Gm Li Career Experience Results Highlights

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Career Experience; Results and Approach

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Gm Li Career Experience Results Highlights

  1. 1. Garry Morton Experience and Results [email_address] cell 484-252-6101
  2. 2. Career Overview: Roles
  3. 3. Bridging the Gap Between Business Needs and Solutions <ul><li>Passion for and effective bridging the gap between Business Requirements/Users and the Solution. </li></ul><ul><li>Experienced in identifying/discovering the Business goals/drivers and functionality required to grow or otherwise achieve business objectives. </li></ul><ul><li>In each position have Created; Re-ignited; and or Sustained the Forward Momentum needed to achieve or deliver the organization’s targeted results. </li></ul><ul><ul><ul><li>Sales and Business Development </li></ul></ul></ul><ul><ul><ul><li>Consulting Services and Delivery </li></ul></ul></ul><ul><ul><ul><li>Worldwide Services Program Management </li></ul></ul></ul><ul><ul><ul><li>Sales and Services Training Development and Delivery </li></ul></ul></ul><ul><li>  </li></ul>
  4. 4. Sales > Results <ul><li>Services Practice Director –Data Center Transformation : </li></ul><ul><ul><li>Grew Technology Consulting Services Practice sales from $2M to $4.5M over 3 year period </li></ul></ul><ul><ul><li>Awarded contract for $1M Data Center Assessment and Move project with follow-on sales of $250k and reference </li></ul></ul><ul><li>Director New Business Development: </li></ul><ul><ul><li>Secured $1M order for new account, order for services, hardware and software, leading to additional $2M in new services over 2 year period and key reference </li></ul></ul><ul><li>Sales Account Manager : </li></ul><ul><ul><li>Achieved 130% of annual sales plan enterprise software sales as National Marketing Manager </li></ul></ul><ul><ul><li>Key Competitive replacements/wins </li></ul></ul><ul><ul><li>Grew client base by 70% and established key references </li></ul></ul><ul><ul><li>Doubled sales over 4 years </li></ul></ul><ul><ul><li>Consistently exceeded sales targets achieving 110%-150% </li></ul></ul>
  5. 5. Team Enablement > Results <ul><li>Created and Delivered Technology Consulting Services training: </li></ul><ul><ul><li>Training on sales and delivery of Data Center Assessments, Planning and Implementation Services </li></ul></ul><ul><ul><li>Services Sales Process (life cycle) </li></ul></ul><ul><ul><li>Delivered training for new services to sales and services teams in US, Europe , South America and China </li></ul></ul><ul><ul><li>Delivered Services engagement and delivery methodologies </li></ul></ul><ul><li>Product Engineering training: </li></ul><ul><ul><li>Designed interactive and innovative training using video conferencing. This was the first of this type of training in Unisys. These “Technology Forums” fostered cross site collaboration, and teaming needed to achieve goal of reducing platforms supported </li></ul></ul><ul><li>Worldwide Education Program Management: </li></ul><ul><ul><li>Identified training requirements and established effective strategy to develop training programs for sales, sales support, and professional services and clients. </li></ul></ul><ul><li>Sales Training </li></ul><ul><ul><li>Developed and delivered sales training- Trained over 200 sales representatives, delivery rated 4.5 on 5.0 scale </li></ul></ul><ul><ul><li>Courses: Strategic Account Management, Selling Financial Branch Automation Solutions, Sales Presentation Skills, Selling Enterprise 4GL Software </li></ul></ul><ul><ul><li>Saved Unisys $100K in development costs, by creating modular courseware, with core components </li></ul></ul><ul><li>Note: Have led many requirements workshops, working with diverse audiences to create training for complex </li></ul><ul><li>solutions. Audiences include Sales, Consultants, Engineering, Product Marketing, Internal IT, Business leaders and their </li></ul><ul><li>user organizations. </li></ul>
  6. 6. Program Management > Results <ul><li>Director Marketing Technology Consulting Services : </li></ul><ul><ul><li>Working with VP /GM of Worldwide Technology Consulting Services and his peers to establish strategy and deliverables for new services lines. </li></ul></ul><ul><li>Director of Architectural Services : </li></ul><ul><ul><li>Established and led worldwide Architectural Services Line/Practice </li></ul></ul><ul><ul><li>Developed new services portfolio, services training, marketing, sales collateral and knowledge portal consultant and sales teams </li></ul></ul><ul><ul><li>Successfully rolled out new services to clients and trained services teams in US, Europe, South America, and China </li></ul></ul><ul><ul><li>Captured lessons learned and feedback from worldwide engagements </li></ul></ul><ul><ul><li>Presented at industry conferences and worked with Forrester Group and others to develop services white papers </li></ul></ul><ul><ul><li>Led Client User Group for Architectural Services service line </li></ul></ul><ul><ul><li>Established field delivery “board of directors” consisting of sales, consultants and management, to ensure Program deliverables met their requirements </li></ul></ul><ul><ul><li>Conducted SWOT analysis and progress checks with field management </li></ul></ul><ul><ul><li>Provided mentoring services for newly hired Sales, Architects and Practice Managers </li></ul></ul>
  7. 7. Business Focused Solutions > Results <ul><li>Services Practice Director –Data Center Transformation : </li></ul><ul><ul><li>Grew Technology Consulting Services Practice sales from $2M to $4.5M over 3 year period and doubled profit margin. </li></ul></ul><ul><ul><ul><li>Data Center Transformation Assessment and Optimization Services </li></ul></ul></ul><ul><ul><ul><li>Server Virtualization leveraging industry tools </li></ul></ul></ul><ul><ul><ul><li>Storage assessment and optimization </li></ul></ul></ul><ul><ul><ul><li>Staff Augmentation </li></ul></ul></ul><ul><ul><ul><li>Technology Installation and Project Management Services </li></ul></ul></ul><ul><ul><li>Managed all aspects of the business including: sales, pricing, profitability, resources, project management and billing </li></ul></ul><ul><li>Director New Business Development: </li></ul><ul><ul><li>Business Development: Secured $1M order for new account, order for services, hardware and software, leading to additional $2M in new services over 2 year period and key reference </li></ul></ul><ul><ul><li>Business Development: Awarded contract for $1M Data Center Assessment and Move project with follow-on sales of $250k and reference </li></ul></ul><ul><li>Director Marketing; Director Architectural Services Worldwide: </li></ul><ul><ul><li>Created Worldwide Service line for Technology Consulting organization. Developed services, methodology, knowledge portal, led engagements and created sales and marketing collateral </li></ul></ul>
  8. 8. Approach
  9. 9. Assets
  10. 10. Job Targets

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