GARY J. KEARNEY

Swansea, MA *****

ac2dkx@r.postjobfree.com 508-***-**** www.linkedin.com/in/garykearney

SALES & ACCOUNT MANAGEMENT LEADER

Global Cloud Sales Leader Product Portfolio Sales Consultative Selling

Accomplished C-Level Sales and Business Development Leader SME well versed in developing and driving cloud and on-premise revenue, has extensive experience establishing and leading relationships with key stakeholders and decision makers spanning multiple industries. Commands all aspects of sale cycle, pipeline creation, prospecting, presentations, proposal creation and experience in budget negotiation. Proven retain and grow client retention strategy while understanding competitive business landscape and managing strategic partnerships relationships.

Effective Strategist in translating business requirements into technical product specifications, resulting in the recommendation of products and services that are narrowly tailored to meet the unique needs of each client across a variety of industries.

AREAS OF EXPERTISE:

Cloud Sales SaaS SME PaaS SME C-Level Suite Relationship Building Key Account Management Strategic Business Partnerships Territorial Growth Client Growth & Retention Product Launches Client Engagement

Technologies:

IBM Cloud IBM BlueMix Microsoft 365, Azure Unified Communication AWS Social Software Web Content Manager Open Source

PROFESSIONAL EXPERIENCE

IBM CORPORATION

Sales Leader, Integrated Collaboration Solutions (Domino, Sametime, Connections) 2007 – Present

Managed $200M Messaging and Collboration revenue plan and supported global sales team. Creates sales and enablement plays for maintaining stream revenue and developing territorial growth plan to exceed revenue targets.

Closed the largest cloud portfolio SaaS deal ($4.4M), resulting in 110% year-to-year growth and beating revenue targets.

Achieved outstanding and exceptional results, delivering 118% year-to-year growth and shattering revenue goal by 240%; throughout tenure, consistently surpassed annual sales targets by 15%, building the business to $350M in annual revenue.

Restarted the focus on Application Modernization strategy approach working with partner lead solutions and cloud offering to help drive stream revenue and reinvigorate channel ecosystem. This effort helped several large accounts retain subscription and support, avoiding stream erosion and competitive displacement of IBM.

Captured 1st cloud SaaS win with Avea Mobile resulting in multiyear deal for $1M by collaborating with client and team members, creating client solution addressing client concerns through design, build and manage approach while maximizing client satisfaction and retention through effective pricing, SLA and contract terms and conditions.

Negotiated complex contract for over $20M with Solaris Bus in Poland and Sportmaster in Russia, moving business from an on-premise solution to cloud SaaS.

Increased new sales opportunities by creating Worldwide business partner’s Hackathon to highlight Cognitive Applications designs using IBM cloud BlueMix APIs that increased new sales opportunities.

Led sales and marketing activities for IBM’s Lotus Protector for Encryption, building enablement client facing materials, identifying and eliminating blockers, client territory planning and achieving a strategic win at Colgate.

GARY J. KEARNEY ac2dkx@r.postjobfree.com PAGE 2

Northeast Client Sales Manager for Application Management Services 2004 – 2007

Charged with increasing penetration into Public Sector, Healthcare, State and Local Government accounts by providing staffing and managed services solutions. Oversaw the development of proposals in response to RFQs and RFIs for contracts of all sizes.

Skyrocketed revenue from zero to $40M. Assumed a lead role in assembling subject matter experts (SMEs) from software, services, and management in building a solution for the NYPD that established simultaneous communications between 911 operators and police and rescue personnel.

Strengthened existing account relationships anchored by sales with key clients that included Blue Cross Blue Shield, New Jersey state courts, and the city and state governments of New York; cultivated contacts with key stakeholders.

Coordinated all RFI, RFQ responses and led training / professional development sessions, building Sales Force knowledge in application services offering, through design, build and managed approach and outsourcing models.

