Experienced Named Account Manager focused on top Fortune 500 accounts. Leader in strategic account transformation efforts including Hybrid Cloud migrations, Agile, DevOps, and Continuous Integration and Delivery. Terrific reputation for over-achieving quota by growing revenue in existing customers and expanding growth with new solutions. Possesses a deep sales and technical background that enables me to drive engagement at the CXO level as well as with software developers, IT architects and other client executives. Strong Strategic and Analytical thinker that strives in a fast paced dynamic environment and has very strong communication and presentation skills.
15 Years of technology experience in sales with Industry Level Accounts
Experience in developing, negotiating and closing large-scale technology deals
Proven track record of consistent territory growth and quota attainment
Vast knowledge of business critical technology solutions
Thrive in proactively growing client relationships at all levels
Translate customer business and technology priorities into technology
Strong interpersonal skills
Strong verbal and written
Excellent work ethic
Ability to strategize and build the team for the win
Hybrid Cloud Portfolio SalesAug 2010 - Current IBMHartford, CT
Led sales for IBM"s Hybrid Cloud Software Portfolio including both on-premise and Cloud offerings at assigned Fortune 500 accounts including Aetna, Cigna, Travelers, The Hartford, CVS, AIG and NY Life.
Built relationships from vendor to partner supporting long term business growth. All relationships are based on trust, ability to deliver, and consulting level advisory to meet their technology goals and objectives.
Drove millions of dollars in sales and services across accounts each year to meet large quota target assignments.
Connected with new and existing customers at all levels of the organization including Senior Executives, Procurement, Legal, Development, IT and Business leaders to discuss how their needs could be met through specific products and services continually promoting long term business growth.
Strategized with product engineering and development, distinguished engineers, technical professionals, extended sales and leadership teams to elevate client relationships and develop holistic account coverage plans.
Engaged business partner subject matter expertise where appropriate as an asset to expand coverage increase sales and service and further develop territory.
Negotiated large multi-year contracts and content as well as independent software purchases. Negotiated prices, terms of sales and service agreements.
Managed a large software portfolio including Application Middleware, Application Development Lifecycle, Release and Deployment Automation, Hybrid Cloud, Process, Integration, and PaaS Solutions.
Used understanding of competitive landscape and market leadership to win business.
Created strategic brand building events to expand the current product portfolio from local single and multi-client events to large conference client event management. Hosted over 100 clients for the last two years of our annual software conference.