Jay Grewal

Sales Business Unit Executive Accountable for the targets for sales & revenue growth, for IBM's Largest Business Unit, Cloud, Data & AI.

• As a Leader of Cloud and Data & AI Platform team and the architect for a new sales Go to Market specializing in building teams, delivering revenue and executing strategy.
• Accountable for Revenue, Sales, Go-To-Market and Thought Leadership of IBM Cloud, Data, and AI platform for the business Unit.
• Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
• Analyzed past sales data and team performance to develop realistic quarterly sales goals.
• Execute GTM strategy, identify market trends, growth blockers, and opportunities, and ensure execution.
• Lead direct team to implement and execute programs and sales plays with customer centricity and focused on both direct seller adoption and scaling through ecosystem.
• Define execution KPI’s and coach the field sales leaders for effective execution of each sales play and program.
• Partner with marketing teams and partners on demand generation strategies and campaigns to build pipeline.
• Improved customer satisfaction measured through across the market, and the employee engagement score

• WW Sales Leader and Strategic GTM Initiatives for Watson Supply Chain. Responsible for helping coordinate portfolio consolidation.
• Accountable for Revenue Growth for $500+M business, Sales Leadership, Strategy and Execution of IBM supply chain solutions, including B2B integration, Order Management, and Managed File Transfer.
• Responsible Globally for P&L, Deployment, Coaching, Recruiting of the team across the globe.
• Build and oversee IBM Sterling partnerships and alliances.
• Partnered with Engineering, Product Management & Marketing teams on go-to-market strategies, pricing, and campaigns in highly competitive industries across all verticals for all the product lines.
• Responsible for developing the strategic sales plans based on competitive analysis, goals for revenue growth, adoption, and market leadership of IBM Sterling solutions that promoted sales growth and customer satisfaction.
• Leading and managing the sales operations function and maximizing customer retention, revenue growth through the development, implementation, and ongoing maintenance of sales ops programs, systems, and initiatives.
• Consistently delivered 100%+ to the budget and year over year growth, and ongoing maintenance of sales ops programs, systems, and initiatives Building a sales strategy, mapping it to the Go to Market Strategy by optimizing and conducting comprehensive market refinement and market valuation, creating a strong & highly productive team with mentoring, training, and coaching.

• Worked as the execution arm for the GM of IBM Watson WCE Business for Worldwide for GTM Revenue, and Product.
• Planning, coordinating, prioritizing, and executing key initiatives.
• Traveled extensively across the globe.
• Prioritizing incoming requests.
• Assisting with long term and short planning.
• Shadowing the leader at a variety of internal and external meetings and events.
• Actively design, contribute to or lead projects and initiatives involving or sponsored by the leader.
• Client meetings, External Conferences, Events, Press and Investor/Analyst meetings, Internal leadership meetings including those with GM peers and the CEO, team meetings, and other interactions.
• Working regularly with the IBM Leadership team & particularly with the COO, CFO & CHRO, Legal, and other IBM Product lines.

Driving sales execution, reviewing pipeline, forecasting, coordination, and sales strategy.

• Mentoring and coaching sales teams. Analyzed past sales data and team performance to develop realistic quarterly sales goals.
• Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments.
• Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
• Increased revenue by implementing effective sales strategies in all aspects of sales cycle process from prospecting leads through close. Executed marketing programs and methodologies to increase customer loyalty.
• Initiated in-depth account assessments with sales and management teams to evaluate sales potential. Fostered performance development of staff through ongoing coaching and mentoring on best practices.

• Responsible for running IBM Watson Supply Chain Sales business in North America and driving North America sales to Year over Year growth and profit margins Built and executed annual operating plan, across all verticals and markets across North America Drive a joint GTM business model with partners to promote the value of IBM's supply chain capabilities.
• Created strategic service roadmaps for new initiatives.
• Continually evaluated marketplace trends and oversaw gathering of competitive intelligence within markets and across service lines.
• Supported business development efforts and coordinated with, Product, Marketing and Sales on sales strategies.
• Managed revenue models, process flows, operations support and customer engagement strategies.
• Led solution selling strategy initiatives to maximize IBM's market share

• Oversaw and managed Application Development, IT & architecture teams.
• Led Teams to build and deploy Supply Chain business model from the ground up, including product development, sales organization, and go to market model.
• Integration platform for commerce platforms to do Marketplace, 3PL, Logistics, and ERP integration.As an Application development business systems leader championed CDW's Supply Chain, B2B integration, File Transfer, and Internal application projects for the to increase business capabilities and performance.

• Responsible for launching Treasury Management in the new Markets worked with teams around the globe,
• Led Treasury Management projects to launch new initiatives across the globe

• Founded Channel Integration, the acknowledged global leader in B2B Integration, Supply Chain Optimization
• It was built from zero across the US, and AsiaPac to successful exit. Hundreds of global retail, Manufacturing, Industrial, media, and Logistics industries.
• Channel Integration is recognized as having best-in-class technology and services.