Jun 5, 2007
Steven Spooner Goss
6676 Naontah Trail
Rockford, MI 49341
(616) 855-0527
spoonerx@sprynet.com
PROFESSIONAL SUMMARY
Steven has a proven track record of sales by creating and identifying opportunities in a business and technical landscape.
o He has been responsible for generating and closing multimillion dollars worth of business annually.
o His responsibilities have included management of people, projects, partners, p&l, and technical architecture.
o He is equally comfortable hunting / closing business or hip deep in technical implementation and enjoys both equally.
PROFESSIONAL EXPERIENCE
2003- Present Whitehill Technologies
Business Solutions Architect /Sales /Presales
Clients include; Citibank, Chase, Bank One, Visa, MetLife
Built and managed the Whitehill CA OEM relationship and many others
• Evangelize at Tradeshows (AIIM, On demand, Xplor, and CA World)
• Built demand with existing CA Unicenter Output management customers (Citibank, Chase, Bank One, Visa, MetLife) (each customer deal has required deep business understanding, technical knowledge, and relationship building)
• Assembled six deals in excess of a million dollars each that was strategic to the company’s overall business and IT goals. These deals bridged the gap between mainframe output solutions and business intelligence applications. We were able to quantify mainframe output that is not considered data and convert to xml that is useable in open systems analytics.
• Recruited 6 business partners (3 in Europe, 3 in North America) /resellers of Whitehill technologies and worked closely in building pipelines, technology training, Statements of Work and Project Plans.
• Built and sold a demo platform for CA Report Mining Solution using the following components: Whitehill Transport, CA Cleverpath Reporter, CA Forest and Trees, and CA Output management Web Services, and CA View and Deliver.
• Built and sold a demo platform and evangelical position for Whitehill Business Process Integration. This tool built on the Whitehill product Whitehill BPI (Enterprise Service Bus and SOA) is used for building OEM partnerships such as CA/ MDY (records manager), IBM FileNet, Stellant, Hummingbird / Opentext.
• Managed and built Z/OS development platform for running Whitehill products on Unix Systems Services. Tested and Implemented Whitehill Transport, JBOSS for clients and internally. Managed and implemented the porting effort with Computer Associates and IBM.
• Managed multiple presales and technical implementation teams. Visited 100’sof clients, approved Statements of Work, Architected systems, was the focal point for selling and executing implementation for Document Composition, Business Process Integration and Document Transformation technologies.
• Closed many years worth of services engagements, Sold millions of dollars in Software licenses and was integral to the architecture and design of the enterprise Architecture in heterogeneous environments.
2000 - 2003 COMPUTER ASSOCIATES, INC.
Senior Consultant – Presales
Partial Clients List; MetLife, Bank 1, Credit Suisse, ING, ABC/Disney, Galleries Lafayette, Federal Reserve Bank
• Developed CA’s 2003 Output Management Roadmap for 2,600 large corporate customers. This represents approximately $26 million received in annual maintenance contracts.
• Developed CA’s 2003 five year projections for Output Management.
• "Trialed” CA Web to XML for five customers, proving it was a viable product for those customers and causing CA to turn this into an actual product.
• Participated in the customer sales process in excess of three million dollars annually in new product up sales. (CA Web to XML, CA Unicenter Output Web Services, CA Unicenter Statement Viewing)
• Helped develop CA’s 2003 Competitive replacement package for Mobius, LRS and IBM’s On demand
• Evaluated two third party products for integration into CA’s roadmap: Tower Technologies and Whitehill Technologies. (CA’s Output Management OEM project)
• Helped evaluations of CA’s Gartner magic quadrant strategy.
• Visited 100’s of clients in different roles, presenting CA’s roadmap, responding to RFPs, trialing CA’s products, providing onsite support and showing the value of CA software.
1998 – 2000 Director – Enterprise Document Management Solutions (EDM)
• Created a sales “road show” for the purpose of educating CA’s 3,000 plus sales force to identify opportunities. With this sales road show I was able to establish mindshare and to differentiate our EDM Practice amongst CA’s 1,300 products. This allowed us to build a $75 million pipeline, Establish 5 beachhead accounts that were each in the $500k to $1.2 million range. Our first year’s sales were $12 million with an overall overage gross margin of 26 %.
• Led and managed international (Europe and North America) Document Management Practice planning and implementing projects utilizing Content Management, Document Management, Imaging, Workflow and COLD technologies.
• Planned business projections, managed profit & loss goals ($75M Annual), and steered market differentiation.
• Created businesses plan defining budget, expected revenue, overhead and return on investment.
• Directed recruiting and marketing efforts to grow practice from regional to national and international scale Grew the first year of revenue from zero to $12 million. Grew sales pipeline from 0 to $70 million.
• Hired and successfully employed a “crack team” of Document Management experts. We were able to maintain a 60 % bill rate as we started the practice, evangelized to our internal sales force and began new engagements.
• Initial year managed to identify, book and engage five multimillion-dollar imaging / workflow projects.
• Managed strategic relationships with vendors (FileNet, OnBase, DataCap Keyfile, Optika, OptSys etc.), internal products, (CA View & Deliver, CA Enterprise Content Manager, CA ArcServit) and clients.
