Hugh Dyar has been an Outsourcing professional since 1997, when he joined IBM Global Services’ Strategic Outsourcing practice and became IBM’s Vice President for its outsourcing business for the Americas for the Telecommunications and Media business sectors. His focus has been on closing and running large outsourcing deals for clients in those industries. In the last eight years he has been directly responsible for the outsourcing of over 8,000 US-based jobs in dozens of transactions. These jobs have either been moved to different parts of the US, or to offshore locations such as Bangalore, Mumbai, Manila, Prague, Krakow (Poland), Milan, Greenock (Scotland), Sao Paolo, Buenos Aires, and various sites in Canada. The functions outsourced have included, Application Development, Call Centers, Finance, and Information Technology Data Center Operations.
IBM and his current employer, Accenture, are the two largest IT and Business Process Outsourcers in the world. Both are US based companies with worldwide operations and worldwide outsourcing capabilities, focused on delivering value to companies based on improved process delivery. Hugh has also run the Call Center Division of a Wall Street based company called Computer Generated Solutions, where he was Senior Vice President.
Hugh has deep familiarity with the motivations behind clients’ desire to outsource, as well as the human resource implications of permanently moving hundreds, and on occasion over a thousand jobs in a single transaction. These involved transferring employee benefits, retirement plans, pensions in both the US and Europe, in some cases involving represented employees.
Hugh is part of an outsourcing community that includes vendors, clients, industry outsourcing specialists, law firms, and all the necessary parties who are involved in doing large outsourcing transactions.
EXPERIENCE AND ACCOMPLISHMENTS
Highly motivated senior management and sales executive, with long track record of closing and managing large, complex, outsourcing partnerships. Seeking new opportunity to expand my success in global firm. Closed over $8B of total contract value in last 8 years in Media and Telecomm industries, transferring over 8,000 FTEs in total.
ACCENTURE (Sept 2005 – present)
Senior Executive in charge of Outsourcing, North American Communications Sector. Types of outsourcing include IT and Business Processes such as HR, Finance & Accounting, Procurement, and Call Center.
COMPUTER GENERATED SOLUTIONS, INC. (2005)
CGS, Inc. is a privately held IT Services firm in lower Manhattan focused on Call Center Outsourcing, Applications Solutions, and Retail Industry software integration. CGS operates in US, India, Singapore, and Canada
SVP and GM, Customer Support Solutions Division – Responsible for all operations of this $50M business, reporting to CEO. Over 1100 employees and growing rapidly, spread over 7 current sites, serving major clients in many industries for providers such as IBM, HP, Dell, and other CGS direct clients. Services include IT Help Desk and Application support.
IBM BUSINESS TRANSFORMATION OUTSOURCING (BTO) (2002 – 2005)
A leading provider of global business consulting solutions which solves client financial and business process issues by providing tailored process outsourcing in multiyear partnerships. Formed following acquisition of PwC Consulting by IBM in October 2002.
Partner, Communications Sector Sales
Led cross functional sales teams that sold two large, complex transactions from identification to closure. Built CXO level client relationships and negotiated contracts worth $200M in 2004. Reported to WW VP of Comm sector.
Leading Telecomm Services Provider – Sold 3 Year $28M Voice Over IP (VOIP) design, build, and operate contract. First outsourced VOIP contract in the industry.
International Information Services Provider – Sold $183M, 7 Year competitive CRM and Financial services deal in Americas and Europe. First Media industry contract of its kind in IBM, referenced in IBM Annual corporate earnings and in InfoWeek cover story. Utilized creative contracting, financial structure, and numerous worldwide delivery sites for client solution.
Partner, Worldwide Sales Operations
Built and ran Sales Operations team for new worldwide multi-billion dollar BTO business, responsible for sales forecasting, sales incentive planning, sales training, and opportunity pipeline . Reported to General Manager of WW BTO. Member of IBM Business Consulting Services (BCS) Americas Partner Appointment Committee.
IBM BUSINESS INNOVATION SERVICES (BIS) (2002)
Prior to the acquisition of PwCC, IBM BIS was a multi billion dollar global consulting firm.
