Sales Director Account Manager

V

–Transformational leader, respected executive, and results-focused professional with demonstrated success in maintaining and strengthening relationships with key client accounts on behalf of multibillion dollar Fortune 500 organizations.

–Straight-forward and decisive with the wit, intelligence and experience to recognize opportunities for improvement, eliminate deficiencies and build strong consensus in favor of organization goals; as Industry Client Lead with IBM Worldwide, salvaged a critical account relationship and safeguarded a $350MM revenue stream.

–Well versed in global business operations, having managed relationships with 2,800 Integrated Software Vendors worldwide, ensuring alignment of ISV activities with the unique needs of clients in the Banking and Insurance industries.

IBM Worldwide, Atlanta, GA (2011 to 2020)

–International Industry Client Lead, Sales Director (2016 to 2020)

A demonstrated record of success and achievement at this global technology and Innovation Company, marked by a promotion to a position of increased influence, authority, and accountability.

As Industry Client Lead, fulfills a critical role maintaining a strong relationship with TSYS, a $4B payments processing corporation and key IBM client. Fostered trust and confidence in IBM by positioning the company as a trusted strategic partner invested in the success of TSYS, identifying opportunities to add value, resolve technology issues, and produce outcomes that maximized benefits to the client.

Assembled and leads a team of five direct reports, with indirect authority over an additional 29 personnel; maintains relationships with stakeholders throughout TSYS, ranging from technical personnel to the executive suite.

Reviewed TSYS licensing agreements for a portfolio of 4,000 IBM products, assembling a team of subject matter experts that coordinated implementation and user training to empower skills in the features and functionality of each offering.

Within a span of nine months, successfully deployed over 1,200 IBM products including SaaS, Hybrid Cloud to meet client needs at all levels of the organization, sparking overwhelmingly positive feedback; secured the status of Preferred Vendor with TSYS, salvaging the account relationship and safeguarding a $350MM revenue stream.

Achieved a reputation for advocacy on behalf of client interests, facilitating the negotiation of key terms and conditions of agreements to produce Win/Win scenarios for IBM and the customer.

2011 to 2016: ISV Worldwide Leader, Channel Market FSS Banking and Insurance

Maintained accountability for relationships with a global network of 2,800 Integrated Software Vendors, ISV and Channel, engaged in the sale of IBM software applications Services (consulting) SaaS to banking and insurance corporations World Wide, with authority over a team of two professionals. Addressed and resolved communications and transparency issues within the portfolio of assigned accounts, leading to greater insight into the unique needs of the customer base.

Coordinated and led training and professional development opportunities to educate the partner network and IBM cross-sellers on the industry-specific challenges and requirements of businesses in the highly-regulated banking and insurance sectors.

Recognized as a trusted advisor and subject matter expert, leading speaking engagements and presentations at Banking and Insurance industry conferences, including SIBOS and IRAS; provided focus and discussion of regulatory and business processes for payment processing, funds transfers, and other areas; outlined the differences between the regulatory landscapes of multiple nations.

Credited as a member of the IBM 100% Club for three consecutive years, consistently meeting or surpassing a $200MM revenue target; key wins included the structuring of a complex $1.7B deal to provide a consortium for currency and bank transfers involving the Bank of China, the Bank of Saudi Arabia, the Bank of Hanoi, and the Bank of the Philippines.

Edgenet Commercial Solutions, Indianapolis, IN (2007 to 2010)

–Vice President of Gaming and Gamification

Effectively managed a team of five direct reports dedicated to securing consulting agreements with casinos and commercial gaming operators on behalf of this provider of management consulting and IT services, with a focus on landing projects to implement and integrate Oracle solutions.

Skyrocketed annual revenue from zero to $75MM in annual fees from consulting services, anchored by agreements with the Tohono Tribe, the Choctaw Nation, and the Chickasaw Nation to deploy Oracle platforms at multiple casinos.

As Vice President, developed a team of 15 professionals engaged in consultative approaches, gaining insight into client challenges and requirements in order to build solutions to improve the cost effectiveness of customer operations and add value. Offerings included Oracle ERP, PeopleSoft and M3t Casino Cash management systems as well as database administration services.

Provided executive oversight of all facets of Sales and Operations, with accountability for the performance of as many as 250 staff members; achieved penetration into the Gamification, Internet, and Video Cloud markets.

Established agile business development and marketing strategies designed to achieve positive outcomes across challenging and highly competitive domestic and international markets.

Exercised accountability for key client relationship management, overall P&L, and the development and administration of sales budgets.

Key clients included Aflac, Wells Fargo, Bank of America, Bally's, Carnival Cruises, Royal Caribbean, CCE/Coke, CSX Rail, Desert Diamond, Wynn, Golden Nugget, Federal Home Loan Bank, Home Depot, Hyatt Gaming Group, IGT, Konami, WMS, Cherokee Nation, Choctaw Nation, Seminole Nation FL/OK LPS, Nevada Gaming Commission, New Jersey Gaming Commission, Oasis, Oklahoma Gaming Commission, MS Gaming Commission, and Penn National.

Web Methods Software, Atlanta, GA (2005 to 2007)

–Key Accounts Manager

Successfully expanded revenue and profit for this leading $125MM software solutions provider and SAP/Oracle partner, meeting the needs of industry leaders that included Aflac, BellSouth, The Home Depot, Lowes, Walmart, Hilton Hotels, and Coca-Cola Enterprises. Recognized for surpassing revenue targets for consulting services.

Early Career

Account Manager (Home Depot), Edgenet, Atlanta, GA

Sales Director and Vice President, SE, iPlanet/Sun/Forte, Atlanta, GA

Team Leader, Southeast Region, Platinum Technologies

Strategic Account Manager, Boole & Babbage

Partner, Banking/Gaming – Management Services, Deloitte Touche & Ross

Executive MBA, Specializations in M&A and Complex Negotiations – Wharton School of Finance

Master of Business Administration in Business & Accounting – University of Nevada

Bachelor of Science Degree in Marketing & Accounting – University of Utah

Certified IBM Leader Major Relationship Program

Visionary Executive Leadership - Strong Client Relationship Management Skills - Skilled in Negotiations

Builds and Leads Strong Teams – Addressing Client Needs – Partner Training and Development

Speaking Engagements & Presentations – Sales Management – Operations Management – Project Management

“Rick tries to do the right thing and truly cares for his clients. A tireless worker always thinking about ‘the deal’ who creatively produces ideas for how to provide better vale to the client."

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