You are on page 1of 6

Bob Goodman

13 Loyal Hill Crescent Tel: 613-592-4644


Kanata, Ontario Cell: 613-218-3233
K2M 2H3 Email: GoodmanRobert@rogers.com

Summary

Senior Account Executive - Business Development Manager with extensive


knowledge, sales skills and experience acquired within the IM/IT
marketplace. Successful selling Professional Consulting Services,
Telecommunications and Computer Hardware/Software in both public and
private sectors. Highly creative with solutions that fit customer needs in
innovative ways. Strong communications and interpersonal skills. Qualified
and confident in calling at very senior levels within any organization.

Professional Employment

CBZ Inc. Jan 09 to Present


Director Business Development (Contract)

• Identified and closed HR-related business opportunities in Federal


Government departments and agencies including INAC, IRB, PWGSC,
Service Canada and CATSA.
• Established new relationships at Executive VP, CIO, Director General,
Director, and Project Management levels by recruiting, matching and
placing contract personnel in several departments where CBZ had not
previously penetrated.
• Promoted new practice focused on: Executive Services, Training,
Professional Development, Course Design/Deliver;
• Responded to RFPs and created corporate collateral resulting in an
increased awareness of the company’s resources and services.
• Reinforced relationships with existing consultants, and secured new
consultants, ensuring that a diverse HR service portfolio of high quality
resources were available for clients as required.
• Introduced a brand new service (HR Audit) that CBZ delivered into INAC.
• Introduced new program to increase customer awareness (Seminar Series
with Subject Matter Experts).
• Built Customer Satisfaction Survey form which was a tool to measure
professional consultants performance in the field.

ITNet Inc. May 08 to Dec 08


Senior Account Manager (PWGSC, Service Canada)

• Sold the full suite of en-to-end consulting services in management and


technology, including Enterprise Information and Content Management,
Bob Goodman
13 Loyal Hill Crescent Tel: 613-592-4644
Kanata, Ontario Cell: 613-218-3233
K2M 2H3 Email: GoodmanRobert@rogers.com

Infrastructure Services, Security, Oracle, PeopleSoft, SAP as well as


Solutions Delivery.
• Developed a comprehensive account plan that captured qualified
opportunities across both accounts, and was recognized by the
management team as a plan that effectively engaged all of their business
disciplines.
• Identified and introduced many qualified IT Professional Consultants who
were subsequently placed by members of the Sales Team.
Bob Goodman Email: GoodmanRobert@rogers.com

• Introduced a partnership arrangement with Logic 2000, The Powell Group


and Macadamian, that broadened scope and reach for the company as a
potential joint venture.

Alcea Technologies Inc. Sept 07 to Apr 08


Director Business Development

• Sold proprietary software solutions to both the public and private sectors.
• Generated significant revenue through the sale of IM/IT professional
consulting services, by growing this business by 20%.
• Forged partnerships with 3rd parties such as Macadamian and TRM
Technologies.
• Cultivated exclusive business relationships with client community,
resulting in the sale of consulting services in the private sector.
• Enhanced awareness of the company through the execution of a
campaign (telephone blitzes and directed emails) within both the federal
government and public sector.

CNC Global (IM/IT Professional Services) Mar 06 to Aug 07


National Account Manager

• Prospected, qualified and sold the company’s scalable, Enterprise-wide


Vendor Management Software solution to public and private sectors.
• Successfully sold customized IT staffing, recruitment and resource
management solutions to both the public and private sectors.
• Developed and implemented strategies that improved new hire quality,
streamlined talent acquisition and contained costs within key account
base.
• Sourced IT professionals for full-time and contract positions which
involved the following activities:
o Recruited, interviewed, negotiated and sourced the entire range of IM/IT
contract consultants
o Ensured that the candidates’ skills matched and exceeded requirements
o Assisted with RFP preparation and matrix compliance
o Prepared consultant contracts and negotiated the details of the consultant
agreements
o Interviewed and qualified IM/IT professionals for Resume Database
• Introduced customized solutions for contractor administration,
Recruitment Process Outsourcing (RPO), payroll administration, vendor
management, recruitment advertising and HR communications.
• Forged a business partnership with Cap Gemini which established CNC
Global as the delivery arm for all their Management Consulting Services
within the Federal Government.
• Awarded a national, multi-year IT Staffing contract with Canadian
Broadcasting Corporation as a key member of the national account team.
Bob Goodman Email: GoodmanRobert@rogers.com

