Business Development Executive Resume

SUMMARY:

Innovative and versatile leader wif extensive expertise driving results in joint sales and business alliances development across broad and varied base of business partner firms, including global and regional systems integrators (GSIs/RSIs), independent software vendors (ISVs), and value - added resellers (VARs). Team-focused and adaptive producer wif long-standing history of surpassing expectations. Engage and motivate diverse audiences at all organizational and varied technical skill levels by applying combination of business acumen and technical background wif strong communication and interpersonal skills.

AREAS OF EXPERTISE:

Negotiations, Contracts and Compliance
Pipeline Management/Deal Progression
Alliance Relationship Building
Analytics and Forecasting/Scorecards/Insight
Collaborative Efforts Across Matrix Organizations
Presentations
Coaching and Mentoring Talent
Partner Executive Alignment
Partner Enablement, Training, and Development
Field Event Planning & Execution
Strategic Alliance Planning and Execution
Partner Evangelist - Internal and External Focus

PROFESSIONAL EXPERIENCE:

Confidential, Chicago, IL

Business Development Executive

Responsibilities:

Converted 45 prospects to validated opportunities, including net new clients, across a broad range of IBM Solutions, such as cognitive, IBM Watson, analytics, electronic content management, security, and cloud-based commerce.
Drove revenue of $2M in highly competitive territory through strategic planning and execution of teamwork wif IBM brand sales representatives.

Business Development Executive

Confidential, Chicago, IL

Responsibilities:

Contributed to strategy and education for new organization launch by participating in pro forma education sessions wif organization executives, marketing, finance, and legal personnel, resulting in rapid scale-up and early signings successes.
Cemented funding and support commitments from IBM North American and Worldwide server and storage brand executives by constructing and presenting financial justification models and evangelizing program.
In first 90 days in role, negotiated and signed System Technology Group’s first-ever GSI investment, a 3-year term agreement wif Accenture, wif $31M contract value, achieving hardware revenue goals in accelerated 2-year timeline by driving $45M in IBM revenue.
Coordinated parallel / consolidated agreement development and pipeline management across Western Europe, simplifying legal challenges and overall pipeline oversight by leveraging relationships wif Accenture personnel and attaining IBM leadership buy-in.
Signed and managed agreements wif multiple GSI partners that totaled $153M+ in contract value and drove $167M+ of GSI-influenced IBM hardware and system software sales. Managed or co-managed risk in all agreements. Managed Partner satisfaction.
Recognized wif IBM Sales Eminence Award for meritorious service.

Systems Sales Specialist

Confidential, Chicago, IL

Responsibilities:

Recognized wif IBM 100% Club Sales Award by exceeding sales targets via direct and resale business partner channel sales.
Leveraged solution architecture experience in independent software vendor (ISV) solutions, such as JD Edwards, Oracle eBusiness Suite, and Oracle Technology, aiding clients in sizing, planning, and business justification for acquisitions of new IBM Server technology.

Unit Brand Manager

Confidential

Responsibilities:

Coached sales teams across multiple Midwestern states in achieving and exceeding IBM Power Brand revenue targets of $100M per year through direct and business partner channel sales by leveraging relationships wif ISVs and recruiting resources to support sales efforts, and driving first-line sales manager excellence in sales operations.
Provided coaching to both IBM and Reseller teams for opportunity qualification, deal shaping, sales pursuit strategy, plus post-sale support.

Sales Executive

Confidential

Responsibilities:

Exceeded revenue targets up to 14% of plan and grew revenue year-to-year 30%, helping PeopleSoft sales regions surpass sales targets every year and often ranking as top revenue producing regions through close support and collaboration.
Collaborated wif Accenture on opportunities in ISV (Oracle and SAP) space, leveraging relationships wif Accenture practice leads and knowledge of IBM clients and product offerings to influence $21M in IBM Systems sales.
Created and managed premier IBM education events for GSI practitioners, driving IBM brand awareness and value propositions and $6M in early opportunity identification for IBM sales.
Recognized wif multiple 100% Club sales awards for exceeding organizational goals and sales objectives consistently.

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