Business Development Manager CRM IT in Atlanta GA Resume Steven M Pritchett

Steven M Pritchett Atlanta, Georgia [email protected] 678-571-3949 PROFILE Territory Manager: Passionate, experienced, successful IT Sales/Business Development ITIL | ITSM (SaaS, on-premise) Account Manager. Strong background with highly regarded BMC Software Elite Partner RightStar Systems and Channel Partners such as nLyte (Data Center Infrastructure Management (DCIM)), Pathfinder (Process Analysis) and Bomgar (Secure Enterprise Remote Control). Successful selling ITSM software to include Professional Services, Service Support Management, Asset, Change Management, Process Improvement. Strong background in Project Management, Business Analysis, Customer Services Relationship Management. Experience with selling into Commercial, Healthcare, Public Safety, State/Local Government and Education (K12 – Higher Education) verticals. Utilize a Consultative Based, Value Forward “Hunter” selling approach with collaborative problem solving.

PROFESSIONAL EXPERIENCE Independent Business Development Consultant: RightStar Systems (Jul 2009 – Jan 2012) Commission based Independent Account, Business Development Management Consultant Increased awareness in the SLGE vertical Southeast region for RightStar, BMC and Channel Partners through development of executive relationships and understanding of business drivers -

2010 achieved over $120k margin. 2011 achieved over $135k margin. Brought in over 15 new accounts. Increased customer satisfaction by working with Implementation Manager on product implementations by proactively addressing issues as necessary and growing footprint through conducting follow up’s with customers to maintain success while growing the footprint.

RightStar Systems (Jan 2005 – Jun 2009) Full time Employee Grew RightStar’s BMC Service Desk Express, Remedy business in the Southeast, Mid-West and California through building executive level relationships, growing footprint in existing accounts and closing new business -

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Obtained over 50 new accounts in both Commercial and State/Local through cold calling, networking events, email campaigns and membership in organizations such as itSMF.org and HDI (HelpDesk Institute). Grew footprint in existing clients with add-on products/services offered by both BMC and RightStar’s product offerings by more than 30%. Exceeded sales quota for 2006 by more than 5%. Double total resales from $447K in 2006 to $974K in 2007. Exceed sales quota for 2008 by more than 25%. Conducted events (Webinars / Seminars) to raise awareness about new products and service offerings. Achieved 40% attendance increase in regional seminars with 20% close rate for seminarrelated opportunities. Grew pipeline by more 30%. Increased customer satisfaction by working with Implementation Manager during product implementations and conducting follow up’s with customers to maintain success and proactively conducting problem management with escalation of issues as needed.

IT Client Services Manager, Jan 2004 – Dec 2004 Cobb County, GA IT Department Client Services Manager for team of over 15 people providing IT support to organization of over 5,000 people with more than 30 business critical applications supporting Finance, HR, Public Safety | 911, Judicial, Water and other government departments -

Improved productively and customer satisfaction ratings by over 30% through introducing customer support metrics. Drafted, developed and implemented Operational Level Agreement (OLA) between Information Systems client services and technical operations divisions. Developed and implemented change control process that dramatically improved planning and notification processes for internal information systems personnel and external customers.

Business Analyst July 1998 – January 2004: DellHost, Interliant Corporation, SunTrust Securities -

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DellHost: Improved product development time by more than 15% through development of new product initiation requests, product definition documentation and development of product launch plans with engineering, operations, customer care and sales teams. Interliant: Developed and implemented product management change control processes that resulted in 30% improvement in time to production. Perform client relationship functions. insuring that customers were aware of planned changes to minimize business interruptions SunTrust Securities: Identified business contingency planning requirements, developed disaster recovery, contingency plans and implemented change control procedures.

Project Manager July 1998 – January 2004: DellHost, Interliant Corporation, SunTrust Securities -

DellHost: Project manager for successful (on schedule, budget) product launch of webhosting products. Managed highly successful dedicated server datacenter migration moves. Interliant: Project manager for data center migration of over 400 servers, support infrastructure that resulted in no customer impact. SunTrust Securities: Brought at-risk Y2K project in line with bank and SEC requirements and recognized by bank, external auditors and local Federal Reserve auditor for this accomplishment. Lead project manager for the securities portion of a major bank merger.

August 1976 – July 1998 US Army Telecommunications Systems Officer: Systems planning | Large project, team development | Team Leadership | Training Unisource Network Partners, Inc: Business Analyst | Project Manager | Customer Relationship Manager for North American, Central/South American accounts US Federal Reserve Bank 6th District HQ’s: Telecommunications Planning | Network Planning | Business Contingency Analyst II | IT Vendor Relationship Manager Compuware Corporation: Technical Software Pre-Sales Support Engineer EDUCATION / SKILLS / ASSOCIATIONS Education: University of Alabama, Tuscaloosa, AL with BA in Broadcast and Film, Minor in Marketing Courses/Certifications: - Sandlers Sales Training - BMC Software Business Service Management and ITSM Sales Training - ITIL Foundation Certification - Stephen Covey’s 7 Habits of Highly Effective People course Skills: - Proficient in Salesforce.com, MS Office Suite, MS Project, Visio Industry Associations/Affiliations: - HelpDesk Institute (HDI) Atlanta Local Chapter. Chapter Leadership Board Member since 2007 - itSMF.org (ITIL Local Interest Chapter)