Summary
Overview
Work History
Education
Skills
Timeline
Generic

Robert Bourne

Summary

Results-driven and highly-skilled sales manager with 15+ years of experience developing and executing customized plans to increase sales volume, market share and dominance in the marketplace. Provide strategic value to customers including leveraging trends in industries/marketplaces to shape solutions and approaches. Open and clear communicator with demonstrated strategic vision and disciplined execution.

Overview

10
10
years of professional experience

Work History

Services Solution Executive

Lenovo
01.2023 - Current
  • Responsible for selling and expanding services in large global accounts in both the Consulting and Global System Integrator Verticals
  • Strategize with direct account teams, GAMs and ISRs to increase services revenue, uncover new lines of business, and win new accounts.
  • Convey and promote the value of Lenovo service offerings inside virtual meetings, onsite visits, and Executive Briefing center.
  • Partner with Daas Pursuits, Digital Workspace Solutions Team, Technical Account Managers, Solution Architects, Legal, Deal Qualification Review Board, and Security and Software group on complex opportunities brought forward by Global System Integrators.
  • Create and develop a clean pipeline in Dynamics. Be able to speak to deal progression as it pertains to next steps, and close dates. Responsible for owning and keeping opportunities on track and reporting back to leadership.

Learning Business Partner

Lenovo
06.2022 - 01.2023
  • Responsible for creating the One Lenovo 101 Curriculum reboot for IDG sellers.
  • Assigned to SMB and Mid Market reps initially to build relatonships and trust to gain feedback from the previous curriculum to enhance their learning and experience for the updated knowledge base.
  • Worked side by side in the office to mentor, develop, and strategize how to get the conversation started from a base level.
  • Held Live/Virtual 101 sessions with ISG technical experts who aligned well by making the material easier to digest. Held a panel session in Building 6 with ISG experts. Ran an all in option virtual call for all sellers to reproduce the 101 sessions to anyone interested.
  • Inspected progress of pipeline through Qlik and provided managers quarterly updates around their progress. Built one pager Logic models to provide transparency around the plan.
  • Collaborated with peers to complete the One Lenovo 101 curriculum by years end as t became a top priority in sales enablement.

Global Inside Sales Representative

Lenovo
04.2021 - 06.2022
  • Responsible for maintaining relationships within the Global System Integrator accounts DXC and Accenture inside of both their internal and sell through business model.
  • Brought expertise and leadership to the team, mentored others and provided guidance with an always available attitude.
  • Partnered with the onboarding L&D team to provide training around Microsoft Dynamics, Qlik , and LBP to new hires.
  • Offered up smaller refresher sessions to those out of training for a few months.
  • Onboarded a new ACQ client with DXC, Owens Illinois, Dell Takeout. Produced 5.5M over 6 months. Played a large role in device planning, services, order tracking and issue resolution with weekly calls.
  • Onboarded and manaaged new DaaS ACQ client, Wella with Accenture globally.

Inside Sales Representative R&D SE Territory

Lenovo
02.2020 - 03.2021
  • Manage and up sell to large enterprise accounts in an R&D account book in local NC.
  • Enhanced customer and channel partner experience with customer first mindset. Built strong relationships with key decision makers.
  • Total solution sales mindset. Organized discovery calls and utilized extended team members to assist.
  • Acquisition global presence wins in 2020 include EPIC Games and IQVIA.
  • Leadership mindset with the team during manager interval. Organized weekly team meetings to help with morale and information.
  • Instrumental in training corporate teams during Dynamics Roll-Out. Helped create video library on Grow@Lenovo.
  • Mentor to new hires and LASR program.
  • ThinkComms 2020 winner.

Sales Support Representative Corp R&D NE Territory

Lenovo
04.2019 - 02.2020
  • Account management across large accounts in the Northeast area.
  • Set up discovery calls with business partners and clients to maximize potential for every opportunity.
  • Developed strong relationships with Account Executives covering account books in the field.
  • Partner with the training department and leads sessions for new hire classes.
  • Setup additional small refresher courses for those fresh out of training.
  • Attended presentation skills workshop. Presented on Why Lenovo
  • Recognized at all hands on meeting and was able to speak to best practices in the support role.
  • Achieved over 125% CPS in all three quarters in position. 145% in Q3.

AMD Lead Generation Representative

Lenovo
10.2018 - 04.2019
  • Identify, qualify, and pass on or close new sales opportunities from prospecting and discovery.
  • Create mindset shifts with existing or potential clients in regards to technology specifically around brand and processor type.
  • Work closely with Lenovo account managers and the in house AMD product expert to improve take rate on AMD products.
  • Improve level of customer service by connecting account managers with their clients. Set up calls to introduce and discover opportunities.
  • Up sell existing clients on new products and services.
  • Utilization of Sales Force CRM tool to track prospecting in account book comprised of over 250 accounts.

Area Business Manager

Verizon
12.2013 - 07.2016
  • Responsible for growing revenue in all SMB verticals in a large geographic territory in Eastern North Carolina.
  • Managed a team of four direct reports selling solutions to key decision makers.
  • Visited store locations to inspect expectations and meet with managers to ensure satisfaction.
  • Used Sales Force CRM to manage current clients, prospects , forecasts and pipelines within a 90 day window.
  • Responsible for making 50+ calls per day comprised of cold calls and existing client follow-ups.
  • Used Win-back campaigns to bring back lost customers to Verizon. Created a monthly follow-up program with SMB clients to ensure satisfaction and to reduce churn.
  • Built strong relationships with District Managers, Store Managers, and Retail Sales Associates to enhance SMB sales.
  • Collaborated with outside vendors to create IOT solutions for clients.
  • Region leader in year over year growth in 2016.Grew the territory by 45% in 2015.Increased leads and closes by 74% in 2015.

Education

Bachelor of Arts - Illustration

School Of Visual Arts
New York

Skills

  • Strong interpersonal and communication skills
  • Self-directed
  • Analytical 
  • Team player
  • Issue resolution
  • Critical Thinker
  • Decisive 
  • Persistent 
  • Creative problem solver
  • Client resolution 
  • Effective negotiator

Timeline

Services Solution Executive

Lenovo
01.2023 - Current

Learning Business Partner

Lenovo
06.2022 - 01.2023

Global Inside Sales Representative

Lenovo
04.2021 - 06.2022

Inside Sales Representative R&D SE Territory

Lenovo
02.2020 - 03.2021

Sales Support Representative Corp R&D NE Territory

Lenovo
04.2019 - 02.2020

AMD Lead Generation Representative

Lenovo
10.2018 - 04.2019

Area Business Manager

Verizon
12.2013 - 07.2016

Bachelor of Arts - Illustration

School Of Visual Arts

Similar Profiles

CREATE PROFILE
Robert Bourne