Summary
Overview
Work History
Education
Skills
Certification
Accomplishments
References
Timeline
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Sidney Harris

Dallas,United States

Summary

Results-driven Account Executive with a strong history of exceeding sales targets through strategic planning and adept problem-solving. Successfully Led Data & AI initiatives at IBM, addressing key customer challenges and driving measurable positive business outcomes. Demonstrates proficiency in Microsoft Azure while building robust client relationships to drive exceptional business outcomes. Career aspirations include continuing to leverage technology-driven solutions for enhanced customer engagement and sales growth.

Overview

5
5
years of professional experience
1
1
Certification

Work History

Account Executive Data & AI

IBM
Dallas, United States
01.2024 - Current
  • Develop and execute strategic sales plans to drive revenue growth for Data & AI solutions, exceeding quarterly and annual targets
  • Cultivate and maintain strong relationships with key clients, providing tailored Data & AI solutions to address their specific business needs and challenges
  • Leverage expertise in Data & AI technologies to effectively communicate value propositions, resulting in an increase in client retention rates
  • Collaborate cross-functionally with internal teams including product development, marketing, and customer success to ensure seamless implementation and delivery of Data & AI solutions
  • Conduct thorough market research and analysis to identify emerging trends and opportunities within the Data & AI landscape, informing product development and go-to-market strategies
  • Lead presentations and product demonstrations for prospective clients, effectively articulating the benefits and ROI of Data & AI solutions to C-level executives and key stakeholders
  • Negotiate contracts and pricing agreements with clients, maximizing profitability while ensuring alignment with their budgetary constraints and strategic objectives
  • Provide ongoing support and consultation to clients, serving as a trusted advisor on Data & AI best practices and helping to optimize their use of technology to drive business outcomes
  • Act as a subject matter expert on Data & AI trends and developments, contributing thought leadership content through whitepapers, webinars, and industry conferences
  • Proactively identify opportunities for upselling and cross-selling additional Data & AI services to existing clients, resulting in a 20% increase in average deal size

Territory Account Executive (Team Lead) - Business Analytics

IBM
Dallas, United States
01.2023 - 01.2024
  • Foster and nurture symbiotic relationships with top-tier executives, utilizing data-driven analyses to transform clients' financial planning, budgeting, and forecasting procedures, resulting in improved business results
  • Devise and execute sales tactics to meet revenue goals, encompassing the identification of prospective clients and the formulation of holistic sales strategies
  • Lead training sessions and workshops to enhance team members' product knowledge, sales techniques, and objection-handling skills, resulting in improved sales performance and customer engagement
  • Deliver compelling virtual and face-to-face sales pitches and software demonstrations, proficiently highlighting the capabilities and advantages of the IBM Planning Analytics platform
  • Spearhead a high-performing team of Territory Account Executives, overseeing their day-to-day activities and providing mentorship to optimize sales strategies and achieve quarterly targets
  • Develop and execute comprehensive territory plans, identifying key accounts and implementing tailored sales approaches to drive revenue growth and expand market share
  • Collaborate cross-functionally with marketing, product, and support teams to align sales initiatives with overall company objectives and ensure seamless customer experience
  • Conduct regular performance reviews and provide constructive feedback to team members, fostering a culture of continuous improvement and professional development
  • Establish strong relationships with key stakeholders and decision-makers within assigned territories, effectively negotiating contracts and resolving customer concerns to drive customer satisfaction and retention
  • Utilize data-driven insights to analyze market trends, identify opportunities for revenue optimization, and develop strategic recommendations for senior management
  • Act as a liaison between the sales team and upper management, communicating sales forecasts, pipeline status, and territory performance metrics to drive informed decision-making and resource allocation

