Sherry L Lautenbach
Jupiter
Summary
With over 32 years of leadership in the IT tech sales industry, I have a proven track record of achieving and exceeding sales and revenue objectives. As the former Chief Revenue Officer at MRI Software, I managed $700M in global revenue and $125M in annual bookings. Prior to that, as the SVP of Global B2B Sales at PROS, I drove $85M in global bookings each year. I also held senior positions at Oracle, Nutanix, and IBM Corp, consistently delivering impressive results and playing a key role in driving revenue growth. Throughout my career, I worked with clients of all sizes across various industries to transform their operations through technology and consulting services. Passionate about mentoring and coaching, I am dedicated to developing new talent within the company. As a member of IBM's Senior Leadership Team, I contributed to the strategy, execution, and transformation efforts that drove the overall success of the company.
Overview
31
31
years of professional experience
Work History
Board of Trustee
Florida Atlantic University
08.2021 - Current
- Responsible for the oversight of Florida Atlantic University governance, strategic planning, fundraising and legal and ethical oversight
- Chairman of the FAU Presidential Search Committee
- Chairman of the Long Term and Strategic Plan Committee
Chief Revenue Officer
MRI Software
01.2022 - 07.2024
- Responsible for delivering $700M in global revenue comprised of SaaS, On Prem and Global Services revenue
- Annual bookings target exceeding $125M
- Responsible for the growth and success of the 45,000 MRI clients globally that leverage 180 MRI solutions in the marketplace globally
- Global team consists of 278 Sales personnel, 20 Global partner sales professionals, 85 Pre-Sales Engineering
Senior Vice President Global B2B Sales
PROS
01.2021 - 01.2022
- Leading 70% of the global sales capacity for PROS driving the Business to Business (B2B) SaaS solutions and go to market delivering 20% yty growth
Senior Vice President, Key Accounts Cloud Sales
Oracle Corporation
03.2019 - 01.2021
- Responsibilities included driving the Oracle cloud agenda, both public and private cloud to Oracle’s top 120 key accounts spanning across all industries
- Annual Recurring Revenue target of $330M
- Achieved 8% growth and successfully converted 82% of Key Account population to Oracle Cloud
Senior Vice President, America Sales
Nutanix
01.2017 - 01.2019
- Lead 700+ person sales force representing 65% of Nutanix overall revenue for the company
- Key responsibilities include building the sales and operations strategy for America’s to align with Nutanix overall growth objectives
- Responsible for driving 40-50% quarter on quarter revenue growth
- Responsible for scaling the America’s sales and engineering team 20% quarterly
General Manager, Distribution Market North America
IBM Corporation
01.2016 - 01.2017
- Leads the overall strategy and sales execution for all Travel, Hospitality, Consumer and CPG clients in North America
- Cross Brand responsibility and accountability for 900 sales and technical personnel dedicated to the Distribution Market
- Responsible for $4.8 Billion in annual revenue comprised of hardware, software and consulting services
Vice President, Distribution Sector North America
IBM Corporation
01.2015 - 01.2016
- Sales and Distribution Sector leader responsible for all Travel and Transportation, Retail and Consumer clients in North America
- Responsible for $3.5B annual revenue target
- 2% yty growth
- Direct responsibility for top 37 Sector clients in North America
Vice President, Enterprise Sales, Great Lakes and South Region
IBM Corporation
01.2013 - 01.2015
- Lead the Enterprise Sales team for Sales and Distribution across the South and Great Lakes Region encompassing over 1100 clients
- Responsible for $2.2Billion annual revenue target, 3% yty Growth
- Achieved 93% annual target 2014, exceeded 1H 2015 plan 2% yty growth
- Member of Chairman’s Client Experience Team 2014-2015
Vice President, General Business, Southeast Region
IBM Corporation
01.2011 - 01.2013
- Senior Location Executive, Boca Ration, FL
- Responsibilities include leading the General Business Sales Organization encompassing hardware, software and all services lines for the Southeast region, Maryland to Puerto Rico
- Responsible for exceeding $950M revenue objective through 1800 clients across the region in 2012
- Responsible for gross profit, services signings as well as revenue objectives annually
- Grew yty revenue 5% in 2012
- Invited to join Chairman’s Executive Integration and Values team
- Participated in Chairman’s Sponsored Integration and Values Initiative
Director Software Sales, Southeast Region
IBM Corporation
01.2008 - 01.2011
- Senior Location Executive, Boca Raton, FL
- Responsibilities include leading the software sales organization for the Southeast Region, 220 Sales and technical professionals in organization
- $550M software revenue target (85% profit) from all commercially headquartered companies in the Southeast Region
- Achieved 100% Revenue objective in 2010
