Carl Larson Email & Phone Number

Chicago, Il, Us

Chicago, Illinois, United States

➤ Partner with Account Sales and Technical Leaders to drive new, qualified opportunities for existing and new clients and IBM’s Sales Plays.➤ Support business value framing, value realization and orchestration practices of the Client Engineering team.➤ Lead the Client Engineering team to develop business cases and embed services capabilities into Minimum Viable Solutions.➤ Collaborate with client business stakeholders to understand and develop the business level outcomes that the IBM Proof of Experience process needs to deliver.➤ Own engagement process and hand-off to other IBM teams and customers.➤ Act as focal point with tip of the spear responsibility for account team leadership to manage Client Engineering opportunities.➤ Act as the primary driver for business value to our clients and internal IBM stakeholders.➤ Coordinate internally with subject matter guild experts to create business value assets (business value assessments, business cases, ROI calculators).➤ Deliver business value outcomes to customer within Client Engineering engagements.

➤ Worked collaboratively with IBM global business line executives and the local market leaders, technical solution management, and client solution sales executives to identify, qualify, solution, execute and close strategic, enterprise TCV agreements. ➤ Led by example to engage, negotiate, and close new business and first of a kind enterprise software service agreements. ➤ Led and enabled the sales organization to execute world-class sales activities. ➤ Developed, grew, and progressed effective sales campaigns, pipeline revenues, and qualified sales forecasts using Salesforce Sales Cloud and Tableau Analytics Studio. ➤ Influenced and held accountable regional software sales teams by growing the quantity and quality of each customer engagement. ➤ Owned, developed, and executed global sales metrics, target sales playbooks, and sales motions to increase sales velocity. ➤ Worked collectively with other IBM line of businesses including Global Markets, Consulting, and Systems to grow the IBM brand and market share.➤ Owned and led the working relationship with IBM Services and channel partner market leaders to achieve MVS software signing objectives while satisfying the expected pretax income, gross profit, margin, and other financial hurdle rates.

United States

Redbrick delivers world-class sales leadership to companies & their leaders to grow profitable sales revenues, high-performance sales teams & loyal customer relationships.➤ www.redbricksalesadvisors.com➤ Hands-on sales leader with proven skills to drive sales, build C-level relationships, increase market share, customer retention & satisfaction.➤ Recruits, builds & develops high-performance sales teams.➤ Expands markets by creating new & repeat sales opportunities for high-growth businesses.➤ Evaluates & executes account engagement strategies to exceed sales goals by prospecting for new opportunities & retaining & growing repeat customer revenues.➤ Improves sales organization & business plans, strategic direction, GTM strategy design, product development strategy, customer success & value-creation, end-to-end sales account planning, development & closing processes, recruiting & compensation planning.➤ In collaboration with the CEO of an start-up additive manufacturing firm, created & documented the company’s first:➤ Sales business plan.➤ Sales process strategy.➤ Target sales KPIs.➤ Sales hiring personas.➤ Sales compensation/commission plan.➤ Developed a collaborative GTM sales & business marketing initiatives & plan for an entrepreneurial professional services company by working with the CEO to assist the firm close their first Robotic Process Automation client to grow revenue $100K+.➤ Advised & collaborated with the CEO of an enterprise software start-up to develop strategic account & sales execution plans to close first sale. ➤ Developed & delivered three proprietary workshop presentations entitled Sales-Marketing Process Excellence to mentor entrepreneurial CEO’s on how to effectively develop & position their solution’s business value to grow brand awareness & sales revenues."I have known Carl for years & consider him to be absolutely sound in his counsel & judgment & inspiring in his vision for what is possible." - Chuck Peruchini, Ankura.

Chicago, Illinois, United States

Quinlan educates responsible leaders who strengthen our global business system.Quinlan educates responsible leaders who strengthen our global business system.➤ MBA-educated B2B sales leader with innate, professional experience: (1) Articulating how commercial organization’s utilize business information technology to digitally transform; (2) Exhibiting a commitment to promoting academic excellence in all students and peers; (3) Exuding a positive, supportive, and motivating disposition with students, faculty, and staff; (4) Demonstrating outstanding written and verbal communication skills; (5) Assessing results and providing constructive, timely feedback.➤ As a seasoned, enterprise technology sales leader, teach "the business" of business information systems and operations to passionately illustrate how businesses justify and utilize SaaS business applications, data management, analytics, Cloud, and emerging technologies to create competitive advantage, improve revenues, reduce costs and manage risk.➤ Create an interactive and engaging learning environment that confidently inspires students to collaboratively learn about today's high technology solutions and technology industry trends in a real-world classroom setting.➤ Provide knowledge and hands-on instruction for students to learn to develop business applications using the Microsoft Office 365 Suite including Excel and Access.➤ Classroom of 45-50 students includes cross-functional business disciplines including Finance, Accounting, Marketing, Human Resources, Supply Chain, Operations, and Information Technology."We are extremely fortunate to have such an accomplished and experienced business leader teach our students." - Professor Nenad Jukic, Ph.D., The Quinlan School of Business, Loyola U.

North America

➤ Achieved a proven personal & team sales & revenue growth track record to profitably build businesses. ➤ Hired & (re)built successful sales teams to grow markets, win rates, & revenues.➤ Implemented a customer engagement vision that improved C-level access, grew enterprise opportunity revenues & strengthened each customer experience.➤ Fostered a high-performance sales culture to rapidly grow revenues, market share & references.➤ Developed & implemented sales metrics & dashboards to improve CRM-driven processes, forecasts, execution, & consistent results.➤ Documented playbooks & strategies to open both new & grow existing customer footprints.➤ Developed sales vision & strategy to drive transformation including improved sales process execution & value-add customer engagement.➤ Built, motivated & scaled high performing sales teams to grow revenues & improve customer satisfaction by creating a results-oriented culture of trust & teamwork.➤ Designed & implemented new sales processes, programs, & metrics.➤ Led efforts to increase the quality & performance of sales team recruitment, development, retention, performance, compensation, & forecast metrics.➤ Built & influenced C-level relationships & complex negotiations, crafted sales positioning & presentation strategies, developed pricing models, assisted with client proposals & POCs, & helped drive pipeline for new & existing accounts.➤ Acted as a trusted adviser to C-level clients, peers, & partners regarding value-add sales engagement, change management, transformation, & process improvement.➤ Transferred best practices that set the highest standards for driving quality in all areas of elite sales performance.➤ Understood & defined the target customers, buying process, & personas by assessing market conditions & trends in buyer & competitor behaviors.➤ Identified new opportunities to grow new revenue streams & architected new product & service offerings based on market trends & customer requirements.

Master Of Business Administration - Mba, Management And Strategy, Marketing, Organizational Leadership And Behavior

Activities and Societies: Kellogg School of Management Capstone Leadership Immersion Program - Educational.

Bachelor'S Degree, Economics, Dean'S List

Activities and Societies: ➤ Sigma Chi Fraternity, ➤ Campus Tent Company-Sales & Field Operations Manager, ➤ Mechanical & Industrial.