MR. JOE FASANELLA SENIOR LEADER, SALES v TRANSFORMING BUSINESSES & BUILDING GROWTH STRATEGIES!
Executive Summary Top Qualities High Integrity, Expert, Personable, Great Results Leadership Responsibilities CA Technologies - New York, NY - Global Business Operations Leader, NA SVP, Global Field Alliances VP NA Field Alliances Director of Regional Alliances, Mid-Atlantic Account Director / Sales Roles, Distributed Software OCÉ USA - Trumbull, CT - District Sales Manger Program Manager, Corporate Headquarters Account Executive & Sales Management Eastman Kodak Company - Princeton, NJ - Major Account Manager & Sales Roles Fasanella Enterprises - Princeton, NJ - Operations Manager Value Statements Strategic Leadership Teaming & Collaboration Budgeting & Financials Business & Territory Development Market Disciplines Aerospace Engineering Consulting Services Financial Services High-Technology Manufacturing Software Development Telecommunications Key Leadership Strengths - Alliance & Ecosystems Entrepreneur - Consistent Stretch Goal Attainment - Consultative & Value Based Selling - Executive Planning & Implementation - Fortune 500 Client Management - Global Market Development Strategist - Operational Efficiency P&L Accountability - Strategic Alliance Development - Teaming & Collaboration Skills - Technology & Regulatory Solutions Education & Professional Development Master of Science Degree Organizational Dynamics Master of Philosophy Degree Organizational Dynamics (Leadership Development & Globalization Focus) International Leadership Exchange Program Global Senior Executives Meetings: Oxford University, University of London, Sweden, Belgium, Luxemburg & France Rider University, Lawrenceville, NJ Bachelor of Arts Degree Business Administration Contact: Joe Fasanella www.jfasanella.com
Executive Bio Mr. Fasanella is a highly respected Senior Technology Leader with an emphasis on global sales development, nurturing client relationships, and propelling organizational revenue. Serving as an accomplished visionary, he is recognized for innovative revenue streams that ignite record growth for new & revitalized organizations and turnarounds in challenging and competitive markets. He is a hands-on Entrepreneurial Leader, implementing and owning accountability for profit-generating programs, and alliance & partnership strategies defined as the new standard by which all others are measured. An inspirational builder of high-performing teams, Mr. Fasanella drives operational performance through client excellence, and client loyalty across global disciplines and virtual workforces, most recently with CA Technologies. Mr. Fasanella has quickly grew through the ranks at CA Technologies to become their Global Business Operations Leader for North America, where he was a decisive and results driven leader with integrity. Fostering a keen entrepreneurial spirit, Mr. Fasanella implemented unmatched procedures & methodologies, while possessing the depth of knowledge to drive immediate results, and embracing the Capacity to be adaptable in supporting the rapid growth & expansion of the company. While in the role of SVP, Mr. Fasanella built a new field alliances organization for software licensing, growing it from a 3-state program with $0 revenue to $226M global enterprise over 6 years specifically driving significant incremental growth through strategically chosen Global System Integrator (GSI) and Federal System Integrator (FSI). Prior to joining CA Technologies, Mr. Fasanella maintained a successful tenure with OCE USA where his last role was their District Sales Manager. In this capacity, he owned responsibility for reorganizing underperforming offices in PA and NJ, to revenue growth in 18-months restoring customer and team confidence and profitability. Mr. Fasanella earned his Masters of Science Degree and his Master of Philosophy Degree, both in Organizational Dynamics with an emphasis on Leadership Development from the University of Pennsylvania. Both of these Masters Degrees were earned while he worked fully time at CA Technologies. While attending the University of Pennsylvania, he also participated in the International Leadership Exchange Program, traveling globally to contribute to the Leadership Meetings at Oxford University, University of London, Sweden, Belgium, Luxemburg & France. He also earned his Bachelor of Arts with an emphasis on Business Administration from Rider University in Lawrenceville, NJ. Key Leadership Strengths - Alliance & Ecosystems Entrepreneur - Consistent Stretch Goal Attainment - Consultative & Value Based Selling - Executive Planning & Implementation - Fortune 500 Client Management - Global Market Development Strategist - Operational Efficiency P&L Accountability - Strategic Alliance Development - Teaming & Collaboration Skills - Technology & Regulatory Solution Contact: Joe Fasanella www.jfasanella.com
Leadership Profile Highly respected Senior Technology Executive with an emphasis on global sales development, nurturing client relationships, and propelling organizational revenue while serving as an accomplished visionary, recognized for innovative revenue streams that ignite record growth for new/revitalized organizations and turnarounds in challenging and competitive markets. Hands-on Entrepreneurial Leader, implementing and owning accountability for profit-generating programs, and alliance & partnership strategies defined as the new standard by which all others are measured. Inspirational builder of high-performing teams, driving operational performance through client excellence, and driving client loyalty across global disciplines and virtual workforces, most recently with CA Technologies. Decisive and results driven leader with integrity, fostering a keen entrepreneurial spirit, implementing unmatched procedures & methodologies, while possessing the Depth of knowledge to drive immediate results, and embracing the Capacity to be adaptable in supporting the rapid growth & expansion of the company, and expectations of partners such as Accenture, Deloitte, PWC, SAP, Cisco, Lockheed Martin, and Unisys. Key Leadership Strengths - Alliance & Ecosystems Entrepreneur - Consistent Stretch Goal Attainment - Consultative & Value Based Selling - Executive Planning & Implementation - Fortune 500 Client Management - Global Market Development Strategist - Operational Efficiency P&L Accountability - Strategic Alliance Development - Teaming & Collaboration Skills - Technology & Regulatory Solutions Noted Achievements Led Global Business Operations supporting $3B North America Sales of more than 1,700 people for world s largest IT Management Software and Service Provider serving 98% of the Fortune 1000. Built new field alliances organization for Software Licensing, growing it from a 3-state program with $0 revenue to $226M global enterprise over 6 years specifically driving significant incremental growth through strategically chosen Global System integrator (GSI) and Federal System Integrator (FSI). Chosen as a Key Contributor in inaugural National Account Management Program unifying geographically dispersed teams, transforming client approaches across more than 20 merged companies. Professional Experience CA Technologies - New York, NY 2000-2012 Global Business Operations Leader, NA...2012 Facilitated new organizational design by customer segment to reallocate $300M of operating expense for investment in Major Accounts and Growth Accounts segments with partners. This resulted in new roles, metrics, systems and compensations plans for the NA sales force. Managed integrity of the $3B budget in owning accountability for North America operations, with a staff of more than 50 in Operations. Joe Fasanella www.jfasanella.com
SVP, Global Field Alliances... 2006-2012 Architect, formation and market entry of worldwide Alliances Organization with elite partners creating new multimillion-dollar revenue stream over 6 years. Working with Accenture, PWC, Deloitte, Lockheed Martin, SAP. Built new field alliances organization for software licensing from 3-state program with $0 revenue to $226M global enterprise in a 6-year period driving significant incremental growth through strategically chosen Global System Integrator (GSI) and Federal System Integrator (FSI). Attained more than 118% ($226M) of annual sales plan with a revenue contribution of 25% of new software sales and historic services revenues for partner at 2X - 4X software sales on joint solutions sales, with a staff of more than 300. Championed new enablement factory for strategic partners, designed to scale joint solutions driving over 60 joint offerings to market in a 12-month period, spanning the sell with, sell through (OEM & resale), and sell to scope. VP NA Field Alliances... 2006 Lead the initiative to build a field alliances organization, hiring, managing and mentoring 18 first line Managers in one year, while maintaining the integrity of the $20M operating budget, supporting an organization of 24 staff, including 3 VPs and Directors. Director of Regional Alliances, Mid-Atlantic...2005 Established territory design and compensation plans while launching a new Alliance Partner program on the East Coast, overseeing and owning accountability for a $2M annual operating budget. Account Director / Sales Roles, Distributed Software... 2000-2005 Consistently overachieved stated sales goals and objectives, year-over-year, earning the recognition and inclusion of the elite Annual Sales Club. Other Relevant Experience OCÉ USA - Trumbull, CT... District Sales Manger... Program Manager, Corporate Headquarters... Account Executive & Sales Management Eastman Kodak Company - Princeton, NJ... Major Account Manager & Sales Roles Fasanella Enterprises - Princeton, NJ...Operations Manager Education & Professional Development Master of Science Degree Organizational Dynamics Master of Philosophy Degree Organizational Dynamics (Leadership Development & Globalization Focus) International Leadership Exchange Program Global Senior Executives Meetings: Oxford University, University of London, Sweden, Belgium, Luxemburg & France Rider University, Lawrenceville, NJ Bachelor of Arts Degree Business Administration Joe Fasanella www.jfasanella.com
Value Statement Strategic Leadership Provide strategic direction and act as a thought leader with primary responsibility for developing and executing innovative strategies to achieve business objectives and meet company goals. Adapt goals for the business function based on changes in CA strategy. Ensure change initiatives are planned and executed in alignment with the desired business outcomes. Work with all CA business units and departments in order to execute on strategic goals. Excellent time management, communication, decision-making, and presentation skills. Teaming & Collaboration Represent CA in industry groups and events to create internal and external awareness of functional solutions. Represent the company in relations with major customers, suppliers, bankers, government agencies, etc. Serve as a member of senior leadership team, assuming other special projects/assignments as directed by the Executive Vice President. Rely on extensive experience and judgment to plan and accomplish goals. Budgeting & Financials Leader, Global Business Operations North America: $3B Rev, Shift $300m Opex Budget, 50+ staff, supporting 1700 in sales Senior Vice President: $226M Rev, $50M Budget 150 staff (1 SVP EMEA, 6 VPs) Vice President: $60M Rev, $ 20M Budget 24 staff (3 VPs and Directors) Regional Director: $2M Budget 18 staff (18 Partner Managers) Business & Territory Development Led $3B North America Business Operations with more than 1,700 people for world s largest IT management software and service provider serving 98% of the Fortune 1000. Founded in 2005 a new regional line of business and propelled into global organization from zerobase to more than $226M in revenue in 2011-12 fiscal year. Excellent planning and organizational skills, with the ability to effectively direct the company's overall operations in order to maximize revenues and profits. Thorough understanding of CA's business applications and internal organization. Strong negotiation skills and the ability to persuade others as appropriate Contact: Joe Fasanella www.jfasanella.com
CONTACT v MR. JOE FASANELLA SENIOR LEADER, SALES TRANSFORMING BUSINESSES & BUILDING GROWTH STRATEGIES! JOEFASANELLA@YAHOO.COM WWW.JFASANELLA.COM