Sales Software
Resume:
LEE A. WALTERS
Redding, CT 06896 *******@*********.***
http://www.linkedin.com/in/lawalte
Business Executive
Software Sales, Sales Consulting, Account Management
To lead business growth through sales leadership by providing senior executive business experience for the
software business through direct sales. To execute a strategic territory business and sales plan, including achieving
sales goal (quota) attainment.
Areas of Expertise:
Sales and Territory Management Operations Management
Customer Relationship Management International Business
Business Development Joint Ventures & Strategic Alliances
New Product and Offering Development Contracts and Negotiation
Distinctive Qualifications
A Sales Hunter and strategic leader who strives for continual creation of new sources of business and profit through
superior customer relationship management skills, improvement of business processes, trends, market intelligence
and product development. High ethics and integrity combined with strong diplomacy and negotiation skills.
Potential Contributions
• Foster and support timely execution of strategic business plans and initiatives geared to creating increased
sales and market penetration
• Encourage development of an high performance sales environment which values both speed and excellence of
execution as well as passion for the mission
• Interact with internal and external constituencies to promote both the opportunities and the values of the
company.
PROFESSIONAL EXPERIENCE
BLUE MOUNTAIN CONSULTING, Redding, CT 2009 – Present
Privately held Sales and Marketing Consultancy
Principal
Blue Mountain is a sales and marketing consultant advising software manufacturers, resellers and used
equipment / IT brokers. Blue Mountain works with Software Vendors on expanding their demand generation / sales
efforts to expand their pipelines in the enterprise software marketplace, with a focus on Information on Demand
products, primarily in data and content management solutions. Also expanding the sales efforts for used IT and
Medical equipment brokers looking to capitalize on trading used IT equipment and the associated asset recovery
services "green" marketplace practices and data destruction needs for large end user enterprises. A primary driver
of that mission is addressing the needs for the disposal and acquisition of used, refurbished and end of life IT
products currently in demand by end users.
IBM CORPORATION, Southbury, CT 2006 – 2008
Publicly held international software manufacturer.
General Electric Software Account Manager (US Enterprise Sales)
Designed and drove the General Electric (GE) aligned account plan for IBM to manage and exceed the IBM US
software business plan for new licenses and renewals, while balancing the need for the IBM software sales to
address the global software opportunity for the GE Account. Achieved software sales growth for IBM by driving
account penetration across all lines of business at GE from the 5 IBM distributed software brands (Lotus,
W ebsphere, Rational, Tivoli, and Information Management). Successfully managed IBM’s software sales
integration and sales management activities for a unique sales team made up of IBM Client Executives and IBM
Software Brand sales team members. Drove process integration activities across all new IBM acquisitions during
IBM’s expansion/acquisition of 10 software companies.
• Worked in a matrixed environment, grew IBM new license business in 2006 to $8M, a yty increase of 20% over
2005, which resulted in 101% achievement of 2006 sales quota.
• Focused shifted to GE Capital in 2007, and achieved 90% of revenue quota, as GE software sales results were
affected by GE divestitures.
LEE A. WALTERS *******@*********.*** Page Two
IBM CORPORATION continued
• Achieved 109% of sales revenue achievement for GE Capital account in 1H 2008. Penetrated the GE
account with the entire IBM SWG software portfolio and ensured that IBM software became more visible to all
departments and lines of business within GE and GE Capital.
• Led the 5 BM Brand software teams, integrating them as a full members of the IBM GE client team and helped
develop the overall software strategy for IBM selling software to GE.
• Provided thought leadership for IBM's software business for GE and the IBM client team.
• Served as a consultant for GE CTO and CIO’s by offering them business acumen and understanding of how
IBM software technology could solve their business problems (Software as a service, virtualization, and cloud
computing).
IBM GLOBAL FINANCE, Armonk, NY 1993 – 2005
Business Development Executive, WW Brand Leader, Retail Sales Solutions (2004 – 2005)
Responsible for Leasing Program Management, responsibilities included increasing attach rate (amount of product
financing against total product sold).
• Worked through IBM’s Retail Store Solution team in AG, EMEA and AP geos to grow leasing volumes for Point
of Sales (POS) equipment.
• More than doubled Worldwide attach rate (eligible h/w sales that was financed) from 6% in 04’ to 16% in 05’.
• Signed IGF’s first distributor incentive program for OEM products with ScanSource to assist in growing OEM
POS and Networking. Initiated contact with new “adjacent space” vendors for IGF - manufacturers (Symbol,
American Power Conversion) which resulted in WW Vendor Financing Programs to both companies.
Business Development Executive, Emerging Business Development (2002 – 2004)
Identified, pursued and developed “single source financing” opportunities for IGF within the IBM Emerging Business
Opportunity teams (Digital Media, Pervasive Computing and Medical Equipment).
• Developed IBM / GARS efforts to assist IBM sales by taking out older technology as IBM bid on new hardware
business through the Global Asset Disposition & Support Services Program.
• Established IGF relationships in the semiconductor mfg equipment leasing market with IBM’s largest
semiconductor equipment suppliers (Applied Materials, KLA-Tencore, Advantest, Lam Research).
Client Executive, Global Parts Sales and Leasing (1999 – 2002)
Optimizing IGF end of lease portfolio by selling service parts harvested from returned PC’s to IBM service
providers.
• To increase sales, developed and sold Spare Parts Leasing Program to IBM service providers (Solectron,
Entex) as well as IBM Technology Group customers in the distribution channel (Avnet, Bell, Synnex).
• Established first parts leasing cabinet on a 2 year pilot with IBM’s largest Business Partner, Avnet. Program
results in the first year resulted in $30M “parts leasing” portfolio for both IBM Tech Group and IBM Global
Services customers.
Strategic Account Executive (1998 – 1999)
Managed 6 Key Account working capital channel financing relationships (Ingram Micro, Merisel, EnPointe, Savoir,
MicroAge and Vanstar (aka Computerland) representing annual financing volumes of $3.2B and gross profit $15M.
• Maintained supplier executive relationship with Compaq Computer, and elevated the non-IBM channel
financing from Compaq through IBM Global Financing to $1.9B in 1998.
• New account originations totaling $1.1B in new financing volume from funding Avnet, IBM’s largest Business
Partner. Developed IGF’s “inventory revolving line of credit” with ASI for $2M .Increased new financing in
existing accounts by $150M in 1H' 98 and originated 10 new opportunities .
Program Manager, National Account Marketing (1996 – 1997)
Managed a mix of P.C. leasing strategic account executive relationships and National Account working capital
supplier relationships. Customized leasing and working capital financing programs to targeted partners.
• Worked with field marketing and headquarters resources to achieve both leasing and working capital lease
originations from 4 strategic partners grew from $5M in 1996 to $50M in 1997. Inventory Financing volumes
increased 25% in 1996 from $3.5B to $4.4B in l996.
EDUCATION
BS, Business Administration, School of Professional Studies, Ramapo College of New Jersey, Mahwah, NJ
BA, American Studies, Ramapo College of New Jersey, Mahwah, NJ
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