Barry Powers Email & Phone Number

New York, New York, United States

Responsible for driving sell-with relationships and revenue with Independent Software Vendors in the Financial Services Sector with a focus on Insurance. Fostering innovation, our team builds mechanisms and programs to support growth of partners and customers worldwide in order to accelerate Financial Services customer adoption of Amazon Web Services.

Sebago Center, Maine, United States

Armonk, New York, United States

Managed team that drove sales in Global Business Services (GBS) and Global Technology Services (GTS) alongside our Cloud and Cognitive software offerings for the United States. Enabled product and technology sellers to present solutions with insurance business value and in the language of an insurance executive. Goal was to merge the business expertise of the Industry Sales teams into the IBM Client teams.• Integrated and led a cross-functional team of 30 plus architects, technology sales people and insurance business consultants to create a unified Insurance Industry focused approach to selling that moved from transactional product based sales to business solution cloud based software and platform as a service. • Helped set IBM’s initial Insurance go-to-market strategy in the US complete with financial projections and new products / services with key partners, leading to improved long-term pricing and higher reoccurring revenue streams.• Provided business case analysis to assess feasibility for product improvements, new offerings and acquisitions.

Armonk, New York, United States

Initially managed 20 US/Canadian sellers and subsequently managed a group of 40 plus global sellers for IBM’s Software Group in Banking, Insurance and Financial Markets.• Responsible for building a unified approach and definition of Insurance, Banking, and Financial Markets Industry solutions that would maximize IBM’s software sales footprint across diverse brands and products, help identify gaps for solutions and target partners and acquisitions to build out offerings in Financial Services.• Trained our global software sales force in Financial Services each year. Focus for this enablement was on value-based selling, KPI’s, and industry imperatives matched to what was largely generic and siloed value propositions of our technology focused offerings.• Team engaged in selling our largest Enterprise Software License Agreements in Banking, Insurance and Financial Markets.• Insurance Industry lead speaker and advisory group facilitator at our five brand conferences each year as well as an executive Insurance Industry Customer Advisory Group for North America.• Helped facilitate IBM’s donation of Insurance (IAA) and Banking (IFW) Models at ACORD and BIAN with the objective of driving new Information Management, Business Intelligence, Application Development and Business Process Management software sales.• Consistently exceeded targets.

Armonk, New York, United States

Hired as an insurance industry and technology subject matter expert to assist software and services sellers to make larger solution sales. In 2000, IBM was determined to move out of the data centers and into the Board Room but they found that a technology led approach was relegating them to the CIO only. Our mission was to engage with our brand sellers in order to make more compelling business value propositions. The mission was so successful that a large part of our software and services acquisition strategy in the first decade of the 21st Century was centered upon business applications, consulting and industry aligned tooling.

Blythewood, South Carolina, United States

Managed sales and marketing activities for national accounts at North America’s largest vendor for core Life and Property and Casualty Insurance applications, services and business process outsourcing.• Sold two full enterprise (claims, billing, policy administration) outsourcing contracts.• Sold PMSC’s Series III and attendant services to a large mid-west carrier.• Sold PMSC's Rating Engine (Rating Processor) to a large East coast carrier.• Made PMSC’s Presidents Club 3 out of the 4 years.

Andover, Massachusetts, United States

Managed sales and marketing activities for large national Insurance Industry accounts and Insurance Agencies.• Initially implemented a telemarketing program to support the sale and renewal of a Life Agency Management system and an ISO Commercial Lines rating application, the Insurance Writer. • Moved into Large Account Sales where I was responsible for managing several of the company's largest revenue-producing accounts and managed a territory charged with producing new business.• Managed a SWAT team for the introduction of a new state of the art rating engine, Ratabase 2.0 with an ISO / NCCI Template offering that featured pre-built bureau rating along with customization and maintenance services for rating, rules, statistical coding, and forms selection. Built out Cost Benefit Analysis to compare to in-house development.• Made 100 Percent Club each year.