EDWARD (TED) F. HORNE 540-425-4366 | ted_horne@yahoo.com | linkedin.com/in/edwardhorne

IT SOLUTIONS SALES EXECUTIVE OFFSHORE/ONSIGHT GLOBAL DELIVERY | BUSINESS DEVELOPMENT | F100 ACCOUNT MANAGEMENT

STARTUPS – TURNAROUNDS – FINANCIAL SERVICES – HEALTHCARE – BANKING – HIGH TECH – INSURANCE

Negotiates multi-year, multimillion-dollar solutions that harness the power of technology to solve business problems

HUNTER: Grew revenues $14M to $30M in two years via complex offshore application development sales.

LEADER: Built ground up sales team that grew new business $5M to $20M and existing revenues $6M to $50M.

ACCOUNT MANAGER: Grew key account from a 30-resource helpdesk into a multiyear, multifaceted contract.

ITO Pipeline/Portfolio Growth: Drives 5X revenue growth spanning analytics, applications and IT managed service sales.

Bridges Cultural Divide: Onsite/outsourcing expert ensures superior service delivery performed in U.S., China and India.

CXO Network: Blends social media outreach w/networking acumen to grow and sustain 500-strong influencer networks.

Trusted Advisor: Builds cases based on understanding of business drivers; gains CXO buy-in for go-to-market strategies.

Motivational Leader: Employs IT recruiting and sales leadership background to build, rebuild and lead by example.

SALES LEADERSHIP SKILLS

Cloud Services| Analytics | BI | Data Warehousing | Managed Services | Outsourcing | Consulting | Application Services

Population Health | Project Management Methodologies | Process Redesign | Public Sector | eProcurement

Negotiations | Alliance/Partner Strategies | Corporate Finance | Budget Management | CXO Presentations

PROFESSIONAL EXPERIENCE

Clarity Solution Group | CLIENT PRINCIPAL 2015–Present

Spearheaded strategy that succeeded in bringing this boutique data and analytics IT consulting unknown to the table with Top-Tier players in the financial services, insurance, healthcare and high-tech arena.

Forged 500-strong network including CIO/CTOs from Mayo and Cleveland Clinics, Blue Cross Blue Shield, Cigna and Health Care Services Corp; pitched multi-year, multimillion-dollar BI/Data Warehouse strategy solutions.

GGK Tech | CLIENT PARTNER 2013–2015

Led end-to-end sales that captured $18M in healthcare and high-tech on/offsite complex offshore application development; contributed to $30M, 2X revenue growth spanning diverse healthcare and high-tech industries.

Elevated scope of conversation by building relationships with Senior Execs and CXOs resulted in 6X key account growth to $12M and expanded resource presence from two onsite/30 offshore to 25 onsite/200 offshore.

Negotiated 12 new accounts; collaborated across organizations to interpret and translate requirements into roadmaps. Freeborders (now Symbio) | FINANCIAL SERVICE SALES 2012–2013

Applied outsourcing expertise to execute strategy that quickly captured three accounts including $2M State Street Bank.

EDWARD (TED) F. HORNE 540-425-4366 | ted_horne@yahoo.com | Page 2

Horne Consulting Group | PRESIDENT 2011–2015

Applied high-tech sales and recruiting best practices expertise to recruit, vet, hire and manage sales talent and teams for small- to medium-sized companies. Partnered with Executive leadership to establish sustainable sales infrastructures.

Nous Infosystems | VP, NORTH AMERICAN SALES & BUSINESS DEVELOPMENT 2009–2011

Championed North American restructure that reduced costs 30% and grew revenues 25% year-over-year.

Revamped comp plan, introduced KPI indicators and a sales roadmap strategy that expanded presence within Financial Services and Healthcare verticals and resulted in sale of this Independent Software Vendor’s largest project to date.

Satyam Computer Services (now Mahindra) | VP SALES, NORTH AMERICAN FINANCIAL SERVICES 2008–2009

Gained buy-in for sales turnaround strategy. Drove 180° shift from business development to account management key to 90% account retention following high-profile turmoil that contributed to viability and a successful acquisition.

Kanbay Inc. (a Capgemini Company) 2004–2008

VP SALES & OPERATIONS (2007–2008) | VP BANKING SALES (2005–2007) | DIRECTOR OF BUSINESS DEVELOPMENT (2004–2005)

Built 23-member global sales organization from ground up that grew new revenues 5X and total revenues >8X to $50M, positioned company during evaluation as optimally diversified and set the stage for a successful IPO.

Created sales compensation plan and led sales operations integration following Cap Gemini acquisition; spearheaded data migration from customized version of Salesforce.com onto a proprietary in-house system.

Led team that identified, developed, consulted and sold complex IT operations solution to C-Suite Executives spanning the Banking, Financial Services and Insurance (BFSI), Life Sciences and Media industries.

Institutionalized the global delivery model across 140 accounts including HSBC – the company’s largest key account. Established relationships with third-party partners essential to capture of large strategic deals.

Strategem Inc. | SENIOR ACCOUNT EXECUTIVE 2003–2004

Contributed to establishment of firm’s consulting services practice including sales strategy, process, pursuit teams, strategic partnership alliances and account territory plans. Built compelling presentations for C-Suite audiences.

Keane Inc. | ACCOUNT EXECUTIVE TO SENIOR ACCOUNT EXECUTIVE 1999–2003

Built $20M portfolio providing Data Warehousing, E-Solutions, Application Development and Help Desk Services for financial services and healthcare management clients. Grew public sector practice from inception in State of Wisconsin.

Grew GE Healthcare 3X into a $5M multiyear, multiservice contract that supported $400M to $1B company growth. Led Account Exec team; managed pipeline via KPIs, territory planning and training that grew partnership alliances.

RECRUITING EXPERIENCE

Keane Inc. | SENIOR TECHNOLOGY RECRUITER TO IT RECRUITING MANAGER Robert-Half International Inc. | CLIENT MANAGER

EDUCATION

B.B.A., Finance | JAMES MADISON UNIVERSITY