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.

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.
• 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.
• 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