Allen Massiah

Experience

• 

  IBM Global Business Partner & Channel Organization

  Jan 1997 - now

  Accomplishments• Utilizes a strong working knowledge of analytics solutions, cyber security strategies, digital technologies, customer experience management, business re-engineering approaches and technology partnership strategies in order to assist clients and partners in leveraging IBM software, cloud, hardware and appliance platforms• Directs collaborative selling activities between IBM and alliance partners across the North America, Latin America, Europe, Mid-East, Africa, India and Asia Pacific regions • Accelerates next-gen platform solutions and capabilities within the consulting, integration, infrastructure and managed services practices of IBM Business Partners • Manages business development funds for training, marketing, demand generation, GTM activities, solution-building and staffing (calendar 2015 budget of $3M)Clients/Partners: Global Systems Integrators Achievements & Recognition • Attained 1st or 2nd place in annual IBM channel revenue (sell to & sell thru) from 2013 through 2015 among the top 16 IBM GSI Business Partners• Achieved over $100M in IBM software and cloud revenue (sell to, sell thru & sell with) • Earned five IBM alliance excellence awards from 2013-2016, involving solutions in the following technology areas: Security, Healthcare, ECM, BPM and cross-industry عرض أقل Major Projects1. Infrastructure Refresh Program for an NA Insurance Services Firm• Directed a major implementation of new site services capabilities for an NYC-area insurance services firm• Coordinated multi-faceted program involving deployment of IBM’s Personal Computer solutions, PC imaging services from an IBM Business Partner, asset management software deployment, and IBM Global Services end-user support—all financed through IBM Global Financing• Guided the design and execution of cost-effective, integrated solutions for the rollout of desktop systems, laptops, servers and related implementation services• Generated contract revenue of $7M over 3 years2. Operational Efficiency Initiative for a Global Manufacturing Firm • Designed and delivered a desktop IT program with innovative onsite technical services to support streamlined business functions for over 100 NA sites • Led bid team that delivered an innovative, multi-year contract spanning installation and support services, desktop moves-add-changes, deskside and server support, and security systems technical services• Directed a cross-functional team through the life-cycle processes of requirements gathering, solution design, service delivery and technical support to optimize and align IT services • Enabled client to successfully transform their business, focusing on core manufacturing and sales competencies, while partnering across a wide range of IT initiatives with IBM• Generated contract revenue of $24M over 10 years عرض أقل Major Projects 1. Regulatory Compliance Project with Enterprise Integration Software for a NA Healthcare Payer• Led a cross-discipline proposal team that secured an IBM project to design, construct and deploy a centralized approach to meet healthcare regulations • Provided the operational benefits of a digital platform for flexible growth that addressed evolving regulatory standards while minimizing changes to legacy systems• Coordinated application architect team that devised an effective approach for managing electronic transactions and code set translation requirements to address HIPAA regulations• Leveraged software components (from IBM Hybrid Cloud Middleware & Analytics suites)• Generated contract revenue of $2.4M over 2 years2. CRM Effectiveness Initiative with Software Assets for a South African Insurer• Drove a series of cross-function digital technology initiatives to refresh core systems• Directed a multifaceted solution program incorporating IBM insurance architecture and merger consultancy services for the personal benefits and wealth management departments as well as IBM data center efficiency and operational resiliency services • Deployed the first-in-country implementation of IBM’s Insurance Information Warehouse models and the second-in-country license of IBM’s Insurance Application Architecture• Mentored 7-8 IBM South Africans from the IT consulting, sales training and services methods disciplines• Expanded the IBM systems integrator business partner network • Generated contract revenue of $2M over 2 years 3. Healthcare e-Commerce & Customer Service Initiative for an NA Provider Services Firm• Designed and sold a requirements, design and deployment project to address requirements• Led process analysis and uncovered opportunities to expand the role of Internet technologies in the overall business and IT strategy• Developed IT architecture to support improved customer service functions • Generated contract revenue of $740k عرض أقل

  • IBM Business Development Executive, Global Systems Integrators

    Aug 2004 - now

  • Principal, Manufacturing & Insurance Sectors

    Jul 2002 - Jul 2004

  • Principal, Insurance & Healthcare Sectors

    Jan 1997 - Jun 2002