Christopher Mckee Email & Phone Number

United States

As a strategic member of the US leadership team, I assist all of our Business Development Directors and associated sales, marketing, services, customer satisfaction, and product teams develop sound business cases based on value as well as develop strategic alliances with Insurance Providers, Professional Employer Organizations (PEO), and Corporate Wellness.

North America

Supporting clients to quantify and qualify their sales optimization best practices in terms of revenue and customer satisfaction by measuring impacts and influence of story telling central to the business proposition/plan within the sales process. Also developing the techniques and practices to enable sales teams to tell how cost/benefit models (ROI, TCO.

World Wide (2015) North America (2016-2017)

• Led, supported and optimized North America and Worldwide Watson Customer Engagement sales teams to maximize power and reach of IBM software (On Premise & SaaS) / services solutions. Immersed in all aspects of the sales.
• Successfully leveraged Value Engagement / Proof of Value to break into untapped markets, deliver new revenue streams and strengthen competitive advantage.… Show more Led, supported and optimized North America and.
• Successfully leveraged Value Engagement / Proof of Value to break into untapped markets, deliver new revenue streams and strengthen competitive advantage.
• Partnered with sales teams to drive prospect and customer commitment to IBM’s solutions by guiding senior client stakeholders through strategic and operational issues, building business cases, defining road-maps and.
• Consistently delivered breakthrough success with a 70%-80% win rate for the past 5 years – far exceeding the company’s 35%-40% average. The wins included Cloud, Hybrid-Cloud, SaaS, IaaS and BPO.
• Identified clients’ business, financial and operational needs, built credibility with executive customer decision-makers, developed financial models that mapped solutions to critical customer business values

World Wide

• Led and supported global i2 Data Analytic and Counter Fraud Solution sales teams clarifying IBM’s value to customers by evangelism, workshops & meetings managing application/reinforcement throughout the sales cycle.
• Designed tools and strategies to help penetrate large enterprise accounts, including value assessments and ROI-driven business cases that connected customers’ strategic goals, business process challenges and industry.
• Designed tools and strategies to help penetrate large enterprise accounts, including value assessments and ROI-driven business cases that connected customers’ strategic goals, business process challenges and industry.
• Developed a thorough understanding of key marketplace players (functional capabilities, pricing, selling infrastructure and partner ecosystem). Collaborated with Product Development and Marketing groups to ensure.
• Applied a unique blend of skills encompassing Sales Management, Business Development, Statistics and Finance Analysis to drive development and roll-out of a comprehensive field sales value-based selling program. Show.

North America

• Revived a previously under-developed territory within the US Government Intelligence Community for IBM Enterprise Content Management sector – a completely white space with no sales representation for nearly 2 years.
• Leveraged advanced knowledge of the innerworkings of Intelligence organizations and connections with leading Systems Integrators to gain access to key stakeholder groups. Within 2.5 months of hire, landed a.
• Leveraged advanced knowledge of the innerworkings of Intelligence organizations and connections with leading Systems Integrators to gain access to key stakeholder groups. Within 2.5 months of hire, landed a.
• Increased sales pipeline by 500%, which led to business expansion in the majority of sold accounts. Show less

North America

• Directed and mentored the sales team of a start-up company that developed and implemented extensive data encryption technologies and services within the Government (Intelligence, Defense, Treasury, Diplomatic) and.
• Served as a key driver in expanding market share and brand awareness by developing a high-profile Partner Ecosystem, including IBM, Northrop Grumman, Raytheon, Lockheed Martin, SAIC, HP and… Show more Directed and.
• Served as a key driver in expanding market share and brand awareness by developing a high-profile Partner Ecosystem, including IBM, Northrop Grumman, Raytheon, Lockheed Martin, SAIC, HP and others, as well as a robust.
• Developed and expanded first major contract win with a major Federal Government agency and laid the groundwork for additional major contracts with both commercial and government customers. Extended and deepened.

• Managed and executed a consultative, data-driven sales process for the company (at the time a global leader in high performance computing systems), including Proposal Management, Opportunity Evaluation and Development.
• Positioned the company as a key player in an intensely competitive marketplace. Supported the… Show more Managed and executed a consultative, data-driven sales process for the company (at the time a global leader in.
• Positioned the company as a key player in an intensely competitive marketplace. Supported the organization nationwide, securing new business valued at $15-$20M+ during tenure, including multi-million dollar contracts.
• Selected to drive Sales Process Transformation for SGI Federal for a 1,200-person sales force. Achieved Miller Heiman Strategic Selling Trainer Certification, implemented and trained sales staff on the new methodology.

Worked as Team staff, Project Lead and Program Manager for a consulting and services company that supported the US Government. Provided System Engineering and Technical Assistance (SETA) to government departments as well as Project Work in Artificial Intelligence, Military Systems, Rule Base Development & Knowledge Elicitation, and Simulation & Training.

World Wide Support

World Wide

Master Of Science (M.S.), Intelligence Analysis: Modeling, Applied Statistics, Probability & Scoring Theory

Bachelor'S Degree, History With Political Science And Military Science, Cum Laude

Post Graduate/Professional: Business & Industry Insights, Analysis & Quantification, Financial Value Engineering: Solution Impact Analysis, Proofs & Models For Business/Investment Cases