Experience

IBM

• China
• Software Development
• 700 & Above Employee

• • Mar 2022 - Present

• • Jan 2021 - Mar 2022

  • Services Sales Executive for the entire IBM services portfolio including Cloud, Resiliency, Cyber Security, Cyber Recovery, RedHat, Network, Analytics, AI/ML, ERP and other Managed Services offerings.• Engage and build relationships with C-class client executives and Directors to resolve business issues, cost takeout solutions and help my clients create roadmaps to the Cloud.• Focus on opportunities ranging from $1M-$10M in TCV• Lead client engagements and manage Sales Specialists, SMEs and other pre-sales technical teams• Manage and own the financials GP & TCV, including IBM Executive review and approvals.• Collaborate with IBM teams to develop SOWs, SLAs, C&N and T&Cs.• Work with IBM teams to respond to RFQs, RFPs, NBIEs and BAFOs. Show less

• • May 2019 - Jan 2021

  • Services Sales Executive for IBM Resiliency/Disaster Recovery offerings and services including DRaaS, Cyber Incident Recovery, Cyber Recovery Vault, Resiliency Orchestration. • Account/project Management – client satisfaction, escalation management, client expectations, lead project status meetings, strategic planning, risk management, change management(PCR) and eliminate project blocking issues• Provide sales engagement leadership for new and existing customers/install base• Engage with client C-suite, Director and Senior Management• Manage/lead technical sales teams during client engagements• Collaborate with internal financial teams to determine pricing• Negotiate pricing, terms and conditions with client executives• Develop and manage DOUs, SOWs and Scope of Service documents Show less



IBM

• China
• Software Development
• 700 & Above Employee

• • Jan 2004 - Jul 2016

  • Provide technical pre-sales solution and post-sales delivery support, requirements gathering/assessment and solution design for account teams in the field. Delivery project management support for the implementation of the solution and follow-up sales opportunities.• Present IBM’s resiliency and high availability offerings to client management for Cloud, IaaS, virtualization, data replication and other IBM Resiliency managed service offerings.• Technical solution design team lead for Oracle/Sun/Solaris/Sparc, HP Integrity & PA-RISC/HPUX, DEC/VMS and HP/Tandem/Non-Stop platforms. Additional support of IBM/SystemP, Mainframe/SystemZ and Wintel platforms. Technical support and solution design for IBM, EMC and NetApp enterprise storage platforms.• Collaborate with our delivery and quality assurance teams to determine the best technical solution(s) and price point for the client’s successful recovery. Participate in development of Statement of Work(SOW)• TOGAF Enterprise Architecture certification Show less

• • Jan 1998 - Jan 2004

  • Provide project leadership for multiple teams of direct report Project Managers, Engineers, SMEs and HelpDesk and pooled technical resources in the daily operations of the client’s steady state production/development environments.• Manage/Own client satisfaction for the delivery of all Web environments, new infrastructure rollouts and Data Center Migrations• Verify IBM is achieving our SLAs based on current and any new contracts that will be implemented• Manage the Profit and Loss for the delivery of new and existing projects.• Discuss RCAs and the propose resolutions with client executive management• Verify contract SOW are being fulfilled and minimize scope creep• Manage the implementation of new projects, PCRs and contract renewals/changes.• Develop and implement risk-assessment plans and quarterly reviews with the client Executives• Mentor/coach less experienced team members.• Verify all groups are using and following strict change control processes and procedures with both internal and external business units• Work with Client Executives to identify new business and growth opportunities. Show less



Cerner Corporation

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Senior Pre-Sales Technical Solution Architect

  • Jan 1992 - Jan 1998

  • Provide technical sales support for sales team in Healthcare applications including Pathology, Oncology, Radiology and other healthcare lab departments • Team lead for IBM RS6000/Power Systems and storage technologies • Discuss and gather customer infrastructure requirements • Create solution(s) based on the customer requirements • Present the solution to the client and discuss alternatives • Provide technical sales support for sales team in Healthcare applications including Pathology, Oncology, Radiology and other healthcare lab departments • Team lead for IBM RS6000/Power Systems and storage technologies • Discuss and gather customer infrastructure requirements • Create solution(s) based on the customer requirements • Present the solution to the client and discuss alternatives



Black & Veatch

• United States
• Engineering Services
• 700 & Above Employee

• Systems and Network Adminstration/Systems Software Developer

  • Jan 1981 - Jan 1992

  • Provide technical support for multiple computing and data center environments • Manage daily operations of DEC/VMS, Unix, storage and networking platforms • Perform operating system installs and upgrades • Troubleshoot hardware and operating system issues • Provide technical support for multiple computing and data center environments • Manage daily operations of DEC/VMS, Unix, storage and networking platforms • Perform operating system installs and upgrades • Troubleshoot hardware and operating system issues