Manage multiple projects and consult with customers including C-Level executives to successfully implement IBM's portfolio of solutions and services. Managed team and carried the overall responsibility for assigned projects as the primary contact during implementation to both the customer and internal teams. Proficient in defining, managing and implementing process workflow, supporting the marketing and sales team to define account strategy, and utilize strong knowledge of the client’s infrastructure, needs and expectations with the ability to utilize patience and thought leadership.

Internet Security Systems Senior Renewals Specialist IBM Corporation •IBM Sales and Distribution- develop, integrate, sell, and distribute IBM’s wide array of products and services, face-to- face and by telephone, working with Web sales teams and IBM Business Partners•Responsible for renewing SW Subscription & Support contracts for the i2 acquisition customer base within the assigned customer set. Responsible for achieving revenue and renewal rates target on dedicated territory•Knowledge of Flexible Contract Type (FCT) process for acquisitions and be in a position to explain to customers•Managed Software Subscription & Support, met specific customer requirements and educate on the benefits of using IBM Software Subscription & Support. •Responsible for qualifying a prospect; gather requirements, handle objections, and costs; assist customers in analyzing and designing Software Subscription & Support to satisfy customer expectations. •Knowledge of Contracts, pricing, delivery, and pre-packaged offerings.

•Managed, develop and maintain client executive relationships within key Government, K-12 and Higher Education accounts with focus on all IBM technology covering IL, WI, IA, Al, MS & FL and revenue responsibility generation within territory•Identified, developed, and closed high quality sales opportunities through relationship building, cold calling, strategic alliances, understanding customer pain points, networking, trade shows, and marketing campaigns•Developed marketing campaigns and communication materials to increase awareness and lead generation including: Email and direct mail, brochures, webcast, sales presentations, one-pagers, event promotions, and eContact•Maintained relationships with IBM Technical team and IBM business partners to drive revenue results •Registered Lobbyist for State of Illinois

•Maintained B2B relationships in the Global Mid-Market Business Group, responsible for revenue generation by proactively selling products, services and solutions to C-level executives in the Financial, Healthcare and Manufacturing industries.•Identified opportunities for Passport Advantage software renewals, worked with IBM team and customers to provide renewal quotes, and insure customer satisfaction •Developed, implemented and directed sales programs. Worked with multiple teams with planning, organizing, motivating and controlling different resources to achieve Sales and Marketing goals.•Managed incoming RFPs and coordinated Technical Proof of Concepts•Developed knowledge of competitor products, buyer habits and market trends to cement relationships and secure sales•Built strategic marketing plan incorporating marketing analysis, tactical activities, timelines and budget

•Identified a significant number of prospects for Tivoli software solutions; frequently exceeding Opportunity Identification targets•Developed effective territory management and teaming strategies to optimize account coverage and consistently exceed Win Revenue targets •Leveraged the IBM Distributor and Business Partner communities to provide clients with comprehensive solutions and localized support

•Responsible for overall client satisfaction by managing key relationships and ensuring the client derives value from the IBM solutions in the Baltimore and Northern Virginia territory•Developed and executes a relationship plan to address both IT and Line-of-Business organizations, leveraging other subject matter experts, executives, and thought-leaders as needed to provide value to the client•Built relationships with senior client executives, brand specialists and technical teams•Identified opportunities and followed to closure while maintaining excellent customer service rating