Sharon Scott
Round Rock,TX
Summary
Accomplished enterprise account executive with extensive infrastructure knowledge. Experienced technical sales professional encouraging client communication to achieve significant growth and lasting client relationships. Strong focus on team collaboration and achieving results, adapting seamlessly to changing needs. Expertise in strategic account management, client negotiations, and market analysis. Proficient in product monetization and mobilization approaches to boost long-term revenue generation. Successful relationship-builder capable of cultivating client partnerships and working with cross-functional staff at all levels. Leverage superb communication skills to effectively communicate value of services and solutions. Renowned for reliability, communication skills, and results-driven mindset.
Overview
22
22
years of professional experience
4
4
Certifications
Work History
Account Executive - Enterprise Support and Service
IBM
Remote
01.2022 - 01.2024
- As an account executive I was responsible for managing a designated territory with a primary emphasis on account retention, growth, and overseeing full product lifecycles within a newly formed IBM business group.
- Developed and continually enhanced a deep understanding of IBM’s Enterprise service and solution offerings and the underlying technology solutions and platforms in the data and analytics space in order to effectively communicate our value proposition with a technical or business audience.
- Over the course of the role, my responsibilities shifted toward actively pursuing new logos within the same role. From 10% R&D / 90% Hunter to 90% Hunter / 10% R&D.
- Collaborated with key stakeholders to identify priorities and challenges, enabling the development of tailored strategic support solutions for IBM customers’ non-IBM enterprise hardware.
- Identified target contacts and relationships and qualified opportunities through calls, meetings, and workshops engaging the appropriate internal resources during the sales cycle.
- Managed a disciplined sales pipeline from lead to close.
- Lead account preparation, background, approach, strategy for qualified opportunities.
- Created and delivered compelling presentations for key CX company stakeholders.
- Ranked top performer in new business organization by exceeding quota expectations.
Technical Account Manager - Networking Solutions
Dell Computers
Round Rock, TX
01.2013 - 01.2022
- Developed and continually enhanced a deep understanding of Dell’s networking offerings and the underlying technology solutions and platforms in the data and analytics space in order to effectively communicate our value proposition with a technical or business audience.
- Territorial technical account manager that provided integrated, networking-focused data solutions with business continuity in mind for assigned accounts with sales quotas of $2M to $13M per term.
- Designed, developed and delivered business infrastructure solutions tailored for corporations’ data center needs with the collaboration of cross-functional Dell teams and partner product solutions.
- Established and maintained a strong working knowledge of key partner product features, differentiating capabilities, and Dell’s points-of-view on their market positioning.
- Identified target accounts and fit with relevant offerings.
- Managed a disciplined sales pipeline from lead to close.
- Stayed knowledgeable and credible around data and analytics at the field/discussion level.
- Built and developed relationships with key stakeholders from CX level to administrative teams in retention and development accounts. 10% new business.
- Facilitated complex negotiations, ensuring alignment with Dell’s profitability objectives as well as the customer’s budget and overall satisfaction.
Channel Business Development Manager - Central US Territory incl. Dell
Motion Computing
Austin, TX
01.2010 - 01.2013
- Managed sales strategy, execution, and Go-to-Market (GTM) activities for partners in central states with a primary focus on Dell as the key direct marketing reseller, driving Motion Computing’s growth.
- Managed a disciplined sales pipeline from lead to close.
- Lead account preparation, background, approach, strategy for qualified opportunities.
- Stayed knowledgeable and credible around data and analytics at the field/discussion level.
- Drove 8% year-over-year growth in Motion’s Dell business, managing an $8M quota and consistently achieving targets.
- Increased revenue and mindshare fostering strategic relationships with over 5000 Dell sales professionals across multiple industries through corporate business development strategies, channel programs, and segment specific sales tactics.
Systems Consultant
Dell EMC
09.2006 - 12.2008
- Led system integration projects, enhancing operational efficiency and reducing downtime.
- Designed and implemented software solutions to improve client workflows and data management.
- Analyzed client needs to tailor system recommendations, driving user adoption and satisfaction.
- Mentored junior consultants on best practices for systems implementation and troubleshooting.
- Developed training materials for end-users, facilitating seamless transitions to new technologies.
- Collaborated with cross-functional teams to align technology initiatives with business goals.
Networking Technical Sales Representative
Dell EMC
01.2002 - 09.2006
- Developed strong client relationships through effective communication and product education.
- Collaborated with cross-functional teams to enhance product offerings and address customer needs.
- Conducted market research to identify emerging trends and inform sales strategies.
- Delivered engaging presentations showcasing technical solutions to diverse audiences.
Education
Bachelor of Business Administration - Minor in Management
LeTourneau University
Undergraduate - Computer Science
Texas A&M University
Skills
- AI
- Cloud
- Compute
- Data Center
- Digital Transformation
- Firewall
- Hardware
- HPC
- Infrastructure
- IOT
- Load Balancing
- Networking
- SaaS
- SAN
- SD-WAN
- Workloads
- Storage
- Virt
- VNF
- VPN
- WAN
- Wireless
Certification
- IBM Technical Cloud Certificate, 2024-01-01
- Cisco New Hire Technical Training, 2024-01-01
- Coursiv DALL-E AI Certification
- MCSE IIS NT 4.0 Certification, 2000-01-01
- IBM Agile Explorer 2023 Certification, 2023-01-01
- Multiple Technical Infrastructure Sales Certifications
Personal Information
Passion for music as a singer songwriter with the guitar and piano. Also avid dancer and interior design. On the board for a boys home since 2015.
Timeline
Account Executive - Enterprise Support and Service
IBM
01.2022 - 01.2024
Technical Account Manager - Networking Solutions
Dell Computers
01.2013 - 01.2022
Channel Business Development Manager - Central US Territory incl. Dell
Motion Computing
01.2010 - 01.2013
Systems Consultant
Dell EMC
09.2006 - 12.2008
Networking Technical Sales Representative
Dell EMC
01.2002 - 09.2006
Bachelor of Business Administration - Minor in Management
LeTourneau University
Undergraduate - Computer Science
Texas A&M University