Selling, Leading, Teaching - and having the difficult conversations

Greg Dyche – VP of Sales / MBA

Mobile: 402-***-**** *********@*****.***

Profile / Summary:

A seasoned Sales Manager with 13 years of sales experience, 7 years of extensive technology experience, and a track record of instilling the required daily discipline to enable success. Key strengths include: translating complicated features to easily understood benefits, winning the support of remote channel sales team, teaching Change Leadership at the MBA level, and facilitate the difficult conversations needed to maintain a healthy, high-performing team.

Expertise:

Leading difficult conversation

Graduate Level Teaching

Change Management

Sales Coaching

Sales Training

Sales Productivity

CRM implementation

CRM administration

Relationship Selling

Leading Remote Sales Team

Career Highlights:

IBM Software sales for the quarter were lower than normal. As IBM Client Executive, I was asked to win a large software project months ahead of schedule. Based on the relationship I had built over the past year, I was able to ask for an expedited purchase. The client asked me if I needed the sale, and when I said yes, he said okay. With two days left in the quarter, we got the signature for a $1,000,000 software contract, 3 months ahead of schedule.

Jet Linx Aviation CEO asked if we could switch from free membership to paid membership. As VP of Jet Card Memberships, I lead the remote team of 20 salespeople through the transition. Created the answer to ‘Why pay for membership?’. Wrote new copy for advertising campaign. Conducted daily training webinars and wrote training manual documentation. Revenue for new agreements was 10x the month before.

Jet Card Sales team had 60% attrition rate due to low performing salespeople. Even though it wasn’t my job role, I accepted responsibility of the hiring process and leading the in-house recruiting effort. Researched which key attributes describe successful salespeople. Interview process was altered to focused work product. For example, follow-up methods, calling instead of only emails, handling objections, and hand-written notes weighed heavily in the hiring decision. New hire attrition rate fell to 15%.

Career History:

Employer: Jet Linx Aviation

Position: VP of Jet Card Sales

Dates: Oct 2015 to Present

Jet Linx Aviation, the third largest managed fleet in the country, manages private jets for owners and sells spare capacity to members.

Managed within a matrix channel sales structure

Balanced different agendas and needs between local owners in 14 cities with national headquarters.

Created new position of VP of Jet Card Sales

Coached a team of 20 remote, outside sales reps in 14 different internal companies

Started actively using sharepoint and living off of the documentation.

Wrote new training manual, best practices, process documents, and marketing material

In first 60 days, doubled the number of salespeople on the team.

Implemented effective hiring process, including internal and external recruiting

Oversaw creation of new membership product

Transitioned from Salesforce to SugarCRM saving $100,000 in software licensing per year.

Built a team culture through active sharepoint documentation, email groups, weekly team meetings, and bi-annual sales summits

Employer: IBM

Position: Client Executive and Services Client Representative

Dates: Jun 2012 to Oct 2015

IBM is the world’s leading technology innovator and services company.

●Established new line of business relationships outside of IBM’s normal technology circles of influence.

●Maintained the IBM image and client relationship at five enterprise accounts: Union Pacific, Mid-American Energy, CSG, Valmont, and West Corporation.

●Guided over 25 individuals inside a matrix organization to consistently achieve a $40 million-dollar target.

●Attended Master Deal Management and Global Industry Insight training, normally reserved for more senior client executives.

●Achieved 100% club.

●Sold direct from IBM and through a collection of IBM Business Partners.

Employer: Nebraska Methodist Hospital (NMH)

Position: Data Center Director, Chief Information Officer, and IT Manager

Dates: Aug 2009 to Jun 2012

Nebraska Methodist Hospital is a $700 Million, 3 Hospital, 30 clinic health system.

●Lead infrastructure teams, including IBM and HP Systems, IBM Storage and Cisco Network.

●Managed three direct reporting managers and 40 total staff members. $19 Million budget.

●Focused on enabling physicians and health providers to care for patients.

●Pursued flawless execution through strict process compliance with a focus on process improvements.

●Negotiated $20 Million-dollar hosting agreement with Cerner.

●Transitioned to an outsourcing environment.

●Drove internal sales culture through proactive customer service.

