You are on page 1of 6

STEVEN D. KEYES a" MBA, PMP 19 Wilkinson Way * Princeton, New Jersey 08540 * (609) 792-1055 15f6fa0@westpost.

net -------------------------------------------------------------BUSINESS DEVELOPMENT & PROGRAM/PROJECT MANAGEMENT CONSULTING * BUSINESS/PROFESSIONAL SERVICES * BPO-HRO Seasoned, well-rounded results-producing manager with accomplished record in pro jects, programs and portfolios in multiple industries including internet, outsourcing, and consulting and multiple domains including Project Mgmt., Marketing, Sales, HR and Finance Operations. Characterized by colleague as: aSte veas tech-savvy and intuitive demeanor coupled with a natural flair for problem solving, accorded him the ability to de al efficiently and effectively with complex challengesa. TYPES OF PROJECTS: Consulting (change management, business transformation, orga nizational benchmarking), Marketing (product marketing, new business development, event planning/execution ), Sales (business development, service implementation), Finance (tax services, payment services). AREAS OF EXPERTISE: Program and Project Management, Business Transformation, Change Management, Know ledge Management and Collaboration, Outsourcing and Offshoring, Value-based/Consultative Business Dev elopment, Channel/Partner Management, Relationship Development and Management. PROFESSIONAL EXPERIENCE Strategic Human Resources, Inc., Princeton, New Jersey 06/2010 to Pres ent Boutique management consulting firm founded in 1990 specializing in organization al development and business strategy; delivers strategic and tactical consulting and semi-custom and custom training services. SENIOR PROJECT MANAGER Managed the coordination and alignment of multiple projects focused on disciplin es in the areas of schedule and quality management, communications management, cost management, risk/issue management an d change management. * Worked with a wide range of business stakeholders to benchmark best practices, identify gaps and develop strategic and tactical plans to drive implementation of change management initiatives. * Responsible for quality of data capture process associated with employee surve ys, statistical analysis of survey data and development of executive presentations of findings and proposals. Automatic Data Processing (ADP), Inc., Roseland, New Jersey 05/2005 to 05/ 2010 $9 billion mid-market leader in HRO-BPO services globally; over 550,000 clients in total; National Account Services division has over 5,000 clients with over 1, * sk

000 employees. CORPORATE SALES MANAGER a" NATIONAL ACCOUNT SERVICES Matrix-managed local sales teams (New Jersey, New York City, Philadelphia, and B oston) to identify and create sales cycles for new Payroll/HR/Benefits Administration and Financial & Compliance Services o pportunities. * Project-managed sales and systems consultant team in opportunity process analy sis, construction of value proposition and proposal, presentation to executive management, price negotiation and transi tion to implementation. * Initiated and managed ADPa sponsorship relationship of New Jersey, Connecticut and Boston Chapters of Financial Executives International (FEI) as executive sales-lead generation relationship. * Generated new BPO/HRO business exceeding $6.5 million in total contract value. * Presidentas Club performance level. STEVEN KEYES MTS, Inc., Piscataway, New Jersey 2004 $40 million global software and services company providing customer billing and expense management solutions to Fortune 1,000 market segment; headquarters in Raanana, Israel. DIRECTOR, MARKETING & CHANNEL DEVELOPMENT Hired by Vice President of Sales & Marketing - Americas Region to develop a mark eting infrastructure and greater lead generation capabilities to facilitate product launch of expense management and b illing solutions in Americas. * Project-managed MTSa participation in twelve industry trade shows in ten month s. Measured return-on-investment of each show individually and at program level; achieved positive ROI. * Generated 600+ prospects, creating more than 30 opportunities for MTS to parti cipate in RFPs/RFIs/new business, facilitating recognition of MTS as an industry leader. * Signed, implemented and managed a new channel partner relationship (Alliance P artner) for MTS with Avnet Enterprise Solutions focused on 14 branch locations throughout the U.S. selling VOIP solutions. INNODATA CORPORATION, Hackensack, New Jersey 2002 to 2003 $60 million global digital content services company providing digitization and c ontent development services to content owners seeking to create subscription-bas ed recurring revenue business models. DIRECTOR, CLIENT SOLUTIONS Recruited by the CEO of the worldas largest digital content services company to develop a practical and coherent plan that would enable the organization to migr PAGE TWO

