Account Executive Sales

MICHAEL FRANZ HARRIS

www.linkedin.com/pub/michael-f-harris/1/9ba/888/ 614-***-**** *******.**@*******.***

Professional Summary

Seasoned Sales Executive with a focus on hunting net new accounts with over 20 years of experience providing B2B, Analytics, BI, Collaboration, Cloud, Data Warehouse, Edge, Integration, MDM, Network Infrastructure, SD-WAN, Security, Storage and Technology Solutions in numerous industries. 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.

Career Highlights

$60M Cisco CPE and SMARTnet Maintenance to JPMorgan Chase

$2.5M x 8 Optical Network Systems to JPMorgan Chase

$9M Cognos, SPSS, TM1 and Professional Services to GM

$3.5M Master Data Management, Information Server / Integration, Data Modeling and Mapping Tools, Enterprise Data Warehouse and Professional Services to Huntington Bank

$800K Microsoft Collaboration to Mettler Toledo

$500K MapR Hadoop to Progressive Insurance

$360K SD-WAN, Internet, Voice Over IP and Wireless Services

to Levering Management

$300K Data Center / Cloud Design & Transition Services to CVG

$3.2M SAS, Teradata and Professional Services

to PNC

$1.2M Cross-Brand Enterprise License Agreement to AEP

$1.5M Cross-Brand Enterprise License Agreement to

Cardinal Health

$2.9M Master Data Management Professional Services to

Zions Bank

$1M Cloud-based Cognos, SPSS and DashDB

and Professional Services to Greif

$1M Penetration Test/Vulnerability Scanning,

QRadar SIEM and Professional Services to State of Ohio

Work History

Lumen, Senior Account Director (Telecommunications) 2019 to Current

Engages C-level global enterprise customers and stakeholders to satisfy demand for reliable, secure communications.

Leveraged Microsoft and Sipcom relationships to enhance Lumen's value proposition and building partnerships for collaboration solutions.

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

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

Develops and maintains milestones and metrics that measure progress of strategic plans against goals. (MEDDIC)

TIBCO, Major Account Executive (Middleware Software) 2019

Software solutions sales for Central US responsible for driving the use and adoption of TIBCO’s Connected Intelligence Cloud.

The Connected Intelligence Cloud is a set of cloud-based capabilities to interconnect and augment intelligence (Messaging, API Integration, ESB Integration, B2B Integration, Business Process Management, Data Visualization, Advanced Analytics, Streaming Analytics, etc.) all provided in a secure and scalable experience that can be deployed to fit the needs of the business. Recognized expert, providing mentoring to team members, working synergistically with account teams.

Mastech InfoTrellis, Software Solutions Sales Executive (Systems Integrator - Startup) 2016 to 2019

Increased territory revenue to $3.2M annually, leading software sales, consulting and professional services.

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

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

Developed solution consisting of IBM SPSS statistical software for Teradata Integrated Customer Data Mart to build PNC’s RFP.

Sirius Computer Solutions, Senior Account Manager (Systems Integrator) 2014 to 2016

First cross-brand software solutions specialist in the region to build software sales team and systems integration business.

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

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

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

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

IBM Software Group, Business Analytics Leader & Information Mgt. Software Account Executive (Software Solutions) 2008 to 2014

Sold IBM Information Management BI, FPM, Analytics, and Risk Management software and services.

Negotiated account sales into General Motors, Cardinal Health and American Electric Power, totaling $11.7M in sales

Achieved $3.5M in Information Management revenue for Data Management, Integration, Data Warehouse, Business Intelligence and Professional Services to Huntington Bank - 327% to quota.

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

Additional Work History

Nortel, Strategic Global Account Manager

AT&T, Senior Account Executive II & Network Planning Manager

Selected Performance Highlights

President’s Club (IBM)

IBM Top Gun Sales (IBM)

Sales Master (AT&T)

Presented at IBM conference in Las Vegas (IBM)

Quota Club (Sirius Computer Solutions, Mastech InfoTrellis and Lumen)

Developed Ohio’s Network Engineering’s Go-to-Market plan for new construction (AT&T)

Training, Licenses & Certifications

Cisco Certified Network Associate

Cisco Certified Design Associate

Education

Ohio University, Bachelor of Science in Communication

Major in Communication Systems Management

Minor in Business Administration Management

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