Higher Education, Commercial & Healthcare segments

Manage commercial/SLED territory developing complex solutions consisting of server, storage, networking, hyper-converged infrastructure, software, and data center related infrastructure products.• Constant territory expansion strategy to get wider and deeper within current customer base and through competitive acquisition wins. • Responsible for discovering and qualifying Data Center sales opportunities, customer workload environments, pain points, technical requirements, competition, decision process and funding.• Proficient in ability to understand market trends and competition to develop an effective sales messaging and strategy with extended team members.• Ability to properly leverage and lead internal and business partner resources to qualify, progress and propose solutions to meet customer requirements.

Developed new SLED territory with industry leading flash storage, hybrid cloud,data protection & recovery solutions.Exceeded revenue targets by 28% and partnered with System Engineer, ChannelPartners & Ecosystem alliances to coordinate selling efforts & maximize reach.• Drove account strategies to uniqueness of SLED market, coordinate team sellingefforts with partners to close business on a monthly, quarterly and annual basis.• Proven track record of penetrating accounts, reaching decision-makers, and closingbusiness.

Led datacenter infrastructure & automation solution business in Upstate NY that enable customers to resolve key challenges using consistent policy in hybrid cloud transformation.• Directed $8M territory in SLED and Healthcare market segments taking competitive share in 20 new strategic accounts.• Expanded company's datacenter product/services reach 50% through identification of new markets and attracted new clients. • Strengthened solution focus with 12 Cisco field sellers and 7 business partners by providing territory strategy, collaborative planning, competitive assistance and execution of programs and offers.• Increased opportunity identification 80% and revenue 15% by training & mentoring supporting inside sales team on strategic territory planning and sales best practices.

Developed and led datacenter virtualization business development programs with IBM’s largest partner, CDW.• Managed a $20M Tier 1 business representing 45% of divisional sales.• Developed GTM strategy, planning and execution with 5 locations and 400 sellers on datacenter, virtualization, cloud management solutions.• Increased pipeline and expanded business 20% by building & managing strategic relationships with 45 IBM field sellers.

Managed integrated high value solution sales to Bank of America worldwide, addressing business challenges in Infrastructure & Cloud, VDI, Big Data/Business Analytics & HPC. • Improved territory performance driving $64M in revenue meeting business and client commitments.• Resolved client datacenter challenges in 4 nationwide locations with solution focused approach.• Coordinated account & project strategy in 35 countries for large worldwide deployments driving datacenter growth 15%.

Responsible for all aspects of driving, managing the System x blade server business.• Ultimately owned, managed, tracked $538M in yearly sales (45% YTY growth)• Developed and executing sales strategy for the blade server business in the Americas• Led 250 sales reps and all sales efforts by building, managing the pipeline, conducting the weekly sales cadence, developing and executing effective sales programs.

IBM System x group responsible for hardware, software and services to Federal government DoD/Intelligence accounts.• Subject matter expert & competitive advisor to 3 sales managers and 10 Sales Specialists. • Achieved $127M in sales driving 28% YTY growth.• Collaborated with the America’s brand team to resolve issues and impediments that impacted sales.