Leading IBM watsonx Code Assistant, AI-Assisted Application Modernization and IT Operations for IBM Global Technical PreSales Engineering.

As a senior member of the IBM team, I drive the overall strategy, enablement, and execution of the global go-to-market field technical pre-sales organization for IBM Z & LinuxONE. Overseeing a team of 500+ solutions engineers across 4 geographies, I direct the development of the technical sales (Solution Engineers) team working on IBM’s flagship portfolio comprised of a modern hybrid cloud software solution suite and a high-end computing system. SOLUTIONS ENGINEERING LEADERSHIP – STRATEGY – RESULTS: ✔ Initiated a restructure of the pre-sales organization. Aligned technical sellers to domains to enhance market-leading expertise, improving employee engagement, skillsets, and the generation of higher quality technical solutions. ✔ Established impactful KPIs better aligned with business objectives, increasing communications and collaboration across pre-sales leadership teams around the world.✔ Developed a new go-to-market model aligned with client requirements, enabling a clear line of sight to portfolio performance with enhanced data which improved yield. ✔ Together with a team of experts, built a Level 4 Training Academy to increase technical skill levels across the organization keenly focused on Hybrid Multi-Cloud, Data & AI and Enterprise Modernization. ✔ Increased sales opportunity pipeline by 3X with 60% faster pipeline progression and increased win rates.

After being specially requested to step into this brand-new leadership position, I directed the recruitment, development, and direction of a global SWAT team comprised of top-tier solutions engineers worldwide. Building the team from the ground up, we worked together to bring an emerging technology to market through a recent Red Hat acquisition, growing client adoption of the hybrid cloud portfolio on IBM Z & LinuxONE systems (with DevSecOps, K8’s and AIOps solutions), and ensuring client value.SOLUTIONS ENGINEERING LEADERSHIP – STRATEGY – RESULTS: ✔ Led global enablement efforts to scale abilities by guiding staffing models across multiple geographies, directing the design of technical accelerators, and engaging in client opportunities to grow the business.✔ Assessed business needs across all geographies, analyzed the portfolio, and formed a list of required skills needed to source the team. Recruited individuals with core skill sets, building a high-performance solutions engineering team in just 6 months.✔ Created a base set of assets to position the integrated portfolio in the market, including technical decision points for sellers to leverage. Designed adoption patterns based on market trends, technology use, and client value points. ✔ Scaled the team by facilitating cross-organizational enablement events and leading performance coaching and mentoring to ensure the organization exceeded business objectives and achieved high levels of customer satisfaction.✔ The team grew customer adoption 700% in the first year, expanding hardware and software revenues to as much as $700 million.✔ Received multiple recognitions, including Growth Framework Award, IBM Equity Award, Leader Eminence Award, and Tech Trail Blazer Award.

I was promoted to lead a front-line SWAT team of highly skilled technical sales engineers to drive revenue growth and ensure customer success for this integrated Customer Experience portfolio (comprised of Sterling Supply Chain, IBM Order management & e-commerce Solutions, Silverpop Marketing and Customer Experience as well as Tealeaf Behavior Analytics). I also directed skills development initiatives and drove the overall go-to-market strategy for the technical sales organization. Finally, I led the technical channel sales team covering the IBM business partner ecosystem. SOLUTIONS ENGINEERING LEADERSHIP – STRATEGY – RESULTS: ✔ After multiple and diverse acquisitions, integrated the organization by consolidating and standardizing go-to-market strategies, technical accelerators, and KPIs for the sales organization, which raised team morale and performance.✔ Collaborated with product management and product development to create a learning path for the technical sales organization.✔ Boosted employee engagement to 100%, propelling a 480% revenue growth.✔ Expanded opportunity identification 2X and pipeline coverage to 90%.

As first line manager, led and supported team of highly-skilled technical pre-sales engineers. Successfully built market share and drove revenue for IBM WebSphere and MobileFirst solutions, including Mobile, IoT, Middleware and Cloud offerings.- Thought leader, contributor and architect of several first of a kind solutions in Mobile Banking, Connected Vehicle, Hyper-Converged Infrastructure, Pervasive Computing and Internet of Things IOT technology.- Developed and delivered one of the first connected vehicle solutions in the United States utilizing IOT telemetry messaging, mobile app dev and cloud native technologies that has changed the way consumers interact with their vehicles adding billions in increased revenues for the auto manufacturer and telecommunications client respectively. - Led the design and creation of technical progression assets including Mobile and IoT demonstrations for use in the field.- Delivered integrated CRM and Customer Call Center solution for a major energy and utility provider modernizing their legacy back-end and client facing services. Provided a service oriented architecture messaging layer allowing for future growth and integration.- Capitalized on changing trends in Mobile, Cloud, and SaaS technology to expand IBM’s market share by enhancing and improving team skills and current knowledge.- Consistently exceeded revenue goals: 2014 – 422% of target; 2013 – 108% of target, 2012 – 139% of target.- Received yearly awards: 2014 Sales Eminence Award, 2013 Outstanding Technical Achievement Award, 2012 Outstanding Contributor Award, and 2011 Eminence and Excellence Award.

Hands-on leader responsible for recruiting and supervising a team of mixed skills supporting complex IT Service Management client opportunities in North America including US Federal Agencies and defense contractors. As IT Service Management expert for North America, strove to lead by example and actively participated as player/coach for team by fostering communication, trust, and integrity. Quickly and effectively achieved top recognition in IBM matrix organization through constant focus on ethical standards.- Spokesman, evangelist and public speaker responsible for promoting emerging technologies including Cyber Security, Cloud Computing, Software as a Service and IT Automation solutions- Designed and Delivered Rapid Service Deployment Solution for major PCG reducing their release cycle from one month to minutes utilizing virtualization and orchestration software.- Designed and Delivered modular private cloud POD solution for major United States defense and aerospace contractor enabling their competitive advantage and reducing their delivery costs utilizing state of the art hardware, virtualization and orchestration software.- Architected and delivered IT Automation and orchestration solutions for banking, retail, telecommunications clients.- Assembled, coached and managed strong technical teams to offer tremendous value for IBM clients.- Established and maintained strong relationships across IBM global community with peer organizations in Global Services, STG, and SWG Lab Services.- Spearheaded local roll-out of client-facing value creation initiatives and sales collateral development, including go-to-market messaging for Integrated Service Management, IBM Security, and IBM Cloud Computing portfolio’s.

IT Service Management Consultant, Pre-Sales, 2003 – 2006IT Service Management Consultant, Professional Services, 2000 – 2003 Devised custom technical product demonstrations and conducted on-site customer Proof-of-Concepts to support sales.  Responsible for the architecture design and implementation of small-large service management, disaster recovery and datacenter virtualization solutions based on ITIL “best practices.” Supported sales team in building prospect pipeline and producing new revenue. Designed and built an automated infrastructure deployment solution for BMC Software pre-sales organization increasing portability and ease of use of BMC’s solutions during sales pursuits. Leveraging blade server technology, Linux virtualization and Remedy ARS as the front-end requester interface I automated the entire full stack provisioning process. Established “best practices” curriculum and delivered course to customers nationwide based on enterprise systems management and capacity planning. Developed and maintained “POC in a box” portable service management solutions, based on virtualized infrastructure for BMC Technical Services organization (ASE).