STEPHEN ARANT

769-***-**** • adwts5@r.postjobfree.com

www.linkedin.com/in/stephenarant

STRATEGIC ACCOUNT EXECUTIVE

Driving revenue generation and business objectives by strengthening brand voice and product appeal. Seasoned, highly skilled relationship-based sales leader easily earning trust, gaining loyalty, and meeting customer needs. Successfully handles 1000+ accounts or 3, developing strong relationships and navigating through the customers’ issues to effectively troubleshoot and optimize results. Expertly sells through a wide portfolio of diverse products, strategically prioritizing largest wins to spark profitability. Demonstrates a strong ability in navigating customers’ priorities and supporting and understanding procurement cycles. Excels in heavily matrixed enterprises, collaborating through the channels efficiently, identifying, prioritizing and resolving problems. Touches customers multiple times during and after the sale. Utilizes project management, strategic planning, and problem solving expertise to coordinate resources and ensure the right people are always doing the right things to ensure customers are always sold the best solutions to drive future sales. Hires and mentors top talent, accelerating sales careers. Described as enjoyable, relatable, and enthusiastic about fostering long term customer and peer relationships. Known for getting the job done with high integrity. AREAS OF EXPERTISE

Sales Strategy & Planning • Sales Architecture • Sales Performance & Development • Marketing & Public Relations

Sales Operations & Culture • P&L Management • Stakeholder Relations PROFESSIONAL EXPERIENCE

TIBCO SOFTWARE INC.• Palo Alto, CA • 2022 to 2023

American business intelligence software company generating $425M in annual revenue, recognized as a leading independent provider of infrastructure software that drives cloud integration and data virtualization. Strategic Account Executive

Drive business growth by managing strategic accounts and building robust client relationships to maximize customer success. Spark territorial expansion across a newly developed 4-state region encompassing Alabama, Arkansas, Louisiana, & Mississippi by prospecting new logo accounts to increase revenue.

• Successfully transform BlueCross & BlueShield licensed website developments to attain 3-year licensed subscriptions for a

$375K contract.

IBM • Madison, MS • 2007 to 2022

100+ year-old, multi-national Tech company servicing all facets of IT and Business Solution, $73.62B. AI Ops and Integration for Public Sector, Madison MS, 2021 – 2022 Sold for Segment One, largest tier accounts in Public Sector, 6 accounts: BCBS of TN, BCBS of AL, State of FL, State of NY and NYC

• Closed a 5M committed term integration deal with NYC Department of Tech and Telecommunications.

• Landed ESL of BCBS of AL, $10M + in net new software and ELA of BCBS of TN $10M in net new software.

Integration and Development Representative for Public Sector and Healthcare, Starkville MS, 2018 –2020

Owned Integration Portfolio selling for East Region select government and healthcare accounts encompassing 1000+ entities in AL, FL, GA, KY, MS, NC, SC, OH, TN MA, NY, MI, WI and CT.

• Achieved 200% of quota in 2018 and landed$ 2.5M net new software.

• Supported all existing on-premise and SaaS Integration and Development products and identified new Integration and Development opportunities.

SALES

Executive

Leadership

Innovative

Solutions

Agile

Methodologies

Customer

Service

Customer

Relationships

Sales

Management

Portfolio Sales

Methodologies

Customer

Management

Territory

Strategy

Stakeholder

Relations

STEPHEN ARANT Page 2

Hybrid Cloud Solution Representative for Public Sector and Healthcare, Starkville MS, 2016 –2017 Industry aligned sales role, focusing on healthcare and insurance segments.

• Sold to new areas, ELA (enterprise license agreement) with BCBS TN in $10M+ and closed UNUM for $10M+.

• Increased deployment of ELA and sold 500K+ outside of licensing agreement with HCA, largest for-profit hospital management company in world.

• Identified, forecasted, negotiated product pricing and processed new Hybrid Cloud and SaaS/Cloud opportunities with select public sector, healthcare and industry accounts.

• Educated customers on IBM’s Bridge to Cloud capabilities and process entitlement exchange. Systems Middleware Representative, Starkville MS, 2015 - 2016 Responsible for selling 60% of IBM extensive software portfolio, Integration and DevOps in Alabama and Mississippi.

• Increased volume and complexity of offerings and learned new software. Increased quotas and increased level of finding, developing and closing on sales.

• Closed ELA with Hudson Bay, $10M+ and landed $1M+ of software for Integration portfolio and the IT Ops portfolio with Trustmark National bank.

• Strengthened relationships with legacy IBM Rational, Tivoli, and Websphere customers.

• Identified new enterprise and government accounts. Identified Systems Middleware and SaaS/Cloud opportunities, negotiated product prices, educated customers on IBM’s Bridge to Cloud abilities and process entitlement exchange, accurately forecasting and processing all sales.

Cloud and Smarter Infrastructure Solutions Rep., Starkville MS, 2013 –2014 Monitored IT Ops storage solutions in software-based role with general business accounts in Segment One in MS and AL and responsible for over 250 products in the IBM Cloud and Smarter Infrastructure portfolio.

• Sold $300K+ software solution to Bancorp South and part of $20M ELA to BBVA Compass

• Navigated longer sales cycles and continuous sales cycles, as well as monitored installation of solutions.

• Coordinated Cloud and Smarter Infrastructure marketing events in Alabama and Mississippi.

Territory Business Partner Representative, Nashville, TN 2012 –2012 Focused on mid-market, new businesses and logos or existing business with limited spend or smaller employee accounts. Responsible for systems, software and services, and channels with business partners. Identified new opportunities.

• Found existing installs and upsold, reinforcing relationships.

• Achieved quota of 1M+or exceeded by 10%+.

• Coordinated with business partners to meet customer needs

• Recruited new partners to sell and managed hardware and software, and serviced transactions.

• Enabled IBM partners to sell more.

• Coordinated mass marketing sales plays and events with partners.

• Served as IBM Cloud subject matter expert for IBM Southeastern team. Territory Business Partner Representative, Jackson, MS 2010 –2011 Maintained relationships with traditional IBM partners selling in AL, MS and TN and escalated sales in new opportunities. Territory Client Representative, Jackson MS 2007 –2009 Responsible for total customer relationship for over 150 accounts in Mississippi. EDUCATION & CERTIFICATIONS

MISSISSIPPI STATE UNIVERSITY

Master of Business Administration

Master/Minor of Sports Administration

Bachelor’s in General Business

IBM BADGES

Industry Knowledge Certification

Business and Industry Insights Certification

HARVARD BUSINESS SCHOOL

Selling Professional Certification

ACTIVITIES AND AWARDS

Service team at Pinelake Church

Member of the North Mississippi

Chrysalis Community

IBM Cloud & Smarter

Infrastructure Top Gun.

IBM Mid-Market Sales Eminence

Award Winner

IBM 100% Club, 9X.

IBM Mid-South Winners Circle,

2X.

Mississippi State University

Football Team.

Mississippi State University

Letterman’s M-Club.

Kappa Sigma Fraternity.

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