Experience

• 

  Ibm canada ltd.

  Jan 1984 - Jan 1986

  Marketing programs rep

  Corporate mid-range server sales, competitive analysis.

• 

  Ibm canada ltd.

  Jan 1987 - Jun 2007

  Developed and managed a cross-sell and up-sell program (Attach Rates) for ibm.com division (telesales and web) in 2004. Promoted the division’s “share of customer wallet growth” success while part of IBM global corporate Attach Rate Project Office. Drove the division’s Intel server brand (xSeries) sales for opportunity identification and ownership revenue.• Built global cross-sell and up-sell management system, enablers and plays resulting in incremental revenue (109% of plan) and 9% point increase in servers sold with Storage, Software, and Services.• Initiated and launched a global sales tool (“Attach Connector”) to drive up cross-sell opportunity identification. The tool has been used for the past six years.• Led Intel server brand to achieve division’s ownership and opportunity identification targets. Show less Corporate Client Relationship rep for Bank of Montreal account with assets of $80 Billion and 1,200 branches. Variety of banking sales roles in wholesale, retail, and data centre.• Sold first North American all digital-based trading-room. The win gave IBM its first presence in Trading Room control plus hardware and services revenue against competition with 90% market share. Received a “Director Financial Services Award” for outstanding innovation.• Sold multiple IBM mainframes and replaced two competitive ones by recognizing alternate currency value, eliminating competitive production mainframe computing at the account. Show less

  • Business Unit Executive

    Jan 2006 - Jun 2007

  • Global Brand Leader

    Jan 2004 - Jan 2006

  • Business Unit Executive

    Jan 2001 - Jan 2004

  • North American Telesales Manager

    Jan 1999 - Jan 2001

  • Corporate Channel Client Manager

    Jan 1998 - Jan 1999

  • Sales Specialist

    Jan 1994 - Jan 1998

  • Client Rep, Bank of Montreal Account Team

    Jan 1987 - Jan 1994
• 

  Infoprint solutions

  Jun 2007 - Jan 2012

  Optimized global sales coverage and opportunity identification using in-house and outsourced resource. Directed Japan and Russia’s business partner and tele/web sales growth planning with headquarters across sales, development, marketing and communications. Initiated changes in content and process enhancements for new partner back office system usability.• Created opportunity revenue from new leads by building a global tele/web-based sales team that expanded sales coverage and opportunity identification for field reps and business partners.• Developed a global lead management system across sales routes, sources, and owners that doubled the conversion rate of leads to opportunities, increasing opportunity revenue.• Created interactive sales Price Guides increasing automation, reducing workload, and enabling more effective cross-brand selling. Show less

  • Global Director InfoPrint.com and Channels Manager

    Jun 2008 - Jan 2012

  • General Manager InfoPrint Solutions Canada Inc.

    Jun 2007 - Jun 2008
• 

  Ibm canada ltd.

  Jan 2012 - Jan 2015

  Responsible for the Canadian division of IBM's largest global distributor and their associated partners across Canada; including new partner recruitment.Responsible for business partner satisfaction and key relationships with partner principals; advocate within IBM to balance partner margins with IBM profitability.Developed significant revenue growth by driving strategy and transformational change; innovation and an optimized sales model; collaboration and partnership with IBM brand executives. Show less

  • Business Unit Executive, Business Partners

    Feb 2013 - Jan 2015

  • Business Development Executive, Expert Integrated Systems and Cloud Computing, Business Partners

    Jan 2012 - Feb 2013
• 

  Ibm canada ibm canada limitee

  Feb 2015 - now

  Principal storage technical specialist manager, canada

  Lead a team of Storage Technical Specialists covering Industry and Enterprise Accounts nationally across Canada and the Caribbean.• Manage client relationships within the IBM sales organization, and within the client's technical and business community• Drive technical demand initiatives that help to achieve profitable revenue, expense plan and market share growth in Storage solutions.• Drive team to provide effective technical sales leadership with customers and business partners Show less