David Beresford Email and Phone Number

Evaluate and recommend improvements to North America zSeries software sales leadership to achieve financial targets.• Enhanced retention rates and motivated sales team by recommending territory assignments and quota allocations.• Optimized sales by evaluating compensation plans an suggesting adjustments.• Analyzed opportunity pipeline and forecasting vs objectives to recommend corrective measures, such as marketing events and sales initiatives. • Achieved quarterly and annual revenue targets by reconciling expectations vs actuals at detail and summary level.• Improved representative performance by performing weekly gap analysis to identify forecasting inaccuracies.• Assured optimal business operations by preparing and providing consistent detailed summary pipeline and forecasting excel workbooks that ensured organization-wide access.

• Established a baseline for installed software at JPMorgan Chase and MetLife that demonstrated the value received from their Enterprise License Agreement (ELA) software• Improved processes related to procurement, product awareness, software education, support, and service

Grew online IBM business partner population from three thousand to over twenty thousand by achieving satisfactory security and control audit results and improving application control and audit features. Enabled business partner program implementation as value-added channel for IBM products and services.

Piloted ASCA (application Systems Control Aditability) for first distributed logistics application that improved time to market for global end-to-end supply chain logistics.

Reviewed control features, identified exposures, and project managed improvements to Human resources applications; resulting in more reliable and secure systems.