Heather Mcclain Email & Phone Number

Atlanta, Ga

Managed infrastructure, tooling and processes to drive $6B in annual Software Deployment sales, including back-end cloud engine, analytics dashboards, and vendor management • Directed daily operations and management of team, systems and processes, driving execution of software deployment at top 200+ clients• Implemented/managed/owned a complex global business application and infrastructure, supporting tracking and measuring progress against annual software deployment revenue target of $5B; results exceed target• Led design and integration of back-end Data Warehouse, enabling point-in-time analytics of software deployment progress against revenue objectives• Managed vendor relationship in support of back-end contract loading (Time & Materials contract, ~$750K); delivered consistent on-time performance and under budgetPerformed this role simultaneously with BUE North America TEC role (see below).

Atlanta, Ga

Directed personnel, processes, infrastructure and facilities at 12 North America TECs supporting a 2.4K-person technical sales organization.• Directed daily operations and North America TEC team in support of 2.4K+ person Technical Sales organization and related territory revenue goals• Closed $1B annual revenue via execution of complex technical sales engagements, including Proofs of Concept, Proofs of Technology, Workshops, Demonstrations, Business Value Assessments, Briefings, and more • Modernized delivery of technical engagements by shifting to cloud-based infrastructure, thereby reducing operating budget by more than 30% YTY and accelerating deal closure• Built/deployed large library of demo assets available to worldwide technical sales community for electronic download, customization and re-use; enabled sharing of best-of-breed assets and reduced sales cycle time• Designed/built state-of-the-art client center in Atlanta, GA, supporting the closure of $300M annual software revenue

Negotiated/managed $100M portfolio of contractual go-to-market relationships with Fortune 100 – 500 software companies, resulting in new multi-million dollar revenue stream for IBM and Independent Software Vendors (“ISVs”) • Directed complex negotiations with numerous large ISVs, establishing favorable terms and conditions for co-marketing and co-branding of software technologies • Created new revenue engine by driving first-ever back-end process to load ISV products into IBM sales catalogs for resale, with subsequent royalties paid to ISV• Led numerous equity negotiations leading to additional IBM revenue streams via third party stock• Stationed in Paris, France to lead European contracts and negotiation process

Drove global partnership program with colleges and universities to adopt IBM technologies in the classroom, enabling higher education students to obtain market-ready skills on next generation technologies• Led strategic direction for global program, including curriculum development, design/deployment of electronic portal for distribution of no-charge software and courseware, and delivery of additional benefits for 10,000+ academic members• Launched/managed University Ambassador and Executive Sponsor programs, extending IBM’s technical coverage and support for AI members• Collaborated with IBM Public Sector sales teams to enhance engagement opportunities at AI member institutions• Utilized cloud technology to reduce program management costs by 25% YTY, and increased AI member satisfaction and adoption rate