Overview
Work History
Education
Skills
Certification
Timeline
Generic

JEFFREY B ROLLAND

Zionsville,IN

Overview

37
37
years of professional experience
1
1
Certification

Work History

Managing Director – Private Equity

RSM US, LLP
06.2018 - 12.2024
  • Responsible for Enterprise leadership with focus on Private Equity firms
  • Leading Strategic Account Management teams across all lines of business, sales through delivery governance
  • Collaborate with internal teams to seamlessly serve the needs of our clients
  • Mentor and grow the RSM team, through thought leadership and by example
  • Grow the revenue contribution of consulting, tax and audit
  • Revenue contribution over $51 Million since joining, 2023 revenue of $13M
  • Strengthened client relationships with regular communication, timely project delivery, and high-quality services.
  • Increased overall company performance by implementing strategic management initiatives and streamlining operations.
  • Optimized resource allocation for improved efficiency and profitability across all departments.
  • Cultivated a strong organizational culture built on integrity accountability teamwork which resulted in higher retention rates among staff.
  • Delivered consistent revenue growth by identifying new business opportunities and expanding service offerings.
  • Managed risk effectively by instituting comprehensive mitigation strategies across the organization''s operations.
  • Directed large-scale projects from inception to completion on time/budget with strict adherence to quality standards.
  • Handled problematic customers and clients to assist lower-level employees and maintain excellent customer service.
  • Implemented business strategies, increasing revenue, and effectively targeting new markets.

Director – Field Engagement

SAP America
04.2017 - 06.2018
  • Manage the Region business sales engagement with the sales teams and the partner ecosystem
  • Increase the quality and partner contribution to the overall sales revenue for all product pillars
  • Identify industry gaps of coverage and ensure development of partners to focus on such areas
  • Central point of contact for building the partner strength as an extension of the sales team
  • Build business plans with the partners to meet the expectations of building pipeline and exceeding revenue targets of the region
  • Collaborate with Advisory firms and Private Equity firms to further alignment with the Field Sales teams

Application Sales Manager – Life Science

Oracle Corporation
03.2015 - 04.2017
  • Manage and sell Cloud solutions into Large Enterprise Life Science Accounts in the Midwest
  • Manage Co-Prime reps with other pillars besides ERP, PLM, GTM, EPM
  • Work with key partners to leverage resell and deployment success, ie
  • Deloitte, PWC

Vice President – Head of Private Equity

Tech Mahindra
08.2014 - 03.2015
  • Developed and build a Private Equity focused practice
  • Identify and introduce TM to specific Private Equity firms with portfolio alignment
  • Build pipeline from Private Equity relationships to accelerate sales cycles

Director – Private Equity, North America

SAP America
07.2011 - 08.2014
  • Business development responsibilities covering top 100 private equity funds and their portfolio companies, such as Icahn, KKR, Blackstone, Cerberus, Platinum Equity, etc
  • Generate sales pipeline by recommending portfolio company value creation initiatives; identifying OEM and reseller arrangements to drive topline growth
  • Fostering strategic executive alignment between private equity and SAP executives
  • Selling to the Board Room
  • Coordinate and manage sales cycles from $250k - $40M in size
  • Able to leverage all of the SAP portfolio of offerings and solutions
  • Extensive leverage of my network in all areas of SAP from GB to LE
  • Exceeded revenue goals in 2013 - $129M(130%), 2012(118%) and 2011(105%)

National Account Executive – Private Equity

SAP Americas
08.2010 - 07.2011
  • Coordinate with field sales, services, value engineering and other SAP organizations to deliver business cases, roadmaps, Improvement plans, implementation recommendations and other services to PE firms and their portfolio companies
  • Prioritize, scope and track revenue opportunities and facilitate customer engagements with local sales org
  • Coordinate SAP’s support for due diligence, strategic investment portfolio valuations, and post-merger integration plans conducted by PE firms and their advisors
  • Develop sales proposals and commercial agreements with the field sales teams to position SAP and partner solutions

Director – Sales Midwest

SAP Americas
04.2006 - 08.2010
  • Drive Software revenue in the Midwest territory (exceeded quota the last two calendar years)
  • Winners Circle 2009
  • Net new customer revenue focus through Direct and Channel Sales
  • Align the correct industry specific partner to the prospective customer
  • Manage a sales team with blend of Direct and Channel sales
  • Align and drive pipeline generation though direct marketing and partner lead activities
  • Leverage the Internal Sales Executives to qualify the lead before release to the field

President

Diversified Consulting, LLC
11.2003 - 04.2006
  • Owner of consulting firm focusing on assisting Microsoft partners and ISV’s(Independent Software Vendors) work with Microsoft to maximize the leverage of Microsoft resources, funds and tools available
  • Built direct and partner channel sales organizations with ISV’s
  • Guided the launch of a Microsoft ISV’s channel into a new vertical market and leveraged the relationships of the Executives of Microsoft corporate as well as senior leadership in the field (Microsoft)
  • Develop and implement service pricing models for channel organizations and develop marketing strategy for deployment
  • Foster cross industry alliances between partner organizations to accelerate revenue growth
  • Managed three consultants in the firm

