Thomas Gukelberger

• Acting FS&I sales leader driving Q4 pursuits and direct pipeline of over $50M.
• Drove Digital Transformation services pipeline from $3.1M to over $100M+ by opening both new logos and new share of wallet with existing accounts acting as the tip of the spear through consultative team selling.
• Achieved 9X sales targets in and 15X pull-through by changing the conversation from “feature/function” to driving industry relevant business outcomes through integrated solution design.
• As Americas FS&I Consulting Practice Leader, built a high-performing extended team of Industry experts to support our go-to-market consultative selling efforts.
• Led the effort with the Account teams to develop forward looking account plans and identify new areas of opportunity. Work directly with the sales team to lead the customer dialog.
• Identified key market patterns and early wins to build scale and repeatability; collaborated with portfolio and marketing as a cross-functional and unified go-to-market team, a new approach for Eviden/Atos.
• Led critical planning efforts governing the split and transition of Atos to Eviden(NEW Co) as part of the strategic leadership team redefining the future of Industry Go-To-Market

• Go To Market leader for this pure play digital boutique focused on implementing cutting edge digital automation technologies including Robotic Process Automation, AI, Low/No Code, and other SaaS platforms
• Customer Success leader for the most complex existing accounts and services leader for our large net new pursuits, responsible for closing the largest services deal in the history of the company
• Implemented critical incentive program to drive services sales driving YOY sales growth of 135% in 2020

- - Strategic Advisor (Part Time 2017-2020)

• Executive Advisor, sales and delivery advisor driving WonderBotz to achieve over 100% CAGR

• Exceeded consulting TCV sales targets 2 + years
• Retirement Consulting Practice Leader. Developed multiple solution-based go-to-market strategies for the Cognizant Consulting Retirement practice. Built net new weighted services pipeline of $50M
• Led the development of the Cognizant ADAPT methodology and Jumpstart offering for Insurance market focused on digital automation and re-platforming to digital
• Led a cross-functional (Cognizant and Pega) team to develop a new operations platform for retirement built on Pega - Cognizant Automated Retirement Operations (CARO) generating over $35M top of funnel pipeline
• Led the build out of the Cognizant Insurance Unqork practice building a team of over 35 trained consultants, drove the Unqork project pipeline of over $25M
• Led the successful Consulting Retirement CoE responsible for maintaining our go-to-market POV and IP development for the retirement practice. Consulting leader for the Unqork, Pega and Appian relationships
• Key Accounts Included: John Hancock, Manulife, Nationwide, TIAA, Metlife, and Mass Mutual

• Total P&L responsibility of over $100M
• Achieved 50% year over year growth of account revenues within the managed portfolio finishing over 100% of target 3 consecutive years. Grew total portfolio to over 85M GBP
• Account General Manager responsible for selling and delivering Digital Automation, Insurance Platforms and Business Process as a Service at targeted Insurance and Banking customers leading the push to Digital
• Key Digital Automation, Business Process Services, and Tech Services wins with the London Insurance Exchange, Mercuria, PartnerRE, Navigators, CommerzBanc, and Sedgwick

• Led SunGard’s HealthCare business to drive revenue and margin growth. Achieved 3 year CAGR of 46%
• Built a high-performing team of 16 across HealthCare strategy, sales, professional services, and pre-sales.
• Overall responsibility for SunGard HealthCare business top line performance with dotted line responsibility for all business functions and P&L of over $36M.
• Leveraged a services led sales model to increase revenue per employee by 65% in 2 years
• Defined and grew the SunGard Healthcare Business Process Outsourcing offering for document intake, scanning, cleanup, and management focused on the Medicare and Medicaid space from $0 to $9M in 2 years
• Defined market leading services strategies and drove the overall go-to-market for SunGard Healthcare
• Key Customers Included: Kaiser, AmeriHealth, BCBS NC, IBX, Anthem, United, Humana

Vice President, Consulting Partner (2010-14)

• Exceeded Partner Sales targets 3 straight years and grew HealthCare Consulting Services revenues from zero to over $15M/year
• Healthcare Practice Lead– Lead a team of 30+ consultants focused on Enterprise Architecture, Business Process Management, Business Process Outsourcing and IT rationalization in the Insurance Space
• Sales Partner responsible for working directly with client senior executives to define and deliver business led solutions. Key clients included: (AmeriHealth, Amerigroup/Anthem, UCare, Kaiser, BCBS NC, HealthFirst)

• Exceeded consulting sales target 6 straight years
• Customer Experience Strategy Practice Lead for Financial Services & Insurance
• Business Process Management practice lead - Built extended practice of over 60 practitioners
• Drove consolidated pipeline to over $150M, total sales of over $40M for 2009.

- - PwC MCS Consulting Principal (1999-2001)