Chet Rusinek

Current

• Associate Partner at IBM Global Business Services

Past

• 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.
• Director of Client Services for the Americas at SYSTEMS SOFTWARE ASSOCIATES, INC.
• Vice-President / General Manager at CAP GEMINI AMERICA, Wholly-owned subsidiary of CAP GEMINI SOGETI
• Senior Vice President / Division General Manager at SYSTEMATION, INC.

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Education

• University of Illinois at Chicago

Recommended

8 people have recommended Chet

Connections

277 connections

Industry

Information Technology and Services

Chet Rusinek’s Summary

* Focused on short and long term increased revenue and profit achievement.
* Leads business development sales teams and high performance IT consulting practices.
* Assigns and manages sales, delivery staff and self to secure and deliver profitable client consulting services.
* Develops executive relationships and oversees projects across industries, e.g..in manufacturing, retail, insurance, ERP software and consumer product markets.
* Improves consulting effectiveness, utilization, revenues and profits.
* Increases customer satisfaction. Builds references for incremental business, and growing shareholder value.
* Develops strategic relationships to optimize win-win scenarios with business partners.

Key Skills: Has effective C-level sales and services consulting management skills. Analyzes situations rapidly. Translates complex problems to simple solutions. Intuitive decision-maker. Resourceful. Excellent recruiter, trainer and mentor. Strong writing skills and thorough verbal communicator. Motivator. Versatile. Operations strategist and accomplishes tactical tasks quickly. Relates easily to prospects, clients and staff at all levels. Mentors, coaches Sales, Project Managers. Is a troubleshooter, account and project problem solver.

Chet Rusinek’s Experience

• Associate Partner

  IBM Global Business Services

  (Information Technology and Services industry)

  January 2008 — Present (1 year 7 months)

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

• VP / Operating Executive / General Manager

  NEXMATION

  (Information Technology and Services industry)

  2002 — 2007 (5 years)

  * Led co-development of startup eCommerce, ERP consulting business for a senior level project management company.
  * Oversaw establishment and formulation of company sales and implementation methodologies.
  * Hired senior level sales, project manager and consultants.
  * Acquired 10 major clients within six months.
  * Became profitable within one year.

• 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.

  (Public Company; 201-500 employees; 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.

  (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)

  1989 — 1992 (3 years)

  Responsible for all P&L performance of six-branch area ($16 million annual revenue).
  Managed 200 consultants, including services sales and client services implementation teams.
  Managed all area business functions: Sales, staffing, change management and project implementations.
  Addressed corporate strategy, policies and procedures as member of the USA Corporate Executive Committee Member.
  Reorganized and restructured area branch operations resulting in annual 75% improvement in net operating profit.

• Senior Vice President / Division General Manager

  SYSTEMATION, INC.

  (Privately Held; Professional Training & Coaching industry)

  1979 — 1989 (10 years)

  Responsible as one of five senior managers for overall company direction and profitability.
  Responsible for sales, profitability and management of one of company's five operating divisions.
  Established and managed corporate recruiting, applicant screening, and hiring standards.
  With partners grew the company of 20 employees to nearly 300 employees in 1989 with $28 million annual revenue at time of sale to CAP Gemini America.
  Author / Implementer / Instructor of
  1. Company project management methodology.
  2. Company recruiting and employee retention programs.
  3. Company client satisfaction assessment and reference-ability system.
  Project Manager / Implementor of custom systems definition, design, and programming applications.
  Established and maintained project and client relationships and all ongoing business expansion sales.
  Specialized in banking applications and facility management.
  Generated the largest division and account profit margins in the company.