Dynamic, Successful, Trainin g executive, Experienced, Global Responsibility, Growth,

Visionary, Leadership, Proven Track record, Inspirational, Increased Sales and Customer satisfaction Charismatic leader, in novative solutions, communicatio n, in fluencing negotiating

Highly organised, motivational skills.I commercial acumen, business operationns international IT training programs, superior sales, revenue, margin

.Judith L White

Stamford Brook Road

London, UK
W6 0XP
Judithlwhite@yahoo.com
http://uk.linkedin.com/in/judithlwhite

+44 779 041 9105

S U M M A R Y O F Q U A L I F I C A T I O N S

International calibre training executive with a proven track record of leading, managing and
growing profitable IT education and training organisations. Excellent commercial and
operational skills, successfully applied in companies from entrepreneurial start ups to large
global enterprises. Extensive experience with product management, sales and marketing,
from product conception to final packaging, together with innovative “go to market” plans and
sales campaigns resulting in increased customer satisfaction and year on year revenue and
margin growth. Inspiring leadership and convincing interpersonal and communication skills.

K E Y S K I L L S

Charismatic, inspirational leader, with the insight to seek innovative, practical solutions
Excellent communication, influencing and negotiating abilities.
Highly organised, superior planning, executive and motivational skills.
Insightful commercial acumen, with acute understanding business operations.
Experienced and effective direction of international IT training programs generating superior
sales, revenue, margin and satisfaction results.

P R O F E S S I O N A L E X P E R I E N C E

Lawson Software 2008 - present

Bracknell, UK

G LO B AL D I R E C T O R L A W S O N L E A R N I N G M3

P&L responsibility for all customer, partner and employee training for the M3 product line
worldwide
Drove the development of Lawson’s “end user adoption” product resulting in the first training
services contract of over 1 million in 2010, with 10 million projected for 2011

Increased training revenue 23% YOY despite global economic downturn and decrease in
overall services and license revenue in 2009

Created “approved training provider” program for key resellers, with projected incremental
revenue of over 900K USD in year one.

Strategic planning for course development with product development, global user group, and
customers, increasing revenue per course by 20%

Rebuilt the operations functions, designing more efficient policies, processes and systems
EMC Computer Systems, Ltd 2007 - 2008
Brentford, UK

GLOBAL ACCOUNT MANAGER

Responsible for driving education sales worldwide for the top twenty one EMC Global
accounts headquartered in Europe.
Increased sales to key accounts 20% within the first six months, exceeding revenue targets
Created, implemented and sold a product package to dedicate 1% of the hardware revenue
of key accounts to EMC toward customer education, increasing revenue 5X for each of the
top 10 customers
Developed and presented sales and marketing material for education services to senior IT
executives at key EMC global accounts, including HSBC, RBS, France Telecom, Deutsche
Telecom and Roche Pharmaceuticals
Steljes Training Ltd 2005-2007
Bagshot, Surrey

MANAGING DIRECTOR

Responsible for the success of this Start-up subsidiary of Steljes Group Ltd, exclusive UK
distributors of the SMART Interactive Whiteboards

Created and developed a profitable training organisation; delivering regular, relevant high-
quality training to the education market, as well as corporate and public sectors

Defined and implemented a business strategy to provide training and consulting services to
the company’s key markets

Drove the company model from a market development to revenue generating with quarter
over quarter revenue increases and significant improvement in operational processes

Coordinated strategic plans with other company divisions, product development, sales, and
marketing, to maintain and enhance competitiveness in the marketplace
Inspired and motivated the organisation to support the long-term interests of the Company,
with leadership, structures, training and support for staff and their development.
MRO Software, Inc 1999 – 2005
Bedford, Mass.

DI RE CTO R, E DUCA TI O NAL SE RV I CE S

Profit and loss responsibility for customer, staff and partner product training, including course
development, product packaging, pricing, sales strategy, and delivery
Consistently met or exceeded revenue targets whilst overall company saw flat to decreasing
revenue
Managed large scale custom training development and services delivery projects
Developed and delivered training for alliance partners worldwide along with the associated
negotiation of rights and contractual terms
Strategic development of Educational Services plans with product development, sales, and
marketing
Supported sales and professional services team on large solution sales projects, including
RFP responses, proposals and contracts balancing both customer and MRO requirements
Peritus Software Services 1997 -1998
Billerica, Mass
.
DIRECTOR OF TRAINING
Full profit and loss responsibility for the training function
Analysed requirements and developed training for new products. Co-ordinated and managed
course development efforts with product development and product management.
Managed multiple training centres to optimize resource utilization while improving customer
satisfaction
Technology Exchange Company 1995 - 1997
Reading, Mass
.
DI RE CTO R O F P RO DUCT DE VE L OP ME NT
Performed market research to determine most profitable product set for our customer base
Developed marketing and sales campaigns with senior marketing and account executives,
including product pricing and packaging
Identified and contracted authors for development of selected course topics and managed
them through the course development process, including testing and on going quality control
Liberty Mutual Insurance Group
Portsmouth, NH

A S S I S T A N T D I R E C T O R O F I/ T TRAINING 19 90 -1 99 5
TRAINING MANAGER 19 88 -1 99 0
TRAINING CONSULTANT. 19 85 -
1 98 8

E D U C A T I O N

Boston University
Boston, MA.

M. S C . COMPUTER SCIENCE
M. E D . HUMAN RESOURCE EDUCATION
University of New Hampshire
Durham, NH.
B.A. German, French magna cum laude, Phi beta kappa