JERRY L. TIPPITT

MISSION STATEMENT

To provide over twenty years of technical sales and sales management excellence to an established, yet agile independent software vendor, ensuring the near-term financial success of the enterprise while establishing invaluable long-term customer satisfaction.

PROFESSIONAL EXPERIENCE

2013 - Current IBM Houston, TX

Software Client Leader, Oil & Gas, Utilities, and Insurance responsible for understanding senior executive initiatives and matching those with the over 3000 software solutions offered by IBM.

Closed back to back ELA contracts with American National Insurance Corporation for over $8M each.

Took a very negative customer audit situation and turned it into $2M in revenue and retained a very healthy relationship with Hess Corporation.

Closed significant business with Plains All American Pipeline, helping them to meet the recommended practices of the API 1173, Pipeline Safety Management System.

2011 - 2013 BMC Software/Numara Software Houston, TX

Area Director, Western US & Canada responsible for stabilizing the Western Salesforce and growing BMC software revenues in 6 territories with 4 members each.

Finished the Numara “shortened” 2012 fiscal year as the #1 team globally.

Replaced 5 out of 6 Field Account Executives in 2013 fiscal year, leading to almost 100% revenue growth.

Worked with the Field Sales Engineering Manager to bring-on and ramp 5 new Sales Engineers.

2010 - 2011 JAMF Software Houston, TX

Vice President of Sales, Global responsibility for building-out the Sales and Systems Engineering organizations in the US, while extending JAMF's reach thru partners in Asia and EMEA.

Created a sales franchising model and hired 7 teams across the US, positioning the company to double revenue after 8 months, $10M -$20M.

Expanded relationship with all Apple field sales and mapped sales teams to every Apple store in their regions.

Took a startup-mentality in sales and moved them up the maturity curve to become a professional sales organization.

Re-tooled the pricing model to introduce tiers and suites to increase deal size and land more product titles with customers.

2009 - 2010 Matrix42 Software Houston, TX

Director of Sales and Marketing, Americas responsible for building-out Sales and Marketing organizations in the US for a German manufacturer.

Stabilized shrinking revenue and closed the largest deal for the company in the previous 2 years.

Established new pricing models and product “suites” that led to significantly larger transactions.

Aided in establishing the company’s alliance with BMC Software for client lifecycle management.

2004 - 2009 Symantec/Altiris, Inc. Houston, TX

Area Director, Central US responsible for managing 7 Enterprise and 3 SMB sales teams covering 19 states for one of the most dynamic PC Lifecycle Management software companies in the world.

Increased Area revenue from $30-$50M in 4 years, growing the Area by 30% that had only grown 5% in the previous 2 years. Achieved 100% Club for 3 years as an Area Director and 2 years as a direct contributor.

Set new sales records in all territories in FY’08 & FY’09.

Brought stability to the Central Area, which experienced 100% turnover in 2005.

2002 - 2004 VERITAS/Precise Software Solutions Houston, TX

Sales Manager, South Texas Region for the leading provider of Application Performance Management solutions. Precise products use the common language of time to break down the normal organizational technology barriers that lead to “blame-storming” when critical applications slow, enabling rapid root-cause identification and problem resolution.

Joined the company in November of 2002 and worked to establish multiple new customers in one of the worst performing regions of the US.

Built a strong market awareness of the company and its technology through mass marketing, User Group sponsorship, Partnering events, and by establishing customer referral networks.

Exceeded short-term quota during a period marked by training, holidays, kickoffs, and ultimately a corporate merger with VERITAS Software.

2000-2002 Embarcadero Technologies Houston, TX

Director, NA Strategic Account Sales for a $52 million independent software vendor specializing in providing tools to support the most widely used relational database technologies. The company also acquired and marketed technologies for application development, job scheduling, and performance/availability management.

Joined the company in February of 2000 and worked with executive management to take the company public in June, culminating in EMBT’s rating as the “Number 1 IPO of the Year 2000”.

Hired, trained, and managed the outside sales organization (13 reps), driving over $20 million in revenue in 18 months.

Worked with the sales team to drive the largest transaction in the company’s history - $1M+ to AOL.

1995–2000 BMC Software, Inc. Houston, TX

Consulting Sales Representative for one of the world's largest independent software vendors with over $1.3Bil in sales. BMC delivers the most comprehensive Service Assurance™ strategy for e-business systems management with the fastest guaranteed implementation. This strategy enhances availability, performance and recoverability of companies' business-critical applications.

Delivered a three-year $20+ million contract for software and maintenance in 1999.

Increased open systems product sales from $0 to $4 million in a single account in a 12-month period (1996).

Established multiple BMC technologies as “Product Standards” for large telecommunications providers.

Previous positions utilizing and selling powerful test and measurement instrumentation as an engineer for Westinghouse Defense and as an Account Manager for Tektronix, Inc.

EDUCATION

Texas A&M University, Senior, Electrical Engineering and Computer Science College Station, TX

Blinn College, General Studies. College Station, TX

Texas A&M University - Institute of Electronic Science, Associates Degree in Electronics College Station, TX

ADDITIONAL AWARDS AND ACHIEVEMENTS

IBM 100% Club for 2013 and 2014.

At Symantec/Altiris, achieved President’s Club in 2004, 2005, 2006, 2007, and 2008.

Hosted Embarcadero 100% Club in Maui, HI for the sales teams in 2000.

BMC Vice President’s Awards for Sales Excellence in 1997 and 1998.

Sales Awards at BMC for Ten Million+ 4Q’99, Three Million 3Q’97, and One Million 2Q’98 & 4Q’98.

Attended 100% Clubs for BMC in 1996, 1998, 1999.

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