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<pre>Array ( [var] => cut_url ) </pre> Resume for Lee W. for Consultant / Computer & IT Services in Redding, Connecticut. Search More Resumes for Consultant on Resumark.com #CSMQ2USNR
 

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Resume for Lee W. for Consultant / Computer & IT Services in Redding, Connecticut




Occupation: Consultant Industry: Computer & IT Services
Country: United States City: Redding
State: Connecticut ZIP: 06896



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LEE A. W. 

Mountain Road  

Redding, CT  

Business Executive Software Sales, Sales Consulting, Account Management  

To lead business growth through sales leadership by providing senior executive business experience for the software business through direct sales. To execute a strategic territory business and sales plan, including achieving sales goal quota attainment.  

Areas of Expertise:

      ♦ Sales and Territory Management    ♦ Operations Management

      ♦ Customer Relationship Management    ♦ International Business

      ♦ Business Development     ♦ Joint Ventures & Strategic Alliances

      ♦ New Product and Offering Development   ♦ Contracts and Negotiation 

Distinctive Qualifications

A Sales Hunter and strategic leader who strives for continual creation of new sources of business and profit through superior customer relationship management skills, improvement of business processes, trends, market intelligence and product development. High ethics and integrity combined with strong diplomacy and negotiation skills. 

Potential Contributions

  • Foster and support timely execution of strategic business plans and initiatives geared to creating increased sales and market penetration
  • Encourage development of an high performance sales environment which values both speed and excellence of execution as well as passion for the mission
  • Interact with internal and external constituencies to promote both the opportunities and the values of the company.
  •  

    PROFESSIONAL EXPERIENCE 

    BLUE MOUNTAIN CONSULTING, Redding, CT   – Present

    Privately held Sales and Marketing Consultancy  

    Principal

    Blue Mountain is a sales and marketing consultant advising software manufacturers, resellers and used equipment / IT brokers. Blue Mountain works with Software Vendors on expanding their demand generation / sales efforts to expand their pipelines in the enterprise software marketplace, with a focus on Information on Demand products, primarily in data and content management solutions. Also expanding the sales efforts for used IT and Medical equipment brokers looking to capitalize on trading used IT equipment and the associated asset recovery services "green" marketplace practices and data destruction needs for large end user enterprises. A primary driver of that mission is addressing the needs for the disposal and acquisition of used, refurbished and end of life IT products currently in demand by end users. 

    IBM CORPORATION, Southbury, CT  

    Publicly held international software manufacturer. General Electric Software Account Manager US Enterprise Sales

    Designed and drove the General Electric GE aligned account plan for IBM to manage and exceed the IBM US software business plan for new licenses and renewals, while balancing the need for the IBM software sales to address the global software opportunity for the GE Account. Achieved software sales growth for IBM by driving account penetration across all lines of business at GE from the IBM distributed software brands Lotus, Websphere, Rational, Tivoli, and Information Management. Successfully managed IBM’s software sales integration and sales management activities for a unique sales team made up of IBM Client Executives and IBM Software Brand sales team members. Drove process integration activities across all new IBM acquisitions during IBM’s expansion/acquisition of software companies.

  • Worked in a matrixed environment, grew IBM new license business in to $M, a yty increase of % over , which resulted in % achievement of sales quota.
  • Focused shifted to GE Capital in , and achieved % of revenue quota, as GE software sales results were affected by GE divestitures.
  •  

    LEE A. W.                                          Page Two 

    IBM CORPORATION continued

  • Achieved % of sales revenue achievement for GE Capital account in H . Penetrated the GE
  • account with the entire IBM SWG software portfolio and ensured that IBM software became more visible to all departments and lines of business within GE and GE Capital.

  • Led the BM Brand software teams, integrating them as a full members of the IBM GE client team and helped develop the overall software strategy for IBM selling software to GE.
  • Provided thought leadership for IBM's software business for GE and the IBM client team.
  • Served as a consultant for GE CTO and CIO’s by offering them business acumen and understanding of how IBM software technology could solve their business problems Software as a service, virtualization, and cloud computing.
  •  

    IBM Global Finance, Armonk, NY 

    Business Development Executive, WW Brand Leader, Retail Sales Solutions

    Responsible for Leasing Program Management, responsibilities included increasing attach rate amount of product financing against total product sold.

  • Worked through IBM’s Retail Store Solution team in AG, EMEA and AP geos to grow leasing volumes for Point of Sales POS equipment.
  • More than doubled Worldwide attach rate eligible h/w sales that was financed from % in ’ to % in ’.
  • Signed IGF’s first distributor incentive program for OEM products with ScanSource to assist in growing OEM POS and Networking. Initiated contact with new “adjacent space” vendors for IGF manufacturers Symbol, American Power Conversion which resulted in WW Vendor Financing Programs to both companies.
  •  

    Business Development Executive, Emerging Business Development

    Identified, pursued and developed “single source financing” opportunities for IGF within the IBM Emerging Business Opportunity teams Digital Media, Pervasive Computing and Medical Equipment.

  • Developed IBM / GARS efforts to assist IBM sales by taking out older technology as IBM bid on new hardware business through the Global Asset Disposition & Support Services Program.
  • Established IGF relationships in the semiconductor mfg equipment leasing market with IBM’s largest semiconductor equipment suppliers Applied Materials, KLATencore, Advantest, Lam Research.
  •  

    Client Executive, Global Parts Sales and Leasing

    Optimizing IGF end of lease portfolio by selling service parts harvested from returned PC’s to IBM service providers.

  • To increase sales, developed and sold Spare Parts Leasing Program to IBM service providers Solectron, Entex as well as IBM Technology Group customers in the distribution channel Avnet, Bell, Synnex.
  • Established first parts leasing cabinet on a year pilot with IBM’s largest Business Partner, Avnet. Program results in the first  year resulted in $M “parts leasing” portfolio for both IBM Tech Group and IBM Global Services customers.  
  •  

    Strategic Account Executive

    Managed Key Account working capital  channel financing relationships Ingram Micro, Merisel, EnPointe, Savoir, MicroAge and Vanstar aka Computerland representing annual  financing volumes of $.B and gross profit $M.

  • Maintained supplier executive relationship with Compaq Computer, and elevated the nonIBM channel financing from Compaq through IBM Global Financing to $.B in .
  • New account originations  totaling $.B in new financing volume from funding Avnet, IBM’s largest Business Partner. Developed IGF’s “inventory revolving line of credit”  with  ASI for $M .Increased new financing in existing accounts by $M in H' and originated new opportunities .    
  •  

    Program Manager, National Account Marketing

    Managed a mix of P.C. leasing  strategic account executive relationships and  National Account working capital supplier relationships. Customized leasing and working capital financing programs to targeted partners.

  • Worked with field marketing and headquarters resources to achieve both leasing and working capital lease originations from strategic partners grew from $M in to $M in . Inventory Financing volumes increased % in from $.B to $.B in l.
  •  

    EDUCATION 

    BS, Business Administration, School of Professional Studies, Ramapo College of New Jersey, Mahwah, NJ  

    BA, American Studies, Ramapo College of New Jersey, Mahwah, NJ


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