Software sales professional
Resume:
Raymond G. Rummel
Greater Atlanta Area
Blairsville, Georgia 30512 USA
***************@*****.*** / linkedin.com/in/raymondgrummel
Enterprise Software Sales and Sales Management
OEM and VAR Channels Sales and Management
Cyber Security / IT Infrastructure / CRM / SaaS / Cloud Migration
Sales Manager, Strategic Alliances and Channels Sales Manager, and Sales Executive with a demonstrated history of building successful sales and channel teams in the enterprise software industry. Skilled in Project Management, Direct Sales, OEM and Alliances, Contract Negotiating and Business Development.
Soltions sold include Cybersecurity, CRM, Cloud-Infrastructure, Cloud Migration, Managed Services, Digital Transformation Services, SaaS and renewals, IoT, and Software-defined Storage - all in B2B.
Industries included Financial Services, Telco, Transportation, Energy and Retail.
PROFESSIONAL EXPERIENCE
Principal / Myhand-Rummel LLC 2017 - Present
Florida / Georgia
-Contract enterprise software sales, hybrid-cloud migration, channel sales management and development, business development, marketing and customer service.
-Clients included:
oNastel - Director of Alliances – Americas (IBM MQ ecosystem) 2021 – 2022
Recruited new (Emericon and TxMQ) services business partners and managed existing alliance partners (IBM/OEM, Broadcom/CA, RedHat, AWS)
Nastel was acquired by software Growth Partners and rebranded to MeshIQ in October, 2022
oEmeriCon - Regional Sales Manager (IBM hybrid cloud migration) 2018 - 2020
Emericon was an IBM business partner (that I began working with as a Regional Sales Manager at IBM in 2011.) We sold licensing and cloud migration services soutions to existing IBM BPM (Business Process Management) mid-market accounts. The licensing and services allowed customers to migrate from on-premise environments to the IBM CloudPak for Automation (hybrid-cloud) suite of solutions.
This digital transformation sales process included discovery, solution presentation, services SOW creation and presentation, and negotiations.
In 2019 we added cloud migration services for the IBM CloudPak for Security (cybersecurity) solution to our offerings.
oQuickVault (cybersecurity OEM channel development) for startup 2017 - 2018
oFrontLine Selling (business channel development) 2018 - 2019
Regional Sales Manager / IBM 2011 – 2016
Atlanta, GA / Tampa, FL
-Sales management and channels sales management roles selling SaaS middleware, BPM, secure storage solutions, cloud migration solutions, and digital transformation services to financial services and commercial accounts in the Southeast US.
-Sold largest net-new win in 2012 for $2.6M (Raymond James) with additional $4.1M in 2014. This opportunity involved a (digital transformation) solution including selling IBM’s Business Process Management (BPM) platform and professional services to RJ, including completing multiple POC’s, the the negotiation of third-party SOW’s, and negotiation of contracts.
-Sold the BPM (digital transformation) solution to Florida Power & Light and Office Depot.
-Other key accounts at IBM included Miami/Dade County, Suntrust, Regions, TSYS, Delta Airlines, BellSouth, FedEx, HCA, BCBS-Tennessee and The Home Depot.
-Exceeded team and individual quota 3 consecutive years, making IBM Achievers Club as both a manager and individual contributor.
Regional Sales Manager / Sterling Commerce (acquired by IBM) 2008-2010
Atlanta, Georgia
-Sales management role selling infrastructure software for secure enterprise file transfer and gateway solutions in the Southeast, Central and Western US into the financial service and services industry verticals.
-Key accounts included the Federal Reserve Bank, MasterCard, Bank of America, Wachovia, SunTrust, Regions Bank, USAA, BCBS-Florida, BellSouth and TSYS.
-Exceeded team quota three consecutive years.
Fortify Software (acquired by HP / Micro Focus) 2006 - 2007
Atlanta, GA
-Sales and business development in Southeast US, selling static security application testing solutions to commercial accounts, including Bank of America and Equifax.
Symantec Corporation 2002 – 2006
Atlanta, GA
-Drove direct and channels sales of cyber security products and MSSP services in a seven-state Southeastern US territory, with ten direct reports focusing on large, commercial enterprise and financial services accounts.
-Grew annual revenue from $17M to $52M, exceeding plan three consecutive years.
-Sales for four years of $140M was collectively 124% of plan.
-Closed the largest single commercial deal in company history at Bank of America for $6.8M. Awarded US Sales Manager of the year.
-Other accounts included The Home Depot, Fedex, BellSouth, Wachovia, HCA, BCBS-Florida, The Southern Company and Lowes.
PRIOR EXPERIENCE INCLUDES
Sales Management:
-JD Edwards/YouCentric (CRM)
-Vantive/PeopleSoft (CRM)
oCRM sales included professional services solutions built on a software platform
-Legent
Direct Sales:
-Systems Center
oClients included AT&T, BellSouth and GTE (Verizon)
-Apollo Computer/HP
-Texas Instruments.
EDUCATION
MBA Auburn University
BS Business Administration – Finance Auburn University
SALES METHODOLOGY PROFICIENCY
-Miller Heiman Strategic Selling
-FranklinCovey Sales Performance
-The Sandler Selling System
-Target Account Selling
Contact this candidate