Sales Project Manager
Resume:
SHANE PIDGEON
Durham, NC 27703
Home: 919-***-**** ************@**.**.***
OBJECTIVE
A marketing, sales, and project management professional looking to obtain a position where my 15 years business and technical
expertise can help contribute to my future company’s success.
PROFESSIONAL EXPERIENCE
International Business Machines - Research Triangle Park, NC 1994 – Present
IBM Strategy and Portfolio Marketing Manager (2006 – Present) - Created the offering strategy for multi-billion dollar
Mid-Market customer segment for a portfolio of over 200 offerings across five divisions and executed globally through a
thousand plus sales staff and business partners. Managed the overall portfolio health including driving the requirements,
development, and launch of new offerings.
IBM Sales and Marketing Manager (2001 – 2006) - Led global and Americas marketing for PC and Intel server leasing
business driving company record attach rates and revenue growth. Marketing and process lead for dedicated sales team of 22
representatives and segment lead for over 300 sales representatives.
IBM Sales and Operations Manager (1999 – 2001) - Managed sales programs, marketing, and operations for PC and Intel
Server options and leasing globally. Drove programs to maximize profit in every transaction. Managed sales compensation
strategy, operations, sales reporting, and deal escalations.
IBM Project Manager and Operations Specialist (1997 – 1999) - Recruited by the VP of Sales to lead all sales operations for
$10B PC and Server sales division in United States and Canada.
IBM IT Project Manager and Team Lead (1995 – 1997) - Led cross divisional technical team of 12 creating IBM’s first
Windows based B2B collaboration system and a team of 14 managing vendor support services for EDI.
IBM Operating Systems Support Specialist (1994 – 1995) - Executed operating system support for PC DOS, OS2, and MS
Windows for first, second, and third level support for IBM business customers
ACCOMPLISHMENTS
Managed the creation of 60 new offerings driving $600M+ in new revenue
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Managed the withdrawal of 12 offerings saving $2M+ in expenses
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Created and managed first ever primary research on an offerings portfolio for a customer segment in IBM
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Project managed the development of the first ever offering workflow system utilizing XML and DB2 that managed all
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offering creation across 5 divisions, 200 offerings, and supplying marketing information for 2,000 sellers
Created a hero offering strategy significantly increasing marketing spending behind a highly enabled portfolio subset
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driving over 50% of the annual revenue from 10% of the total offerings.
Managed the budget for offering creation tools saving 5% and 15% of budget in 2006 and 2007 respectively
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Exceeded 100% of quota every year on sales quota
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Drove $1B+ annual lease originations through the development, launch, and management of new lease products
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Shifted 50% of lease sales from face to face to channel partners reducing sales costs by over $5M annually
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Won IBM Global Financing 2005 Innovation Award for creating three new leasing products and services.
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Won IBM Global Financing Director Award for creating a new leasing go to market strategy including business
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transformation, sales education, marketing, coverage, and channel enablement.
Keynote speaker for IBM Global Financing at more than 50 trade shows and conferences
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Created a new pricing methodology reducing discounting from $200M to $30M per year while still achieving double
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digit sales growth; won award
Implemented new sales compensation strategy shifting contribution from revenue to profit for over 2,000 sales
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representatives
Redesigned how pricing was featured in advertising contributing to 45% lease attachment growth from advertising
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Won VP Award for implementing profit multipliers into divisional processes include pricing, administration, bid tools,
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reseller rebates, marketing, and sales.
Created management system and analytics for daily and weekly updates for sales forecasting, budget management,
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supply chain management, client evaluation inventory, and productivity
Won VP Award for project managing the creation of an opportunity management system used to manage $10B in
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annual opportunity revenue driving over 50,000+ opportunities at any one time
Won award for project managing the creation of loaner tracking models and tools for equipment loaner program,
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tracking thousands of PCs and Servers to hundreds of customers.
Managed IBM’s largest EDI implementation of over 6,000 connections to 2,000 business partners in less than one year
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LEADERSHIP EXPERIENCE
Managed IBM Global Financing’s largest partner relationship driving over $800M in annual sales for Americas
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Managed all critical deal escalations including customer satisfaction, pricing, supply and technical RFPs
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Created and executed weekly sales cadence process with regional sales executives driving sales leads, pipeline and
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forecasts
Managed technical teams of up to 12 and business teams up to 14 for call centers and data centers
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Progressed to team lead of 20 in less than six months from initial hiring
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FORMAL EDUCATION
BS, Computer Information Systems, Marist College
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ADDITIONAL TRAINING AND CERTIFICATIONS
Received certifications in engineering from both Microsoft and IBM on Windows and OS2
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Certified in Premenos EDI translators
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Formal software training for Lotus Notes, MS PowerPoint, MS Excel, MS Word, Lotus 123, Lotus Approach, MS
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Access, Brio, Essbase, DB2, MS Windows, QMF, SQL, Coremetrics and many more
Over a dozen courses in leadership, coaching, managing, communication styles, etc
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Annual diversity trainings including global cultures, domestic work environments, working with disabilities, etc
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EDUCATION I HAVE TAUGHT
PC and Intel Server market trends (Annually from 1998 – 2006)
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Leasing in high volume sales environments (Annually 2001 – 2006)
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Pricing to win (Annually 2001 – 2006)
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Leveraging channel partners and relationship sales (Annually 2001 – 2006)
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Opportunity management strategies (Annually 1995 – 1999)
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Brio for data analytics (As needed 2006 – 2009)
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Various other classes on new product offerings and selling strategies (As needed 1995 – 2008)
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