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Leslie Zttou 135
Benedict Ct. | Philadelphia, DA 11024
942.720.6021
| leslie.zttou22@gmail.com
AREAS OF
IMPACT
Ø Revenue
& Profit Growth
Ø High
Technology Skills
Ø C-Suite
Consultative Selling
Ø Market
Segmentation & Penetration
Ø Customer
Acquisition & Retention
Ø Cost
Savings & Increased Profitability
Ø Product
Development & Launch
Ø Startup
Company Experience
Ø Strategy,
Planning & Execution
Ø Solutions-Based
Selling
Ø Channel
Partnerships
Ø Industry
Analyst Relationships
|
Director of Business Development / Global ACcount
Executive / Sales
OpTIMIZATION
Ø Strong
technical acumen applied to design, develop, and deliver innovative and
customized solutions that exceed customer expectations and sales targets.
Ø Forward-thinking
leader, focused on creating dynamic teams, building and managing customer
relationships, while training/mentoring staff to outperform the competition.
Ø Deliver
solid results through diversified sales and marketing efforts, including
channel partnerships, cross-selling opportunities, and consultative sales
techniques. Negotiate and close multimillion dollar deals.
Ø Visionary
rainmaker/hunter that propels significant growth and revenue through the
conception and building of new businesses and products.
|
PROFESSIONAL
EXPERIENCE _________________________________________________________
SHAW SERVICES INC, Philadelphia, DA
2009 to Present
A
consulting firm that develops and executes strategic business plans focused on sales
optimization to drive client success.
Founder / Chief
Consultant
Secured several
technical client engagements; managed the attainment of customized business
objectives. Key Results:
·
Sales
Optimization / Performance Improvement
‒
Sales Team development, Process
optimization, leverage Sales Tools for tracking and reporting with Targeted
campaigns, improve presentation skills and ROI/TCO (Return on Investment/Total
Cost of Ownership) analysis skills.
·
Business
plan development and go-to-market strategy for a workplace start-up
collaboration technology using Cisco/Tandberg and SMART software; authored
white papers and executive briefs, trained sales force, and delivered total
cost of ownership (TCO) / return on investment (ROI) presentations.
‒
Designed a bundled solution, comprising of technology products and
professional services, to establish a competitive advantage to drive
marketshare.
·
Advised software
vendor with confidence measurement solution integrating with learning
management software (LMS); developed and executed sales and marketing
plan and recommended product enhancements.
‒
Identified new reseller and clients while
directing a pilot program that launched product.
ADAYANA
INC, Indianapolis, IN 2009
Mid-Tier
Learning Company that designs and implements solutions for agribusiness,
healthcare, automotive, and government.
Director, Managed
Learning Solutions
Formulated
and implemented firm-wide managed learning service (MLS) architecture, sales
strategy, and software as a solution (SaaS) model. Coordinated and packaged software
technologies including, Plateau,
SumTotal, Gen21, Moodle, and Internet portals. Led business development
activities while training sales staff and operational leaders to execute planned
implementations. Designed new marketing collateral,
MLS services graphics, and sell sheets. Initiated and led learning industry analyst
reviews resulting in enhanced company ranking. Key Results:
·
Led $1 million global MLS proposal for a
major automotive manufacturer; collaborated
with offices in India , Greece , and United States
·
Consolidated
four learning and development processes into one
standardized procedure to streamline efforts, reduce overhead, and increase
response times.
·
Established
a standardized business review process for large engagements, which improved
the qualification process, and increased contract terms from one to three
years.
Leslie Zttou
|
942.720.6021
| leslie.zttou22@gmail.com
|
ERNST
& YOUNG / INTELLINEX / AFFILIATED COMPUTER SERVICES, Irving, TX 2000
to 2008
Top Tier Learning solutions company that
designs, implements, and operates technology solutions and professional
services.
Vice President, Learning Solution Sales
Spearheaded
the growth of key accounts and new business opportunities by selling learning solutions
through a SaaS model, professional consulting services, and online and video content
development. Product and service offerings included a highly-customized SumTotal
learning management system (LMS), content authoring tools, learning content
management systems (LCMS), Questionmark assessment tools, SCORM/AICC, WebEx,
Video on Demand, and off-the-shelf content. Recruited and trained project managers,
technical support, and account teams. Key
Results:
·
Generated
$3.2 million in sales for eight consecutive years; developed and
expanded key accounts by 137% in two years; secured three contract extensions, including
the last one for $4.9 million.
·
Expanded active Cisco channel partners from
20,000 to 150,000; while reducing operating expenses by 50%,
solution produced a $2.1 billion in revenue impact and a $1.09 billion savings
for training and channel support.
·
Managed
two system upgrades and $9 million of development projects.
·
Sold $3
million
in solutions to FileNet, NetApp, RadioShack,
Oce’, and the University
of Miami
IDS
SCHEER, INC., Philadelphia, PA 1996
to 2000
Developer of ARIS software products for
business process engineering and SAP R/3 consulting services.
Vice President,
Sales & Business Development
Led a
seven-person team selling ARIS products and SAP consulting services. Trained
staff on go-to-market approach using a business process engineering methodology.
Key clients included AT&T, Georgia-Pacific, Lockheed Martin, Shell, Cigna,
Citibank, Boeing, Intel, Procter & Gamble, GTE, and Siemens. Key Results:
·
Produced
$13 million in 2000, a 91% revenue increase from 1999.
·
Established
channel partnerships with
Ernst & Young and Cap Gemini; generated $2.6 million in two years.
·
Directed
strategic positioning and reviews of products with industry analyst (Gartner Group),
resulting in ARIS product being placed in top right leadership quadrant ranking.
·
Led the
launch of the new supply chain business unit. Worked directly with the Supply Chain Council
(SCC)
Texas Instruments, Dallas, TX 1994 to 1996
CASE
application development tool vendor that generated $250 million in annual
revenues.
District Sales
Manager, Software Division
Sold, marketed
and delivered CASE development, business intelligence, and process reengineering
consulting services. Key Result:
·
Created and
sold developer-based model (based upon larger # of Programmers), which
generated $2.25 million in sales. Clients included: Trane, McDermott, Exxon,
Mobil Oil, MBNA, and Century Telephone.
EARLIER CAREER: Sales Manager, System Software Associates | Sales Manager, Natural Language, Inc. |Channel
Management / Sales Manager, Quantum
Corporation | Sales Representative, Computer
Corporation America | Lead Database Architect, ARCO Oil | Marketing/Lead
Database Architect/Programmer, Petroleum
Information Corporation
EDUCATION
& credentials ________________________________________________________
BA in Business Management &
Administration ¾ Emory & Henry College,
Emory,
VA
and The University of
London, England, International Business Program/Finance
Certifications: Cisco/Tandberg
(TPE) Product Expert & SMART Technology Leader, 2010 | SPIN Selling Coach
Awards & Professional Development: President’s sales club for exceeding quota 2006, 2007,
2008 |
KPMG Software Revenue Recognition Leadership Series | Leadership & Internet
Management Training, e-Learning & e-Commerce | Solution Selling | Strategic
Selling
Computer Skills: SalesForce.com,
ACT/SAGE, Learning Management Systems (LMS), Learning Content Management
Systems (LCMS), ARIS for Business Process Modeling/Simulation, SAP, Oracle
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