Financial Services Organization

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Sales to the 440 largest U.S. financial firms are handled by an industry-specific unit led by General Manager Tracy Issel. Reporting to her from the field are Account Team Unit (ATU) Directors Doug Smith and Frank Vella, who together supervise six finance-specific large account teams located throughout the United States. Partner Account Managers (PAMs) reporting to Patty Chrzan, business and marketing officer, manage joint sales pipelines with financial services partners.

Solution specialists trained on the financial services Industry Priority Solution Scenarios (IPSSs) work with ATUs and partners on specific customer accounts; the solution specialists are part of a team reporting to Managing Director Rich Feldmann. Three financial services regional directors support “mixed” ATUs in their regions, training personnel on selling to financial services customers and making executive-level sales calls.

U.S. financial services sales strategy as a whole is developed by Rich Feldmann and General Manager Bill Hartnett. Much technical input comes from Premier Support and Microsoft Consulting Services engagements with major financial services firms in the United States, overseen by General Manager Jerry Reiss. A global team reporting to Managing Director David Littlewood develops financial services marketing and sales strategy worldwide, and manages some global partners (such as Getronics).