District General Manager

Microsoft Corporation
06.2002 - 11.2003
  • Company Overview: (Midwest – IL,IN,WI)
  • Responsible for New Business and Existing Customer Revenue goal attainment and forecasting within the Midwest District
  • $246 Million for FY04 of all Microsoft products
  • Responsible for the Partner and Customer satisfaction for all field sales support needs
  • Engineer district go to market strategies to insure the highest penetration into the market space, such as specific vertical campaigns, alliances, partnerships and events
  • Manage the Field district team (10 individuals) consisting of Partner Engagement Managers (Sales), Partner Account Managers, Solution Specialists and Partner Technical Specialists
  • Champion collaboration of the other Microsoft teams with the Business Solutions teams to improve the customer and partner experience, overall
  • (Midwest – IL,IN,WI)

Central Area Sales Manager

Microsoft
12.2000 - 06.2002
  • Company Overview: (Great Plains Business Solutions)
  • Brought together a Central Area Team to bring the focus needed to achieve revenue goals
  • Identify skill sets of individual team members and deploy those strengths and build on weak areas
  • Raised area revenue production more than (50% increase) in my first 6 months, this turnaround is due to the team being more focused and effective
  • Central Area led the country in % of revenue goal attainment
  • Guided team through pipeline management techniques to increase forecast accuracy
  • Utilized the skill sets of the team to strengthen the overall effectiveness
  • Managing 4 direct reports and 5 dotted line reports
  • (Great Plains Business Solutions)

Director of Channel Sales/Recruitment

NavisionDamgaard, Inc.
01.1999 - 01.2000
  • Company Overview: (Microsoft)
  • Established 16 new channel partners into the program in 2000 up to 30 partners nationally
  • Localized Business Partner channel program for US market
  • Developed ASP and Hosting relationships and model (EDS)
  • Handle key accounts, Large Business Partner with $1,000,000 international deal
  • Develop and manage partner business plans and forecasts
  • Managed 3 Sales Reps/Recruiting Reps
  • Interacted with Corporate HQ in Copenhagen, Denmark for resources and backing for the US
  • Experience working with multi-national companies and partners
  • Introduced Solution Selling methodology to additional 19 countries represented internally
  • Interacted and coordinated Sales with Marketing and Services initiatives
  • Established relationships with external financing partners to support BP’s sales efforts
  • Established the US Business Partner program to fit the Sales and Recruiting needs of the US Market
  • Able to work effectively within multiple international business cultures
  • (Microsoft)

Manager, Business Partner Channel

Made2Manage Systems, Inc.
01.1997 - 01.1999
  • Responsible for the overall operation of the Business Partner Channel, 28 Business Partners
  • Manage the Sales, Services and Recruiting activities
  • Exceeded 60% growth annually for the past three years, up to $4 million net to the company after paying Business Partner margins in 1998, $2.8 million in 1997
  • Business Partner Channel represented 50% of the new system sales, which is an increase from 36% in 1997
  • Developed a Business Partner Advisory Council as a tool for input between the company and the representing Business Partners
  • Adopted and Implemented the 'Solution Selling' methodology for managing the sales process within the channel and internally
  • Manage the lead registration process to minimize channel conflict between the Business Partner and Direct Sales channel
  • Annually set quotas and make territory adjustments to insure the attainment of revenue goals of the channel and company
  • Direct management responsibilities for a staff of 8 people
  • Implemented a process for bringing new Business Partners up to speed in the areas of sales training and implementation training
  • Lead in the deployment of a Certification program for resellers to be Certified Implementers

Senior Software Sales/Consultant

Triad Systems Corporation
01.1988 - 01.1997
  • Company Overview: Hardlines and Lumber Division
  • Coordinated and implemented opening a new sales office and new position/territory in Honolulu, HI (10/90 - 10/92)
  • Generated above target revenue dollars consistently (105%), sales of $400k up from $280k in '94
  • Worked within a budget while maintaining the quality of service to the customer
  • Maintain a current customer base of 200+ customers
  • Perform Business Analyses
  • Hardlines and Lumber Division

Education

Bachelor of Science Degree - Management

Krannert School of Management
West Lafayette, IN

Skills

  • Operations management
  • Verbal and written communication
  • Deal closing
  • Critical thinking
  • Client engagement
  • Organizational leadership
  • Relationship management
  • Key account growth
  • Complex negotiations
  • Strategic prospecting
  • Value proposition development
  • Sales and marketing
  • Customer relationship building
  • Strategic visioning
  • Engagement management
  • Revenue forecasting
  • Sales and marketing leadership
  • New business launch

Certification

  • Solution Selling Certified
  • Managers Solution Selling Certified

Timeline

Managing Director – Private Equity

RSM US, LLP
06.2018 - 12.2024

Director – Field Engagement

SAP America
04.2017 - 06.2018

Application Sales Manager – Life Science

Oracle Corporation
03.2015 - 04.2017

Vice President – Head of Private Equity

Tech Mahindra
08.2014 - 03.2015

Director – Private Equity, North America

SAP America
07.2011 - 08.2014

National Account Executive – Private Equity

SAP Americas
08.2010 - 07.2011

Director – Sales Midwest

SAP Americas
04.2006 - 08.2010

President

Diversified Consulting, LLC
11.2003 - 04.2006

District General Manager

Microsoft Corporation
06.2002 - 11.2003

Central Area Sales Manager

Microsoft
12.2000 - 06.2002

Director of Channel Sales/Recruitment

NavisionDamgaard, Inc.
01.1999 - 01.2000

Manager, Business Partner Channel

Made2Manage Systems, Inc.
01.1997 - 01.1999

Senior Software Sales/Consultant

Triad Systems Corporation
01.1988 - 01.1997
  • Solution Selling Certified
  • Managers Solution Selling Certified

Bachelor of Science Degree - Management

Krannert School of Management

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JEFFREY B ROLLAND