at
the senior (CEO, COO, CFO, CTO, CIO, chief counsel, VP/division head)
executive.
Staffing responsibilities involved training, coaching, sales executive and recruiter mentoring, sales prospect pipeline tracking, performance measurement, joint calls with staff, revenue/P & L tracking and forecasting, in addition to personal production and recruiting quotas. Target client size flexible (profitable SMBs/SMEs, through Fortune 1000 companies), and based on ROI for engagement. |
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