Billy Briggs Email and Phone Number

Responsible for leading and developing a team with the skills and mindset required to execute the IBM cyber security sales strategy.• Keep abreast of best practice and developments in this leading-edge security area and help drive IBM’s transformation journey.• Develop and plan strategies to meet the required growth objectives for the Security team• Develop innovative approaches to selling and partnering with alternative channels• Develop sales leaders through coaching and leadership projects• Deliver on targets, key performance indicators and strategic imperatives.• Build an entrepreneurial culture that is market-oriented and willing to take risks• Develop and execute strategies to identify, attract, select and hire world-class talent to IBM

Responsible for generating and closing IBM Integrated Technology Services (ITS) opportunities. Serves as customer advocate for clients throughout the sales cycle and manage client relationships while engaging and working with the proper sales specialist and technical resources to drive opportunities to closure.Territory: Carolinas, MD, DC, VAFocus areas include: Cloud, Security, Networking, Data Center Services, Disaster Recovery

IBM Consulting ServicesStorage/Data Optimization & Transformation ServicesIBM Storage Services for Cloud ComputingIBM Information Lifecycle Management ServicesIBM Data Mobility ServicesIBM Storage and Data Product ServicesIBM Storage and Data Managed ServicesServer Optimization & Transformation ServicesServer Managed ServicesServer Product ServicesIBM Data Center and Facilities Strategy ServicesData Center facility Design / Build ServicesIT Facilities Assessment, Design, and Construction ServicesIT Facilities Consolidation and Relocation ServicesFacilities Cabling Services

This role sets the WW strategy for the ibm.com ITS direct channel sales team, manages the initiatives to support that strategy, and is ultimately responsible for meeting signings, revenue, and growth objectives for ibm.com ITS Sales.Drive strategic initiatives to ensure services sales growth globally, leverage of best practices globally, and to optimize ibm.com participation in less complex ITS sales. Using Business Management Skills, develop business/project plans to demonstrate the value to IBM/ITS Brand of leveraging ibm.com for less complex transactions. Leverage strong services sales experience (ITS offerings, sales cadence, account management and coverage, and sales process/tool knowledge), as well as sales operation skills (good understanding of SBLIW, Siebel) to model and execute WW Services Sales initiatives that support/improve the ibm.com direct channel mission and less complex ITS sales. Ensure WW signings and revenue performance/growth through clear channel strategies (RTMs, lead passing agreements) that will result in ibm.com long-term revenue. Support and influence the brand strategies for future services growth by working with the services brand and ibm.com IOT teams to identify new/improve existing services TeleSellable offerings and channel enablement for ibm.com direct channel sales. Co-manage the ibm.com sales engagement, performance reporting, and metrics processes with the IOT teams (both TeleCoverage and TeleSales) by brand offering to adapt to shifting business models and market pressures. Monitor TeleCoverage and TeleSales pipeline reports for current and next quarter and analyze and adapt strategies for improved opportunity identification and pipeline progression, especially within the ibm.com channel.

Driving revenue at AT&T and former Cingular Wireless; while focusing on identifying, growing and strengthening VP level relationships to increase AT&T's revenue spend across IBM's portfolio of offerings.Closed multimillion dollar deal within first six months. Expanded IBM spend with client into "white space" and closed over $600K of revenue in new areas of business.Established strong relationships with clients and received high marks in customer satisfaction.Focus areas: new services opportunities and delivery (GTS, GBS, SO,) AT&T contracts and Xseries, Retail store solutions and Retail Operations

Establish processes for developing services opportunities for customers in conjunction with server sales at time of server sale. Making the sale of a "box" into a solution sale by incorporating services. Additionally resource would be cursorily versed in other 'complimentary' ITS services; i.e. SW ITS offering to offer client total IBM value Provide informal, cross program education to STG sellers on ITSCommunications liaison to assure that sellers are aware of marketing activities and plays to use in conjunction with sales activitiesInterface with management STG/ITS to bubble up challenges and pervasive issues that inhibit cross brand selling

100% club for 2005,2006)Consultative labor based software and hardware services sales representative.Responsible for scoping opportunities, writing complex statements of work, pricingPresenting integrated solutions to IBM customers, to gain market share Developed alternative channels of revenue by expanding sales repertoire into Cisco, UPS, and various SW/HW procurementOpportunity leader supporting the entire Communications sector and grew the Communications sector business by more than 100% year to year through marketing efforts with Principals and Telco sector focals Special Project for the Vice President of IGS Sales and 3Q&4Q Leadership ProjectPlanned, developed and hosted beginning of the year sales kickoff meeting for IBM.COMMentor and train new reps

Product Specialist and Client Representative out in the field managing and closing PCD sales opportunities within the designated SMB, Public Sector and Large Enterprise customer segment.Focused on customer satisfaction and managing customer relationships and expectations. Marketing the sales of IBM PCD products, brands, and services while meeting and exceeding profit and revenue objectives.

(100% club for 2002)Product Specialist responsible for establishing primary relationships with decentralized decision makers and enhancing customer awareness of IBM offerings. Primary support for website sales, product questions and transitions, pricing, configurations and contractual agreement review of US Public Sector and Federal Gov't accounts. IE: US Postal Service ($10 million); Commonwealth of Pennsylvania ($10 million); NY State DOT and DFACS ($5million); Volusia Co. Schools, FL ($7million); and Memphis City Schools ($3million). Single point of contact for anyone within these accounts along with several others.