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Tony is a sales and services management professional with more than 15 years of experience providing strategic business direction to clients within the technology industry. His extensive experience in account management, client retention and business process improvement has resulted in repeatable revenue streams and sustained client satisfaction.
Most recently, Tony was with IBM Internet Security Systems where he was director of enterprise account management. While in this role, Tony was responsible for the continued subscription of annual software maintenance budget in excess of $85 million for the Americas and achieved 95% of the budgeted goal. Additionally, he had responsibilities for technical sales support and lead generation as well as a serving on the Customer for Life implementation team. Prior to IBM Internet Security Systems, Tony was the director of client relations and account management for Manhattan Associates. Utilizing a dedicated client relations team, he directed the education and support of their Client Relationship Management system for global supply chain execution teams across all business units. Tony was responsible for maintenance with six straight years of revenue growth and a retention rate above 93%.
In addition to his earlier positions as manager for client Relations and education services and product development analyst with Manhattan, Tony also held positions with Optum, Inc. as a project manager and Sea-Land Service, Inc. as NOAG technical manager.
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Greg Barnett
Client Partner |
Greg, a successful technology entrepreneur brings InfoMentis over 20 years of sales and sales management experience.
Most recently, Greg was co-founder and President of LightYear Technology, a healthcare technology company providing marketing EMR Software, digital imaging, radiology and diagnostic software. In this role, he led the business from ground zero to $25M valuation in four years and was instrumental in securing the venture capital needed to infuse operating cash into the company.
Prior to LightYear, Greg was the vice president of sales for Provision Systems. In this position, he was responsible for implementing sales process, methodology and opportunity tracking systems company wide. Additionally, he developed a national training and technical support infrastructure for post-sale customer service.
Greg’s experience also includes a range of sales management positions with organizations such as IDEXX Laboratories and AVL Scientific where he was recognized on numerous occasions for his contributions.
Greg received a bachelor of science degree in exercise physiology from Slippery Rock University.
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Tim Braman
Client Partner
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Tim is a 20-year veteran of the software industry, beginning his career at Dun
& Bradstreet Software (formerly Management Science America) as a software engineer
in the Advanced Technologies division. Next he moved into consulting for D&B Software,
where he spent six years focused on implementation and process redesign in a variety
of industry's, including: Healthcare, Financial Services, Manufacturing and State
and Local Government.
Subsequently Tim moved with D&B Software (DBS) into pre-sales, where he focused
on Business Intelligence and Technology solutions for Financial, Human
Resources and Manufacturing/Materials Management applications. In 1992, DBS
offered Tim the opportunity to become a Sales Representative, an offer that
paid dividends as Tim achieved President's Club every year for the next four
years and was #1 Sales Representative of the quarter his second quarter as a
sales rep.
Technology Start-ups were next on the agenda for Tim as he successfully
achieved President's Club every year at his next two companies, Viasoft and
OnDisplay.
At Vignette (formerly OnDisplay), Tim was responsible for establishing a
Southeastern Region from scratch for his start-up. The first task was to create
marketing campaigns and establish regional partnerships while acquiring a
customer base and hiring the right employees. In three years, Tim created a
quota-exceeding regional organization of over 12 sales, pre-sales, and
post-sales consultants and left Vignette as the Director of the Eastern Region
for the Marketplace Division.
Following Vignette, Tim worked as a Director for two different Supply Chain
software start-ups managing Business Development, Federal Government Sales and
the Eastern Region.
Tim received a Bachelor's Degree in Business Administration with Major in
Computer Science and Minor in Finance from the University of Florida in 1984.
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Phil Bush
Principal |
Phil brings to InfoMentis over 20 years of experience in Sales, Sales Management, Business Development, Channels and Strategic Alliances. Since joining
InfoMentis, Phil has played an instrumental role in supporting clients' sales and sales
management teams via one-on-one coaching, opportunity management consulting as well as conducting
account and opportunity review sessions. His skilled approach and unique coaching style continues
to drive positive revenue oriented results for Fortune 500 clients.
