Led nationwide Informix Competency Team and technical sales specializing in Informix Dynamic Server (IDS). Facilitated data server and tool enhancements as a member of the IBM Feature Technical Advisory Council (FTAC).
·Solicited Competency Team members and mentored them to volunteer to lead and participate in:
oBuilding a worldwide directory of IBM sales engineers, consultants and other “techies” for software.
oDeveloping and Delivering Database Administration and Tuning Classes on VMware including Hands-on Labs.
oCreating readiness plans for customers software deployment, testing and implementation preparation.
oStreamlining procedures to survey our technical sales team on future software enhancements.
·Applied IBM’s Signature Selling Method (SSM), a framework for winning business through optimal planning, managing, and executing sales activities including identifying the opportunity and developing key relationships.
oExecuted a unified sales method by aligning IBM selling stages to client buying stages, focusing on establishing key relationships, uncovering pain points, and expanding the customer vision on optimal high-performance and advanced technologies, maximizing the benefits of our solutions.
·Decreased costs of business with IBM through pro-active client engagement as a trusted advisor.
oExpertly tuned IDS at Sprint preventing loss to competition and winning IBM Innovation Award (2006); client said the IDS data server instances were “screamingly” fast afterwards.
·Sold with business partners in the SMB space for Channel Sales and helped partners win mid-west business.
·Choreographed technical strategy with sales representatives on uncovering requirements of both new and existing customers, identifying key differentiators over the competition, and communicating the key value benefits.
oDemonstrated the payoff of upgrading to Informix Dynamic Server 9.40 which included data federation for Avaya Communications’ Call Management System to win a $7 million deal and earning the prestigious IBM 100% Club Award.
Leveraged resources required to respond to client consulting, support, and expedited fix pack requirements.