• Introduced CNC into key accounts and placed consulting professionals in


departments such as RCMP, Agri-Foods and Agriculture Canada, Indian
and Northern Affairs, Department of Fisheries and Oceans, City of Ottawa,
Statistics Canada and DND.
Bob Goodman Email: GoodmanRobert@rogers.com

The Applications Systems Group (ASG) (IM/IT Staffing) June 01 to


Mar 06
Director of Business Development (Contract)

• Managed installed base of up to 200 consultants, ensuring a consistent


supply of qualified resources that contributed to the recurring revenue
stream.
• Developed business within the Federal Government space which involved
building relationships at Director General level, and presenting solutions
to the client team, that resulted in several new contract wins including:
o a 3-year, $3.5M contract with Transport Canada
o a 3-year, $3.4M contract with Department of Fisheries and Oceans
o a 1-year, $2.4M (plus 2 one-year options) contract with the
Department of Indian and Northern Affairs)

• Forged strategic partnerships (CSC, CGI, IBM, Agilysys, BEA, Crystal


Decisions, Business Objects, Sun Microsystems, Ibiska, Allsteam, Logic
2000, TPG, Bell Canada, etc.), resulting in several significant joint sales.
• Established ASG as a Value Added Reseller for Crystal Reports, BEA
Weblogic and Dyband.
• Drafted and executed corporate Strategic Business Plan for ASG.
• Broadened scope of service offering to include Executive Search, IT
Staffing (contract or full time), off-site Help Desk, and Call Centre.

Marconi Communications (formerly Fore Systems) May 99 to Apr 01


Regional Manager/Sales

• Sold the entire suite of Marconi Communications access, switching and


routing products and outsourcing solutions, to the Federal Government,
resulting in $6M in the first year and President’s Club first year of
eligibility.
• Managed the extended account team nationally and internationally while
working closely with the extended outsourcing teams in Ireland, England,
United States and Canada, on a $280M telecommunications outsourcing
deal for DND.
• Managed 3rd party Value Added Resellers (VARs).
• Developed, managed and executed account plans for national accounts.
• Hosted three customer visits to Corporate Headquarters in Pittsburgh,
Pennsylvania and Corporate Laboratories in Cupertino, California.

Bell Canada May 1991 to April 1999


Senior Account Manager

• Sold Bell Canada’s entire suite of telecommunications products, services


and solutions as one of 4 managing an account generating $44M in
Bob Goodman Email: GoodmanRobert@rogers.com

revenue (DND).
• Conducted “Blue Print” customer interviews and built corresponding
account plans; won award for the best business plan in Bell Canada 3
years in succession.
• Sold in partnership with Cisco, the first national router network in the
Federal Government (Department of Supply and Services).
• Secured a contract to deploy Cisco routers nationally within DND.
• Sold a 5-year, managed service to DND for their router network (first to do
that within Bell family in Canada).
• Sold $3M worth of secure, High Speed Inmarsat B Satellite services,
including fixed terminal equipment to the Canadian Navy.
• Sold portable antennae and related Satellite equipment to the Canadian
Army for the soldiers in the Theater of Operations (secure H/S voice, data,
video).
• Introduce new business partners to Bell (Silicon Graphics, Hewlett-
Packard, Spectrum, TDC Communications and Sun Microsystems).

Other Sales positions:

• AT&T Canada - National Account Manager (after 13 months AT&T Canada


got out of the computer business and no longer sold 3B2 Tempest
Treated, MLS Computer Systems )
• Wang Canada (10 months until they closed operations)
• Hewlett Packard (7 years with over quota performance every year)

Education and Professional Development

ST. Mary’s University – one year


Carleton University – 2 years
Extensive sales management and product training