Prior to joining InfoMentis, his focus ranged from start-ups, including
work at NEON (New Era of Networks), where he helped the Enterprise Application
Integration (EAI) company increase from $20 to $160 million in revenue in near record
fashion. More recently, Phil worked on a combination rebuilding/expansion
assignment at Swedish-owned Telelogic, a provider of Application Development
Tools. He rebuilt the Strategic Account Team into a formidable group
responsible for $30 million in revenue annually and helped expand Strategic
Account Selling and Development philosophies in the Asia-Pacific Area. He also
established the first Global Alliances Program, including work with Technology
Partners, Resellers and Referral Partners.
Phil started his career working in the ERP/MRP arena, specifically with
GroupWare, and Application Development Tools.
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Laurie Genevish
Instructional Content Manager |
Laurie is a skilled training professional with more than 12 years of training management and performance improvement experience. Her extensive expertise encompasses strategic development, design, implementation and facilitation of technical, employee and management development programs.
Prior to joining InfoMentis, Laurie managed professional development for Manhattan Associates. In this role, she was responsible for strategy, design, implementation, and evaluation of all global training programs for over 1,700 employees. In addition, Laurie partnered with the CEO to develop and implement an Executive Leadership program. She also designed and implemented several programs focused on management development to build the skills of front line and middle management and on-boarding to help integrate new employees into the company culture.
Laurie’s background includes extensive experience in developing and managing corporate training programs for large organizations such as Transamerica Insurance & Investments and Kinko’s. She began her career working for North Carolina State University as the Assistant Director of Parents Association/Annual Fund Development Coordinator and with the March of Dimes as a Community Director credited with improving fundraising goals by 200%. She’s also a member of the American Society of Training and Development (ASTD).
Laurie earned a bachelors degree in Speech Communications and Marketing.
Jeff brings to InfoMentis over 24 years of diverse experience in direct and indirect channel sales (partners and channels), partner general management, sales training, consultancy and sales management. He has worked with global organizations ranging from Fortune 50 to Fortune 1000 companies and has a successful track record in the international telecommunications and professional services industry.
Prior to joining InfoMentis, Jeff held various positions with Orange Business Services (formerly Equant, Inc.). Most recently, he served as the partner general manager responsible for developing and implementing a multi-year go-to-market strategy with IBM, driving new business across multiple disciplines, and managing the North American relationship. Previously, Jeff was a member of the partners and channels team in charge of developing the bid and financial strategy as well as leading the negotiation process for one of North America’s largest sales successes in 2006.
Jeff has developed and implemented multi-year strategic business plans to generate new revenue streams with Fortune 50 companies in the automotive and energy sectors while leveraging relationships with alliance partners such as Cisco, Nortel, SBC and AT&T. In addition, at Orange Business Services, Jeff held business development and sales director positions where he was responsible for winning one of the company’s largest commercial contracts that exceeded $100 million dollars. He also built cross-functional teams and led these teams to significant new contract awards with recognized global companies.
He has a broad background working with companies in the information technology, consulting, manufacturing, financial services, automotive and consumer products industries. Earlier in his career, Jeff was with Sprint Corporation and also was a sales and marketing manager with the Coopers & Lybrand Management Consulting Services practice. At Coopers & Lybrand, he developed and managed sales and marketing programs, including creating curriculum and delivering a series of sales training seminars for the consultant community within the Midwest region.
Throughout his career, Jeff has been recognized for his consistent abilities to be a top producer globally. Jeff earned a bachelor of arts in business administration and economics from Principia College in 1983.
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Gary Hockwater
Principal, Project Management
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Gary is a 25-year veteran with extensive Corporate Business, Finance and Sales
Support experience within Fortune 500 companies. He continues to utilize his
progressive and diversified experience to support the successful delivery of
InfoMentis client engagements. Based in Rochester, New York, Gary's mission is
to provide outstanding project management and support services to InfoMentis
clients worldwide. Gary joined InfoMentis in early 2005 and has been
instrumental in the continued success of InfoMentis' Delivery Services Group.
