James Kelly
San Diego,CA
Summary
Results-driven enterprise software sales professional with a proven track record of driving multimillion-dollar revenue growth in complex B2B environments.
Skilled in selling mainframe and large-scale infrastructure solutions to Fortune 500 and global enterprise clients. Adept at consultative selling, C-suite relationship building, and navigating long sales cycles.
Known for exceeding quota by aligning technical capabilities with business outcomes, coordinating cross-functional teams, and delivering value across industries such as financial services, insurance, and government.
Overview
10
10
years of professional experience
Work History
IntelliMagic Vision for Z/OS Brand Specialist
IBM
03.2024 - Current
- Collaborate with product and engineering to align product roadmap with market needs.
- Evaluate competitive landscape and adjust product positioning accordingly.
- Ensure product-market fit through feedback loops from customers and sales teams.
Z/OS Account Manager
IntelliMagic Inc.
01.2023 - 02.2024
- Manage key enterprise accounts and management relationships
- Executed high-touch customer success programming to ensure high levels of satisfaction, advocacy, and trust
- Achieved top sales results for new business and renewals
- Managed two direct reports (sales representative and sales administrator)
Business Development Executive
IntelliMagic Inc.
01.2017 - 01.2020
- Participated in developing sales strategy, including direct sales, and partnerships
- Develop pricing strategies and tailored commercial models (e.g., SaaS, enterprise licensing).
- Lead customer acquisition, expansion, and retention strategies.
- Trained and mentored junior sales staff on best practices and effective selling techniques.
Sales Representative
IntelliMagic Inc.
01.2016 - 01.2017
- Cultivated strong client relationships through proactive communication and personalized service.
- Executed sales strategies to meet and exceed quarterly revenue targets consistently.
- Conducted market research to identify trends, inform product offerings, and enhance customer engagement.
Sales Intern
IntelliMagic, Inc
12.2015 - 01.2017
Education
Bachelor of Marketing - Philosophy
University of North Texas
Denton, TX12.2016
Skills
- Strategic Selling Competence
- Account Planning & Penetration
- Value-Based Selling
- Contract Negotiation
- Mainframe Literacy
- Modernization Knowledge
- Domain Expertise
- Pervasive Focus on Customer Success
- Forecast Accuracy & Pipeline Discipline
- Technical-to-Business Translation
- CRM & Sales Tools Proficiency
- Time & Territory Management
- Competitive Awareness
- z/OS mainframe infrastructure management
- IBM zAIOps expertise
- Performance management systems
- IntelliMagic Vision for z/OS Performance Analytics
- Skilled in utilizing marketing and sales automation platforms
- Familiarity with multiple statistical programming languages
- Problem-solving aptitude
- Innovative problem-solving
- IT knowledge and application
- Team leadership
- Continuous Learner
Timeline
IntelliMagic Vision for Z/OS Brand Specialist
IBM
03.2024 - Current
Z/OS Account Manager
IntelliMagic Inc.
01.2023 - 02.2024
Business Development Executive
IntelliMagic Inc.
01.2017 - 01.2020
Sales Representative
IntelliMagic Inc.
01.2016 - 01.2017
Sales Intern
IntelliMagic, Inc
12.2015 - 01.2017
Bachelor of Marketing - Philosophy
University of North Texas
Professional Skills
- Enterprise Sales Expertise
Proven success in long-cycle, high-value enterprise sales.
Experience navigating complex procurement processes.
Skilled in account-based selling and managing multi-stakeholder deals.
Familiar with sales methodologies like Challenger and Solution Selling. - Technical Acumen
Solid understanding of mainframe environments (z/OS, COBOL, CICS, IMS, RACF, etc.).
Ability to engage with IT architects, system admins, and DevOps teams credibly.
Capable of explaining value propositions for modernization, security, performance, or cost-reduction tools on mainframes. - Executive Presence
Comfortable presenting to CIOs, CTOs, VPs of Infrastructure, and other high-level stakeholders.
Able to build long-term relationships and trust in risk-averse, change-resistant environments. - Consultative Selling Approach
Able to map business problems to technical solutions
Skilled in developing tailored value propositions and ROI-based pitches.
Can partner with sales engineers to design and deliver compelling demos/
POCs
- Vertical Knowledge
Understanding of key regulated industries where mainframes dominate (e.g., banking, insurance, healthcare, government).
Can align product benefits with industry-specific regulations or competitive pressures. - Account Strategy & Planning
Skilled in territory planning and key account development.
Can coordinate with internal teams (product, services, marketing) to support large strategic accounts. - Effective Communication
Ability to translate complex technical concepts into clear business value.
Strong negotiation and storytelling skills. - Cross-Functional Teamwork
Collaborates with marketing for targeted campaigns.
Works closely with technical pre-sales, customer success, and delivery teams. - Pipeline & Forecast Management
Proficient in using CRMs (Salesforce, HubSpot, etc.) for pipeline hygiene and forecasting.
Disciplined in maintaining deal velocity and qualification standards. - Self-Motivation & Resilience
Highly self-driven and persistent, especially in long sales cycles.
Able to manage rejections, budget challenges, and slow-moving decision processes - Mainframe Market Insight
Deep knowledge of legacy environments
Familiarity with customer pain points: modernization, cost optimization, and
talent shortage in mainframe skills.