Michael Berube

Experience

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  IBM

  Jan 1984 - Jan 2017

  Global Financing Software RepresentativeServed as software financing seller for channel and direct midmarket clients. Originated, structured, proposed and closed agreements with new and existing clients.• Established and maintained executive-level customer relationships using high degree of professionalism and excellent interpersonal and communication skills. • Analyzed customer credit and reviewed financial statements, identifying credit worthy sales prospects.• Overachieved revenue volume targets by winning 80+ new software contracts worth over $34M.• Improved customer and business partner satisfaction with relentless follow-up and attention to detail. Global Financing Sales Relationship ManagerManaged $600M+ IT distributor leasing business. • Directed engagement with financial sales team, brand managers, solution providers and channel sales teams.• Coordinated weekly cadence process and drove channel leasing volumes through customer financing opportunity identification, deal routing and deal ownership. Show less Worked with consulting partners and risk managers. Provided clear financial and business analysis.• Closed profitable new engagements by identifying, influencing and recommending value-add solutions and actions.• Ensured business risk and risk mitigations were identified by providing early warning indicators to management, helping drive quarterly closure of business consulting objectives for signings, revenue and pretax income.• Facilitated effective teaming, cooperation and communication across finance and line organizations. • Supported and maintained audit-ready pricing process by focusing on areas of potential financial and process exposures. Show less Sold leasing and financing for IT hardware, software and services directly to varied customer set that included large and midmarket businesses, state and local government, schools and universities. Transactions ranged from $300K to $5M with average annual production of $80M. • Ensured healthy transaction pipeline by driving weekly opportunity identification to maximize financing results.• Provided sales coverage, education and financial marketing leadership for ibm.com tele-sales representatives. • Closed sales, maximized customer satisfaction and optimized profit by leveraging IBM and business partner resources and offerings and negotiating lease rates and terms and conditions.• Earned Leadership Club award for top sales performers and team recognition for top quarterly sales results. Show less

  • IGF Financial Client Executive

    Jan 2006 - Jan 2017

  • Business Consulting Services - HQ Pricing Advisor

    Jan 2004 - Jan 2006

  • Business Consulting Services - Senior Financial Analyst

    Jan 2003 - Jan 2004

  • IGF Financial Sales Executive

    Jan 1999 - Jan 2003

  • Special Bids Pricer - Midrange Servers / Services

    Jan 1992 - Jan 1999

  • US Marketing & Services Southeast - Senior Financial Analyst

    Jan 1991 - Jan 1992

  • US Marketing & Services Northeast - Senior Financial Analyst

    Jan 1989 - Jan 1991

  • US Marketing & Services HQ - Financial Analyst

    Jan 1988 - Jan 1989

  • ROLM Systems Marketing - Regional Financial Manager

    Jan 1986 - Jan 1988

  • ROLM Systems Marketing - Cost Accountant

    Jan 1984 - Jan 1986
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  Presidio

  Jan 2017 - now

  Syndications Rep at Presidio Technology Capital

  • Price, structure and close lease and finance transactions using discounting model• Negotiate with 18 funding partners serving commercial, middle-market and enterprise organizations and state and local governments to match the economics of the deal while meeting the needs of the lender and maximizing company profit• Work with legal counsel and business leaders to manage the documentation negotiation process and ensure compliance with company and lender requirements