ate away from a project-driven model to one that is more outsourcing-focused (pr oduction facilities in Philippines, India, Sri Lanka). Sell content supply chai n services to largest global publishers, commercial content providers, and Fortu ne 1000 companies. * Generated new business opportunities of $12M; closed $3.0M legal editorial BPO deal (large legal publisher in U.S.) outsourcing research and legal editorial writing to Philippines resulting in red ucing development costs by 52% and improving the development process (improved efficiency). Target was $2.5M. * Created business process outsourcing sales model/template for Innodata; protot ype adopted by sales organization and used broadly to facilitate new opportunities. Project-managed delivery team thro ugh implementation. EDS, New York, New York 2000 to 2002 $36 billion global ITO/BPO/SI services company targeting global Fortune 2,500 co mpanies and government agencies. CLIENT SALES EXECUTIVE III, OPERATIONS SOLUTIONS BUSINESS DEVELOPMENT MANAGER, KM PRACTICE, E.SOLUTIONS Developed business process outsourcing opportunities for the northeast U.S. regi on. Project-managed a sales pursuit team consisting of A.T. Kearney management consultants, BPO delivery consultants, and IT infrastructure outsourcing consultants. Sales and project certified by EDSas Global Sales Institute Bacheloras Program w hich focused on the transformation and outsourcing of IT infrastructures and business processes. * Generated new BPO opportunities that exceeded $200 million by actively network ing and cold calling into the executive level at top 5 New York media companies; closed $9.3M Call Center deal in 7 mont hs. * Generated a CRM/KM/EBPP sales pipeline that exceeded $23.5M by working with ED S Sales Teams and Alliance Partner sales resources. Closed $1.0M in KM new business (largest tax preparatio n firm; heavy equipment manufacturer) and $1.2M in EBPP (utility services firm). XEROX PROFESSIONAL SERVICES, New York, New York 1998 to 2000 $1.1billion division of Xerox Corporation specializing in systems integration, e business & esolutions, managed services, information technology outsourcing webs ite development and content management. SOLUTIONS PRINCIPAL Drove both sales and business development opportunities for the companyas busine ss solutions which included eBusiness (value chain management, web-site development), Knowledge Management (Document Manageme nt, Workflow, Digital Rights Management), Customer Relationship Management (Sales Force Automation & Customer Support), Managed Services (Help Desk, Break/Fix), Network and Application Outsourcing. Project-managed delivery team through implementation.

* Generated $1.4 million of new business in selling Information Technology Solut ions to Fortune 1,000 companies (Target was $1.25M). STEVEN KEYES PAGE THREE

* Built and then leveraged relationships with Xerox equipment sales professional s directly leading to the closure of a comprehensive eBusiness consulting and we bsite development solution for a hosiery manufacturer, a database design and dev elopment engagement for a major cosmetics company, and a data center migration f or an industry leading publisher. Project-managed delivery team through implemen tation. NCR CORPORATION 1996 to 1998 $6.8 billion systems integration, data management and point-of-sale company spec ializing in retail industry solutions and professional services; formerly AT&T Global Information Solutions, Berkeley Heig hts, New Jersey SENIOR CONSULTANT Recruited specifically to provide project ownership and leadership for creating the strategic vision and tactical implementation of the Year 2000 consulting ser vice business unit within the Communications Industry Group. * Took a project leadership role in developing the companyas Y2K services progra m, taking it from the conceptual phase, and growing it to one generating more th an $30 million. Accomplished this by identifying and forming cost effective strategic partnerships/alliances with appropriate domestic and international org anizations, and developing subcontractor relationships with other third party organizations. * Project leadership resulted in NCRas recognition as one of the leading Y2K ful l-service solution providers both nationally and internationally. Was also instrumental in developing proposals a nd statements of work for many of the projects, and personally made presentations to many Fortune 500 organizations. AT&T CORPORATION $68 billion diversified provider of communications hardware/software/services, c omputing hardware & services, professional services and managed services. AT&T NETWORK SYSTEMS, Berkeley Heights, New Jersey MANAGER, GLOBAL STRATEGY and NEW BUSINESS DEVELOPMENT 1994 to 1996

