The market for IT services has been growing rapidly in recent years, as much as 30 percent in a single year.

More growth can be expected in such areas as big data and analytics, the shift to cloud-based resources and mobile computing.

And, yet, competition is fierce as about only 10 percent of the firms in the space dominate the marketplace.

A solutions-based approach to selling IT services can position your firm to win in both the short and long terms.

You can improve customer satisfaction, capture opportunities for long-term relationships with clients and earn higher margins, all while improving your sales team’s win rate.
Meet the Expert

Mark Gordon

Consultant Mark Gordon
President, Services Sales Solutions LLC
Fair Lawn, NJ
  • English
  • Hebrew: עברית
  • Russian: Русский
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About Mark

  • Senior executive solution sales for largest global IT services consultancy (TCS)
  • Onsite and off-shore based IT, BPS and Product Engineering Services sales, outsourcing and technical products / projects to Hi Tech (ISVs, Semiconductor, Electronics), Telecommunications and Professional Services (Accounting Consulting, Staffing) Industries.
  • Head of Sales for Tata Consultancy Services Limited (TCS)
  • EVP Engineering and Operations for RNI, a NASDAQ-listed, wireless fuel management and credit card authorization terminal system
  • Patent holder: Portable Communications Device. US Patent 5,884,156, May 16, 1999

Experience

Head of Sales • Tata Consultancy Services
Oct, 2010 — Dec, 2013
  • Tata Consultancy Services Limited (TCS) is an Indian multinational information technology (IT) services, business solutions and consulting company
  • TCS operates in 46 countries and has 199 branches globally
VP of Sales • Global Logic
May, 2009 — Oct, 2010
  • Headed all global Sales and Business Development activities for the company’s Telecom, Mobile, High Tech and Healthcare business unit.
  • Managed a team of Account Executives and Account Managers that drove IT and Product Engineering outsourced services business growth in both existing accounts (“Farming”) as well as new accounts (“Hunting”).
Regional Director of Sales • Wipro Technologies
2004 — 2009
  • Headed a team of Sales Managers selling outsourced services and consulting services to customers in the East and Central regions.
  • Technology segments include computing & software, consumer, industrial automation and control, storage, peripherals, medical, semiconductors, Automotive, Aerospace and defense.
  • Service offering includes IT software engineering (application development/support/rationalization, middleware, migration, testing, QA and sustenance, CRM, ERP), managed services, BI, Infrastructure services, BPO/KPO/LPO, Embedded S/W, VLSI, board level, IP, PLM, mechanical engineering, complete product realization, technical product support (call centers, L0-L4 support), tech writing, IT consulting, QA consulting.
Consulting Executive • Cadence Design Systems
1998 — 2004
  • Sold Software Solutions, Professional Services and Intellectual Property to Fortune 100/500 Telecom and HiTech organizations on the East Coast. 
  • Owned the complete sales cycle including prospecting, qualifying, deal structuring, pricing, contract negotiations and closing for account base.
VP Product Management • Geotek Communications
1995 — 1998
  • Managed Terminal Product Management Group responsible for market need definition, development, production and market introduction of all Terminal products, part of the company’s Frequency Hopping Multiple Access system. 
  • Launched: Mobile spread spectrum radio unit, Enhanced Mobile Workstation (integrated Voice and Data terminal), Integrated Mobile Workstation, Voice and data Dispatch Station, development of a highly integrated mixed mode chip set, all audio accessories, audio Vocoder, Dealer PC, a patented mobile diversity antenna.
Executive Vice President • RNI Inc
1988 — 1995
  • Established company as a start-up in the US that designed, manufactured and sold computerized wireless fuel management system and credit card authorization terminals, and a family of credit card taxicab meters. 
  • Initiated corporate activities and operations. Managed marketing and sales, hardware and software design and development, product manufacturing, installation and service, technical marketing and sales support.   
  • Served on executive team that lead IPO process for company launch and listing on NASDAQ.
Engineering Manager • Telephonics
1984 — 1988
  • Worked in Advanced Engineering Group on various state of the art military and commercial secure communication systems, speech recognition and synthesis, and other secure audio and radio control systems. 
  • Analyzed government issued Request for Proposals (RFPs), created advanced designs and wrote proposals, resulting in multiple contract wins. (C-17, WIS, C-10414/ARC, Space Station, US AF-1, VIS)

Education

Tel Aviv University
MBA, Business Administration, 1981
Technion, Israel Institute of Technology
BSC, Electrical Engineering, 1976

Publications

Patent: Portable Communications Device. US Patent 5,884,156, May 16, 1999

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