Tom Eckstrom Email & Phone Number

Greater Atlanta Area

I lead a sales team that works with client in the SE and Mid Atlantic Regions to deploy cybersecurity solutions to protect their businesses from bad actors. We hold the bad guys at bay so you can get on with running your business.

Greater Atlanta Area

I lead a sales team focused on helping clients in the Communications and CSI industries extract more value from their IT investments in analytics, cloud and security among others.

Greater Atlanta Area

This assignment has me leading a large ecosystem of IBM specialists and business partners focused on delivering technology solutions to Public Sector & Healthcare clients in 11 states in the central and southern regions of the U.S. Developing a thoughtful resources deployment strategy, applying deep industry knowledge against clients challenges and executing against financial objectives are the keys to success in this role.

Greater Atlanta Area

In this role I am responsible for executing IBM's sales coverage and resource deployment in support of several thousand clients in our U.S. SE Region (GA,MS,AL,TN). This is a diverse role that requires thoughtful execution around territory segmentation, creative marketing tactics, resource optimization and direct engagement with key clients on strategic projects.

Greater Atlanta Area

In this second line leadership assignment, I am responsible for establishing and executing a sales strategy that maximizes revenue and profit for the U.S. Public Sector segment of IBM’s inside sales business. Key responsibilities include:• Delivering on a $400M / $200M annual revenue and profit objective.• Implementing organizational changes to improve capability and productivity across the 35 team members.• Developing strategies to utilize emerging technologies (smarter planet solutions, analytics, cloud etc.) to improve our public sector clients business success. • People development activities around recruiting, skills, leadership and performance management.

Greater Atlanta Area

This second line leadership assignment had the responsibility for creating and executing an inside sales coverage model to maximize the revenue / profit associated with 6500 mid market customers located in the Northeastern United States. Key responsibilities / accomplishments included:• Successfully delivered on the $300M / $160M annual revenue and profit objective.• Led and managing a team of 5 manager, 45 reps and 3 operations staff.• Drove a weekly sales management system around revenue forecasting and new opportunity creation that exploited multiple routes to market.• Recruited and developed new sales talent for IBM field selling jobs.

Greater Atlanta Area

In this second line management position, I was responsible for the overall execution of IBM’s storage brand sales through our Business Partner (BP) route to market, an $800M annual business. Key responsibilities included:• Development of annual coverage / sales execution model to maximize revenue / profit• Funding and management of the $65M BP incentive budget. • Day to day interaction with key BP’s to insure business inhibitors were being addressed so they are able to produce superior results.• Deliver on weekly / monthly / quarterly sales commitments to business• Management of first line sales managers, sales reps and business operations staff

Greater Atlanta Area

I relocated to Atlanta to lead the deployment and ongoing management of a new inside sales team. Once established, I had the opportunity to manage it for the first two years. This new sales team was established to improve IGF’s sales execution in the Small & Medium business segment while boosting overall sales productivity. Success of this new mission in 2005 resulted in a 61% increase in headcount and budget for 2006.• Finalized and gained support for the investment business case from LOB CFO.• Develop sales coverage model, key business metrics and overall budget• Staffed entire management team and sales resources• Establish robust training and skill development program for new sales reps.• Ongoing fine tuning of strategy to improve execution and capitalize on now opportunities• Day to day sales leadership (sales cadence, training, coaching, large deal management)

Greater Ny Area

Responsibility for the new lease originations, portfolio profit and customer satisfaction metrics for the SMB & Channels lines of business. Through direct reports, as well as a matrix of resources, I lead an effort to reorient our sellers around being proactive, client centric and accountable. I also was an active participant in creating a new set of capabilities and offerings to position IGF for growth in these growing but very competitive segments. Key responsibilities of this job included:• Architect of revolutionary new coverage model and innovative partner fee program• Member of strategic investment team that delivered new small ticket leasing capability.• Delivered strong YTY attach rate growth (key IGF metric) on core IBM brands.• Established / executed “closed loop” process that improved partner satisfaction 10pts.

Greater Ny Area

Promoted to a broad executive management assignment with responsibility for sales support, marketing and education for the direct and indirect routes to market (business partners, .com). • Lead the development of the 2003 IGF business plan.• Developed and implemented the sales compensation plan.• Established increased discipline and new procedures to improve audit readiness.• Selected by communications team to represent IGF on external speaking tour with industry writers resulting in favorable articles in CFO and trade magazines.