1. Alan Heintzelman
8308 Cherrybrook Court
Laurel, MD 20723
(301) 602-6400
arhmd@comcast.net
https://www.linkedin.com/in/alanheintzelman
Professional Profile
Mr. Heintzelman is a proven Executive with over thirty years of experience in program management, sys-
tems integration/consulting and business development. His industry expertise includes nearly ten years of
selling software and services into the Public Sector market preceded by more than fifteen years consulting in
the Financial Services industry. He has a solid track record of success in sales, complex program manage-
ment, client relationship management and systems integration and services delivery working at the C-level.
Mr. Heintzelman performs his duties with a passion for results, innovative approaches to solutions and
building enduring and rewarding relationships with clients and coworkers.
Core Skills and Competencies
Program Management Business Development Client Relationship Management
Software Development Consultative/Solution Sales Leadership
Profit & Loss Management Sales/Account Management Professionalism & Business Acumen
Work Experience
ImageSoft, Inc. 2013 to present
Senior Account Executive responsible for solution sales (software and services) of Document Management
and Enterprise Content Management solutions in the Northeast territory (Virginia to Maine) with primary
focus on the Public Sector. This territory is largely new for the company as their traditional focus has been
Michigan/Midwest and the west coast.
o Established brand recognition in the assigned geography
o Secured a variety of new accounts
o Grew territory by 100% in first year
o Delivered profitable business while building reference accounts
IBM Global Services 1994 to 2013
Successfully led a multitude of complex systems integration projects (including global) across a collection of
technologies spanning mainframe, client/serverand web development and repeatedly achieved or exceeded
quota and business objectives while managing a variety of client accounts.
 Established the Social Security Administration (SSA) as the top Federal Civilian account for IBM as
the assigned Project Executive. Responsible for business development and services delivery of the
IBM portfolio of offerings involving 100 staff members.
o Partnered on a major transformative initiative to move from costly mainframe delivery of ser-
vices to a streamlined, cost effective Services Oriented Architecture (SOA)
o Implemented a leading edge analytics based project to accelerate disability application pro-
cessing and outlined additional opportunities for the technology throughout the Agency
o Supported one of the top five largest enterprise content management systems nationally
o Provided best-in-class security applications for online processing by constituents
o Grew the account base nearly 200% in three years and highly profitable

2.  Lead role in the proposal development and award of a $50M Blanket Purchase Agreement to IBM
from the Federal Student Aid (FSA),a part of the Department of Education. This was the first major
contract for IBM in the account.
 Acted as Senior Consultant for the Risk and Compliance practice within the Financial Services indus-
try. The focus was on solution sales nationally within the top twenty banks in the USA and Canada.
Responsibilities were focused around teaming with assigned IBM account team members to formu-
late a solution for a client’s risk and compliance business issues.
o Penetrated all of the top ten banks nationally
o Improved competitive position through skills leveraging and channel development
o Achieved 100% of quota
 Provided Program Management of a significantly large and complex undertaking of a new Customer
Servicing application for a top five bank in the USA (Wachovia) involving over 100 staff members
across three global locations. Hand selected to assume the responsibility after early start-up issues
and loss of client confidence.
o Provided immediate stability to the project and stopped profit loss
o Resolved client confidence and team morale issues
o Led a viability assessment of technology choice and the business case upon conclusion of Re-
quirements and determined the business case was no longer applicable; IBM and client recogni-
tion for leading the team to an informed decision
 Led the Financial Services practice for the Mid-Atlantic and Central Region including responsibility
for the world’s largest Credit Union (Navy Federal), Riggs National Bank, Comerica Bank, Fifth Third
Bank, First Maryland and a number of other notable banks.
o Position required P&L responsibility for up to 15 million dollars in signings and services revenue
o Repeatedly surfaced new business opportunity in accounts that had been dormant for years
o Active management of up to ten projects across multiple banks simultaneously
o Exceeded quota annually and delivered on committed business results
 Engaged and established SallieMae as a client of IBM for the first time ever. Worked diligently to es-
tablish a role as trusted advisor which resulted in the program becoming one of the largest in the Fi-
nancial Services practice.
