Barry Faust Email & Phone Number

• Created monthly, quarterly, and ad hoc reports on pipeline and win revenue in the Enterprise Segment worldwide. Reports were by geography, business unit, industry, sales play, etc. Tools used included DSMH Hub (Cognos), EnC CSA Dashboard (Cognos) and Microsoft Excel (eg: pivot tables).• Created Enterprise Playbook website (6 web pages), using Seismic, and updated it every quarter to provide the worldwide IBM Enterprise Sales community with their list of chosen sales plays – by geography and by business unit - as well as sales initiatives.• Added sales plays and related information to the Cognitive Sales Advisor, an artificial intelligence tool that helps the client reps choose the right sales plays for the accounts in their territory.

North Castle, Ny

Led the planning and delivery of executive briefings for international clients. Responsibilities included understanding the client need, crafting the agenda, arranging/prepping the speakers, hosting the client, and keeping the briefing on track.Operational activities included creating a variety of reports on opportunity pipeline and win revenue associated with client programs completed by the International Sales Support Office. Tools used included GCCT dashboard (Cognos), SPSS Modeler, and Microsoft Excel (eg: pivot tables).

Somers, New York

Oversaw technical presales resources needed to maintain and grow IBM’s North America Core Database software business. Managed direct-reporting, nationally renowned SWAT team of 10, well known for deep technical expertise in database software products, such as DB2, Oracle, Informix, as well as IBM Cloud Data Services, such as dashDB, DB2 on Cloud, and Cloudant. Team subspecialties included high availability, scalability, DB2 for SAP, and head-to-head comparison with competitors. Typical pre-sales activities included proofs of concept, demonstrations, webinars, presentations and architectural guidance.• Grew software revenue from $51M in 2003 to $174M in 2015, in a fierce competitive environment, by directing the right pre-sales technical activities and resources to drive customer decisions.• Recognized in “Hundred Percent Club” for over-achieving annual targets.• Influenced millions of dollars of services revenue each year by collaborating with IBM and 3rd party services organizations, ensuring timely implementation and client success.• Led the enablement programs to grow hands-on technical skills of the 35 regional Core Database technical specialists across the USA and Canada. These enablement programs included deep technical face-to-face sessions in partnership with IBM development labs in Toronto and Silicon Valley.• Orchestrated internal webcasts to update the regional specialists on product strategy and direction.• Drove millions of dollars in wins by managing development of essential client-facing technical collateral, such as hands-on labs, white papers, demonstrations, and presentations, for regional specialist use with customers.• Facilitated highly effective team by fostering positive, high-performance climate among direct reports.• Influenced ongoing product improvement by providing valuable input to IBM product management based on client experiences and feedback.

White Plains, New York

Had national responsibility for winning back IBM DB2 software deals at clients with competitor database software already installed. Managed national team of 17 competitive database specialists. Competitors included Oracle, Microsoft, Sybase, MySQL, PostgreSQL, CA-IDMS, CA-Datacom, Adabas, and Supra.• Orchestrated client briefings, presentations and proofs of concept that drove over $100 million of DB2 winbacks over competitors by conveying a strong value proposition and easing concerns over the risk of migrating to DB2.• Drove hundreds of new leads by creating and executing campaigns.• Facilitated higher success rate in winning new accounts by initiating, coordinating, and publishing dozens of customer testimonials of successful migrations.• Vetted and forged partnerships with more than a dozen 3rd party migration services providers in the United States, Europe and Asia. This expanded DB2 migration services capabilities and bandwidth.