David Wright
North Reading,MA
Summary
Accomplished Account Executive with 20+ years of experience facilitating and sustaining customer relationships. Ace at listening and developing approaches to meet clients needs and meeting business challenges. Known for superior consultation skills and service to consistently exceed sales goals.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Major Account Executive
IBM
05.2010 - Current
- Collaborated with cross-functional teams to develop tailored solutions, resulting in increased revenue. Accounts such as CVS, Walgreens, Delta, Lowe's, CSX, Costco,FedEx
- Closed complex sales with transaction values of $1M+. For example; $5.2M in revenue and engaged a business partner for implementation services resulting in an $800M ROI for the customer.
- Built lasting rapport with clients by consistently providing personalized attention, resolving issues and addressing concerns in a timely manner.
- Worked with channel and alliance partners on joint marketing and sales opportunities where it made sense.
Target Account Executive-Financial Services
Pegasystems.
05.2008 - 05.2010
- Responsible for selling target accounts with Pegasystems BPM solutions
- Pegasystems is model driven development platform that allows companies to automate policies and procedures that drive their business
- Examples of framework solutions are Multi-Channel Customer Processing, Loan Processing, Claims Processing, Loss Mitigation and Financial Crimes Management
- Typically companies realize significant gain in operational efficiencies, increased revenue, and overall increase in customer experience leading greater retention
- Accounts managed are Fidelity, State Street, and Freddie Mac.
Major Account Manager
IBM
- Determined revenue growth opportunities and enhanced service levels by closely monitoring developments in assigned accounts.
- Closed two enterprise license agreements and achieved 204% of goal securing a $70M commitment over two years for IBM
- IBM Top Gun for all software brands scoring 92%
- Organized all software brands in uncovering new opportunities and crafting solutions to meet Fidelity's needs.
Major Account Manager – Rational Brand/IBM Software Group
IBM CORP /RATIONAL CORP.
- Responsible for account management and selling software development solutions at all levels of the organization
- Achieved 515% of quota and closed $7.4M in software and $2.2M services
- This end to end solution includes products and services focused on software development best practices, process, and integrated tools to maximize software development speed and quality
- Customers include; State Street Corp, Fidelity, CitiStreet, Wellington, Fleet, and State Governments
- IBM acquired Rational in March of 03.
Account Executive – Network Products Division
WEBSPECTIVE INC. / INKTOMI CORP.
- Responsible for penetrating the service provider and enterprise markets in the Northeast
- Upon the acquisition of WebSpective by Inktomi the combined software products became the foundation of the Network Products Division
- The products sold incorporate content delivery and caching
- The solution provides bandwidth savings and a platform for revenue generating services
- The platform is designed for use by the world's largest Access, Broadband, Hosting, CDN and Enterprise networks
- Closed accounts such as, Bell Canada, adero, Fidelity and State Street.
Education
Bachelor of Science - Business / Marketing
University of Rhode Island School of Business
Kingston, RISkills
- Technical understanding
- Teamwork and Collaboration
- Problem-Solving
- Reliability
- Active Listening
- Relationship Building
- Solution selling
- New Hire Onboarding
- Self Motivation
- Client Engagement
Accomplishments
- Tennis Professional: 3 time #1 ranking in New England
- Married and Father of 3
References
References upon Request
Certification
- Hybrid Cloud Transformation Training - 2024
- FinOps/TBM Training - 2024
- Integration and API Management -2024
- AI WatsonX -2024
Other Activities
- Tennis
- Investing
- Hiking
- Fishing
- Skiing
- Golf
Timeline
Major Account Executive
IBM
05.2010 - Current
Target Account Executive-Financial Services
Pegasystems.
05.2008 - 05.2010
Major Account Manager
IBM
Major Account Manager – Rational Brand/IBM Software Group
IBM CORP /RATIONAL CORP.
Account Executive – Network Products Division
WEBSPECTIVE INC. / INKTOMI CORP.
Bachelor of Science - Business / Marketing
University of Rhode Island School of Business
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