• Engaged in business process re-engineering and senior project management activities with various clients throughout the US, Europe.
• Technology Owner for Document Management – directed functionality, technical specifications and over all product ownership for document management product.
• Maintained a 33% gross profit on fixed bid projects and maintained a 22 % gross profit on time and material projects.
1996 - 1998 DataSystems Network
Director – Advanced Document Solutions Department
• Led and managed national document management, imaging and workflow business unit. Served as Senior Business Analyst, Project Manager and Pre-Sales Consultant.
• Created businesses plan defining budget, expected revenue, overhead and return on investment.
• Performed Business Process Reengineering activities with clients. Using various software tools, helped clients identify return on investment opportunities and map out paths to integrate document management, workflow, and imaging solutions.
• Created and managed project plans throughout engagements.
• Assigned project team and managed account process including; risk analysis, pre-sales architecture, development, pilot testing and system administration / support.
• Set client expectations and managed scope throughout projects.
1994 – 1996 Network Solutions Group
President
• Managed two project managers and ten system engineers in the Midwest region
• Functioned as Senior Project Manager / Senior Sales Representative for national accounts in the Midwest Region.
• Grew sales from 0 to $2.5 million. Maintained an average gross profit of $60K per month.
• Planned and directed Business Process Reengineering activities: information gathering, documenting and validating customer requirements, developing an application definition solution, providing the final development/production system configuration, planning for how the system was to be delivered in terms of specific deliverables and milestones.
• Designed and revised project plans that included all activities, processes, and schedules in the delivery process.
• Consolidated documentation: wrote "functional design" and “technical specification” documents.
• Ensured all project deliverables and milestones were provided on time and within budget.
1991 - 1993 Universal Software
Process Reengineering Specialist
• Planned and directed Business Process Reengineering activities
• Acted as an Account Executive with revenue goals of one million dollars.
• Worked closely with Field Engineers and SMEs to insure process met their goals.
• Installed and configured hardware/software including : scan stations, OSAR (Optical Storage and Retrieval unit) SUN Sparc stations, fax and print servers, retrieval stations at business centers, and LAN/WAN network for FileNet/Sun servers.
EDUCATION
University of Michigan Concentrations in Aerospace Engineering and
Economics 1985 -1990
TECHNICAL QUALIFICATIONS
Enterprise Applications Servers Websphere 5 App Server and Portal Server, JBOSS, Tomcat
Web Servers MS IIS, IBM HTTP, Apache
Storage Solutions CA Brighstor, HP Optical Jukebox Technologies, Extender and Other HSM systems.
Document Composition Tool Whitehill Transport, Group One, Metavante
Document Transformation Whitehill transformation Suite, Xenos Transforms, Bell and Howell Transforms, Crawford technologies, Solimar
Enterprise Print Management CA Spool, LRS VPS
Print definition Languages Xerox Metacode, AFP, Postscript, PCL
Reporting Tools / BI Cleverpath Reporter, Cleverpath Forest and Trees
Business Process/Workflow Management Whitehill BPI,
Portals CA Portal, Plumtree
Document Management Filenet Panagon, Filenet Saros, Tower Software, Opentext, Hummingbird PC DOC’s, Hummingbird DM
Electronic Workflow Filenet Ensemble, Optika Powerflow, Filenet Visual Workflow, Tower Software
Document Imaging Hyland, Optika, FileNET, Tower Software,
Records Management Tower Software, CA MDY records Manager
Forms Processing/Data Capture MTI OCR for Forms, Cardiffe, Kofax Ascent
COLD LaserCOM, Greenbar, Optika, Hyland OnBase
Output Management CA View / Deliver, CA Dispatch, CA Bundl, IBM OnDemand, RDARS, Mobius, BMC Control D
LAN Fax Solutions Optus FACSys, Simplify Mailroom. Rightfax, Omtool, Global Village, Brooktrout, Dialogic, TRT (FaxBack)
Vertical Market Experience Insurance & Banking, Automotive, Transportation, State & Local Government, Manufacturing
Professional Membership AIIM
Business Process Analysis & Design
Operating Systems Windows NT 4.0 and Novell 2.x,3.12,4.x, OS/2, Windows 95, 98, 2000, XP, Citrix, UNIX AIX, Solaris, HP, Linux various flavors. OS/390. Z/OS, USS, Java under USS, JES2,AS/400, Tandem, Unisys
Databases MS SQL server, Oracle, DB2, Ingres, IMS, Informix
Accounting Systems SBT, Solomon, Oracle Financials,
Firewalls / Routers Fortinet, Checkpoint, Cisco
Remote LAN Connectivity CommVision, Citrix, Cubix, NetWare Connect
E-Mail Lotus Notes, Exchange, Groupwise, SMTP
Daily Use Products MS Office Pro 2002 Suite, VISIO, MS Project 2002, MS Outlook,
Programming languages: C,C++, Modula2, Basic, Pascal, Cobol, JCL, REXX, Javascript, HTML, XSLT, XSLT:FO, VBScript
PERSONAL
I am very active and doing activities that involve my family and exercise are important to me. I enjoy spending time with my two children. Some of my favorite out door activities are hiking in the woods, fishing and scuba diving. I also spend time reading and playing tennis.