Tom Burke

Experience

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  NCR Corporation

  Jan 1987 - Dec 1990

  • Specialized in large enterprise systems and network design to Des Moines and Omaha major accounts• Integration of mainframe, front-end, mid-level and distributed computing systems with applications, databases, and repositories via LAN & WAN• Secured national agreement with FIT to provide branch systems to correspondents nationwide• Implemented first major U.S. WaveLAN wireless network solution a Hawkeye Bank• Achieved over 130% of annual target • Responsible for community bank market coverage and sales in the northern third of the state of Iowa.• Created and presented check processing seminars driving solution sales objectives• Expanded user base by replacing multiple competitive check processing systems• Extensive IT training including mainframe and distributed solutions• Achieved over 140% of annual target each year

  • Enterprise Wide Product Specialist, Financial Division

    Jan 1990 - Dec 1990

  • Senior Account Manager, Financial Division

    Jan 1987 - Dec 1989
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  NCR / AT&T

  Jan 1992 - Dec 1993

  • Team leader of the Des Moines Norwest Major Account Team• Coordinated national sales projects for the Des Moines based Norwest business units• Established new branch automation workstation business in competitive environment• Lead new technology projects including Teradata analytics and notepad computing solutions • Promoted to Norwest Major Account Team to initiate contacts and develop relationships• Identified new business opportunities and established client trust in NCR capabilities• Designed national branch solution including server, desktop, and network infrastructure

  • Major Account Manager, Financial Division

    Jan 1993 - Dec 1993

  • Executive Account Manager, Financial Division

    Jan 1992 - Dec 1992
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  AT&T Global Services

  Jan 1994 - Dec 1994

  National Account Representative, Financial Division

  • Responsible for sales to Des Moines metropolitan and southern Iowa territory accounts• Appointed to re-establish contacts and sales to major accounts in the Des Moines area • Solutions included Check & Remittance Processing, ATMs, Servers, Desktop, and LAN/WAN

• 

  Mosler, Inc.

  Jan 1995 - Dec 1996

  Regional Sales Executive

  Sold to the financial and gaming market in Nebraska and western Iowa providing currency management and security solutions. Penetrated gaming industry with high-speed currency sorting systems replacing competitive systemsOversaw the delivery and training of currency hardware and software solutions Key Achievements• Attended sales leader training as top U.S. performer.• Produced over 140% of annual target each year.

• 

  Xerox

  Jan 1997 - Aug 2012

  Repeatedly promoted. Moved along individual contributor roles, preparing for management. As National Account General Manager, managed strategy, consulting and sales of all Xerox solutions. Managed direct and virtual national account team supporting Financial Services/Insurance clients.• Owned, oversaw, revenue & expense, profit growth, days sales outstanding, & customer satisfaction.• Identified opportunities to create customer focused business plans and exceed team goals.• Recruited, hired, trained, and coached high performance team, consistently exceeding expectations.• Developed business relationships with corporate level influencers and decision makers.• Presented at multiple President’s Club and Par Club performances.Key Achievements• Delivered a Lean Manufacturing cellular manufacturing design to First Data doubling credit card production output while also greatly increasing output efficiency and accuracy.• Partnered with First Data to create a new credit card delivery method with customized letter containing check for balance transfers and credit cards affixed with glue tape to the carrier document. This was the most successful balance transfer product in Capital One history and generated $12M in net new sales over 3 years for Xerox.• Transitioned a large U.S. insurance company from an underpenetrated account to a strategic Xerox partner generating $8M in annual revenue.• Build a national account team supporting 4 major accounts generating $22M in annual revenue and consistently achieving over 120% of quota.• Generated 150% of annual target for 5 consecutive years with continually increasing quotas as an independent contributor. Show less

  • Account General Manager

    Jan 2002 - Aug 2012

  • Production Solutions Executive, Major Accounts

    Jan 1999 - Dec 2001

  • Printing Systems Marketing Executive, Major Accounts

    Jan 1998 - Dec 1998

  • Document Production Marketing Executive

    Jan 1997 - Dec 1997
• 

  Dell Technologies

  Aug 2012 - now

  Promoted repeatedly to areas underperforming and tasked with ‘fixing’. Presently serving as Dell Technologies products and solutions portfolio team leader supporting Enterprise Preferred clients as well as Central Area coverage for large projects and implementations. Manages the Dell Technologies account teams and client relationships to deliver enterprise business solutions. • Identifies new business opportunities, including new markets, new clients, new partnerships or new products and services• Creates strategies to successfully reach new business opportunities• Builds relationships with new clients, gauging their needs and developing proposals to address these needs• Maintains and develops relationships with current clients• Develops technology solutions for new and existing clients• Attends conferences and events to build relationships with industry partners and stay up to date with trends.Key Achievements• Won competitive Object Storage platform decision at US Payroll & HR company for $800K and future platform standard.• Secured US Railroad Hadoop storage standard which will include 4 years of growth.• Added an Enterprise TLA, PowerMax and Isilon to US Craft Retailer for $4M.• Mentored 3 team members into District and Area management positions.• Led competitive knockout and implemented a new VxRail for VDI solution. • Delivered Area leading PowerEdge Server business and revenue.• Closed $8.5M Transformational License Agreement (TLA) with US Outdoor Retailer as the first TLA in the Midwest District.• Closed a $17M TLA with US Credit Card Processor as the only Account Executive in Midwest Area to close 2 TLAs in the same year.• Promoted to Midwest Enterprise District Manager with an annual quota of $55+M achieving over 100% of quota attainment in all 12 quarters in the role.• Closed $24M solution including VMAX and TLA for US and UK installations. • Received Central EP MVP Award for driving $36M of Storage business for Central EP in FY’20 Show less Leading a team of Sales Executives and Solution Architects delivering transformational Digital, IT, Workforce, and Security solutions to large enterprise accounts. Focused on achievement of strategic client business goals while also achieving internal revenue objectives. • Rebuilt team skillsets to transition from traditional to cloud-integrated platforms. • Re-established tradition of success for our team and our customers. • Restructured support and go to market models to enable strategic business focus and growth. Show less

  • Client Director

    Aug 2020 - now

  • Business Development Director: Large Projects

    Feb 2020 - Aug 2020

  • Business Development Director: TLAs

    Feb 2019 - Jan 2020

  • Business Development Director – AEGON

    Aug 2018 - Feb 2019

  • Enterprise District Manager

    Oct 2015 - Aug 2018

  • Enterprise Account Manager

    Aug 2012 - Sept 2015