Prior to joining InfoMentis, Gary spent nine years at Electronic Data Systems
(EDS), holding positions such as Financial Analyst, Sales Support and Project
Management. His broad based experience also includes multiple positions at
Xerox Corporation encompassing Benefits Administration, Global Financial
Reporting, General Ledger Implementation and User Instruction. Gary started his
career at Computer Consoles Incorporated (CCI) where he held multiple financial
positions involving General Ledger, Financial Reporting, and Financial
Analysis.
Gary earned his Bachelor of Science Degree in Business Administration from the
Rochester Institute of Technology.
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Mark Hutts
Principal |
Mark, an accomplished professional in executive level sales, brings with him 26 years of sales and sales management experience in the technology industry. Most recently, Mark was responsible for directing sales for Infor's (formally Geac) Eastern Region, exceeding both revenue and customer retention goals during his tenure. Prior to joining Infor, Mark was responsible for managing Nextance's sales team in the Eastern region where he oversaw target account identification, pipeline building, account reviews and forecasting and led a team credited with closing business with industry-known accounts such as IBM, PriceWaterhouse, Masterfoods and Eastern Chemical among others. Additionally, Mark was Informatica's Southeast Applications Sales Manager, where he directed sales efforts for a new analytic application product line. In this role, he led the sales migration to a more complex sales model required for the new application and was directly involved in designing and implementing sales processes aimed at
managing complex multi-department sales, as well as monitoring sales force activity relating to these sales.
Prior to Informatica, Mark founded and successfully ran an independent recruiting firm specializing in permanent and contract placement of IT personal. Using his adept sales skills, Mark built successful relationships with companies such as SAP, Siebel, The Weather Channel, Platinum Technologies, JD Edwards and Dun & Bradstreet.
Throughout Mark's career, he has consistently achieved and exceeded sales goals while building and managing sales forces for companies such as Gupta Corporation and Kaseworks. Starting his career as a sales consultant with Management Sciences America, Mark went on to work for Metaphor, KnowledgeWare, McCormack & Dodge and Comshare. While in positions ranging from sales consultant to senior account executive, Mark achieved and most often exceeded his sales goals, gaining him ongoing recognition as a consistent top performer.
Mark earned a bachelors degree in Real Estate from the University of Georgia in 1975. Additionally, Mark went on to earn a master's degree in decision science and a minor in accounting from Georgia State University in 1980.
Kevin A. Karaffa
Client Partner |
Kevin has served in the roles of frontline sales, director of sales, vice president of strategy, and executive vice president of sales, in both large and small consulting organizations. Using his knowledge of how companies work and what motivates people, he has built a highly successful 17-year career in business development and leadership. He has worked with some of the most prestigious Fortune 500 companies in the areas of performance improvement, employee engagement and increased profitability. Whether working as a key executive, leading high profile client teams or developing others, he takes time to understand the issue and opportunity in order to implement and integrate the most effective solution with every client.
Kevin’s specialty is building long-term enterprise-wide business. As a sales leader, he was responsible for growth strategies to propel and elevate global/national enterprise-wide business development. This was accomplished through developing inside/outside salespeople and consultants with the skills and knowledge in the areas of a key account strategy, pre/post-sales process, and utilization of a consultative selling methodology that produced solutions versus events. As a business developer, Kevin served in the roles of account manager, national account manager and global account manager. While working at the Ken Blanchard Companies, Kevin was a key executive, and was instrumental in transforming the company from a catalogue-based organization, into a highly recognized international corporation, which delivered solutions to Global 1000 companies.
Kevin has been recognized in two books, The Leadership Legacy and “Bodacious” An AOL’s Insider’s Story. Both authors were clients and organizational consultants who acknowledged him for his value added leadership and relationship skills.
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Nora Laughton
Principal |
Nora, a 20-year veteran consultant, joined InfoMentis in 2003 as a Principal in
the Maintenance Retention Practice. Nora serves as a hands-on consultant to
clients seeking to optimize their maintenance revenue and retain customers. In doing so, she is a catalyst
for driving new business within the practice and takes on an active role in developing client specific
tools to support Maintenance Value Marketing and Field Readiness for large enterprise software organizations.
