Alfonzo Pressswood

Leading, planning, designing , negotiating, and work together with the account leaders to close large technology deals that typically span multiple cross brand solutions and services.

Skillfully articulate the business value of the IBM Expert Labs portfolio to the client.

Structure and execute on business plan and individual account strategies, with a focus on achieving signings and revenue services targets.

Collaborate closely with IBM engineers, offering teams, sales, and executive leadership to serve the best interest of clients to IBM.

Guide deals from conversation to registration, incentive planning, proof of concepts, and eventual closure.

Demonstrate product, service, and marketplace knowledge and experience when developing strategies

Drive CrossBrand Services (Hardware & Software) signings.

Create a culture of collaboration and success.

Be an integrated member of the IBM Sales and Partner Ecosystem (incl. Kyndryl) sales teams to enhance client experience and build end-to-end client solutions including
Hybrid Cloud services, Big Data and AI. Forge linkages with other key IBM Services leads (e.g., IBM Cloud, IBM Consulting).

Collaborates, engages, and leads with a team including Sales Management, Sales Specialists, Business Partners, & Influencers to identify and progress opportunities.

Understands the clients’ needs and capable to align requirements to the brand, with focus on Hybrid Cloud services to increase the client’s experience & lead to new or accelerate the progression of current Server, Storage and zSystems opportunities.

Identify and establishes ongoing relationships with the IBM Technology team that generate an increase in IBM Systems Lab Services revenue in the North American market.

Leads and prioritizes revenue-based contracts from the qualify stage through signings, increasing the pipeline for the IBM Systems Lab Services delivery organization

Includes acceleration of face-to-face selling and selling through and/or with Ecosystem Partners. Cross-Brand-responsibility (Services for Power Systems, zSystems, IBM Storage), focusing on key roadmap opportunities.

Hunter who is a co-creator and collaborator, work with Sales and BPs and covers the full sales motion and has excellent sales eminence and broad architect type technical expertise about IBM Infrastructure solutions, therefore can effectively work with
Sales/BPs/Clients to identify, progress and close opportunities.

Responsible for every process that generates revenue focus on improving sales performance, delivering customer satisfaction

Operate as Market logo Sales Leader / Seller across TSS full logo portfolio

Ability to leverage market knowledge (dynamics, nuances, unique considerations) to increase logo revenue

Work closely with Market sellers (S&D, Systems, and TSS) and clients to accelerate deal progression & closure Execute Market logo key plays to accelerate in quarter logo growth teaming with Market and Logo BDMs

Drive Market logo cadence with assigned Market sellers

Engage cross functional team resources to champion resolution of Market logo sales challenges (pricing, operations, offering manager, etc.).

Managed Annual Revenue of $200M

Building lasting relationships of among Fortune 500-1000 brands and managing large sales teams.

Oversee the firm’s business development and sales strategy and objectives

Lead multi-functional teams in the Industrial/HealthCare/Distribution/Retail/Financial Sector

Established relationships with C Level clients

Coaching, Mentoring and Oversight of Summits

Drove IBM and Managed Services solutions portfolio for the Northeast U.S. territory with contract signings ranging from $50K though $10+ millions

Consultative selling of TSS SWMA, ATM Support, Hardware Support & Renewal Growth

Ability to work across multiple organization, Subject Matter Expert/Trusted Advisor

10 + years’ track record of consistent achievement and Excellent Organizational Skills

Forecast sales funnel, activity and revenue achievement as required