Project Manager Sales
Resume:
Scott A. Grant, PMP
Overland Park, KS 66213
Home: 913-***-**** *****.*.*****@*********.*** Cell: 816-***-****
SUMMARY
A proven achiever and team leader with more than 20 years' experience in
sales and marketing. Major strengths in identifying, packaging, selling and
project managing complex services solutions. An analytical thinker and
strategic planner who enjoys helping others utilize their capabilities to
achieve maximum results.
CORE COMPETENCIES
Consultative IT Sales Project Management Market
Management
Financial Management End User Services Team Leadership
PROFESSIONAL EXPERIENCE
IBM CORPORATION, Leawood, KS 1983 - 2009
IT Services Manager, IBM Global Services 2008 - 2009
Identified new opportunities and sold Infrastructure Technology Services
portfolio to Fortune 100 telecommunication accounts.
. Grew year to year sales in a period that suffered great declines in the
overall telecommunications industry.
. Developed a balanced portfolio of opportunities through effective teaming
with other IBM brands.
Services Product Leader 2007 - 2008
Provided leadership for End User Services East Region team to package and
sell complex solutions including global Service Desk, and multi-site IMAC
services to large financial institutions, railroads, and manufacturers.
. Led initial global service desk sales effort for a medical supply company
that eventually resulted in signings of $5M.
Solutions Engagement Manager 2005 - 2007
Led the technical solutioning of services opportunities, including the
development and delivery of RFP written and oral responses.
. Generated $51M in signings by leading and developing over 35 global IT
services based solutions for sales teams in support of specific client
needs.
. Contributed to the published intellectual capital with updated marketing
and technical information in support of large data center moves and
service desk capabilities.
. Provided mentorship to a team of Solution Engagement Managers and sales
team members to develop more effective sales proposals.
Principal 2001 - 2005
Managed the rollout and deployment services business for retail sector
accounts in Kansas, Missouri and Arkansas.
. Grew the OEM services and rollout business by an average of 23%/year over
a 4 year period in support of the retail industry.
. Sold and delivered a customized self checkout solution at a large
retailer that generated over $50M in revenue, achieved its profitability
expectations and high customer satisfaction.
. Sold and delivered multiple POS deployments for 3000 plus stores/customer
in a manner that achieved high customer satisfaction and profitability
performance.
. Recognized with "IBM Leadership Award", the highest company award for
outstanding sales leadership.
Scott A. Grant, PMP Page Two
IBM CORPORATION (continued)
Project Manager 1998 - 2000
Led a team of project managers to improve the financial performance of
existing contracts and provide mentorship in the early planning and
execution of projects.
. Doubled the gross profit of a $50 million services business in one year
by carefully managing 22 project managers in the financial performance of
their contracts.
. Led the planning and early execution phases of an $18M, 54 man-year GEO-
SYSPLEX project for a Fortune 100 company within the client's budget and
schedule constraints that resulted in very high customer satisfaction.
. Led targeted marketing blitz for K-12 USF opportunities in Kansas,
Oklahoma and Arkansas generating $1.5M in revenue.
Financial Marketing Advisor, IBM Credit Corporation 1996 - 1998
Sold PC leasing and Asset Management Services in the Kansas City, Topeka
and Jefferson City geographies.
. Grew the market presence in the territory from $0 to $12M within a 24
month period.
. Educated the Business Partner Channel on the value of PC leasing as a
form of lead generation.
Client Representative, IBM Sales & Distribution 1994 - 1996
Sold the company's portfolio of hardware, software and services to a long
distance Telecommunication Company as part of a larger account team.
. Competitively won the revenue network infrastructure business and grew it
from $0 to $8M within 3 years.
. Led cross functional team of field representatives, inside sales, and
direct marketing to develop and execute a coordinated market segmentation
plan generating $20M of revenue.
. Recognized with the "IBM Golden Circle Achievement", the company's
highest award for outstanding sales performance.
Market Management Advisor 1991 - 1994
Introduced and implemented Market Management processes for regional sales
organization.
. Led 118 field professionals in the process of defining and analyzing
market segments, selecting target markets and building appropriate
business plans for each market.
. Recommended and assisted in the restructuring of the sponsoring
organization to address market strategies which significantly improved
profitability.
Account Representative 1983 - 1991
Sold the company's portfolio of products to select accounts in the mutual
fund, banking and utility industries.
. Over-achieved the sales performance objectives every year while on quota,
generating $10M - $22M in annual revenue.
EDUCATION
MBA, Statistics emphasis, University of Kansas, Lawrence, KS
BSBA, Marketing, University of Tulsa, Tulsa, OK
CERTIFICATIONS
Certified by the Project Management Institute as a "Project Management
Professional"
Certified by IBM as a "Senior Project Manager"
George Washington University for Project Management, 1999
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