Prior to joining InfoMentis, Nora worked for IBM, where she held positions as
Global Marketing Manager and Marketing Communications Strategist for IBM's
services offerings. Prior to IBM, Nora worked for Geac (formerly Dun &
Bradstreet Software (and MSA) in Toronto, Dallas and Atlanta. During her time
at Dun & Bradstreet Software, Nora held several field positions, including
Account Manager, Education Manager and Consultant. As Customer Services
Manager, her responsibilities included managing the US Southern Region Account
Management/Customer Services Group. Nora then took a position at their corporate
headquarters in a Product Management role. At one point, Nora was responsible
for marketing programs focused on global customer retention, and also held the
position of Director of Marketing Communications. Nora started her career at
Dupont Canada, Inc., where she managed Global Accounts Receivable and Credit
Management System.
Bob is a successful technology entrepreneur who brings over 20 years of senior management and venture capital experience to InfoMentis. Most recently, Bob was a co-founder and chief operating officer of Allstar Ventures, a WISP and Service Bureau Applications company that provided internet access and back-office applications to internet providers. In this role, he was responsible for managing the sales, infrastructure architecture and deployment and technical support organizations.
Before founding Allstar, Bob was the executive director of corporate development for CSG Systems, the largest provider of customer care and billing solutions to the cable industry with over 60% market share. At CSG, Bob was responsible for mergers and acquisitions, partnership and channel development and management, as well as negotiating customer agreements for international markets.
Prior to CSG, Bob was a founder and the managing partner of a boutique venture capital firm, Enable Ventures which focused on technology investments in the telecommunications, oil and gas, and customer care and billing markets. Additionally, Bob also co-founded a professional services company, Techniki Informatica, that at the time of its sale to Software AG, was the largest provider of programming services to MCI and Sprint. After the sale, Bob served at Software AG as the enterprise executive responsible for building SAGA’s telecommunications and oil and gas industry practices.
Bob started his career as a foreign exchange trader at Morgan Stanley after completing his education at Brown University in history and international relations.
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Vincent Mauro
Client Partner
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Vincent, a 22-year sales and services management veteran joined InfoMentis in January 2003.
Prior to InfoMentis, Vincent was Senior Vice President
of Field Operations at Enamics, Inc., where he was responsible for developing
the sales and service organization and operational infrastructure. He came to
Enamics after serving as Vice President of Global Sales for Excelergy, where he
re engineered the global sales organization and established the sales infrastructure
for North America, Europe and Asia Pacific. Under Vincent's leadership, Excelergy
achieved unprecedented revenue and customer growth.
Previously as Regional Vice President for PeopleSoft, Vincent helped create and
lead a new division, which successfully exceeded revenue expectations in its
first year of operations. He also launched the East Coast sales and services
operation of ASP start-up, Corio, Inc., which completed a successful initial
public offering in 2000, and headed up sales efforts for a new product launch
by Hyperion. Vincent began his career in the application software industry at
Dun & Bradstreet Software (formerly MSA).
Vincent received a Bachelor's of Business Administration Degree in Management
Information Systems from Pace University in 1982.
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Gary Nash
Client Partner |
Gary, a 21-year veteran of the information technology industry, joined InfoMentis in 2001. During his career at InfoMentis, he has personally provided improvement strategy, consulting, and coaching to over 8,000 business professionals in 32 countries across 6 continents. He is responsible for working with clients to continually optimize and leverage their investments in InfoMentis programs and ensure long-term success.
Prior to joining InfoMentis, Gary was a sales director for Oracle where, in six years, he received numerous awards for closing over 35 million in software and services business. Prior to Oracle, Gary worked for Dun & Bradstreet Software (formerly MSA) as an account manager and also held several management positions in consulting and marketing.
Gary has degrees in Business/Management Information Systems and Engineering. He graduated from the University of Arizona in 1986.
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Mark Norato
Client Partner
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Mark has over 22 years of solution selling experience with Fortune 500 organizations primarily within the health care and financial services sectors. Mark's experience and background includes not only front line functional sales experience with Fortune 500 organizations but over 15 years of progressive managerial experience including seven years as VP of Sales and Marketing with one of the nations leading health care organizations where he managed and directed a staff of sales executives and various functional managers.
