First, I have over 20 years of experience cultivating deep relationships with my clients and my peers. In my roles at IBM, I have been in the position to form client relationships that positively delivered on the customer’s business case, maintained current contracts, drove new business and ultimately delivered for the customer’s bottom line. For example, during my time working with Cummins, I was able to balance IBM’s need for new customer signings and profitable service delivery with Cummins’ need to meet business commitments and project goals. The result for IBM was a large sales pipeline, large multi-million-dollar signings and a reference account that drove business at other IBM accounts. The result for Cummins was happy end-users and positive business outcomes as best exemplified by one of our projects winning the President’s award (See Notable Successes on my resume). After Cummins, I was able to repeat this with other customers such as Bank of America, State Street, State Farm and CNA Insurance.

Second, I have a strong ability to sell highly integrated, cloud-based Software as a Service solutions and over the last 6 years that has been my focus. In October of 2014, during my work with Bank of America, solutioning and selling the National Branch iPad project, I determined that I needed a much more flexible and capable service management platform than IBM was currently offering. I found a very good Cloud-based SaaS product that would integrate not only with my project’s needs, but also with the customer’s technical infrastructure. I then on-boarded the company with IBM and spent the next 4 years selling the service to key IBM accounts (See Notable Successes) – Bank of America, Morgan Stanley, State Street, American Express and Salesforce.   

Finally, throughout my entire work career, I have maintained an interest in continuously improving and innovating in my personal and especially in my professional life. For example, seeing the corporate interest for Linux in the early 2000’s, I taught myself the operating system and began advocating for it inside of IBM. Ultimately, I was a part of the sales team that sold one of the first and largest Linux support contracts to Ford Motor Company. Similarly, my personal interest in the simplicity of Apple iOS and MacOS and the ability of Apple devices to increase customer delight led to my selling of the first Apple/IBM deal at Bank of America. As mentioned before, this same interest in innovation led to my incorporation of Cloud-based SaaS solutions, the leveraging of design thinking during the sales cycle and the focus on selling total IT solutions based on the traditional software feature delivery cycle.