o Grew the account to nearly 20 million dollars in just two years
o Displaced major competitors and gained market share
o Delivered a national award winning website for student lending
o Managed a portfolio of six major projects and nearly 100 staff members
 Actively managed a complex, troubled, fixed price contract within a state government account to
completion. Joined the project three years into the lifecycle (at executive request) and guided the 40
person project team to success by addressing organizational issues, staffing and non-performance is-
sues as well as contract management exposures. Also involved navigating a contentious client rela-
tionship and then rebuilding it as the program neared completion. Efforts resulted in follow-on
business valued at nearly $1 million dollars.
 Successfully guided IBM team to the award of a $6.2 million dollar systems integration contract for a
mid-tier retail bank. Project involved the development and delivery of a new retail automation sys-
tem for the customer involving four business units within IBM. First engagement involving IBM’s new
retail automation solution.

3. Integrated SystemsSolutions Corporation (ISSC, a subsidiary of IBM) 1991 - 1994
 Led the proposal and award of a major imaging system redesign and redevelopment effort for one of
the largest Life insurance companies (NY Life) in the United States.
 Managed the successful proposal and implementation of a $1.8 million dollar systems integration
contract for a large insurance company (AXA). Leadership resulted in financial results at 175% of plan
and a customer satisfaction rating of 95% satisfied.
 Managed the successful proposal and implementation of a $2.1 million dollar systems integration con-
tract for a large insurance company. Project involved the conversion of an existing Wang/VS COBOL
application to an HP-UX MicroFocus COBOL environment and the development of a Migration Plan
outlining the deliverables, cost and schedule. Management of project yielded financial results at 156%
of plan, customer satisfaction in excess of 95% and $1.8 million of direct follow-on business.
 Responsible for managing a team of twelve programmers that provided Application Redevelopment
Services to commercial customers and existing ISSC contracts. Primary toolkit utilized was
Knowledgeware, but also familiar with Bachman, ViaSoft and Adpac capabilities.
 Managed a department of twelve senior analysts responsible for developing and leading the imple-
mentation of an application development support services strategy. These support services included
integration and performance test, data base administration, productivity tools (including CASE),Us-
ability, library management and a customer showcase program. Strategy resulted in improved service
to the development community and with greater efficiency and overall lower cost.
IBM Corporation 1982-1991
 Executed a series of three large scale projects as part of a site migration strategy from a legacy system
platform to a CICS/MVS/PLI/DB2 environment. This major undertaking required the integration of
major new function (e.g., order entry, scheduling) into the existing legacy system without interrup-
tion to service. Projects resulted in the installation of over 600,000 lines of new code and 250,000
lines of modified code. Delivered on schedule and on budget.
 Managed a series of projects that provided for the replacement of an outdated inventory and sched-
uling system for orders sourced fromwarehouses nationally. Resulting system significantly expedited
delivery times and improved order accuracy. System was developed in PL/I on a S/370 architecture.
 Served as the team/technical leader for multiple large development efforts that replaced existing
function in legacy order entry systems. Also, served as a maintenance programmer for analysis of ap-
plication problems and changes requested by the customer.
Awards and Recognition
 IBM 100% Club for recognition of achievements in sales and delivery in 2008/2009
 Services Excellence Award for leading recovery of a troubled project at a major US Bank 2006
 IGS Golden Circle (top 1% annually) in recognition of business development/delivery 1999
 ISSC Leadership Circle (top 1% annually) in recognition of sustained sales achievements in 1993
 Director's (Excellence) Award for achievements realized as a Systems Integration (SI) Project Manager
in 1989, 1992 and 1995
Education and Certifications
 Project Management Certification under IBM's Professional Careers program
 B.S., University of MD., 1982, Major: Management Information Systems (Honors)
 Over 500 hours of IBM technical and managerial education