David French 919-***-**** adhwzm@r.postjobfree.com

High Energy, High Impact and Goal-oriented Transformative Leader with extensive success building sales teams and executing sales strategies that exceed revenue, profit and customer satisfaction goals. Ability to manage across multiple geographies and throughout matrix managed organizations. Consistently overachieves quota.

I confidently lead by establishing an aligned mission, clear vision and aggressive strategy. I thrive on customer relationships at all levels from C-Level executives to engineering. I win with integrity and with mutually beneficial results that are the outcome of a truly collaborative relationship. I Utilize consultative selling skills, challenger sales skills, market knowledge, product knowledge, client knowledge and deep understanding of desired business outcomes to execute effective win strategies with the client.

I am skilled in building a vision for technology-business solutions that involve Server, Storage, Network Consolidation, Cloud migration, IaaS, PaaS, SaaS, Device-as-a-Service and overall Data Center transformation. Strong mastery of Data Center trends. I excel in effective Challenger based consultative selling methods within the IT industry.

Specialties:

- Strong Business and Financial Acumen

- Sales Management and Team Development: Leadership, Coaching, Mentoring, Succession Plans

- Sales Execution, CRM

- Strategic Alliances and Partnerships

- Transformation Leader

- Lead without authority

- Revenue and P&L Holder

- Establishing New Routes to Market

- Contract Negotiations

- Program Management

- Identifying and Communicating Best Practices

- Solution Sales and Challenger based Consultative Selling

- Agile and DevOps Transformation

- Data Center Transformation, Server, Storage, Networking Consolidation and Cloud Migration

- Multi-Cloud Environments: Private, Public, Hybrid, Distributed, Hyperconverged

- Networking: Switching, Routing, SDN, NFV, Security, Application Acceleration, Load Balancing, Optical, WAN, SDWAN

- Storage: File, Block, Object, Software Defined, Security

- AI and ML

- Hyperscale, Mass Scale, HPC, PaaS, Iaas

- Product Line Experience: IBM, Lenovo, Cisco, Juniper, VMware, Red Hat, Azure

- AWS Certified Practitioner

- Broad Knowledge and Application Experience across Data Center Technologies and Managed Services: Networking, Server and Storage Virtualization, Containers, Kubernetes, Software Defined Networking, Cloud Computing, Semiconductors, 5G Infrastructure, IoT, Advanced Technologies, Iaas, Paas, SaaS, DevOps, Global System Integrators (GSI’s), Artificial Intelligence and Machine Learning

Experience

Lenovo (DCG)

Director, Global Account Manager, IBM GTS

Oct 2014 – Aug 2019

-Led the overall relationship between Lenovo’s largest GSI, IBM Global Technology Services.

-I spearheaded Lenovo’s and IBM’s external customer activity in Data Center Transformation, Cloud Architecture, Cloud Migration, Technology Refreshes, Solutions Qualification, Managed Services and new GTM Strategies.

-Owned quota, revenue, P&L and overall strategy.

-Developed, executed and managed new strategies to grow revenue across the IBM GTS enterprise which resulted in exceeding quota by greater than 120%.

-Increased penetration of Lenovo Server products and services. Increased overall attach rate of Lenovo Services with IBM.

-Developed key executive relationships with IBM.

-Captured more than a dozen new logo's. Negotiated extension to price contract in exchange for guaranteed share.

-Launched new and novel go to market strategies based on solution based offerings in Servers, Cloud Architecture, Technology Refreshes and Managed Services.

-Won Major HPC Deployments

-Won Numerous Hyperscale and Hyperconverged deployments

IBM

IBM Systems Networking Sales Director (July 2011 – Oct 2014)

-I led the World Wide Sales organization for OEM and ISV engagements IBM’s $300M System Networking Brand. Managed 6 direct reports. I held worldwide revenue responsibility and accountability.

-Developed key strategic client partnerships with both Business Partners, OEMs and ISVs.

-Increased OEM and ISV sales of Top-of-Rack Routers and Blade Switches by 130% year over year.

-Closed numerous Networking as a Service offerings and SaaS offerings

Eastern Area Sales Director, IBM (Feb 2009 to June 2011)

-Led the Eastern US and Canada for Microelectronics and Engineering Services.

-Managed a team of 12 direct reports including Sales Engineers and System Engineers

-Achieved Revenue of $150M and signings of $350M across territory

Communication Industry Sales Executive, IBM (2004-2009)

-Led and managed a team of 9 System Engineers and Sales Engineers to increase sales of Semiconductor products and Engineering Services in the Networking and Wireless Communications Industry

-Increased revenue across semiconductor solutions, customized hardware and software, consulting, and software development outsourcing.

-Increased brand recognition to drive quarterly revenues and signings by collaborating closely with product development, marketing and field sales representatives.

-Exceeded services signings objectives 200% by closing a $210 million software development outsourcing project, SaaS, the single largest services-only engagement for the Global Engineering Solutions Division.

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Southeast Regional Sales Manager, IBM (1999-2004)

-Led and managed a team of 10 System Engineers and Sales Engineers.

-Generated annual territory revenues of $150 million, more than half of the revenues in the Eastern US region, by driving sales of microelectronics and engineering & technology services including SaaS.

- Developed performance metrics to provide appropriate goals for use in sales coaching, compensation, and employee evaluations.

-Fostered strategic client relationships at every organizational level from engineering managers to “C-level” executives to drive sales and provide optimal service.

-Captured increasing percentages of targeted serviceable market, and grew annual revenue from $40 million to $150 million, through innovative development of strategic partnerships

Field Application Engineer, IBM (1997-1999)

-Provided technical and client-relation support for ASIC/foundry and embedded products.

-Achieved Design-Wins of over $800M

-Exceeded Quota by 125%

Staff Engineer, Oak Ridge National Laboratory (1992-1997)

-Designed and developed innovative custom digital and analog microelectronic circuits for corporate, research, government, and military customers.

Education

Harvard

IBM Client Executive Certification

University of Tennessee

MS Nuclear Engineering

BS Electrical Engineering

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