Edward L. (Ed) Linde II, M.B.A

Experience

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  AT&T

  Jan 1980 - Jan 1985

  Account Executive

  Salesman

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  IBM

  Jan 1985 - Jan 1995

  o Managed $110M IBM Controller Family working closely with product development, manufacturing, marketing and saleso Reversed declining market share by using customer insight to drive product augmentation that enabled a unique, differentiated value propositiono Led the product development team to become customer centric and strategic in managing the product lifecycle Salesman

  • Product Marketing Manager

    Jan 1991 - Jan 1995

  • Advisory Sales Representative

    Jan 1985 - Jan 1991
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  IBM Digital Sales

  Jan 1995 - Feb 2016

  Overseeing a matrix managed, cross-functional team, I initiate and direct the transformation of the IBM Digital Sales channel of approximately 1,000 members into a digitally eminent sales organization through the use of digital sales tools and social selling techniques. I manage, encourage and provide direct guidance to a high-performance sales enablement team of 14 covering a broad set of IBM solutions that include, cloud, software, hardware, services and refurbished equipment offerings. I facilitate the creation of programs designed to grow market share, drive incremental revenue and delight our customers. In 2015, we generated $458M in sales leads in our Client Sales Premier Coverage Program.As an ambassador and proponent of social and digital client engagement, I lead an organization of client driven professionals, purposed to explore value of reaching and linking with new clients, to surpass their counter-parts. I promote digital and social research programs that allow me to enhance the influence and value of my team within the sales organization.In 2015, Digitally created sales leads represented 29% of our channel's results, up from 11% in 2014. Our team grew Digital Client Interactions from 12% to 18% YTY from over 24K customer engagements and identified over 30K new customers, 66% which had an opportunity associated with them. Show less o "Hands-on" managed department of 10 marketing professionals that had responsibility for providing marketing support and sales enablement for IBM server, storage and refurbished equipment offerings within the inside sales channel organization:o System x Direct business grew 12% o Storage business grew 35% o PureSystems achieved 208% of plan through delivering 5.1x the lead pipelineo Power Systems grew 16% YTY o Refurbished PCs achieved 10% average annual growth in digital commerce revenue o Matrix managed a cross-functional team to transform the 1,000 member inside sales channel into a digitally eminent sales organization through digital sales tools and social selling techniques:o Marketing contribution to sales grew 8% to 19K validated leads worth $1.9Bo Grew email marketing usage by sellers to 50% to 1.6M messages sento Delivered 500K social selling messages up 300% o Doubled sales rep page visits to 61Ko Uncovered $170M in sales leads through Social Listening and Social Research programs Show less o "Hands-on" managed department of 16 marketing professionals that had responsibility for generating organic sales leads from the web and enabling the 1,000 member inside sales channel organization with digital sales tools, social selling techniques and web based sales execution plays.o Led 10 person team that launched digital commerce in North America working with IBM Business Units to board and market offerings on ibm.com. Worked directly with System Z team to board and market the System Z IFL on ibm.com. o Consistently over-achieved all business objectives and lead direct team and matrix team with trust, transparency, integrity, clear business direction and strategic focus.o Designed and executed IBM’s Digital Sales Coverage program which enabled the inside sales function with personal rep web pages, sales widgets, digital engagement tools, eContact e-mail and social selling techniques to extend the reach, frequency and depth of customer communications, improve seller productivity and increase customer-seller collaboration. Launched 1,000 web pages and trained 850 sellers in digitally based selling techniques.o Delivered $1.7B in marketing created sales leads in 2012 representing 15% YTY growth. o Designed and executed a management system with sales operations to leverage anal manage lead pipeline, progress sales leads and improve win rates 12% YTY.o Conceived and launched IBM’s “Listening for Leads” Program which uses Social Media to produce $7M in annual sales leads for IBM. Cited in the Trade Press as a best practice among all B2B marketers.o Established Web 2.0 leadership in IBM through adoption and execution of SMM and collaboration technologies such as LivePerson chat, self assessment tools, web videos, podcasts, mobile marketing, Organic Search (SEO) and other leading-edge techniques.o Demonstrated executive leadership to drive change in IBM product groups to support ibm.com channel. Show less o Hands on managed direct department of 4 marketing professionals and matrix managed 60 people in the Americas, Europe, and Asia Pacific, a budget of $31M, agency relationships, all aspects of marketing communications, customer web sites, Telecoverage and Telesales to drive $2.3B in annual revenue (140% attainment) from a worldwide relationship marketing program “Gold Service“ for IBM's top 300 accounts.:o Created and executed a consistent global management reporting system for results reporting and piloted Multinational account support for IBM’s top customers.o Developed a global database marketing strategy to link multiple, disparate country databases and procedures into a comprehensive approach that enabled universal reporting, analysis and contact management.o Designed and executed a data-driven contact management strategy that delivered highly segmented messages at an account level to create incremental demand in decentralized buying groups within large accounts.... Increased awareness 40 points. Show less o Hands on managed departments of 14 direct marketing professionals and developed a data-driven customer life cycle marketing strategy that transformed the organizational focus from a product orientation to a customer centric perspective for System Z and Power Systems Familyo Managed budgets up to $5M, agency relationships, internal resources and all aspects of direct mail, telemarketing, electronic and catalog project execution against a $400M revenue goal and achieved $760M in actual revenue at a 2.5% E/R.o Developed and managed the IBM S/390 ESO program to protect and grow the install base in the Enterprise and Commercial segmentso Performed database marketing analytics to identify and develop targeted acquisition and retention strategies and programs for the Networking, Leasing, Mainframe and AS/400 customer sets.o Conducted CHAID and cluster analysis of both AS/400 and Mainframe buyer behavior from marketing database to further refine segmentation and targeting strategies.o Matrix managed a large project team on an IBM customer reactivation project which included the development of a logistic regression model, extensive reactivation offer/creative testing and the creation of a systematic reactivation rollout program.o Designed and executed multivariate statistical market research to identify mainframe Buyer media preferences and attitudes.o Conducted market research and developed a market level pricing model to enable competitive service attributes within the direct marketing channel.o Successfully recruited, mentored and motivated staff to achieve results, high morale and retention.o Published 4 journal papers and presented at 8 conferences and university seminars. Show less