Within the financial services sector Mark's experience includes tenure with one of the nations leading investment banking firms as well as multiple years within the boutique consulting sector during which he developed extensive knowledge and expertise of sales and distribution channels pertaining to debt and risk-based securities and mortgage-backed financial instruments.
Mark has a Bachelor's Degree in Business Administration from the University of Central Florida along with additional Executive Management Certificates from the Kellogg Graduate School of Management in the areas of Finance, Operations and Sales Force Effectiveness.
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Bruce W. Parkhurst
Principal
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Bruce brings InfoMentis over 30 years of recognized successful sales, sales
management, consulting, training, and facilitation experience. Over the years,
Bruce has forged alliances with major consulting organizations to assist
clients in addressing critical sales processes. His fast-paced, high-energy
style coupled with a practical approach has enabled him to effectively deliver
over 200 workshops to clients in a variety of industries.
Independent since 1994 and, while keeping his focus on sales, Bruce utilized
his rich background to help organizations improve results in areas such as:
Leadership Skills and Practices, Negotiation Processes, Efficiencies and Cost
Reduction, Employee/Human Resource Feedback and planning.
Prior to working as an independent consultant, Bruce worked for Wilson Learning
Corporation where he led an account team focused on a leading global chemical
industry producer. He was responsible for a successful sales and account
strategy resulting in a multi-year run of outstanding sales results based on
delivery of strategic interventions impacting productivity in manufacturing,
sales, and overall organizational measures.
Bruce also held several positions in sales, sales management and sales training
management during his tenure at Owens Corning. While there, he sold to a
spectrum of customer classes including manufacturing, distribution,
construction and retail. Bruce successfully employed creative strategy to sell
new products into high visibility applications and led his sales teams
successfully in competing with the then new offshore competitive threats. In
addition, he helped develop critical development interventions and management
processes.
Bruce started his career with Xerox Corporation where he developed strong sales
skills for competing in the highly competitive office equipment market.
Bruce received both his Bachelor's and Master's degrees from Purdue University.
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Keith Phillips
Client Partner
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Keith is a 20-year veteran of the technology industry with experience in direct
sales, channel sales, professional services, marketing and various operational
roles. In addition to account management, Keith utilizes his sales and
executive management experience to help clients with sales compensation
planning, go to market models for both direct and channel sales, pipeline
development and forecasting models to deliver predictable results.
Most recently, Keith served as Executive Vice President of Worldwide Operations
for Air2Web with responsibilities for establishing the "go to market" model and
creating double-digit revenue growth. Prior to Air2Web, Keith held various
sales, sales management and executive level positions for Infinium Software.
During his tenure with Infinium Keith was responsible for both direct and
channel sales as well as professional services and marketing at the Regional,
North America and Global level. In his final role at Infinium as General
Manager of Infinium's $100 Million e-Business Unit, Keith led strategic
initiatives, which directly resulted in significant growth in revenue and
market share. In addition, Keith held pre-sales positions with DBS (M&D) and
senior level positions in procurement and materials management with Wang
Laboratories, MSA and Exide Electronics.
Keith received a Bachelor's Degree from Samford University.
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Brent Prosser
Client Partner
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Brent, a 21-year veteran of the information technology industry with emphasis
on practice development and sales management, joined InfoMentis in 2004.
Prior to joining InfoMentis, Brent was Vice President of Sales &
Marketing for Premier International, a rapid application development data
management software vendor. Prior to Premier, Brent was Director of Services
for Eprise Corporation where he successfully managed the professional services
and sales engineering organizations in the central United States. In this
position, he was responsible for leading and mentoring consultants and
customers through the implementation life cycle, managing the region's
services-related business development efforts and directing the region's
technical presales team.
Brent was a founding partner of Pinnacle Consulting, a highly successful
enterprise applications consulting firm, which, at the time of its sale in
1999, had over 300 clients throughout the United States and Canada. In
addition, Brent was a founding partner of Palladium, a Lawson Software VAR
Partner. Responsible for Palladium's sales and marketing organization, Brent
built a dynamic corporate sales force comprised of senior-level sales and
marketing professionals with extensive software and IT consulting experience.
Brent also has held positions such as Branch Manager for Computer Methods
Corporation and HR Product Account Manager for Dun & Bradstreet Software
(formerly MSA).
