Chip Kuzborski Email & Phone Number

Plaistow, Nh, Us

Boston, Massachusetts, United States

Burlington, Ma

West Imt

In this role I identified and closed software reinstatement/net new SaaS opportunities in the complex enterprise software account space, which required the use of IBM analytics tools, social media, and purchase/renewal history to identify viable prospects. I partnered extensively with Support & Subscription Reps, extended IBM brand and client teams, dealmakers, and pricers to champion the IBM software value proposition and negotiated/closed business with C-level execs, LOB managers, procurement, and end users.▶ Ranked #1 rep in revenue attainment in the West Region 2016-2017.▶ Strategically partnered with extended software sales, renewals, client relations, pricing, dealmakers, bid managers, and finance to position opportunities across key revenue channels. Exceeded targets for overall plan (142% in 2016, 174% in 2017), closed reinstatement revenue ($12.2 million in 2016 and $12.9 million in 2017), and transactions (72 in 2016, 82 in 2017).

Remote

In this role I managed the software subscription and support renewal process for enterprise customers (>$200,000) in the Mid-Atlantic Region, helping customers maximize their software investment while protecting and growing IBM's revenue stream. Additionally, I identified and closed reinstatement (win-back), trade-up, and net new distributed and SaaS opportunities. I brokered multi-year enterprise contract agreements and stand alone transactions, while helping my clients better understand the value of IBM's cloud offerings and initiating full or partial migration from their existing on-premises perpetual licensing model. ▶ Consistently achieved >100% annual renewal revenue/net new revenue attainment.▶ Earned Global Golden Circle Award for 2006, IBM’s worldwide recognition of exemplary performance by those who contribute to IBM’s revenue and profit objectives through outstanding sales and customer leadership.

Remote

Here I initiated and closed distributed software license reviews (audits) of general business customers in the Midwest Region. I worked with audit partners KPMG and Deloitte to analyze purchase history/product mix and identify viable software audit targets. I also engaged C-level IT stakeholders to initiate reviews, analyze findings, and negotiate settlements.▶ Leveraged deep knowledge of IBM contracts (IPAA, IPLA), compliance regulations and protocol, hardware, cross-brand software, Passport Advantage program, and Software Licensing Agreements.▶ Achieved nearly $3 million in compliance revenue in first year while maintaining strong revenue pipeline consisting of >30 active reviews per quarter.

North Reading, Ma

Here I managed the software maintenance renewal process for ~500 customers and generated new license revenue across five major brands in the small and medium business sector. I also consulted with IT stakeholders to ensure proper software licensing, deployment, and compliance.▶ Leveraged relationships with Software Account Managers, Client Reps and Business Partners to achieve 128% of plan composite attainment for 2003, measured by renewal revenue, renewal rate and new business revenue.

North Reading, Ma

In this role I introduced and promoted the value of our IBM Passport Advantage Program to Tivoli customers (IBM acquisition), with the goal of renewing maintenance agreements and generating new business revenue.▶ Achieved “100% Club” first year, exceeding both renewal and new business/compliance objectives.▶ Won 3rd Quarter Tivoli Sales Award for highest renewal % and revenue.