SUSAN HARRIS-PAULAUSKAS https://www.linkedin.

com/in/susanharrispaulauskas
Olathe, KS 66061  913-515-2768  susanharrispaulauskas@gmail.com

BUSINESS DEVELOPMENT, SALES DIRECTOR
Growth Strategies / Sales Leadership / Major Accounts / Startup & Turnaround / Top Producer
IT & Healthcare / C-Level Selling / Analytics / CRM / Sales Enablement / RFPs / Team Building

An exceptionally strong track record in business development, sales, program management, marketing and
administration for $49B Cisco Systems, $14B Waste Management and ValueMark Behavioral Healthcare
Hospital. Developed breakthrough marketing strategies, launched new products & services, led major change and
managed key customer relationships to consistently overachieve quarterly/annual goals. Can contribute
immediately by:
 Spearheading new business development initiatives
 Launching high-margin new products & services and building brands
 Developing integrated selling & marketing strategies that produce results
 Recruiting, training and mentoring top-performing sales & marketing teams
High energy leader and effective strategist who builds executive, stakeholder and customer confidence with
thoroughness, consistency and follow-through. Received a BA degree in Business and Industrial Psychology
with a minor in Marketing from the University of Missouri at Columbia. Past recipient of Cisco’s Make Innovation
Happen Award and two Sales Achiever Winner Awards for top 10% of all sales performers.

CAREER HISTORY & ACCOMPLISHMENTS

Cisco Systems, Inc., $49B IT & networking market leader with 72,000 employees worldwide, 1999-2016.

Sr. Business Development Mgr, Field Enablement, Cisco Ready-Americas Team Lead (includes IT
Healthcare), 2015-2016. Leveraged systems, services & training to build revenues with Cisco’s $600B installed
base (IB) via the Cisco Ready Connected Experience. Reduced sales IB prospecting 60%, driving $42M into
product refresh/migration opportunity pipeline.

Go-to-market strategy delivers $42M first year. Refreshing $600B Installed Base (IB) is an
essential component of Cisco’s global business strategy. Created new IB go-to-market process by
vertical industries, including IT healthcare, targeting high potential accounts. Grew adoption and
usage metric from 40% to 82%, adding $42M to the sales pipeline.

Sr. Business Development Mgr, Services, Global Enterprise, Financial Services, 2014-2015. Promoted
technical and advanced services adoption in large complex financial services industry proposals and deals.

Targeted marketing program produces $21.5M in revenue. Cisco division had an annual $10M
projected shortfall in Configuration Management & Compliance Services. Analyzed markets,
identified $500K+ opportunities and developed targeted sales contest with new ROI tools. Made up
$10M shortfall to exceed budget by $11.5M.

Contributed to meeting division Inclusion & Diversity (I&D) goals. Cisco was taking steps to
ensure goals were met in I&D. Developed metrics analysis, reporting, and a monthly I&D
rd
newsletter. Helped division to become only the 3 out of 20 divisions to meet annual I&D goals.
Received division I&D Hero Award.
SUSAN HARRIS-PAULAUSKAS … PAGE 2 CELL: 913-515-2768

CAREER HISTORY & ACCOMPLISHMENTS (CONTINUED)

Sr. Business Development Mgr, Smart Services (includes IT Healthcare), 2012-2014. Combined Technical,
Advanced Services, Cloud, and Analytics to partner with sales/business development to drive revenue pipeline.

Played a key role in the launch of Cisco’s “Smart Services” Division. The company was
creating a new division with proactive and preventative solutions. Pulled together SMEs from
various organizations, establishing content, customer care strategies, takeaways, and action items.
Won VP Award for successful launch and training roadshow.
Developed new “lunchbox” toolset to improve sales efficiency. Increasing sales productivity
required new tools. Developed lunchbox solution tailored to vertical industries and functional roles
“care-abouts”, with customer testimonials, PPT, ROI, and more. The solution was adopted by
100+ sales in first 60 days, reducing customer meeting prep 40%.

Client Services Sales Mgr, Enterprise & Commercial (Healthcare/Finance/Government/Education/Retail/
Manufacturing), 2007-2012. Exceeded $18M annual sales goal in MO, KS, IA and NE three out of five years

Built customer relationship into $32M account for Cisco Systems. A $3B Kansas City IT
Healthcare firm was expanding their Data Center and Cloud capabilities. Led a cross-functional
team of sales, engineers, delivery, and executive sponsors to develop the winning bid. Awarded
$20M in product and $12M in service contracts.
Sr. Business Operations Mgr, Services, US Enterprise (includes IT Healthcare), 2005-2007.
Decreased operational costs by 11% by analyzing and restructuring operations & change management
processes for field enablement programs. Received the Lead/Enable/Scale VP Award in Q1 and Q2.

Area Field Marketing Mgr, Commercial and Channels (includes IT Healthcare), 1999-2005.

Built and launched the first demand generation marketing programs for Partners. Generated $11M+
in revenue. Received Corporate Channels Best Practice Award twice.

Early experience:
Regional Sales & Marketing Director for Waste Management of Kansas City, 1996-1999.

Began career as a Hospital Administrator/Executive and Personnel Manager.

Engineered turnaround at ValueMark Behavioral Healthcare Hospital. With merger talks
underway, operating performance became a priority. Met with critical operating units and
developed support for new initiatives and created a new environment of cooperation. Reduced
turnover from 50% to 10% and increased outpatient revenues 50% to achieve record profits.

Education: Received a Bachelor of Arts degree in Business and Industrial Psychology
with a minor in Marketing from the University of Missouri at Columbia.

Technical: Oracle, Java, SQL, IoT, Cloud, SAP HANA, Big Data, IT & Network
Security, Data Governance, Salesforce.com, Microsoft Office & many others.

Personal: Active STEM (Science/Technology/Engineering/Math) and Inclusion &
Diversity sponsors; VP of the Kansas City Lithuanian Association; married; church
volunteer; enjoy international travel, gourmet cooking, and fine wine.

References: A list of well-informed personal and business references is standing
by to assist interested parties.