Gary Glavich
Apex
Summary
Empathetic leader experienced in transforming and standing up businesses in achieving the next level of growth. Strong collaborator and team player where every voice is heard. Frequently praised as hard-working by peers, I can be relied upon to help your team achieve its goals. Motivated professional with a commitment to top-tier performance.
Overview
32
32
years of professional experience
Work History
AVP of Americas Sales Operations
Cognizant
Cary, NC
11.2019 - Current
- Brought in to stand up the newly formed sales organization in 2019 including developing GTM strategy, sales coverage model, compensation planning and forecasting
- Created centralized reporting and management system to measure execution of the strategy
- Track and analyze go-to-market metrics and extract business insights to turn into actionable strategies
- Manage Billions of bookings, over hundreds of Sellers and manage Sales Operation Executives that supports the Business Units
- Support the Americas President and Chief Sales Officer (SVP)
Global Sales Operations Executive
GTS – IBM
RTP, NC
06.2014 - 11.2019
- Developed and implemented GTM strategy with a global closed loop management process and cadence to drive top line revenue growth
- Developed and implemented, from the ground up, standardized Global Sales KPI Reporting for the global sales leaders with strong insights, analytics, and recommendations
- Under my guidance IBM consistently drove bookings growth
- Global leadership role that drove billions of bookings globally and managed a large global team
- Frequent communication with IBM SVPs and The IBM Chairman
- Supported IBM Services GM and SVP
Chief Operating Officer
Europe – IBM
Prague
05.2011 - 06.2014
- Executive International Assignment in Prague
- Financial and Operations leader for thirty-five countries supporting the CEE Services President
- Under my guidance CEE consistently drove top line revenue growth and margin expansion by driving large profitable signings and managing cost out of the business, while maintaining structural integrity
- Increased operating profits through strategic plan execution.
- Collaborated with executive management team to identify and implement appropriate operational strategies.
Senior Finance Services Manager
Central and Eastern Europe, IBM
Bratislava, US
12.2006 - 05.2011
- International Assignment in Bratislava
- Developed and implemented the financial reporting system for the newly formed Growth Market Unit in IBM with focus on bookings, revenue and gross profit
- Detailed cost modeling with precise recommended actions to improve utilization and profit
- Managed a large finance team from Central & Eastern Europe with focus on developing, rolling out reports with strong insight, analytics, and recommendations to improve the trajectory of the business
- Applied knowledge of business and marketplace to advance organization's goals
- Developed and monitored yearly budgets for multiple departments
- Created ad hoc process improvement projects, driving transformation within finance organization.
Senior Pricing Manager
Europe IBM HQ
Paris
08.2000 - 12.2006
- Executive International Assignment in Paris
- Senior Cross Brand Pricing Manager for all of IBM's largest accounts HQ in Europe
- Expertise in creating pricing strategies in unique client environments to balance company objectives and customer satisfaction
- Developed analytics to maximize attach rates and complimentary products to drive top line revenue and profitability
- I was promoted due to pricing excellence and was in charge of managing the Paris EHQ Special Bid Pricing Team which specialized in large cross brand global pricing for IBM's largest accounts
Financial Analyst / Pricer / Team lead
IBM
RTP, NC
12.1993 - 08.2000
- Various financial roles located in RTP, NC
Education
B.S - Accounting
Marist College
Poughkeepsie, New YorkSkills
- GTM Strategy Expertise
- Change Management
- Senior Leadership
- Budget & Finance
- Forecasting Expertise
- Strategic Initiatives
- P&L Responsibility
- Operational Excellence
- Centralized Reporting / KPI
- Business Analytics
Timeline
AVP of Americas Sales Operations
Cognizant
11.2019 - Current
Global Sales Operations Executive
GTS – IBM
06.2014 - 11.2019
Chief Operating Officer
Europe – IBM
05.2011 - 06.2014
Senior Finance Services Manager
Central and Eastern Europe, IBM
12.2006 - 05.2011
Senior Pricing Manager
Europe IBM HQ
08.2000 - 12.2006
Financial Analyst / Pricer / Team lead
IBM
12.1993 - 08.2000
B.S - Accounting
Marist College