IT Specialist / IT Services Sales
Goal driven and dedicated IT Professional offering practical and progressive career success in Information Technology including account management, project management, engineering, and sales. Recognized for propelling performance to unprecedented levels through hands on leadership and aggressive new business development initiatives. Talented in applying comprehensive profit and loss analysis to optimize budgeting, forecasting, and strategic planning efforts, achieving the trust and confidence of senior management and business stakeholders. Proven skill in defining customer business objectives and developing and implementing consultative business solutions. Excellent qualifications in leading long term projects while attaining day-to-day objectives. Thrive on challenging opportunities to resolve problems within fast paced work environments. Key skills; New Business Development and Sales....Relationship Development and Management....Account and Project Management disciplines.
Technical Skills
Key Account Acquisitions / BDE / Sales Strategic Planning RFP / RFQ / Bid Management
IT Consulting and Consultative Sales / Needs Analysis Infrastructure Engineering Customer Satisfaction
Network SME Profit and Loss Management Contract Negotiations
Proffesional Experience
IBM – Armonk, New York 1995 – Present
Portfolio Executive, End User Services, Service Product Line 2008 –
Responsibilities included constructing partnerships between clients, team IBM, vendors, and subcontractor organizations and managing the implementation of partnerships to address business opportunities for IBM. Position entailed balancing skills in five general management areas: 1. Customer Relationship Management; 2. Consultative Selling; 3. Financial / Business Management; 4. Portfolio / Program Management, and 5. Team / People Management, oversite of all projects, project management and Project Managers. Serve as primary focal point for all activities on large, complex contracts; accountable for meeting revenue, profit, and growth objectives, and improving customer satisfaction targets.
Generated $187 million in revenue and $35.35 million in gross profit in 2008 within three business units, Customer Support Center, Distributed Client Services, and Software Platform Management Services.
Provided hands on account management, raising customer satisfaction scores an estimated average of two and three points on a ten point scale by establishing strong client relationships and working diligently to identify business objectives, priorities and directions, critical business factors and apply knowledge to establish and implement a successful account strategy.
Defined in collaboration with IBM Legal, specific contract verbiage that protects IBM on incident and Time and Material contracts from loss of projected revenue; verbiage inserted into contract responses as standard Terms and Conditions estimates will realize between 10 and 15% revenue on contracts annually.
Negotiated data center operational contract with 3rd party, saving IBM 66% overall labor costs over a term of 49 months on original 60 month contract; IBM will realize over $39 million in savings per original labor costs, totaling nearly 47% gross profit.
Led task force of four SMEs to define IBM Delivery Road Map and worked with web developers to establish an online informational website for field Project Managers and personnel.
Client Solution Specialist 2007 – 2008
Lead Sales role challenged to deliver $14.1 million personal signing target and total revenue of $81.4 million for the Strategic Outsourcing Organization, which generates 60% of IBM's total revenue in Global Services and employs more than 100,000 employees. Developed existing customers within the chemical, process, and petroleum vertical in the industrial sector, identifying potential sales opportunities and leading teams that responded to RFPs / RFQs.
Led project teams of up to ten to develop consultative client solutions including mainframe, network, security, help desk, and recovery solutions.
Developed strong internal and external business and technical relationships, gaining the trust and respect of customer decision makers based on perception of understanding of business needs.
Secured VAN, Voice, and Data RFP for major steel corporation, with a 60 month term and a $50 million total contract value.
Captured $43 million contract for SAP and email archiving, data storage hardware and rollout with associated services.
Landed $15 million contract for a 50,000 desktop refresh RFP response for a major oil corporation; included Lenovo hardware with IBM providing staging and rollout services.
Network Technical Sales Specialist 2001 – 2007
Supported sales personnel with technical support, technical IT consulting and analysis, both within teams as well as for stand alone opportunities. Range of responsibility included providing onsite support to the core sales team, working with customer SMEs to develop and define the customer's environment to determine technical strategy to support the opportunity's sales strategy based on Client Value Methodology. Network Subject Matter Expert.
Created and delivered high impact technical and business presentations to "C" level executives based on comprehensive analysis of customer needs, gaining the trust and winning contracts based on technical and industry expertise and savvy negotiation skills; captured contracts ranging in value from $50 million to more than $1 billion, including Dow Chemical and TD Bank.
Negotiated fiber optic connectivity, an untarriffed connectivity method, for 50% less per mile than originally obtained by the customer.
Captured a discount...
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