James W. Lynch 8386 S Custer Phone: 303-908-7485Evergreen, CO 80439 Fax: 303-648-5716 Email: jameswlynch@att.net Executive ProfileVisionary sales leader who thrives on the challenges of business development. Excels in business planning, envisioning innovative solutions, building and motivating teams, and structuring strategic alliances. Recently Key Strengths · Business Planning · High Performance Team Building · Strategic Alliances · Business Development · Project Management · Consultative Sales · Negotiating Skills · Technical Background · Staff Recruiting and Development · Product Launches · P & L · Consulting Delivery Professional ExperienceQwest Communications 2004-2007Senior Account ExecutiveResponsible for Business Development in Colorado & Wyoming for Qwest’s HiCap products including VoIP, T1, ATM, Frame Relay solutions, Nortel and Cisco phone systems for small to medium sized businesses. · Developed lead identification and qualification process to significantly improve prospecting and closure rate.· Consistently exceeded assigned quota. Extricity, Inc. 2000-2003Director of OEM Solutions, IBM Responsible for success of the OEM alliance with IBM in WebSphere product arena focused specifically in B2B, business process, and enterprise application integration.· Created strategy to build core relationships and understanding between Extricity and IBM to support partnership and successfully market OEM portion of WebSphere suite of products. · Lead in the development of the sales strategy in Pacific Rim focused on semiconductor manufactures where product life was short resulting in cutting cycle time-to-market by months. · Built partnership programs with IBM’s Application Middleware Group to develop pipeline in excess of $50 million. Recognix, Inc. 1998-2000General Manager & Executive Vice President Responsible for success of start-up software company, for maximum impact of unique math product in education and consumer markets. · Initiated comprehensive marketing strategy, including total redesign of corporate identity, branding, public relations, advertising, and web-based marketing, resulting in vibrant company image and strong market recognition. · Established relationships with education leaders in key K-12 districts, universities, and state and federal departments of education, resulting in an installed base of 20,000 users in the first year in the US, Japan and in Europe. BDM International 1996-1998Director of Public Sector Consulting Responsible for all activities of consulting practice, including marketing, sales, project scope and delivery, customer satisfaction, and P&L.· Created business organization to propose and deliver consulting and implementation services for K-12 districts and universities, resulting in $54M pipeline.· Created strategy to leverage revenue beyond sales of consulting services by delivering total solutions, including hardware and software, resulting in larger profit margins per engagement.· Built vendor relationships to provide and support new offerings; proposed, delivered, and installed financial and HR solutions from SAP, PeopleSoft, and Oracle, as well as Mainframe, Client/Server, LAN/WAN, Internet/Intranet, and Data Warehouse solutions, resulting in 300% increase in group revenue.· Created reseller network and strategic alliances with major hardware and software vendors, resulting in 60% increase in company revenue. DSP Solutions, Inc. 1994-1996Director of Sales and MarketingResponsible for demand generation and sales performance of startup peripheral hardware and software company focused on K-12 educational solutions.· Transformed company’s business model by broadening product lines and creating diversified distribution channels, resulting in 100% increase in revenue.· Forged strategic alliances with industry leaders, resulting in expanded product line. IBM Corporation 1974-1994Sales Manager Responsible for all public sector sales, marketing, services, and support in assigned territory. · Managed 8 sales and 6 sales support staff carrying a $25 million annual quota, and all sales and installation on entire IBM product line, including PCs, servers, Mid-Range, Mainframes and required operating systems and application software. · Consistently achieved 120% to 140% of annual revenue goals. · Managed team to develop and pilot IBM Professional Services (consulting services), which grew to a viable and profitable new division for IBM—now named IBM Global Services. · Designed software application to generate instant proposals targeted to customers’ stated needs, resulting in dramatically shorter sales cycle. Levitz Furniture 1970-1974Regional IT Manager Responsible for all IT operations in San Francisco Bay Region. · Managed IT department in Regional Offices with responsibility to oversee operations in 5 locations in Northern California · Responsible for the creation and leadership of the ‘Opening Team’ hiring and training of IT staff for new stores growing the company from 6 stores to 70 in 4 year’s time. · Created and maintained inventory control system for the 5 Northern California stores controlling over 10 million in inventory. This system became the standard company wide. EducationShasta College, Redding, CA Computer Science Major, Business MinorHarvard Business School, Thornwood, NY President’s Class Professional AchievementsReceived $100,000 IBM Award for creating and implementing an expert system based proposal generator that resulted in dramatically increased revenue through enhanced productivity.
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