Employer: MSI, Inc.

Position: Healthcare Client Executive and Technical Sales Specialist

Dates: Oct 2004 to Aug 2009

MSI was a leading IBM Business Partner selling product and services throughout the US.

●Expanded and Created new territory by using in person cold visits for 9 months to every critical care hospital between Des Moines, IA and Scottsbluff, NE

●Led the team of Technology Specialists to address the ongoing Health IT needs.

●Sold IBM UNIX products and services.

●Specialized in competitive replacements.

●Achieved President’s Club two years, averaged $15 million per year in IBM UNIX sales.

Employer: Nebraska Methodist Hospital (NMH)

Position: Senior AIX Systems Programmer and System Administrator

Dates: Sept 2001 to Sept 2004

Nebraska Methodist Hospital is a $700 Million, 3 Hospital, 30 clinic health system.

●Reduced upgrades to 30 min from 6 hours by using alternate disk migration.

●Migrated IT Department from standalone to centrally administered partitioned systems; enabled staff to do more with less people.

●Wrote Perl scripts for automated log review, eliminating human error.

●Conducted user training to increase productivity of clinical team.

Employer: Availant Inc.

Position: IBM Technical Instructor

Dates: Jan 2001 to Sept 2001

Availant was an Authorized IBM Training Partner.

●Created new revenue stream for the company by selling my services and conducting on-site installation and training for select clients.

●Certified to teach Advanced AIX and High Availability, at an accelerated pace 1/3 of typical average.

●Automated and significantly streamlined the classroom setup by using Network Installation Manager

Employer: MSI, Inc.

Position: AIX Systems Integrator

Dates: Oct 1997 to Dec 2000

MSI was a leading IBM Business Partner selling product and services throughout the US.

●IBM Certified Advanced Technical Expert, AIX, in first 7 months, a record time.

●Performed over 30 HACMP installations for clients

●Conducted Pre-Sales Training to reduce time to value for clients.

Employer: Various Automotive Dealerships

Position: Customer Service Facilitator, Service Advisor, and Vehicle Salesperson

Dates: Mar 1992 to Oct 1997

●Led Customer Service improvement efforts

●Managed team of 4 Technicians to sell $50,000 in service monthly.

●Maintained highest levels of Customer Satisfaction consistently.

Employer: United States Air Force

Position: German Airborne Cryptologic Linguist

Dates: Jun 1985 to Feb 1992

●Top Secret, SCI Clearance – East German Specialist and Trainer – Honorable Discharge

●850+ hours in EC-130

Education:

MBA, Creighton University, Omaha, Nebraska, 2009 to 2011

oGraduate Student of the year 2011, Creighton University Business College

Bachelor of Arts, Information Technology Management, Bellevue University

Associate of Arts Degree, University of Maryland, USAF, Germany, 1991

Recommendations:

“Greg’s not only a gifted sales professional - he’s also a skilled technical expert. Whether working under a time crunch, leading detailed systems architecture discussions, or coordinating the finer points of a technical implementation - I could always trust that Greg would guide our projects to success. In my routine interactions with information technology suppliers over nearly 20 years, Greg stands out as one of the most capable, dedicated, and thoughtful professionals with whom I’ve had the pleasure to work.”

Matthew N. Behrens, MBA, Chief Technology Officer, State of Iowa

“He is one of the most interesting students I have taught in almost 30 years of teaching MBA classes, and I also hired him to teach as an adjunct instructor after he graduated from Creighton’s MBA program.”

Dr. Deborah L. Wells, Associate Dean, Academics & Faculty, Heider College of Business Creighton University

“Greg particularly excelled due to his strengths in: 1.) keeping up on the latest technology information and quickly adapting it into his training material 2.) his unsurpassed enthusiasm for his work, both in the classroom and as part of our Austin team, greatly helping Availant become ranked as one of the top 50 privately held companies in America. 3.) his ability to interact with his students, who always gave him high performance marks I would highly recommend Greg for any position, but especially in a teaching role. His passion and demonstrated success, as seen from Availant’s experience with him, make him an excellent candidate.”

Don Lamb, Program Manager, IBM STG WW OEM Partner Management

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