David Hobbs, Ms Email & Phone Number

Houston, Texas, Us

Santa Clara, California, Us

My role as a portfolio lead within the enablement organization is to ensure sellers have the skills and content they need to help our customers who are moving to a hybrid cloud model. Working closely with sales leadership in North America and EMEA, I developed and delivered seller discovery workshops to sharpen seller skills in hybrid cloud which enabled sellers to add $Ms to pipeline. I lead sales enablement of the cross functional business management team defining, directing, and/or building sales plays, use cases, and supporting content which is key for sellers to engage on hybrid cloud opportunities.I built fundamentals courses for sales and marketing to understand key business and technical concepts related to hyperscalers as well a fundamentals of persona-based selling IT for inside sales. I continuously evolve and deliver content in the seller onboarding program and am leading the re-design of the program. I lead enablement of key marketing and product launches such as Sustainability, Storage as a Service, and new as-a-service offerings.

Level 3, Queensland, Au

I led the strategy and design of enablement for our developing partner community including accreditation courses for sales and pre-sales of VADs and VARs. I focused on the onboarding plan including milestones, gates, and the content needed to ensure partners are ready to sell in a specific timeframe. I develop as well as supervise employees and third parties to create enablement content such as videos, presentations, playbooks, battle cards, sales education courses, and more. I also developed and coordinated the agenda for Sales Kickoffs.

Houston, Texas, Us

I focused very heavily on value-oriented selling, creating content like role plays and animated videos to reinforce seller discovery skills and deal qualification frameworks. I led a worldwide sales team on skills development of Workload Automation packaged as SaaS. Before COVID-19, I led delivery of said content in-person at the quarterly sales onboarding classes in North America and EMEA before transitioning to a fully virtual delivery module that is timezone-friendly to sellers and instructors. As we scaled out our implementation of Brainshark, I used it to drive an "American Idol"-style contest of video submissions and coaching for sales kickoff. I led the development of retail industry training for sellers delivered on-demand. I led the creation of Cloud enablement introducing sellers to core concepts in cloud like service models, delivery models, business problems, core technologies, pricing strategies and more as the basis for a multi-tier badging process. Over 1000 sellers have been "badged" at a Foundation level.

Armonk, New York, Ny, Us

I led the marketing side of sales enablement focusing on seller education and enablement of large events where IBM has major sponsorship. I created and executed the plan for enabling sellers, partners, and non-sellers for major brand and portfolio realignment for all IBM Cloud offerings in SaaS, PaaS, and IaaS. I created content to support major marketing initiatives including sales guides, conversation guides, competitive guides, videos, presentations and quick reference guides. My content was used for seller certification and badging for thousands of Cloud sellers. I created a reference program that delivered 150+ public references in one year. Cloud revenue achieved significant double digit year to year growth while marketing influenced revenue has grown similarly after I began this role

Armonk, New York, Ny, Us

I was the North America Sales Lead for Application Specific Licensing (ASL) of Cloud and Smarter Infrastructure solutions working with IBM Business Partners who bring to market unique value for their packaged solutions. I closed multiple large, multi-year deals and grew the channel about 20% each year for ASL (which is very similar to OEM).

Armonk, New York, Ny, Us

I was primarily focused on building financial models for large scale server consolidation and virtualization on IBM System z and System p servers while protecting mainframe hardware and software revenue. This customer-facing role required a combination of technical architecture of mainframe and midrange hardware and software coupled with financial analysis (licensing terms, NPV, cost projection) and sales skills. Working with account sales leadership, I was responsible for generating or protecting significant multi-year revenue streams.

Armonk, New York, Ny, Us

I managed a group of individual contributors in multiple countries as both a people manager and program manager for sales enablement. I directed the team to create technical content which was used both for seller enablement and customer education. I managed the deployment of the specialists for both internal and customer events establishing new services revenue channels while operating within departmental budget.

Armonk, New York, Ny, Us

I was the sales and technical enablement specialist on a series of Tivoli products including Web Services Manager, Web Component Manager, Service Level Advisor, Data Warehouse, Monitoring for Transaction Performance, WebSphere Studio Application Monitor / ITCAM for WebSphere, and other ITCAM products that eventually became APM. I led the development of a new set of standard deliverables which enabled our technical pre-sales teams, anchored in multiple countries, to effectively present, demonstrate, and run POCs including installation guides, troubleshooting guides, and core technology guides the solutions were built on (J2EE/WebSphere and Database/DB2). I delivered labs both live (in country) and remote using virtualized VMware servers. I mentored technical sellers by leading sales calls in various countries. I was the go-to speaker for J2EE application management at IBM Technical Leadership Exchange in North America and Europe.

Armonk, New York, Ny, Us

Worldwide, above region technical sales support for Tivoli's entry into the web performance management space.

Mse, Computer Systems Engineering

Bscse, Computer Science Engineering