Brent earned a Bachelor's of Science in Industrial Management and Computer
Science from Purdue University in 1983.
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Eddie Pyrtle
Principal |
Eddie brings to InfoMentis over 15 years of implementation, pre-sales, sales, sales management and product management experience. Most recently, Eddie served as director of pre-sales consultants supporting both direct and channel sales at Everest Software. In this role, he coordinated and facilitated all internal pre-sales, direct sales and channel training. Additionally, he managed inside sales and assisted with the launch of a new channel program as well as received the Vice-President’s Employee of the Year award.
Prior to Everest, Eddie was a sales executive for SSA Global where he managed customer accounts in the Southeast with annual revenues ranging from 50 million to 750 million across 12 product lines and various industries including manufacturing, distribution, transportation, education and services. While at SSA (formerly Infinium Software), Eddie held a number of positions with increasing responsibility ranging from senior implementation consultant to director of solutions management responsible for all SSA Global Financial, Human Capital and Corporate Performance Management Solutions suites and associated annual revenues ranging from 10 million to 50 million.
Eddie started his career as an accountant working for companies such as CIBA – GEIGY Corporation; Leeper, Hilliard, Laughlin & Company; Culp, Inc. and LADD Furniture, Inc. Eddie earned a bachelor’s of science degree in accounting from Guilford College and is a certified public accountant.
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Julie Rhodes
Director, Delivery Services
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Julie, a 23-year sales and marketing veteran joined InfoMentis in 1997. Since joining
InfoMentis, Julie has delivered workshops to a wide
variety of clients representing numerous industries around the world.
Prior to joining InfoMentis, Julie worked for National Data Corporation as a
Marketing Manager with responsibilities for marketing the company's first
client/server healthcare product. Additional responsibilities for this role
included market communications, partner relations, competitive strategies and
sales training. Julie also worked for EDI Solutions in direct sales, where she
achieved the highest individual sales contribution in 1992 and contributed
significantly to implementation and strategic planning of EDI/Electronic
Commerce. Prior to EDI, Julie served American Software across multiple business
groups, developing product and marketing strategies for their EDI offering in
addition to conducting training workshops and seminars on related topics.
Julie's early career days were spent at Dun & Bradstreet Software (formerly
MSA) where she worked as a National Systems Consultant with responsibilities
for sales support and marketing efforts for the Accounts Receivables and Order
Processing products.
Julie received a Bachelor's Degree in Business Administration with a
concentration in Management Services from the University of Georgia in 1981.
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Patti Tessendorf
Principal
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Patti brings more than 25 years of experience in Customer Satisfaction, Client
Relations and Sales and Marketing. As a Principal, her expertise and experience
as an industry veteran is a valued resource to InfoMentis and source of
distinction to our clients around the world.
Prior to joining InfoMentis, Patti was Senior Director of Marketing and
Communications for MARC Global, a leading provider of value-driven supply chain
business intelligence and execution solutions. During her time at MARC Global,
Patti was responsible for instruction and maintenance of the sales automation
CRM on a global basis. In addition, she conducted competitive research,
designed and developed new collateral to further enhance MARC Global's
marketing edge as well as managed website content, PR advertising, trade shows,
and MARC Global's annual World User Conference.
As Director of Sales Operations for Manhattan Associates, she directed the
education and support of their CRM system for global supply chain execution
sales teams and assisted senior management in identifying and addressing key
organizational issues. Additionally, Patti was responsible for the leadership
and expanding development of Manhattan's global web based sales tool kit and
continued sales process refinement. Prior to her taking on the role as Director
of Sales, Patti was Director of Account Management with responsibility for
growing and managing client relationships as it relates to up-selling, issue
resolution, escalation, and maintenance renewals. Before joining Manhattan
Associates, Patti served in various positions in 15 years of service with
Sea-Land Services Inc (now Maersk Sea-Land), a global transportation company.
While at Sea-Land, she played a key role in the positions of Customer Service
Manager, Pricing Manager and Sales Manager.
Patti has held various management positions in the course of her career with
organizations including Harper-Robinson and Concord-Nopal.
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