Personally sought by senior management to lead this key IBM server business segment across the Northeast region. Manage an 11-member sales team across direct and channel sales for Fortune 500 cross-industry clients. Conduct sales forecasting; develop and lead territory-based competitive strategies to gain market share. Leverage data mining and social media to secure client leads and information. Capture and manage large deals.→ Promoted to this team management position covering Fortune 500 clientele.

Brought back in 2014 to serve in this systems solutions business development role in support of new go-to-market (GTM) plan. Client base included small, midsize and Enterprise accounts. Drove large, complex cross-brand opportunities. Coordinated with key channel partners to develop go-to-market plans and allocate resources. Conducted sales forecasting; developed sales and competitive positioning strategies. Coordinated with Client Team leadership on business development, sales and revenue growth strategies. Assumed role initially in 2007, developing and implementing server and storage share growth strategies at competitively installed accounts.→ Exceeded 2015 sales targets with balanced results: 1H at 117% and 2H at 121% for 119% full year performance.→ Ranked #1 in territory placements of SAP HANA and IBM Power8 CAPI technology solutions.→ Partnered cross-functionally to develop grassroots Linux growth strategy and plan, develop and lead customized opportunity identification workshops across key solution areas such as Cloud, Analytics and Emerging Linux Workloads.→ Consistently exceeded annual sales goals on revenue growth targets of > $25M. → Created “STG Days,” an incentive that drove team to dramatically improve their performance and generate good results in what was otherwise a challenging year for the business and organization.→ Rated #1 – Among the top contributors − for 2007, 2008 and 2009. − For 2009: Exceeded quota at 155% for full year. − For 2008: Exceeded quota at 113% in 1H and 112% in 2H. − For 2007: Exceeded quota at >150% for both 1H and 2H.

Promoted to this position managing a brand sales team of up to 15 across direct and channel sales for a Fortune 500 cross-industry client base. Developed and led territory-specific Flash Storage, High Frequency Trading and Cloud competitive strategies and deals. Partnered with Senior Leadership to create quarterly sales plans.→ Ensured resources were aligned with growth accounts, resulting in competitive Unix server and Storage displacements. → Trained and coached sales trainees from IBM Sales School through territory placement.→ Promoted recruitment and advancement of women and minorities.

Developed and implemented share growth strategies for servers and storage at competitively installed accounts. Led server and storage brand specialist and business partner teams on large financial services accounts to promote sales pipeline. Teamed with software sellers to develop and market cross-brand solutions. → Rated #1 – Among the top contributors for the year −2007, 2008 and 2009.------- For 2009: Exceeded quota at 155% for full year.------- For 2008: Exceeded quota at 113% in 1H and 112% in 2H.------- For 2007: Exceeded quota at >150% for both 1H and 2H.→ Mentored sales trainee through internal training curriculum and client interactions.

Developed and marketed a range of business solutions, including UNIX and Intel servers, storage, software and services to SMB and Fortune 1000 companies. Formulated marketing proposals and presentations along with executive and technical briefings.→ Achieved profit targets of >$400K annually.→ Led team, in partnership with IBM, to market and win competitive displacements at several large SMB accounts.→ Co-created UNIX product offering with responsibility for all marketing collateral and GTM strategies.

Marketed server and storage offerings to competitively installed accounts and developed client specific value propositions. Managed server and storage brand specialist team on large financial services accounts to promote pipeline. Developed client proposals for key industry solutions, e.g. Server Consolidation, Enterprise Applications and Disaster Recovery. Advised company and client sales teams on hardware solutions to ensure hardware was included in sales proposals.→ Promoted to Client Systems Manager Team Lead position on the basis of outstanding performance and dedication.→ Consistently exceeded annual sales goals on revenue quotas in excess of $25K.