http://www.linkedin.com/in/roypellicano
SENIOR BUSINESS DEVELOPMENT LEADER and TECHNOLOGIST
Client Relations ● Team Management ● Solution Delivery
Technical Business Development Leader with 13 years of demonstrated pre-sales business development and technical service delivery (50/50 split) focused on insuring that stakeholders receive maximum benefit from excellent customer satisfaction and solution delivery. Expert in architecting solutions and leading teams through successful delivery of mission-critical, high-profile, multi-functional technology projects that maximize an organization’s profit from its investment. Committed driver of business strategy, team leadership, user training, and on-time/on-budget deliveries. Exceptional ability to discern and articulate critical technical and business information to all stakeholders.
Customer Support Product Management IT Infrastructure
Business Development Project Management Functional Requirements
Opportunity Development Risk Management Technical Requirements
Delivery and Solution Strategy Gap Analysis Business Process Modeling
BRINGS TO MARKET SUCCESSFUL TECHNOLOGY INITIATIVES
Charmed Solutions, Inc., Brooklyn, NY 1998 to Present
Strategic IT and Business Consulting
- Services: Executive IT Leadership (interim and temporary CTO and CIO), Business Process Optimization, Solution Architecture, Technical Business Analysis, Software Development, Electronics Development, IT Infrastructure Design and Support, Training, and Compliance Consulting.
- Verticals: Business, Healthcare, Law Enforcement, Education, Non-Profit, and Local Government.
- Solutions: ERP, BPM, Application Development, SDLC (Application) Management, Regulatory Compliance, and Engagement (Outsourcing) Management.
DIRECTOR of BUSINESS DEVELOPMENT and SOLUTION ARCHITECT
Manager of Technical Pre-Sales Support
Trusted Advisor with full responsibility for projects valued up to $1,000,000.00, including: business development, opportunity strategy, delivery, and team management. Technical Solution Architect with hands-on experience in Infrastructure, Software and Electronics Solution Development, Requirements Analysis, and Project Management.
Evangelizes five components to successful Technical Pre-Sales Support to drive long-term customer satisfaction: Strategic Planning, Team Leadership, Tactical Delivery, Customer Satisfaction, and Continuous Assessment.
Drives the message that it is cheaper to sell an existing happy customer than to identify and convert a new one. Demonstrated experience in leading teams through the entire Technical-Sales and Delivery Ecosystem (TSDE): Prospecting → Pre-Sales Support → Implementation → Long-Term Retention → Pre-Sales Support → ad infinitum
Accountable for the operationalization of pre-sales support and delivery through a focus on revenue, customer satisfaction, and team leadership. Directed a 10 member team of a solution provider through their TSDE strategy, whereby the development process involving business, architecture, delivery, and sales teams ensured that product delivery and pipeline successfully catapulted the business development strategy and operational plan from R&D and Productization through to Product Launch thereby systemizing TSDE methodology.
Focused on Successful Business Development and Operations
Directs and executes a business development strategy that leverages long–term relationships leading successful closure of opportunities for Charmed Solutions, its partners, and its clients for projects ranging in scope from $50,000.00 to $1,000,000.00, an example of which was a partnership led by Charmed Solutions that netted four partner companies $350,000.00. Operationalizing relationship-based strategy has generated opportunities with partners and clients resulting in projects producing additional revenues totaling in excess of $3,000,000.00 and leading to long-term success of the corporation, its partners, and its clients.
Leads and trains matrixed technology and business staff to implement pre-sales business development support plans and operational delivery of concurrent projects for multiple clients through clearly established priorities, risk management, and execution. Coordinates and manages business and technical development and delivery teams of up to 25 persons in projects combining local, remote, off-shore, and intra and extra-organizational FTEs.
Drives excellence in delivery and customer satisfaction through training and mentoring of direct reports in the practice of continuous data driven assessment to insure solution architecture aligns with business needs, stakeholder expectations, and requirements using formal processes. Delivered a $175,000.00 upsell from a $5,000.00 one-time consulting opportunity engineered by the pre-sales strategies uncovering disparity wherein the decision maker fails to understand the true needs of the service requestor.
Focused on Process Effectiveness, Critical Operations, and Financial Results:
Responsible for the execution of tactical solution delivery, including: business analysis, contract negotiations, Scopes of Work, project management, product management, and solution architecture. Secured more than $400,000.00 in additional sub-contracting after uncovering inaccurate business requirements. The re-architecture of the contractor’s original specification saved our contractor’s client an estimated $100,000.00.
