Judy Sanchez Email & Phone Number

Santa Fe, NM, US

San Francisco Bay Area

Western United States

• Proven innovative thought leader in the data and AI community with demonstrated exceptional expertise and contribution in helping others derive greater value from IBM hybrid cloud solutions
• Maintain customer acumen through local news, podcasts, industry newsletters, legislative updates, LinkedIN and strategic planning documents
• Develop comprehensive territory plans to determinedly understand each client’s IT footprint, strategic budget, legislative actions, new appointments, cloud strategy and competitive landscape
• Quarterly manage opportunity close through deal structuring, value proposition, ROI, negotiation tactics, sales plays and securing cross functional SMEs
• Mentor new hires and those moving into brand sales positions to ensure their success and goal attainment
• Drive data science and AI project pursuits resulting in significant $MM savings for clients

• Selected by Senior leadership team to join Global Technology Services business unit; focus on cross-pollinating Software + Services engagements to develop net new logos + in period revenue
• Led first of a kind RFID solution sale in partnership with GBS Blockchain Food Trust for enterprise client leading to a 2H’18 $75M opportunity
• Partnered closely with project executive to benchmark our solution, garner insight from our vendor partners and strategically align our solution to close a 1Q deal valued at $8.7M

• Consistently overachieve in the territory, 162% in 2H’2014, 197% in 2H’2015, 198% in transactional and 600% in SaaS attainment in 2H’2016
• Drive value and increase ability to reach new clients leading with the full breadth of the IBM analytics portfolio focused on cloud and innovative solutions
• Identify and capitalize on expansion of client base including new market opportunities by creating sales prospecting plans and collaborating with the greater IBM team

• Led cross-brand and services engagements for enterprise clients in distribution and healthcare
• Negotiated first time Business Associate Agreement with $10B healthcare client
• Demonstrated leadership and effective teaming across brands to deliver integrated IBM value proposition, achieving over 100% each half

• Attained double-digit WebSphere growth in the territory year over year
• Established relationships with key client decision-makers based on mutual trust and a clear understanding of their immediate and long-term needs, preferences and issues
• Identified and secured appropriate resources and channels to provide outstanding client value

• Achieved 137% 1H’07 transactional revenue target, 150% 1H’08
• Gained entry to over twenty-five new accounts using tenacity, industry plays, marketing skills, and by garnering interest of C-level executives producing over $2M in sales
• Replaced and effectively won against competition in several accounts by analyzing competitive product offerings, teaming, providing ROI, and understanding client needs
• Trained for six months with IBM Global Sales School, quick learner with acute business insights

New York, New York, United States

Developed a strategy to automatically cancel terminated employee purchasing cards to comply with Sarbanes-Oxley regulations resulting in a 5% monthly time savings as well as other process improvement projects for Procurement.

San Francisco, California, United States

Analyzed and presented monthly financials to management team ($3M budget) and worked with CFO and audit team to ensure deadlines were met for quarterly reports, K1s, and audited financials. Implemented a 40% cost savings in office expenses through contract negotiations and supply management. Initiated a paperless reporting process for limited partners.

Mba, Entrepreneurship & Finance

Activities and Societies: President, Graduate Entrepreneur Club; Member, Entrepreneurial Management Academy: Corporate Innovation &.

B.S., Applied Economics

College honors (GPA 3.97)