MICHAEL FRANZ HARRIS

www.linkedin.com/pub/michael-f-harris/1/9ba/888/ 614-***-**** ads92e@r.postjobfree.com Professional Summary

Seasoned Business Strategy Director and Business Development Leader with over 20 years of experience providing B2B, software, cloud, and technology solutions in numerous industries. Extensive experience in all aspects of strategic business development including KPI monitoring and analysis, partner engagement, go-to-market strategies, and multi-functional team collaboration. Continually exceeds expectations by building valuable relationships and works well with people at all levels of an organization including C-Level executives, stakeholders, management, team members, and customers. Skills

• B2B New Sales Growth & Client Retention

• Large Enterprise Software Products & Services

• Value Driver & Success Matrix Identification

• Strategic Business Case Development

• Team Leadership & Sales Training

• Operational Management Support

Work History

Lumen - Account Director 12/2019 to Current

• Develops and implements overall long-term market penetration and growth strategies for technology solutions.

• Works in close cooperation with teams to develop strategies focused on positive outcomes that leverage technology.

• Identifies potential technology and channel partners to enhance Lumen's value proposition and building partnerships.

• Meets with clients to gain a firm comprehension of requirements, long term objectives, hot buttons, and current needs.

• Enhances skills/abilities to better meet the requirements in an eventual RFP or SOW including product enhancements.

• Serves as a thought leader internally and externally with effective communication at the C-Level and with stakeholders.

• Establishes a balance between ideation and execution that drives revenue growth, market penetration, and profitability.

• Actively participates in industry associations to develop a strong network with leaders to better position the company.

• Fosters meetings and engagements with leadership and developing a prioritized list of strategic RFP/ contract targets.

• Serves as a collaboration leader that successfully maintains momentum on long-term projects with measured milestones.

• Briefs senior management on strategic opportunities, market trends, funding mechanisms, and technology impacts.

• Develops and maintains milestones and metrics that measure progress of strategic plans against organizational goals.

• Establishes trust, rapport, and credibility with client organizations, their senior leadership, and operational managers. TIBCO Software - Major Account Executive 05/2019 to 11/2019

• Drove software solutions sales for Central US to grow the use and adoption of TIBCO's Connected Intelligence Cloud.

• Promoted cloud-based capabilities to interconnect and augment intelligence in a secure and scalable experience.

• Led as an expert in the field, acted as a mentor to other team members, and strategically drove new business in accounts.

• Worked in close synergy with the account teams while managing assigned services sales and revenue targets.

• Applied specialty expertise to penetrate the segment and evangelize technology solutions on a partnership basis.

• Acted as a dedicated resource and subject matter expert to other strategic accounts as well as internal team members. Mastech InfoTrellis - Software Solutions Sales Executive 04/2016 to 05/2019

• Built key relationships with vendors and partners and increased territory revenue from $3.8M to $5.1M per year – 134% to quota.

• Led enterprise software sales, consulting, and professional services in North America for the Great Lakes region.

• Specialized in enterprise information management stack for strategy, data/big data, cloud, and solution development.

• Sold Artificial Intelligence, Data Management, Data Engineering, Data Science, Customer Experience and Cloud Services

• Worked as part of the corporate sales team to sell products and services to Fortune 2000 and Fortune 500 clients.

• Executed on the account plan to deliver maximum revenue potential and managing complete and complex sales-cycles.

• Presented to C-level executives the value of Mastech's full-service MDM, BI/DW, and Big Data project capabilities.

• Promoted implementation and integration capabilities and forecasting sales activity and revenue achievement in CRM.

• Evangelized value-added features via trade shows, in-market events, and account specific initiatives in the region. Sirius Computer Solutions - Senior Account Manager 03/2014 to 04/2016

• Served as first software solutions specialist in the region to build software sales team and systems integration business.

• Achieved short-term quarterly and annual revenue objectives while maintaining quality relationships with customers.

• Built and maintained quality relationships with existing assigned accounts as well as identified new opportunities.

• Led prospecting, trade show participation, and collaboration with regional partners to fill pipelines with customers.

• Presented business strategies while communicating a deep understanding and explaining complex technical solutions.

• Entered a new territory with limited resources and closed 125% to quota by aggressively cold calling targets.

• Coordinated and leveraged multiple functions across region while remaining personally accountable for sales growth.

• Cemented relationships with new clients and optimized the servicing of existing customer accounts to retain revenue.

• Sold first cloud-based business analytics platform (Cognos, TM1 and DashDB) with more than 1,300 Cognos licenses.

• Negotiated IBM Passport Advantage Agreements inclusive of Integration Server and Netezza Data Warehouse in EMEA. IBM Software Group - Business Analytics Software Leader/Information Mgt. Software Account Manager 10/2008 to 03/2014

• Sold Business Intelligence, Financial Performance Management, Analytics, and Risk Management software and services.

• Negotiated account sales into General Motors ($9M), Cardinal Health ($1.5M) and American Electric Power ($1.2M)

• Sold $3.5M in Information Management software stack and professional services for Data Management, Integration, Data Warehouse and Business Intelligence to Huntington Bank - 314% to quota.

• Drove competitive territory penetration and sales of IBM enterprise software solutions for information management.

• Built relationships with prior lost clients and developing a prospecting and tracking system to uncover new business.

• Leveraged SPSS on Balanced Warehouse and Big Insights for PNC to demonstrate capabilities and to build their RFP. Additional Work History

Nortel - Strategic Global Account Manager – 04/2006 to 10/2008 AT&T - Senior Account Executive II – 07/2000 to 04/2006 & Network Planning Manager - 1997 to 07/2000 Awards & Recognition

President’s Club

Quota Club

Presented at IBM conference in Las Vegas

IBM Top Gun Sales

Developed Network Engineering’s Go-to-Market plan for new construction Training, Licenses & Certifications

• Cisco Certified Network Associate

• Cisco Certified Design Associate

Education

Ohio University, Bachelor of Science in Communication – 06/1997

• Major in Communication Systems Management

• Minor in Business Administration Management

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