VP of Sales Operations
Led Sales operations function for BIS Americas, responsible for sales forecasting, opportunity pipeline management, weekly cadence process, and personally assisting teams to close complex deals. Reported to General Manager.
IBM STRATEGIC OUTSOURCING (1997 - 2002)
World’s largest IT outsourcing services business, including full spectrum of IT operations and application services.
VP of Sales and Delivery, Media and Telecommunications Industries, Strategic Outsourcing Director of Sales, Media and Telecommunications, Industries, Strategic Outsourcing Director of Sales, Media Industry, Strategic Outsourcing
Increasing responsibility in Communications Sector Strategic Outsourcing leadership. During this period, my sales performance was rewarded with increasing territory and responsibility, from Director of Sales, Media Industry, to VP of Media and Telecommunications Sales and Delivery, including P&L and contract delivery responsibility for two industry groups. Closed three transactions in early 2002 totaling over $1.4B in contract value. Reported to General Manager of Comm Sector. Major competitive wins included 8 Year, $6.4B at major Telecomm Service Provider, 12 Year $358M deal at an international telecom service provider, 10 Year $1.2B CRM first of a kind at a major domestic wireless service Provider, 7 Year $146M deal at large Publishing Company, and a 10 Year $247M deal at a leading Entertainment Company. Developed high level relationships and early stages of outsourcing sales effort at a major Telecomm service provider that resulted in $2B contract shortly after my departure.
VIDEO AND NETWORKING DIVISION, TEKTRONIX, INC. (1995 - 1997)
Vice President of Marketing
Worldwide marketing leader for $450M provider of leading systems and integration services for the Media and Telecomm industries. Managed all customer briefings, sales force training, product marketing, advertising, public relations, trade shows, OEM and VAR sales programs. Set product roadmaps and engineering priorities.
* Restructured product marketing from four disparate acquired entities into a single marketing team focused on strategic customer segments.
* Reduced worldwide marketing expenses from 8% to 5% of sales while growing division revenues.
* Combined cultures from four different entities and geographies after acquisition into the division.
Vice President of Media Applications
Managed Sales launch and development efforts of media industry broadcast and post production applications.
IBM CORPORATION (1979 - 1995)
Managing Principal, IBM Consulting Group, Learning Systems (1994 - 1995)
Directed a group of consulting sales professionals and media content developers who sold, designed, and produced interactive media learning solutions for clients such as the Olympic Games and Holiday Inn. Sold deals and ran services for feature film video on demand Media clients such as Time Warner, Cox, and Hong Kong Tel.
Network Services Task Force (1993-1994)
Represented IBM in McKinsey consulting engagement sponsored by Chairman Louis Gerstner.
Multimedia Sales Brand Manager (1992-1993)
Established IBM’s strategy in desktop multimedia. Conceived, planned, and sold new line of IBM Multimedia PCs.
Assistant to IBM VP and President (1990-1991)
Assistant to Lucie J. Fjeldstad, corporate officer and President of IBM’s Multimedia and Education Division, a $2B revenue, 2000 employee organization managing IBM’s K-12, Higher Education, and Multimedia businesses.
Sales Manager of Channels and Solution Development, Higher Ed Sector (1989-1990)
Directed a highly skilled channels sales team that grew IBM’s PC sales in Higher Education from zero to 176,000 units in 1990, creating more than $450M in new revenues.
Sales Manager, Communications and Mid Range Systems, Higher Ed Sector (1988-1989)
Directed group of sales professionals responsible for IBM’s comm and mid range systems in Higher Ed sector.
Sales and sales management responsibilities in IBM (1979 -1988)
State and Local Government clients, Retail sector clients
Dartmouth College -- B.A. 1978, major in Classical Archaeology, minor in Physics (Hanover, NH)
Xavier University – Graduate study in Business Administration (Cincinnati, OH)
Center for Creative Leadership - Developing the Strategic Leader (Colorado Springs, CO)
IBM sponsored Strategic Selling courses conducted by leading Business School Faculty