Leveraging over 30 years of experience working for IBM to provide organizations with assistance on creating proposals, evaluating and selecting Cloud and Resiliency Services for their Information Technology needs.

Working as IBM Sales agent selling IBM Managed Services including IBM's Resiliency Services with a focus on hosting of small to medium sized mainframe centric systems.

Client Solution Executive, IBM GTS - Strategic Outsourcing (SO) Sales Leader for complex & customized IT Services solutions with variable billing (now known as Cloud Computing). Developed and implemented successful sales strategy to drive growth in installed customer accounts as well as winning “new logo” business.  Worked closely to integrate cross functional teams (e.g. ITS, GBS, IBM software & GTS) to provide complete IBM solutions for our customers. Provided sales support to IMT’s to address solution gaps and promote optimal practices. Used my technical background to developed creative solutions that protected IBM’s financial interest while meeting customer’s extreme expectations of an IBM solution. Established relationships with key customer executives to influence their buying decision. Developed deep knowledge of underlying financial cost case & technology and successfully resisted “over engineering” by the IBM engagement teams. Understood key competitors in the marketplace and developed successful tactics and strategy for defeating these competitors.  Navigated through various IBM groups (e.g. Finance, Delivery, Delivery partners) to ensure rapid turnaround, reasonable pricing and audit compliance. Led the SO Reservations as a Service (RaaS) solution for Blue Razor success (HP/EDS win back) for Norwegian Cruise Line (NCL).  Closed over $250M in signings for IBM’s General Business Sector. Utilized strong oral and written communications skills in RFP responses and customer briefings. Highest performance on team in 4 of the last 6 years. o Golden Circle – Leadership awards

 Provided sales “thought leadership” for IBM’s e-business hosting services for mid sized and Fortune 1000 companies. Managed & motivated geographically dispersed e-business hosting sales team to sustain high level of activities and focus on achieving revenue signings targets. Drove comprehensive solutions by leveraging IBM service capabilities to deliver value, including on-demand plays around infrastructure and business solutions. Established close linkage with S&D teams as well as hardware, software and other services teams to gain mindshare in developing hosting opportunities. Guided IBM Sales teams through custom engagements, to develop and execute sound sales strategy to win business as well as drive revenue growth in existing customer set. Provided subject matter expertise to help position e-business hosting value proposition to address customer’s business needs.

 Managed development and announcement of IBM’s “usage based” Web Hosting Service and go to market strategy for new business (which has led to over $1B in revenue since inception). Responsible for product life cycle management for the entire hosting portfolio.  Speaker at Industry Shows & analyst briefings. Created campaigns to drive demand generation. Helped setup and participate in trade shows and user groups.