vp sales marketing operations in chicago il resume bill abraham
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7/27/2019 VP Sales Marketing Operations in Chicago IL Resume Bill Abraham
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Bill Abraham/[email protected] Page 1
BILL ABRAHAMStreamwood, Illinois 60107
847.284.2123 [email protected] www.linkedin.com/in/babraham31/
SENIOR SALES AND MARKETING EXECUTIVE
Dynamic, results-oriented senior executive with diverse experience driving complex global programs and initiatives.
Extensive background in Sales and Marketing, including setting strategic direction, team building, and establishingglobal strategic partnerships and channel partners.
Track record of building world class Sales and Service teams with global sales skills and experience.
Expertise in developing markets and creating successful go-to-market growth plans to a variety of verticals.- Grew start-up market share from zero to over 30% with focus on both domestic and international market
expansion.
Skilled at creating development project schedules, approved road maps, crisis management and escalation process.
Leadership; Recruiting / Training / Development Performance Management Team Leadership / Motivation Integrity
Mentor /Coaching Sales Forecasting / Pipeline Sales Cycle Management Negotiations Needs Assessment
Sales & Marketing; SaaS Cloud eCommerce Web-hosting Services Mobility Web-service Data Warehouse
Technical Support PCI ERP CRM EDI IT Strategy Start Ups Customer Service Branding Public Relations Client Relations Sales Cycle Management Negotiations Market Analysis Presentations Product Marketing Professional Services Wireless Telecommunications
Financial & Operations; Budgeting Cost / Benefit Analysis Expense Control Change Management P&L Operations Management Crisis Management M&A Strategic Sourcing Restructuring Change Management Scheduling Cost Reduction Policy Development Startups
Strategic & Tactical; Strategic Partnerships Customer Retention Vendor Relations Business Development Project Management Needs Assessment Strategic Planning Process Improvement Vertical Markets
Vice President of Sales, Marketing and Operations
EGATE SOLUTIONS Arlington Heights, Illinois 11/2009 –
3/2013Globally recognized provider of software and services.
Directed all sales marketing and operations strategic planning for North America, South America, Europe and Asia.Including developing and executing strategic vision for sales, marketing, operations and development.
Created strategic business partnerships to support current and new customers.
Developing new revenue channels for products and improving the bottom line.
Providing integrated go-to market approach by focusing research, strategic planning and brand development onunified corporate identity.
Developed a strategic partnership between Apple Enterprise solutions and eGate to enable eGate in spring 2014 tobecome the first platform agnostic solution supporting both iOS and Android devices.
Open a new market in South America and negotiated $9m contract in South American with GOL Airlines, the largestLCC in South America. Identified process and revenue improvement opportunities for GOL senior management and
partnered with a repair and deployment organization to support all South American customers.
Decreased operating expenses by $750K in Europe by opening a new European repair deployment center,streamlining costs for repairs and deployment and building a better customer experience.
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To grow the new install base created strategic partnerships that would fit with core product and enhance thecustomer experience (Panasonic, AEROFi, Gate Retail Onboard). The business grew by 200% while giving eGatemore exposure to the market and decreasing cost of sales.
Achieved 100% customer retention after eGate Solutions’ acquisition of Abanco LLC by leveraging strong c-levelrelationships and meeting with every customer to reassure them that their core business would not be affected.
ABANCO, LLC Schaumburg, Illinois 1/2004 – 11/2009Privately held startup that provided the first web-hosted SaaS mobile application for the airline and railway industry.
Acquired by eGate Solutions a subsidiary of Gate Group.
Executive Vice President, Managing Partner Directed all sales operations, account management team, new implementations, product direction, applicationdevelopment, marketing, vendor relationships, strategic partners, training, deployment, repairs center and projectmanagement. Providing a complete turn-key web-hosted services, back office and smart device software application,new software development, professional services, web-service interfacing, BI analytic reporting tools, PCI complaintpayment gateway services and interfacing with customer in-house networks. Headed up new business ideas andcompany direction and go forward planning.
Startup first customer launched generated $45 million in onboard sales with 55% shrinkage. Reduced shrinkagefrom 55% to 3% in the first year. First customer that generated $9 million in revenue for company.
Grew market share from zero to 33% in less than three years. Developed relationships at the C-Level, understood the customers’ business, created an ROI analysis, attended
industry conferences, became keynote speaker at the conferences, networked within the industry and educatedcustomers. Created a profit center for the airlines to generate new revenues onboard the aircraft. The airlinegenerated 35% growth revenue streams with less than 3% shrinkage.
Since first generation hardware being used was not rugged enough, sourced better solution for customers.Established a relationship with a Korean manufacture to build a device that was durable for the environment thatapplication was being used for. Traveled to Korea to negotiate the first smart rugged device used onboard aircraft in2005.
Created a new vertical market in the rail industry. The first rail customer came onboard in 2006 establishing a newmarket for this solution. The Governor of New Mexico won the election that year for building a commuter railbetween Albuquerque New Mexico and Santa Fe.
Grow global market share while containing cost. Developed a reseller agreement with ARINC that had relationshipswith airlines in providing air to ground communications, opening the Australian market for Abanco, LLC andgenerating seven new customers the first year, achieving capture of 80% of the market in Australia.
Vice President of Global SalesAHEAD COMMUNICATION SYSTEMS Oak Brook, Illinois 2/1994 – 12/2003Formerly General DataComm Industries Broadband Division.
Directed and implemented business solution sales teams and strategies to acquire new customers and retain existingcustomer install base. Set individual and company-wide sales objectives and formulate plans to expand business.Identify opportunities for strategic alliances and partnerships that further business goals. Managed out-bond marketing,corporate collateral material and corporate resources. Placed on a task team to find a buyer for the Broadband Divisionof General DataComm Industries.
Increased gross margins by converting a “Box Sales” group into a “solution sales” team resulting in selling a solutionversus a product. Increased EBITDAM by 20%.
Implemented the first video telemedicine application to Mayo Clinic that generated $20 million in revenue with a 70%EBITDAM.
Proposed the first professional consulting services for $12 million Lockheed Martin US Air Force missile project thatgenerated another $2 million in fees. Created a new revenue stream and services to offer to customers. This grew to$25 million in revenue stream for a six person supported team.
Promoted to Vice President of Sales from District Sales Manager. Entire sales team qualified for Sales Club toHawaii that year, never been accomplished in company’s history. Promoted by the CEO of General DataComm atclub that year to Regional Vice President.
Upgraded an outdated Burlington Northern Railway back bone from TDM to ATM. Negotiated and signed $20 millionproject with Burlington, the largest freight railroad in North America.
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EDUCATION & CERTIFICATION
Business AdministrationIllinois State University, Normal, Illinois
AFFILIATIONS
Procurement ProfessionalGroup for Quality Assurance Professionals Cloud Computing, SaaS & Virtualization
Cloud Sales ProfessionalsSales Management Executives
Linked N Chicago Ancillary Revenue
E-Commerce NetworkOn Startups - The Community
COMPUTER SKILLS
Windows Mobile, ios, Android, wireless, telecommunications, web-services, client server, xml schema, web hosting,SaaS, Mobility, Oracle BI, Salesforce.com, KPI, Crystal reporting, SAP, CRM, eCommerce, PCI, ERP, EDI, CMS,
Cloud, POS, Payment Gateway
PUBLICATIONS
Ancillary RevenueOnBoard Hospitality
International Flight Services Association