Chet Rusinek

Past

• Associate Partner at IBM Global Business Services
• VP / Operating Executive / General Manager at NEXMATION
• Director of Client Services at SAP America

• Regional Director / General Manager at INTENTIA AMERICA (now Lawson)
• Vice-President of Professional Services at CHANNELPOINT, INC.
• Vice-President of Professional Services at NOVADIGM, INC. (now H-P)
• Director of Client Services for the Americas at SYSTEMS SOFTWARE ASSOCIATES, INC. (now INFOR)
• Vice-President / General Manager at CAP GEMINI AMERICA, Wholly-owned subsidiary of CAP GEMINI SOGETI

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Education

• University of Illinois at Chicago

Recommended

8 people have recommended Chet

Connections

377 connections

Industry

Information Technology and Services

Chet Rusinek’s Summary

SUMMARY
* Leads by example business development sales teams and high performance IT consulting practices.
* Drives sales, delivery staff and self to secure and deliver profitable client consulting services.
* Achieves short and long term increased revenue and profit as IT consulting sales and services leader.
* Develops lasting C-level relationships and oversees projects across industries, e.g..in manufacturing, retail, insurance, and ERP software.
* Improves sales effectiveness, consulting utilization, revenues and bottom-line profit.
* Increases customer satisfaction. Builds references for longer term incremental business.
* Builds strategic relationships with business partners, including offshore outsourcing partners to maximize win-win scenarios.

KEY SKILLS:
* Has effective C-level sales and services consulting management skills with full P&L responsibility.
* Relates easily to prospects, clients and staff at all levels.
* Mentor-coaches Sales, Project Managers, and staff.
* Analyzes situations rapidly.
* Translates complex problems to simple solutions.
* Intuitive decision-maker..Resourceful.
* Strong writing skills and thorough verbal communicator.
* Excellent recruiter, trainer, mentor, motivator.
* Operations strategist who accomplishes tactical tasks quickly.
* Is a troubleshooter, account and project problem solver.

Chet Rusinek’s Experience

• Associate Partner

  IBM Global Business Services

  (Information Technology and Services industry)

  2008 — 2009 (1 year )

  * Led multiple marketing, lead-generation campaigns for expansion of mid-market Lawson Practice.
  * Qualified sales leads, developed and led consulting sales strategies, led proposal efforts, and presented thorough Statements of Work including engagements for fixed price projects.
  * Managed accounts as Account Executive for the successful delivery of consulting engagements.
  * Screened and recruited senior IT functional and technical consultants.

• VP / Operating Executive / General Manager

  NEXMATION

  (Information Technology and Services industry)

  2002 — 2007 (5 years )

  * Led development of entrepreneurial start-up eCommerce consulting business.
  * Developed company new business marketing,and sales strategies.
  * Managed full P&L and operational costs; conducted near- and long-term financial forecasts.
  * Formulated consulting services methodology, policies and procedures.
  * Screened , selected and hired senior level consulting technicians.

• Director of Client Services

  SAP America

  (Public Company; 10,001 or more employees; SAP; Computer Software industry)

  2001 — 2002 (1 year )

  * Oversaw nationwide retail software integration into major enterprise wide SAP implementations.
  * Turned around under-booked, unprofitable SAP America consulting team.
  * Led team of 35 responsible for national sales and services functions for the SAP Retail Sector.
  * Determined improved services methods by analysis of sales contracts' billing and non-billing history for all open and problem accounts.
  * Met with each consultant, project manager and client executive to develop individual resolution plans.
  * Within six months, had 15 accounts tracking to project plans.
  * Increased client satisfaction and confidence in SAP.

• Regional Director / General Manager

  INTENTIA AMERICA (now Lawson)

  (Computer Software industry)

  1999 — 2001 (2 years )

  * Hands-on P&L responsible for operations in a 9-state region.
  * Integrated consultant teams with client executive stakeholders, business partners, and client operations for maximum application development and implementation effectiveness.
  * Implemented infrastructure for hiring, scheduling & consultant utilization management.
  * Implemented consultant time accounting, billing, & collections operations.
  * Improved project managers’ methodology, including services proposals, project planning, estimating & project management; resulting in improved client relationships and references.
  * Orchestrated the turn-around of 23 Intentia MOVEX problem accounts.
  * Reduced outstanding accounts receivable by $3.3 million of which $2.1million was over 60 days past due.
  * Improved Intentia client services satisfaction while improving consultant billing utilization from 47% to over 80%.
  * Constructed and led effective multiple sales, account management and software implementation teams.

