MARK PRIETO

West Islip, NY 11795 631-383-2036 prieto.mark@gmail.com

VP CHANNEL BUSINESS DEVELOPMENT

Outsourcing / Training / Offshoring Solutions / Growth Strategies / Global Enterprise Sales / Partner Marketing / Partner Management / M&A / JV & Strategic Alliances / Staff Development / Product Development & Launches / Key Account Management / Cost Containment / ISO / IPOs / High Tech Solutions / Contracts & Negotiations / Service Delivery Management / Team Building / Quality Improvements / Continuous Process Improvements / Channel Development / Organizational Development
As an award-winning general management, operations and business development executive, I have an exceptional record growing revenues, market share and profits for key business units at Hewlett-Packard and Microsoft. I started up Election.com, positioned it for an M&A deal with Accenture, then stayed onboard, joining Accenture to grow the merged business unit, E-Democracy Services, into a gamechanging industry leader. My recent roles are complemented by significant client side experience leading technology/systems at JPMorgan Chase and in investment banking roles at Lehman Bros. and Merrill Lynch. I can make a strong impact on your top and bottom line by:

Planning and executing aggressive growth strategies Identifying and seizing untapped market opportunities Leveraging emerging technology to capture new business Aligning solutions, service and products to and with client needs Building win-win strategic alliances, partnerships and joint ventures
Employing a customer-centric focus, I have been instrumental in bringing innovative technology and business process solutions to market. Among a wide range of other accomplishments, I built powerful synergies with strategic partners to open new markets and capture major long-term contracts. A natural leader, I am known for recruiting, training and motivating top-performing Partners and teams that consistently beat out entrenched competitors to win multi-million dollar corporate and government accounts. Strong communications and analytic skills have served me well in assessing client needs, developing solutions and then closing high-margin deals for software, IT and systems. In addition to earning a BS in Computer Science from St. Johns University, I continuously seek to enhance my skills through ongoing professional development. My recent studies include coursework/certificates in: Business Case Processing, Strategic Account Planning, Project and Contract Procurement Management, Business Process Modeling, Quality Control Management and ISO9000.

CAREER HISTORY & SELECTED ACCOMPLISHMENTS

Managing Director, Hewlett-Packard (HP), $1B Enterprise Server & Solutions Div., 2010-Present. Recruited from key competitor to direct enterprise/channel partner sales. Positioned division to capture business with new products, services and alliances. Penetrated major markets and major corporate and government accounts. Rebuilt strained relationship to win $3.1M government contract. Lack of trust put HP in jeopardy of losing bid for Washington, DC Circuit Court infrastructure contract. Brought client CTO to a Redskins game with key HP strategic partner ePlus to establish personal rapport. Directing a joint ePlus/HP

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West Islip, NY 11795 631-383-2036

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sales team, leveraged the improved relationship and trust to assess the clients needs and propose a highly-scalable enterprise solution. Closed a major deal for 127 HP servers and long-term ongoing support services. Turned around key account, adding $4M annual revenue. Asked to take over troubled HP account with Zebra Technologies. Created trusted advisor relationship, bringing in strategic partners Oracle and Redhat for support. Overcame client concerns, demonstrating superiority of HP storage/server solutions. Pitching potential for client to cut IT cost 20% and save $2M annually, secured major add-on contract for HP. Beat out IBM and Oracle to capture $2.4M cloud contract. HP tried fruitlessly for more than five years to wrestle major healthcare client, St. Francis Care, away from a strategic partnership between two entrenched competitors. Developed a comprehensive solution for EPIC EMR deployment. Brought in senior management, including HP CEO Meg Whitman, to close deal for the firms Best-in-Breed converged solution. Displaced competitors as go-to vendor. Managing Director, Microsoft, $214M Financial Services Group, 2004-2010. Heavily recruited from Accenture to direct US Capital Markets Partner Account Program, driving vertical sales into top tier accounts. Built profit channels with partners to deliver high value solutions to leading industry clients. Turned around Microsoft unit, more than doubling revenue in one year. Firm was missing opportunities in financial services sector. Recruited to revitalize business, winnowed strategic partner channel to top 28 producers. Upgraded partners sales and solutions training. Established aggressive targets. Hit 115% of quota, boosting year-over-year revenue 112% to $63.5M first year. New channel generates $10M revenue with Wall St. leader. Despite having a superior product, Microsoft had failed to penetrate JPMorgan Chase. Developed an aggressive sales plan, leveraging personal relationships from tenure as IT exec at client. Establishing a conduit for a channel partner, closed sales for 85,000 SharePoint and other Microsoft software licenses. Partner, Accenture / E-Democracy Services, 2003-2004 and CEO/President, Election.com, 2000-2003. Started up election service/voter registration software/services firm. Positioned firm for acquisition by and then joined Accenture. Grew integrated operation into a $50M line of business, serving local and federal governments in the US and abroad. Engineered $28M EBITDA swing at struggling startup. Originally recruited as CIO, asked by board to take on CEO role and lead turnaround of Election.com. Cut bloated headcount; strengthened sales management and accountability. Boosted productivity 50%. Spearheaded closing of millions in new contracts for election/voter registration systems/service around the US. Drove P&L reversal, going from $14M loss to $14M in profit in only 16 months. Set the stage for firm to be acquired by Accenture. Forged profitable joint venture and acquisition. Election.com had great product/service portfolio, but lacked the delivery capabilities needed to grow. After turning around balance sheet, captured joint venture business with Accenture in UK and France, demonstrating firms abilities. Using $50M in joint revenue to demonstrate value, negotiated buy-out by Accenture. Earlier: Sr. VP, JPMorgan Chase, Corporate Technology Group. Began career in investment banking, rising through the ranks to Sr. VP, Lehman Brothers, Fixed Income Securities Div. and VP, at Merrill Lynch, Fixed Income Group. Saved $27M with innovative near shore-sourcing solution. Rising costs and need for more IT capacity forced JPMorgan Chase to seek for new solutions. Working with TCS, Infosys and Wipro, built an offshore operation in Barbados. Moved 90 projects and 400 resources to new offshore Solution Center first year, cutting costs from $57M to $30M. Took JPMorgan Chase spinoff from startup to IPO. Following initial success of new Solution Center, looked for means to capitalize on its profit potential. Chartered new organization as Total

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West Islip, NY 11795 631-383-2036

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Technology Solutions Limited, Secured ISO certification. Won outsourcing contracts, generating solid revenue stream. Took company public in an IPO.

AWARDS
Among others, my recent professional recognition includes: the HP Converged Cloud Vision & Strategy Certificate; the HP Sales Award for Alliance Management, 2012 and the Microsoft Certificate of Appreciation, 2009.

EDUCATION
BS in Computer Science from St. Johns University. Continuing professional training includes coursework and/or certificates in: Business Case Processing, Strategic Account Planning, Project and Contract Procurement Management, Business Process Modeling, Quality Control Management and ISO9000.

PERSONAL INFORMATION
Married with two children. I am active in Big Brothers, Big Sisters and the Wounded Warrior Foundation. In my spare time, I enjoy scuba diving (I am a PADI-licensed Instructor) and golf. I enjoy business travel and I am available for 100% travel Roles