  • Senior Marketing Manager- Client Sales

    Jun 2014 - Feb 2016

  • Senior Marketing Manager- Systems Sales

    Jan 2012 - Jun 2014

  • Senior Digital Marketing Manager

    Jun 2000 - Dec 2011

  • Marketing Programs Manager- Gold Service

    Jun 1998 - Jun 2000

  • Direct Marketing Manager

    Jan 1995 - Jun 1998
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  ELLII Photography

  Jan 2010 - now

  Documentary Photographer and Photojournalist

  Freelance Documentary Photographer and Photojournalist specializing in providing coverage of social causes, newsworthy events, the human condition, environmental portraiture and the historical documentation of the changing social and visual landscape of America. http://www.elliiphotography.org/

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  IBM

  Mar 2016 - now

  I lead the Go-To-Market planning and execution for IBM Z offerings worldwide. Teaming with customers, sales, marketing and others in Offering Management, we develop an understanding of customer needs, market trends and the competitive environment to successfully bring new IBM mainframes to market and to enhance and promote our current offerings. I lead important transformation work to align sales enablement strategy and execution with the digital buyer journey and sales and marketing programs to deliver value to customers, sales and our distribution channels and to improve outcomes. Show less

  • Product Manager- IBM zNext

    Feb 2018 - now

  • Senior Manager- IBM Marketplaces

    Mar 2016 - Feb 2018
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  Marist College School of Management

  Aug 2016 - now

  Adjunct Instructor of Marketing