Jacob Graves Email & Phone Number

Greenville, Sc, Us

Southeast Us

As a Senior Technology Deal Leader within the IBM sales organization, I lead and negotiate complex technology transactions with C-suite executives, technology business owners, and sourcing/legal stakeholders. My role encompasses cross product deal structuring, negotiation of commercial terms, building customized contractual vehicles, and business development. I collaborate with internal and external stakeholders in areas of finance, accounting, legal, pricing, product management, technology, and business leadership to build consensus, secure deal support, and bring strategic technology projects to contractual conclusion. I have the full responsibility for forecasting, managing, and leading our large deal workflow and pipeline from start to finish. In addition to my duties as a deal structurer, I coordinate with my software sales, technical, and leadership teams to build and implement new business development strategies focused on modernization of our client's technology stack by delivering comprehensive technology solutions.

United States

Directly accountable for overseeing a $200M+ annual budget, managing client territory sales, and cultivating relationships for strategic IBM accounts. Adept financial negotiator with experience navigating intricate digital transformations and technology deployments. Responsibility for structuring and writing technology financing and leasing agreements with clients by building consensus across functional business groups including credit, finance, accounting, and technology leadership.Engaged in dynamic business development and cross-selling initiatives with both new and existing clients in the retail and consumer industries, ensuring alignment with their business transformation objectives. Special emphasis placed on aligning significant technology deployments with project ROI and CAPEX/OPEX budget parameters.Cultivated robust relationships with finance, technology, and C-Suite decision makers to drive IT projects to fruition. Utilized an extensive network of key business partners and colleagues to deliver comprehensive cross-brand technology solutions. Actively engaged as a mentor and sales coach within the new hire and internal seller community.

Birmingham, Alabama Area

Led all aspects of sales, marketing, and business operations at a full-service financial banking center.Key Achievements:Surpassed real estate lending goal by 384%, achieving $4.4M in 2013.Exceeded business banking targets in 2013 with a 124% increase in deposits and a 402% increase in treasury management.Achieved a 16% year-over-year growth in branch fee-based income, surpassing the 2013 budget in a mature banking market.Implemented cost-saving measures resulting in a 22% reduction in total branch expenses compared to the baseline budget in 2013.Achieved successful P&L growth and retained $30M in branch deposits and $20M in loans.Spearheaded community outreach programs and events aimed at acquiring new clients.Recognized as a 2013 Market All-Star and nominated to serve on the inaugural PNC Southeastern Leadership Council.

Birmingham, Alabama Area

Successfully led the banking center in surpassing sales and operational objectives, leading to a promotion to Branch Manager.Key Achievements:Exceeded sales objectives by 120% by establishing a robust book of business through effective cross-selling and client networking.Provided valuable mentorship to the team, offering one-on-one coaching and facilitating role-playing sessions to enhance sales and service techniques.

Birmingham, Alabama, United States

Outperformed sales and service targets by crafting a strategic action plan and executing aggressive cross-sell initiatives.Key Achievements:Spearheaded market sales referrals, surpassing expectations at 204%, through adept identification of customer needs and alignment with value-based solutions.Attained flawless 5 scores in Gallup surveys by cultivating outstanding rapport with both business and personal clients.

Birmingham, Alabama, United States

Revitalized store sales and operational effectiveness by leveraging customer-based data to align marketing strategies and product offerings.Key Achievements:Enhanced store efficiency and weekly sales by implementing employee empowerment, robust inventory controls, and an incentive-driven suggestive selling program.Implemented proactive measures in restaurant staffing, customer service, and retention by establishing accountability measures for individual and team performance.

Columbia, South Carolina, United States

Oversaw all aspects of sales, marketing, and business operations for a full-service hospitality establishment generating $1.8M in annual revenue.Key Responsibilities and Achievements:Orchestrated staffing programs for a workforce of over 100 employees, including conducting assistant manager performance reviews, making hiring decisions, and overseeing employee training and retention initiatives.Fostered employee growth and development by instilling a culture of positivity, teamwork, and continuous learning.Successfully decreased overall business costs and staff turnover within the first year by implementing an employee incentive plan focused on achieving restaurant sales targets and enhancing team morale.Conducted weekly presentations with district and store managers, addressing topics such as cost accountability, operational efficiency, and attainment of sales objectives.Proactively managed P&L statements by conducting daily checkpoints with assistant managers and team leaders, emphasizing quality control measures and FIFO inventory practices.

Bachelor Of Arts (B.A.), History, Education

Master Of Business Administration (M.B.A.), Finance