- 12% yty growth
- Achieved 96% Revenue objective in 2009
- Site executive for Boca Ration, Florida IBM location
- Responsible for the overall personnel, site operations and emergency-preparedness for the IBM Boca Raton site
WebSphere Brand Executive East Region
IBM Corporation
01.2005 - 01.2008
- Responsibilities include leading the WebSphere sales, technical and marketing business in the East Region
- Responsible for 175 sales and technical professionals, as well as additional marketing resources
- Responsible for leading the SOA software sales and strategy for East Region
- Achieved 2007 Transactional revenue plan
- Grew software business 26% year over year in 2006
- Achieved 98% transaction revenue target 2006
- 100% club 2005
- Recognized as top Business Unit Executive in East Region 2006
- VP Leadership Award Q2 2007
WebSphere and Lotus Sales Manager Southeast Business Unit
IBM Corporation
01.2004 - 01.2005
- Responsibilities included leading both WebSphere and Lotus field sales teams in the Southeast Business Unit
- Achieved 148% of Lotus revenue objective ($15.4M) in 2004 and 130% of WebSphere Revenue ($32M) in 2004
- Grew both businesses over 20% yty
- Exceeded 1st Half 2005 revenue targets for both WebSphere and Lotus teams
- Recognized as WebSphere Sales Manager of the year 2004
- 100% Club 2004
WebSphere General Business Sales Manager, Northeast Region
IBM Corporation
01.2001 - 01.2003
- Responsibilities included building a new sales team of 12 sellers focused on selling into mid-market and General Business customer segments across the Northeast Region
- Developed various routes to market with ISV, OEM and key channel partners to extend IBM capabilities and presence in the General Business customer segment
- Achieved 96% sales goal 2003
- Achieved 102% sales goal 2002
- Achieved 93% sales goal 2001
Lotus SMB Sales Representative, Metro New York
IBM Corporation
01.1999 - 01.2000
- Responsibilities included account sales for mid market customer segment in Metro New York
- Focused on selling to emerging customers in legal, manufacturing, distribution and financial services sectors
- Achieved 155% sales goal 2000
- Achieved 204% sales goal 1999
- 100% club 1999 and 2000
Channel Sales Manager, Southeast Region and Metro New York
IBM Corporation
01.1997 - 01.1998
- Responsibilities included managing 120 Lotus business partners in the Metro New York region and Southeast
- Recruited and managed 40 Lotus premium channel partners
- Achieved 165% sales goal 1998
- Achiever’s club 1998
- Achieved 115% sales goal 1997
Software Channel Sales Representative
IBM Corporation
01.1994 - 01.1996
- Responsible for 5 Retail channel partners in the US
- Lead marketing and sales initiatives to grow IBM software revenue through key retail partners
- Achieved 137% revenue target 1996
- Summit Award Nominee 1996
- Achieved 142% sales goal 1995
- Achieved 115% sales goal 1994
Education
Bachelor of Arts - History
Tulane University
New Orleans, LA01.1993
Sophia University
01.1992
Skills
- Organizational awareness
- Nonprofit experience
- Strategic visioning
- Collaborative mindset
Board Affiliations
- Florida Atlantic University Board of Trustee, 01/01/20-Present
- United Way of Palm Beach County, 01/01/10-01/01/15
- Morse Life Foundation, 01/01/11-01/01/15
Timeline
Chief Revenue Officer
MRI Software
01.2022 - 07.2024
Board of Trustee
Florida Atlantic University
08.2021 - Current
Senior Vice President Global B2B Sales
PROS
01.2021 - 01.2022
Senior Vice President, Key Accounts Cloud Sales
Oracle Corporation
03.2019 - 01.2021
Senior Vice President, America Sales
Nutanix
01.2017 - 01.2019
General Manager, Distribution Market North America
IBM Corporation
01.2016 - 01.2017
Vice President, Distribution Sector North America
IBM Corporation
01.2015 - 01.2016
Vice President, Enterprise Sales, Great Lakes and South Region
IBM Corporation
01.2013 - 01.2015
Vice President, General Business, Southeast Region
IBM Corporation
01.2011 - 01.2013
Director Software Sales, Southeast Region
IBM Corporation
01.2008 - 01.2011
WebSphere Brand Executive East Region
IBM Corporation
01.2005 - 01.2008
WebSphere and Lotus Sales Manager Southeast Business Unit
IBM Corporation
01.2004 - 01.2005
WebSphere General Business Sales Manager, Northeast Region
IBM Corporation
01.2001 - 01.2003
Lotus SMB Sales Representative, Metro New York
IBM Corporation
01.1999 - 01.2000
Channel Sales Manager, Southeast Region and Metro New York
IBM Corporation
01.1997 - 01.1998
Software Channel Sales Representative
IBM Corporation
01.1994 - 01.1996
Sophia University
Bachelor of Arts - History
Tulane University
Similar Profiles
Jackson E. GriffithJackson E. Griffith
Practice Player at Florida Atlantic University AthleticsPractice Player at Florida Atlantic University Athletics
Andrew CalanoAndrew Calano
Graduate Teacher’s Assistant at Florida Atlantic UniversityGraduate Teacher’s Assistant at Florida Atlantic University
Julia PrendergastJulia Prendergast
Digital Communications Coordinator at Florida Atlantic UniversityDigital Communications Coordinator at Florida Atlantic University