• Vice-President of Professional Services

  CHANNELPOINT, INC.

  (Privately Held; 51-200 employees; Computer Software industry)

  1998 — 1999 (1 year )

  Direct management of all service functions including proposal support and implementations.
  Expanded the Services Delivery organization: product and services sales support, client education, product implementations, and ongoing customer helpline support.
  Recruited, screened, and hired all senior project life-cycle critical consultants.
  Grew Services organization from nominal 23 staff service operation to 60+ staff of national implementation teams in the first 5 months.
  Taught and installed a standardized Implementation Methodology, Time Accounting System, Virtual Office Environment, and other key infrastructures.
  Increased revenue 220% over the same previous YTD period; an additional $3million.

• Vice-President of Professional Services

  NOVADIGM, INC. (now H-P)

  (Computer Software industry)

  1996 — 1998 (2 years )

  Responsible for hands-on management of North American Services and Education, including product and services sales support, customer training, product implementations, and ongoing customer field support.
  Recruited, screened, and hired all project life-cycle critical consultants.
  Taught and installed a standardized Implementation Methodology, Time Accounting System, Virtual Office Environment, and other key infrastructures.
  Transformed a nominal service cost overhead function into a profitable and reference-building services profit center.
  Generated more revenue in first full fiscal quarter than entire previous year.
  Achieved company’s first $1million services revenue quarter.

• Director of Client Services for the Americas

  SYSTEMS SOFTWARE ASSOCIATES, INC. (now INFOR)

  (Public Company; SSAG; Computer Software industry)

  1992 — 1996 (4 years )

  Hands-on management of all BPCS consulting and education services for the profitable implementation of all SSA software products, including presale support in the North and Latin Americas.
  Improved profit performance and growth of American services ($22 million annual revenue).
  110 U.S. employees, 200 employees with addition of Latin America.
  91% revenue improvement in one year.
  Four-fold revenue improvement '93 to '95.
  $1.5 million improvement in net profit Q1'95 over Q1'93.
  Significant and consistent profit improvement quarter to quarter.
  Global Services Executive Team Member for the development and coordination of global implementation services: policies and procedures.

• Vice-President / General Manager

  CAP GEMINI AMERICA, Wholly-owned subsidiary of CAP GEMINI SOGETI

  (Computer Networking industry)

  1979 — 1992 (13 years )

  CAP GEMINI AMERICA, Subsidiary of CAP GEMINI SOGETI, IT Consulting Implementation Services: Washington, DC
  AREA VICE-PRESIDENT/GENERAL MANAGER
  * Restructured 6 branch / 5 state consulting business resulting in 75% improvement in net operating profit performance on $20 to $30 million annual revenue over 3 year period.
  * Re-organized all area business functions: Sales, staffing, change management and project implementations.
  * Contributed to corporate strategy, policies and procedures as member of the USA Corporate Executive Committee Member.
  * Improved 200 consultants' performance and morale, including consultant sales and client services implementation teams.
  PARTNER, SENIOR VICE-PRESIDENT, VICE-PRESIDENT, DIVISION GENERAL MANAGER, SENIOR PROJECT MANAGER for SYSTEMATION, INC. in Cleveland, OH acquired by CAP GEMINI AMERICA
  * With partners grew the company from 20 to nearly 300 employees with $28 million annual revenue at time of sale to CAP Gemini America.
  * Generated the largest division and account profit margins in the company.
  * Advanced from Assembler Programmer-Consultant to Partner / Vice-President in 5 years.
  * Responsible as one of five partners for overall company direction and profitability.
  * Responsible for sales, profitability and management of one of company's five operating divisions.
  * Established and directly managed corporate recruiting, applicant screening, and hiring standards.
  * Author / Implementer / Instructor of company project management methodology.
  * Author / Implementer / Instructor of company recruiting and employee retention programs.
  * Implementer of custom systems definition, design, and programming applications.
  * Established and maintained project management and client relationships and all ongoing business expansion sales.
  * Specialized in manufacturing, banking, insurance and healthcare applications and facility management.