LAURIE A. TROPIANO
Stamford,CT
Summary
Client-centric global technology services leader with a strategic mindset and significant experience in engaging key clients within diverse industries, including energy, healthcare, telecommunications, and entertainment. Established ability to consistently exceed sales objectives, design creative client solutions, and enhance profitability. Develops strong client partnerships and celebrated for leading high-performing teams to achieve remarkable results.
Overview
24
24
years of professional experience
Work History
Managing Director, CVS Health
IBM – US, China
07.2017 - 09.2022
- Served as the senior executive responsible for CVS Health relationship, led sales of key solutions which are increasing the CVS Health brand image.
- Led IBM’s effort along with consulting partners to create a solution for the COVID response hotline.
- Worked with team on cloud migration study laying out the plan for CVS’s cloud migration in the Aetna business.
- Manage extended team of 40+ people, including consulting leaders, software specialist, software and hardware architects and sales leaders, a chief technology officer and chief data officer.
- Achieved over 300% year over year growth and 85% profit margins.
Vice President, Business Development, Global Technology Services
IBM – US, China
01.2015 - 01.2017
- Met pipeline goals of over $10B in services and closed $1B of new opportunities within the first year in conjunction with broader team. Personally led closure of $500M transaction in the telco industry.
- Managed customer relations for services, strengthening relationships with 20+ premier analyst firms and partnering on a day-to-day basis to generate optimal deals and client strategies.
General Manager, Greater China Group Services
IBM – US, China
01.2012 - 01.2015
- Oversaw a $2B technology services organization, including three major service lines, including, outsourcing, maintenance, and infrastructure support services.
- Led 10,000-person organization covering for Mainland China, Hong Kong and Taiwan.
- Was awarded China Cloud Executive of the Year in 2013 and sold the first partnership of a US & Chinese firm cloud business.
General Manager, Global Technology Services, Communications Sector
IBM – US, China
01.2008 - 01.2012
- Led sales through delivery of strategic outsourcing and application management Services across telecommunications, media/entertainment and energy/utilities industries. Managed $3B business for 40+ large clients and Project Executives on each account.
- Led delivery team of 1,500 professionals in the U.S. and offshore with large population in India. Familiar with resource management, follow the sun delivery practices.
General Manager, Customer Relationship Management (CRM) Solutions for Business Process Outsourcing, Americas
IBM – US, China
01.2007 - 01.2008
- Led sales through to delivery of cost-effective business process outsourcing services, including customer service, fulfillment, process management and transformation.
General Manager, Business Process Outsourcing Services, Industrial Sector
IBM – US, China
01.2005 - 01.2007
- Led sales through to delivery of cost-effective business process outsourcing services, including customer service, fulfillment, process management and transformation.
Vice President On Demand, Business Consulting Services
IBM – US, China
01.2002 - 01.2005
- Led a cross-discipline IBM team consisting of software, hardware and services professionals.
- Received nearly one dozen patents for this groundbreaking service creation. Personally hold two patents for the Component Business Model. Innovation led to $4 billion in revenue from a non-traditional IT market.
- Was interviewed and quoted in Tom Friedman’s book, The World is Flat for this strategic work.
Vice President Sales, Industrial Sector North America
IBM – US, China
01.1999 - 01.2002
- Led sales for all U.S. automotive, electronics, aerospace and chemical clients totaling $2.5B in revenue annually.
- Managed team of 125+ sales leaders across the entire IBM portfolio of products.
Education
B.S. - Metallurgical Engineering
Lafayette College
Certificate - Digital Healthcare, Transformation
Harvard Medical School
Executive Education - Strategy & Organization Leadership courses
Harvard
Skills
- Acquisitions & Integration
- Team Leadership
- Business Development
- Relationship Management
- Technology Sales
- $2B P&L Owner
- Strategic Planning
- Sales Management
- AI Software solutions
- Automation
- App Migration to Cloud
- Data Center Migration
- IT Outsourcing
- Business Process Outsourcing
- Market creation, M&A
Timeline
Managing Director, CVS Health
IBM – US, China
07.2017 - 09.2022
Vice President, Business Development, Global Technology Services
IBM – US, China
01.2015 - 01.2017
General Manager, Greater China Group Services
IBM – US, China
01.2012 - 01.2015
General Manager, Global Technology Services, Communications Sector
IBM – US, China
01.2008 - 01.2012
General Manager, Customer Relationship Management (CRM) Solutions for Business Process Outsourcing, Americas
IBM – US, China
01.2007 - 01.2008
General Manager, Business Process Outsourcing Services, Industrial Sector
IBM – US, China
01.2005 - 01.2007
Vice President On Demand, Business Consulting Services
IBM – US, China
01.2002 - 01.2005
Vice President Sales, Industrial Sector North America
IBM – US, China
01.1999 - 01.2002
B.S. - Metallurgical Engineering
Lafayette College
Certificate - Digital Healthcare, Transformation
Harvard Medical School
Executive Education - Strategy & Organization Leadership courses
Harvard