Andy Harmon Email & Phone Number

Florida, United States

North America

Lead the development of sales and business-development strategies for both mature as well as newly launched products and offerings. Direct a team of 60+ direct sellers, an extended team of over 500 sales professionals and 50 business partners. Formulate marketing campaigns, engage directly with clients, mentor extended sales teams, enable sellers and business partners and act a subject matter expert for all aspects of private cloud. Collaborate with Offering Management, IT Partners and executive management to drive product growth resulting in increased market opportunity for IBM. Outcomes:• Closed $23M in 2018• Led growth in both existing clients as well as new logos by 23% to 32% year to year.• Overachieved aggressive quarterly revenue targets of $700K to $25M.• Turned around struggling customer satisfaction rating to achieve IBM’s highest rating of 5 from 3.5.• Increased seller participation by changing the compensation model while maintaining profit margins.

Great West Region

Responsible for hiring, educating and managing high performance sales teams covering a variety of geographies, industries and products/services. Lead by example, mentoring a team made up of 5 senior sellers and 4 college “summit” hires. Pro-actively developing client-facing presentations and providing important input back to Offering Management (OM) to improve messaging and influence product direction. Selected to work on many special projects by OM, in recognition of sales acumen, knowledge of market trends and technical depth. Outcomes:• Achieved over 100% of sales quota every quarter during tenure• Created a high-performance sales team culminating in the highest performing team worldwide in 2014 at 352% of full year team target, $127M in revenue attainment, with all 9 direct reports over 100% of their individual goals.

Responsible for the Sales of the WebSphere Portfolio, over 450 products. Interact directly with some of the largest IBM customers in the Midwest. Work with all levels within these organizations to build value propositions and match IBM technology to business needs and ensure proof points are met and manage the sales cycle from identification through order and delivery. Outcomes:• Achieved 180% to 450% of quarterly revenue targets• Completed largest appliance sale in Telecommunications Industry• Grew a major health information and technology relationship into the largest ASL contract in IBM history

Directed an $8 million business unit, with 12 direct reports. Responsible for full lifecycle of the consulting practice, from sales to service offerings to quality delivery. Managed all aspects of key client relationships for the Enterprise Architecture practice. This includes opportunity identification/qualification, consultative sales, all aspects of deal negotiation and ultimately ensuring the right skills and consultants are leveraged to accommodate the demanding client needs. In addition to these responsibilities, as a Senior Consultant, tasked with ensuring quality execution on all engagements under the practice. Worked with CXO’s, LOB Managers, Business Sponsors, etc.. throughout each cycle of the sales process, putting estimates and proposals together, pricing, and negotiations with procurement to close business.

Coordinated sales efforts, built and enhanced partner relationships with IBM, built out the right skills and consultants to accommodate the local demands surrounding the IBM and Open Solutions platform, as well as ensured quality execution on all engagements as a managing consultant. Involved in driving national SOA enablement and development programs spanning the 26 offices and the 600+ consultants across the US.

Worldwide

Drive the growth and adoption of WebSphere Business Services Fabric and Industry Content Packs. Recruit and build a team capable of supporting the World-wide services deals and pipeline. Promote technical vitality within the organization through intellectual property development, technical certifications, technical conferences and publications. Manage and act on the WebSphere Business Services Fabric pipeline opportunities as well as generate qualified leads.

Provide thought leadership in the translation of business vision and strategy into effective enterprise change. Consult on application and infrastructure development projects to fit them to the defined technical architecture, as well as determine when it is necessary to modify the technical architecture to accommodate project needs.