In the contract negotiation portion of one project, which had a total cost of over $1,000,000.00, uncovered previously unidentified risk factors and secured an additional $250,000.00 for our partners to mitigate that risk. These partners have subsequently generated for us additional revenue in excess of $50,000.00.
Accountable for efficiency of tactical delivery and strategic planning which is measured through project level assessment of risk and viability based upon defined and validated business needs, functionality and feature set, resource availability, financial considerations, and gap analysis—internal to the project and external to the business.
Drives Successful Technology Initiatives:
EasyAdmit 2011 to Present
A business process management and Enterprise Resource Planning application that facilitates workflow and provides a framework for substantive decision making in long-term healthcare facilities. The application utilizes Bonita Enterprise and MicroStrategy to minimize risk, support compliance, and reinforce governance policy.
PRE-SALES TEAM LEADER and SOLUTION ARCHITECT
Directed a team of 2 Business Analysts who worked with the business users to identify the scope of the solution in a single two-hour meeting. Rough requirements documents were generated detailing the solution, and the Sales Team closed the deal based upon the strength of the analysis of the problem and its solution.
Managing a delivery team of 10 business and technical personnel through all stages of the engagement. Directed the use of focus group and facilitative consulting techniques to identify behavioral and functional requirements. The delivery team, acting upon elicited business process workflow, has identified additional business opportunities and has consulted the Sales Team to explore how to maximize the effect of the expanded scope.
Additional revenue generated through the training and mentoring of the client’s business owners in the TSDE because, while EasyAdmit is a software solution, as a Business Process Optimization solution, Pre-Sales Technical analysis is a fundamental element in implementing successful deployments. Mentoring technical and delivery teams to ensure the product in design and implementation facilitates the TSDE business development strategy.
Successfully identified a failure in the client’s product strategy and included it as a strategic need in architecture of the product; the insight, along with a real solution, allowed the Sales team to clinch the deal.
Flywheel MarketPlace 2010 to Present
A web based B2B and B2C hyper-niche, hyper-local advertisement listing application that delivers coupons and promotions for businesses through a community driven model integrated with social networking tools.
PRE-SALES TEAM LEADER and BUSINESS ANALYST
Led a matrix organized team of geographically diverse on-shore business and off-shore technical stakeholders, including outsourced resources, to modify a prototype, which was used to determine viability of the product in the market and identify product requirements. Directed the team, using market research, to focus on two specific markets, which were selected based upon estimates of time, cost, and risk that were generated from functional and technical requirements. Presented to the client for approval and the Delivery Team for implementation.
Successfully took a stalled product and remolded it to address needs for product re-launch utilizing the requirements process to assess the opportunity, rescuing a $50,000.00 investment from becoming a loss.
Alzheimer’s Patient Locator 2008 to 2011
PRE-SALES TEAM LEADER and PRODUCT MANAGER
Developed two mission-critical healthcare RTLS RFID tracking and alerting systems using real-time and zone-based location information to generate alerts via sms, email, and central station notifications for the institutional and residential markets, including a GIS based “floor viewer” and custom electronics.
Drove all project deliverables and timelines administering and leading a cross-matrixed team of 25 FTE business analysts, outsourced electronics engineers, engineering consultants, internal software developers and quality analysts, outsourced off-shore software developers, internal infrastructure technicians, internal business stakeholders and external stakeholders including end-users, resellers, and industry partners.
Directed the team through the delivery processes and project risks including implementing a formal assessment of customer satisfaction. Took over the stalled custom electronics development to bring hardware prototype to completion including adjudicating implementation issues between the outsourced engineering vendor and the hardware vendor. Managed relationships with third-party RFID RTLS providers to assist with their product roadmap and to insure that their API met current and future functional requirements and technical requirements.
Led teams through weekly, and sprint processes to insure successful project completion, and addressed all issues of project risk, including communication with executive management, while managing the product backlog through a recurring evaluation process of the product, its requirements, the effectiveness of the team, and risk of project failure.
Successfully led the development of four web-based applications from requirements gathering to Q/A in three months, through a 12 week development cycle consisting of six two-week sprints.
Successfully addressed fundamental issues relating to the pre-existing technical pre-sales process by isolating failures and successes in that process and improving the system through testing and assessment.
EDUCATION
Bachelor of Arts, Philosophy, State University of New York College at Geneseo
Technology Competencies
MicroStrategy, Reads and troubleshoots logic in JavaScript, PHP, C#, C, and ASP.NET, Microsoft SQL Server, MySQLVendor APIs, Mobile Devices, Passive & Active RFID, Real Time Location Systems (RTLS), Impinj, Motorola, RDBMS, Project, Office, Visual Studio, TFS, SDLC, Visio, UML, Active Directory, Citrix Presentation Server