Managing Sales Principal, Engineering and Technology Services 2002 – 2004

Provided outsourced engineering and technology services to key clients in OEM markets, showcasing the value proposition of incorporating IBM’s IP and engineering resources into the prospect’s product portfolio.

Achieved $2.2M in new signing for E&TS medical segment at Ventana Medical, Natus and Datascope by developing strong executive relationships and serving as solution specialist.

Worked closely with Healthcare and Life Science Team as SME, generating pipeline and expanding E&TS footprint.

Navigated complex RFI processes, coordinating team responses in capturing high-profile, lucrative contracts; post-award, directed the actions of Sales, Delivery, and Contracts teams to ensure the satisfaction of all client expectations.

Business Development Manager 1998 – 2002

Managed team of 5 professionals that surpassed revenue goals by $30M, through the execution of expansion strategies that boosted penetration into distribution and OEM channels.

Built business line strategic plans to capture business of more than $1B, securing agreements with mid-level accounts for standard and custom networking solutions.

Gathered client feedback on product features and performance to feed product development process and drive growth of strong offerings designed to excel in challenging and highly competitive market; directed development of business cases that resulted in the development and launch of 7 products.

Led the development of 3 marketing competitive support packages for the benefit of field sales and distribution teams.

Delivered over $200M in PowerPC design wins with clients that included Apple, Foundry Networks, Nokia, Nortel, Cisco Systems, Lucent, and Ericsson.

ADDITIONAL RELATED EXPERIENCE

CHERRY SEMICONDUCTOR CORPORATION, Rhode Island

Worldwide Sales Support Manager, Senior Production Planner

EDUCATION

Bachelor of Science (BS) in Management

JOHNSON AND WALES UNIVERSITY, Providence, RI

GARY KEARNEY - SAMPLING OF TESTIMONIALS / RECOMMENDATIONS:

Gary is a seller’s seller he is passionate about his customers, and is a willing and effective advocate for their point of view, because he recognizes that creating a relationship of trust with his customers will yield them, his company and himself the most meaningful outcome. Gary's record of success is the best demonstration of this positive and long term oriented attitude.

Hissan Waheed, IBM Sales

Gary Kearney and I were working together at IBM Corporation for over 10 years. I thoroughly enjoyed my time working with Gary, and came to know him as a truly valuable person to absolutely any team. He is honest, reliable and hard-working. Beyond that, he impresses his experience who is always successfully leads to solve even the most complicated projects. His knowledge of managing IT Business and expertise in software solutions was a huge advantage to our entire brand in IBM. Along with his undeniable talent, Gary has always been an absolute joy to work with. He is a true team player and manager, and always manages to foster positive discussions and bring the best out of other employees. As a dedicated and knowledgeable employee and an all-around great person, I know that he will be a beneficial addition in any organization. Please feel free to contact me at my LinkedIn profile should you like to discuss Gary’s qualifications and experience further. I’d be happy to expand on my recommendation.

Andrzej Olsztynski, IBM, Enterprise Social Solutions Manager

Gary and I have been on the same team for three years. I have always been impressed with Gary’s ability to get opportunities closed in difficult markets. As an example, Gary led our software segment in Central and Eastern Europe. This region is challenging due to dozens of languages, dynamic cultures, and local laws. His personal relationships and focus on client requirements are keys to his success.

Chuck Stauber, IBM Sales

Over the last year, I have been fortunate to build a strong working relationship with Gary Kearney.

He is a seasoned Executive who is extremely professional who has proven experience in driving revenue and understands what is necessary to build Business Partnerships. Extensive Global Experience and a network of global partners that he has built that has created significant new revenue. Gary has an outstanding background in technology that includes enterprise solutions, application modernization, cloud and mobile solutions. He is always thinking what is best for his customer / partners with his creative and energetic approach. Gary invites a two-way dialogue to work through tactics, strategies and situations and there is never any hesitation or procrastination when his help is needed. He is an Executive that is a great asset who can help build companies and increase their value.

Bill Reich, Executive Sales Management, IBM

For more recommendations, please visit my LI profile:

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