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LEE A. W.
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
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
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.
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.
BLUE MOUNTAIN CONSULTING,
Redding, CT – Present
Privately held Sales and Marketing
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.
CORPORATION, Southbury, CT
Publicly held international
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
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.
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
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
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.
Finance, Armonk, NY –
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.
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
Established IGF relationships
in the semiconductor mfg equipment leasing market with IBM’s largest
semiconductor equipment suppliers Applied Materials, KLATencore, Advantest,
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.
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.
BS, Business Administration, School
of Professional Studies, Ramapo College of New Jersey, Mahwah, NJ
BA, American Studies, Ramapo College
of New Jersey, Mahwah, NJ