Robert John

Boxford, MA 01921 978-852-0345 bobjohnbj@yahoo.com

VP / DIRECTOR OF SALES
Growth Strategies /Channel Sales / Startups / New Product Launch / SaaS / IT & High Tech Channel Development / CRM / Strategic Alliances / Turnarounds / Emerging Markets / Team Building
Strong track record in leading domestic & international sales teams to exceed quota. Have developed growth strategies, managed startups & turnarounds and refocused selling efforts to improve market presence, performance and profit for 100 Sales Associates. 15+ years IBM experience. I can contribute quickly by: Developing and executing strategic growth plans Expanding market presence via reseller sales channels and strategic alliances Turning around underperforming sales & marketing efforts Integrating selling, pricing and promotion for effective downstream marketing Recruiting, training and motivating top-performing sales teams

Have all the skills and experience required of a sales executive facing challenges of a competitive marketplace and changing business climate. Have succeeded in building highly-productive sales teams for major corporations as well as small, early stage high tech firms. Described by others as a high-energy manager with polished communication and presentation skills. Manage by setting goals, establishing controls and expecting performance. I hold a BS in Industrial Engineering from Iowa State University and MS in Systems Management from the University of Southern California.

CAREER HISTORY & ACCOMPLISHMENTS

VP, Sales and Business Development, Proplanner Inc, 2010-2011. Process engineering and management software company providing leading edge solutions for industrial and manufacturing engineers. Responsible for setting up sales organization, reseller channel, and developing strategic partners. Formed new sales strategy. There was no sales department or go-to-market strategy. Set up direct and alternate channel organization, including focus on new complementary partners (ERP, MRP) Developed VAR and engineering service provider network. There was no alternate channel. Set-up resellers and engineering consultants in key markets around the world. VP Corporate Sales, East Region, Insight Enterprises, 2008-2010. $4.8B value-added reseller of hardware, software, networking & services. Responsible for 100-person sales force and $300M volume. Developed new goto-market strategy. Also, Integrated telemarketing to achieve 110% of quota. Sales team needed to improve sales with existing customers. Reorganized direct and telesales teams, targeting larger share of customer IT spend. Crossselling jumped 20% in largest accounts with overall year-to-year projections showing 18% growth. Refocused sales to build revenues 18%. Sales staff was burdened with non-selling responsibilities. Negotiated with top management to reduce non-productive time and refocused team efforts on customerfacing activities. Sales increased steadily over first three quarters, reaching annual growth of nearly 20%. VP Technology Sales and Marketing, TIAX, LLC 2007. Led startup of sales function for early stage technology consulting firm. Recruited, trained and managed highly-effective small sales team. Managed successful sales startup for TIAX. Company lacked a dedicated sales force. Spearheaded startup of six-person sales team for technology and engineering solution provided. Teamed-up with Engineering to provide complete sales solution. Increased engagements 10-fold and was awarded a series of new contracts. New Business Development Consultant for IBM in US & Europe, 2008 & 2005-2006.

Robert W. John (page 2) VP IBM Channels, IBM Global Financing, 2002-2005. Directed The Americas Group channel organization for all of IBM business partners, providing $10B in working capital and $2B leasing & loan programs. Increased resllers leasing business 30%. Developed new foreign market business model. IBM Global Finance Italy was underperforming with weak sales and zero growth. Analyzed three-year results and concluded shift in towards new markets and new sales strategies was needed. Post-implementation results showed sharp rise in morale with 12% increase in revenues. Turned around IBM Global Financing unit. Financing organization with 100 employees lacked cohesive marketing strategies and growth plan. Defined the groups mission, metrics and objectives. Held a series of all hands on deck calls and meetings to re-orient staff. Team quickly began to close new business and add accounts. VP Strategic Alliance for EMC, IBM Global Technology Group, 1999-2003. Led joint marketing initiatives with EMC Corp. in OEM hardware & software. Contributions in adding new accounts/ building new business pipeline. Developed sales plan for OEM market. Company wanted to expand sales of hard drives, tape drives and ICs. Worked with competitor EMC and proposed framework for marketing alliance. Played a key role in negotiating agreement that produced $250M sales over initial two year period. VP Worldwide Hard Disk Drive Sales, IBM Storage Systems Division 1997-1998. Directed sales activities for $3B in annual revenues worldwide for internal customers and the OEM market. Designed new sales forecasting & reporting system. Market for disk drives was changing rapidly with oversupply leading to declining margins. Developed new analytical tools to better align sales and product lines. Recorded consistent profits and revenue growth at 30% year-over-year. General Manager, IBM CS Systems, 1995-1996. Led $200M financing unit formerly known as Chrysler Systems. Contributions in reorganization and streamlining operations, corporate development and business development. Grew PC financing revenues 25%. Directed the integration of post-buyout Chrysler financing unit. Analyzed and sold-off operations that did not fit into the business model, including large distribution business. Increased asset management component revenues by 25% Director, Financial Operations Center, IBM Credit Corp, 1994.Also, Director of Customer Financing (19911994) and Manager of Development (1990). Increased proposal win rate 22%. Growth at IBM Credit Corp. had stalled. Redirected sales team energy to 95% customer-facing activities. Developed a new management sales call program to engage customers. Improved turnaround for quotes and RFPs. Increased sales productivity 50%. Re-energized business development at IBM Credit. Team of IBM Finance professionals was struggling to make quota. Collaborated with sales management counterparts and Division Managers to redesign business development strategies from the ground-up. Won a string of new contracts, surpassing revenue goals by 13%.

Earlier, Branch Manager, IBM Corp. 1987-1989 and other assignments. Education: I hold a Bachelor of Science degree in Industrial Engineering from Iowa State University and Master of Science degree in Systems Management from the University of Southern California. Personal: Married. Former US Navy Lieutenant. Accomplished mountain climber with ascents of Everest, McKinley, Aconcagua and Kilimanjaro, among others. Enjoy running, woodworking and model railroading.