At DocuSign, Paul serves as a Strategic Account Executive with a focus on State & Local Government. He is passionate about empowering departments to modernize their systems of agreement with the DocuSign Agreement Cloud, helping them make every agreement 100% digital. This improves the overall constituent experience by decreasing processing time, allows organizations to gain operational efficiencies, and aligns to digital modernization initiatives.  As a Client Executive at IBM, Sales Director at Medallia, and Regional Sales Director at Unqork, Paul has over twelve years of experience partnering with clients on technology (Cloud, SaaS, Consulting, CX/EX, Application Development, Security, Analytics, Big Data, Infrastructure). In the majority of that time, Paul's focus was on the State and Local Industry. To achieve measurable outcomes for clients, Paul work's across numerous stakeholders within the company, client organizations, technology partners, and strategic integration partners.Specialized in: Creating Client Solutions, Developing Strategies, and Driving Growth, Enterprise Account Management, Sales Growth, Team Leadership, Outcome-Based Selling, Consultative, Persuasive Communicator & Presenter,  Detailed & Strategic Focused, SaaS

Helping government organizations with the rapid development of custom resident experiences that gets complex software into production faster because the Unqork platform combines robust enterprise functionality with an intuitive, easy to use interface.

Industry: Pacific Northwest Public SectorResponsibilities include:- Solution Selling: The identification, development and progression of solution sales. Ability to market complex IBM solutions, products and services specific to the client set.- Relationship Building: Engage and build relationships with senior executives and functional teams within the Pacific Northwest Public Sector. Drive executive relationships and management, conduct contract negotiations on complex issues, and gain customer commitment to IBM solutions at the senior executive level.- Industry/Customer Knowledge: An in-depth understanding of my customer's business needs and goals.- Collaboration/Partnering: Strong collaborative skills in building alliances and partnerships. Teamwork at highest levels leading complex, multi-disciplined engagement teams responsible for the development of deliverables, such as client proposal and presentations.- Problem Solving/Creativity: Anticipate future customer problems in industry and information technology trends and develops realistic visions and strategies- Contribution to IBM Business: Accountable for the Pacific Northwest Public Sector objectives, including revenue, profit, and other measurables (eg: customer satisfaction). Develops the strategies and tactics to grow IBM relationship, including resourcing/expertise, alliances, competitive strategies and other relationships. Ability to manage multiple opportunities concurrently to a high level of customer satisfaction.

Industry: Washington State Public SectorResponsibilities include:- Solution Selling: The identification, development and progression of solution sales. Ability to market complex IBM solutions, products and services specific to the client set.- Relationship Building: Engage and build relationships with senior executives and functional teams within the Washington Public Sector. Drive executive relationships and management, conduct contract negotiations on complex issues, and gain customer commitment to IBM solutions at the senior executive level.- Industry/Customer Knowledge: An in-depth understanding of my customer's business needs and goals.- Collaboration/Partnering: Strong collaborative skills in building alliances and partnerships. Teamwork at highest levels leading complex, multi-disciplined engagement teams responsible for the development of deliverables, such as client proposal and presentations.- Problem Solving/Creativity: Anticipate future customer problems in industry and information technology trends and develops realistic visions and strategies- Contribution to IBM Business: Accountable for Washington Public Sector objectives, including revenue, profit, and other measurables (eg: customer satisfaction). Develops the strategies and tactics to grow IBM relationship, including resourcing/expertise, alliances, competitive strategies and other relationships. Ability to manage multiple opportunities concurrently to a high level of customer satisfaction.

Every day, we create 2.5 quintillion bytes of data — so much that 90% of the data in the world today has been created in the last two years alone. This data comes from everywhere: sensors used to gather climate information, posts to social media sites, digital pictures and videos, purchase transaction records, and cell phone GPS signals to name a few. This data is big data. The Big Data Software Sales Representative is responsible for developing Brand/product-specific solutions that address client’s business needs and deliver client value. I apply industry-specific knowledge and experience to bring new business and technology insights to clients. Further Responsibilities : - Sales of Big Data Solutions to a variety of business units within organizations in order to increase their competitive position, improve internal efficiency and maximize business return on their IT investment. - Develop the sales strategy and delivering key presentations and proposals at all levels within customers. - Maintain strong relationships with executives and influencers in the IT and Line of Business organizations in these accounts. - Understand the client's business, including their organization, financials, competitiveness in the market, and business issues. - Create solutions which are tailored to client's business needs and integrating the brand capabilities in a way that is valued by the customer and superior to the competition.

IBM operates at the intersection of business and technology through its industry leading IT portfolio. My role as an IBM Advisory Client Executive allowed me to help clients utilize IBM software, hardware, and services to drive revenue growth, reduce costs, and increase capabilities. Other responsibilities included:- Primary IBM contact for customer- Integrated IBM in front of the customer providing one face, one IBM strategy - Met with key client stakeholders - Managed own territory and/or teams with field sales reps- Ensured client satisfaction- Built and maintained client relationships- Coordinated sales team and selling efforts- Understood the client's organization and culture- Led the development of the overall account plan- Assembled experts from different parts of IBM and/or business/alliance partners - Brought clients to events showcasing IBM strategies- Showed the client examples of how IBM has transformed its own business2012 & 2013 IBM Voice of Seller Board Member tasked with providing feedback, identifying enablement challenges, and recommendations on creative approaches to enhance IBM seller enablement experiences.Participated in extensive training through the highly respected IBM Summit Program graduating IBM Global Sales School "with distinction”.

Concentrations include Finance, Organizational Behavior, Marketing, Information Systems, and Entrepreneurship. James R. Swartz Entrepreneurship Fellow. Held leadership positions in three clubs: Entrepreneurship and Venture Capital Club (President), Tepper Golf Club (VP), Net Impact (Pro Bono Consulting Executive Committee). Created and orchestrated first Tepper Sales Workshop Series. Provided expertise to six organizations, start-ups, and aspiring entrepreneurs.

Determined and implemented strategic direction, which included expanding the club to all CMU graduate students to foster greater collaboration. Lead, motivated, and oversaw eight board members and 170 club members. Developed strategic relationships with faculty and administration, created and oversaw events that added value to the entrepreneurial community at the Tepper School of Business.

Based on market research, data collection, synthesis and analysis, created/authored business plan for CEO of a new national angel investment group. Provided thought leadership and then recommendations to every operational and financial detail of the start-up including: Developed organizational structure; Calculated two year operational forecast; Identified investment target areas.

Participated in over 175 tournaments on 16 different tours including the PGA, Nationwide, and Canadian Tours. Finished in the top 5 over the course of 10 international tournaments across 37 U.S. states, five Canadian provinces, six Mexican cities, Malaysia, Japan, China, Scotland, and England.