Analyzed market trends relative to potential markets, customer needs, satisfacti on and competition. Performed strategic assessments relative to rapidly evolving data and voice infrastructures, markets , and competition with a focus on interactive services such as the Internet and on-line services. * Change agent facilitating the transformation of a group of technology/engineer ing-oriented managers with a rigid system of product and strategy development. Introduced new planning procedures with the tools necessary to implement more accurate strategic planning.

AT&T Multimedia Services Headquarters Staff, Basking Ridge, New Jersey 1993 to 1994 CHIEF-OF-STAFF to the PRESIDENT Served President of the division providing issue tracking and resolution, operat ional support through the delegation of assignments, and the review/monitoring of on-going projects. * Administered a new business development budget of $25 million for the presiden t, and effectively managed the research/development of all presentations and speeches made by the president. * Chief of Staff responsible for delegating various assignments to executive lev el staff and Directors. DISTRICT MANAGER New Business Development, AT&T Consumer Services Headquarters S taff 1992 to 1993 Program-managed an organization of 25+ senior & junior Project Managers with re sponsibility for the assessment of new business opportunities (partnerships, alliances, new services) that originated f rom AT&T corporate executives, Bell Laboratory researchers and executives, and various external investment banking and venture companies. * Created a New Business Development Forum that brought together three major div isions (AT&T Consumer Services, AT&T Business Services, Bell Laboratories) to examine the latest trends in the b usiness, review technologies on the near-horizon, and define how we could work together to leverage our assets and c reate new business revenues/savings for AT&T. Saved AT&T more than $27M in market research, market trials and servic e development costs. * Assumed responsibility for an on-going market trial with results that were les s than successful. After several attempts to redefine and redirect the new serv ice offering I was able to save AT&T more than $5 million by successfully ending the project.

STEVEN KEYES

PAGE FOUR

DIVISION MANAGER - Product Information & Software Distribution, AT&T Computer Sy stems 1991 Managed a Product Marketing & Support portfolio that included developing and pro ducing world-class functional product documentation and utility software for AT&T Computer Systemsa product line. Mana ged and directed an organization of 100+ employees located in New Jersey (two locations), Illinois, and Ivrea, Italy. * Managed a $23.8 million operational budget and a $13.5 million globalization/l ocalization budget for all product documentation and utility software for all AT&T Computer Systems strategic busin ess units.

EDUCATION M.B.A. INTERNATIONAL BUSINESS, Fairleigh Dickinson University, Madison, New Jers ey B.B.A. BUSINESS & COMPUTER INFORMATION SYSTEMS, Pace University, New York, New Y ork PROFESSIONAL DEVELOPMENT Project Management Professional (PMP) Certification: Project Management Institut e (PMI) Executive Management Program: Thunderbird American Graduate School of Internati onal Management, Glendale, Arizona; Certificate: Managerial Issues in Global Enterprises Completed over 750 hours of professional training including: * Miller Heiman Sales Methodology Certification - ADP * Certificate: Bachelors Program, EDS University a" Global Sales Institute * Enterprise Selling Program(R), Target Account Selling(R), Seibel a" Xerox * Solution Selling, Art of Selling, Holden a" NCR * Project Management Professional Program a" George Washington University, (AT&T Project Management) * Project Management Certification a" BTII INSTITUTE, Newark, NJ * Knowledge Management Program a" eKnowledge Center, Xerox Corporation