Proactively analyze client needs, product strengths and competitive activity to devise effective sales approaches and techniques that capture and retain marketshare. A solid leader with team-building expertise to hire, train, coach, mentor, manage and lead highly-productive sales personnel to continually surpass targets. Skilled at educating, selling, and servicing major accounts in highly competitive markets. Anticipates, plans, and responds accordingly to changing business priorities.
Career Summary and Highlights:
25 years of successful sales experience with IBM.
Currently, Client Director in the New England Area, leading a team of sales executives covering large finance and insurance accounts.
Earned highest rating (Extraordinary) on eight of last ten performance appraisals, including 2009, consistently ranking among the top 10% of IBM employees.
Achieved/Exceeded quota 22 out of 25 years, including 2009.
o Presently 40-50% of sales executives achieve quota each year
IBM (International Business Machines) various cities and states, 1984 to Present
Client Director, Financial Services Sector, New England Area (2009 to Present)
Client Director, Financial Services Sector, Mid Atlantic Area (2007 to 2008)
Lead team of sales professionals covering the largest financial services accounts in New England area. Accounts include Fidelity Investments, State Street Bank and Liberty Mutual.
Team missioned to grow IBM s revenue in hardware, software and services by creating and delivering IBM and Business Partner solutions to meet our client s needs.
Results: In 2009, grew revenue 6% to $441M versus East Financial Services Region where revenue was down 7% YTY. We had revenue and profit growth in almost all brands. In the Mid-Atlantic area, during 2007/2008, grew IBM revenue 16% annually.
Software Client Director, Pharmaceutical Industry (2006)
Managed, coached and empowered highly productive team to drive software sales to the top ten pharmaceutical accounts in Northeast.
Results: More than doubled software license revenue in 2006 over 2005 as a result of competitive win backs and new solutions. (122% year-to-year growth - previous 3 year average growth was 3 %.)
Developed and implemented plan to improve historical results including staffing, customer relationships and measurement issues.
Director, IBM Global Financing C Global Asset Recovery Services WW Brand Manager (2005)
Led team which developed and executed plans and programs to help maximize Global Asset Recovery Solutions profit, by brand.
Created reutilization programs with every major IBM brand. As a result of these efforts, IGF is now able to place used equipment as either whole boxes, or parts, much earlier in the life cycle than the past, resulting in greater profit for IBM and IGF.
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Professional Experience continued
Client Director C Tech Data (2004)
Managed IBM team, business and relationship with Tech Data. Tech Data is one of IBM's top 3 largest volume distributors.
Drove team to increase IBM's market share over competitors for Tech Data in every hardware category except printers. We grew market share 32% year to year.
We established and improved relationships with key executives at Tech Data including the CEO, President and Senior Vice Presidents.
Business Development Software Sales Manager (2001 to 2003)
Managed executive-level sales team in securing large and complex software opportunities requiring polished skills in complex deal structuring, contract negotiations, defining price structure, and optimizing competitive positioning.
Successfully mastered knowledge of Informix customers, contracts, and offerings following acquisition in 2001 to result in outstanding sales of Informix products during difficult integration period.
In 2002 we finished over 136% of quota. Working with our customers and sales teams, we closed over $134M of software license revenue. In 2003 we finished at 109% of quota closing over $168M of Data Management software.
Named Most Valuable Player for the Data Management America s brand for 2002.
Data Management Sales Specialist Manager (2000 to 2001)
Adeptly coached, led and managed team in sales of software for Data Management brand in Florida, Georgia, Alabama, Mississippi and Tennessee.
Motivated all sales reps to meet or exceed quota in 2000, with key wins in many accounts including Equifax, Blue Cross and Worldspan. Finished at 171% of quota which was over 300% growth.
Succeeded in turning unit around, from a revenue and morale perspective, from previous management. Kept key reps from leaving IBM as a result of past issues during a time when dotcoms were actively recruiting our best talent.
Enterprise License Agreement (ELA) Manager (1999)
Sold IBM s Enterprise License Agreements (ELAs) to large accounts in the U.S. East Region. ELAs are large software purchases that include software from all of IBM software. Each contract was highly customized and negotiated to meet the customer s technical, financial and legal requirements.
Closed over $45M in incremental software revenue by signing contracts with Met Life, Pershing, Ahold and AmSouth.
Awarded IBM s Chairman s Award in 2000 as part of the ELA software team.
IBM Global Financing (IGF) Business Unit Executive (1995 to 1998)
Managed Sales Executives covering accounts in the Southeast.
Achieved year-to-year growth every year.
1998 closed $439M in financing which represented 6.6% yr. to yr. growth. My unit had the highest profit in the East Region.
Advanced through various sales and sales management roles from 1984 to 1995.
BS Degree, Business / Operations Management, Pennsylvania State University, University Park, PA
Hiring Agent Name
Are you seeking a results-focused, solutions-oriented Senior-level Sales Management Executive to support your company in maximizing performance? After over two decades of progressively responsible experience with IBM, I am currently exploring new opportunities and am interested in joining your team. To acquaint you with my qualifications, I m submitting my resume for your review. In advance, thank you for your time and consideration.
In addition to proven loyalty and longevity, I bring to you a substantial background in sales and territory management, exemplary expertise in negotiating major software deals, and an excellent blend of talents in employee leadership, contract administration, and repeatedly exceeding revenue and profit targets. To complement these qualifications, I offer first-rate analytical, forecasting, communication, planning, and prioritization skills.
As a member of your leadership team, I will consistently exhibit dedication to playing a large role in achieving and surpassing goals. I am eager to meet with you to discuss how my qualifications support your current and prospective needs, and welcome the opportunity to interview at your earliest convenience.
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