Outbound sales prospecting activities using traditional cold calling and social selling techniques to find and connect with high-value, executive-level prospects in assigned strategic and large enterprise East Coast and Central US accounts.- Initiated sales sequence with Fortune 100 NY-based Investment Bank resulting in pending 2018 multi-million dollar transaction.- Initiated sales sequence with Fortune 100 insurance company resulting in pending competitive take-out transaction.- Identified and Initiated sales activities with key contacts at several Fortune 100 accounts based in NY and PA.

Initiated and oversaw sales activities for IBM’s Rational brand of industy-leading DevOps software application development and deployment solutions supporting 15 Cloud portfolio sellers in six states. Facilitated collaborative discovery discussions. Presented and demonstrated appropriate solutions. Engaged and directed suitable technical resources.- Over achieved sales goals by directly engaging with customers, IBM Business Partners, and extended IBM Account Teams to drive demand for Rational Software in new and renewing contracts.- Stack-Rated Top Performer based on quota attainment and team leadership.- Sales Eminence Award winner based on revenue attainment, creativity in championing brand to extended account teams, and mentoring team members.

In six-month interim position represented IBM's industry-leading IT Service Management, Middleware, Integration, and Software Application Development and Deployment (DevOps) solutions to over 300 Growth Accounts.- Initiated and managed lead generation campaigns with IBM Business Partners which led to initial engagements with net new customers.

Sold IBM's Rational Brand software application lifecycle management/DevOps solutions serving both small/general business and enterprise accounts. Oversaw territory and account development, planning and execution of lead generation campaigns, contract management, and transaction negotiation.- Consistently exceeded quota/team personal revenue contribution expectations.- Stack-rated Top Performer based on revenue attainment, team leadership, and lead generation- Received rare 100% customer satisfaction ratings in key accounts by providing exceptional customer service and by building strong business relationships to accurately understand client needs and quickly resolve issues.

Sold enterprise-class network monitoring and management solutions to commercial accounts in fast-paced, 100% inside-sales organization.- Achieved over 150% of quota by utilizing accuracy transaction qualification, follow-up skills, negotiating quick sale-closure, and minimal discounting.- Quickly learned the basics of networking technology to conduct initial web-based product demonstrations.

Sold Borland brand software development lifecycle management tools plus best practices consulting services. As lead Borland Software account representative, consistently demonstrated ProcessExchange value to Borland sales representatives, encouraging the inclusion of ProcessExchange in customer engagements. - Grew Borland brand resale pipeline to over $1m in first year by building relationships with Borland account teams as a trusted business partner helping customers realize expected value from their Borland Software investment.- Established east-coast consulting practice.

Sold Borland Software brand software application development tools to software development teams. Consistently exceeded revenue expectations by building relationships within Enterprise accounts and geo accounts. Account penetration, relationship building.

Player/coach role in which I sold UML visual modeling software and consulting services to general business accounts and accounts in the Telco, financial services & pharmaceutical verticals. Managed inside sales organization.

Sold Together family of UML modeling software. Second hire and key player in the growth of a company that was eventually sold for over $240M