Territory Account Executive - Automation & AIOps

IBM
Dallas, United States
08.2022 - 01.2023
  • Coordinated complete B2B sales cycles with startup and digital native firms
  • Led the entirety of the sales journey, starting from identifying prospects and generating leads to finalizing agreements and overseeing post-sales interactions
  • Performed comprehensive needs assessments and offered customized solutions to tackle customer challenges and boost revenue
  • Presented persuasive sales pitches and product demonstrations to highlight the advantages and merits of IBM's AIOps portfolio
  • Exceeded sales targets, achieving 102% performance in both Q3 and Q4 of FY22
  • Identified and pursued new business opportunities through proactive prospecting, resulting in an average growth in territory revenue year-over-year
  • Collaborated with cross-functional teams including marketing, product management, and customer support to deliver comprehensive solutions tailored to client needs
  • Conducted thorough market research and competitor analysis to identify trends, opportunities, and threats within the territory, informing strategic decision-making
  • Utilized CRM systems to track sales activities, managed pipelines, and generated accurate forecasts, ensuring alignment with company objectives
  • Led negotiations and contract discussions with clients, resulting in favorable terms and agreements while adhering to company policies and pricing guidelines
  • Provided ongoing support and consultation to clients, addressing inquiries, resolving issues, and ensuring high levels of customer satisfaction

Digital Sales Representative - Apps & Infra

Microsoft
Dallas, United States
04.2021 - 08.2022
  • Led the execution of account strategies across various clients to ensure revenue targets were met, and alignment with client business needs.
  • Prioritized tasks according to client requirements, sales potential, growth prospects, and account risks, demonstrating strong dedication and responsibility
  • Recognized opportunities to enhance product adoption through customer insights, and implementing up-selling and cross-selling tactics
  • Worked closely with channel partners to foster business growth and provide outstanding value and positive customer interactions via the Azure platform
  • Surpassed sales targets, achieving 117% of quota in Q2 FY22
  • Negotiated contracts and pricing agreements, consistently meeting or exceeding sales targets and quotas
  • Implemented CRM hygiene systems to streamline sales processes, resulting in a 25% increase in sales team productivity
  • Conducted regular market research to stay abreast of industry developments and competitor activities, informing strategic decision-making
  • Provided ongoing training and mentorship to sales team members, fostering professional growth and development

Fiber Sales Executive

AT&T Inc.
Atlanta, United States
09.2020 - 04.2021
  • Recognized and resolved communication and technology requirements for small and medium-sized business clients, leading to a growth in AT&T's market share
  • Cultivated and sustained valuable long-term connections with clients, guaranteeing significant business advancements
  • Utilized consultative sales techniques to pinpoint crucial industry patterns, unveil client necessities, and secure sales prospects
  • Safeguarded AT&T's return on investment by proficiently advocating and executing fibre solutions within collaborative infrastructures
  • Successfully developed and implemented strategic sales plans to penetrate new markets and exceed revenue targets for fibre products and services
  • Cultivated and maintained strong relationships with key clients, resulting in consistent repeat business and increased customer satisfaction
  • Led a high-performing sales team, providing coaching and guidance to drive individual and collective success in meeting and surpassing sales quotas
  • Negotiated favourable contracts and agreements with clients, ensuring mutually beneficial terms while maximizing company profitability
  • Utilized market research and analysis to identify emerging trends and opportunities, guiding product development and marketing strategies

Mid Market Account Executive

AT&T Inc.
Atlanta, United States
06.2020 - 09.2020
  • Maintained a consistent record of surpassing sales targets, achieving a year-to-date quota attainment of 150%
  • Skillfully managed relationships with high-profile clients, ensuring adherence to established guidelines, policies, and company standards
  • Fostered successful growth of client accounts through collaboration with esteemed AT&T vendors
  • Spearheaded client acquisition efforts, consistently exceeding quarterly sales targets resulting in a revenue increase year-over-year
  • Developed and maintained strong relationships with key accounts, resulting increase in customer retention and satisfaction ratings
  • Utilized strategic market analysis to identify new business opportunities, resulting in expansion of the client base within 12 months
  • Collaborated cross-functionally with marketing and product teams to tailor solutions to client needs, increasing in upsell opportunities
  • Led successful negotiations of contracts and service agreements, securing favourable terms and ensuring alignment with company objectives
  • Provided consultative guidance to clients on product features and industry trends, fostering trust and loyalty among key stakeholders
  • Implemented robust sales strategies, leveraging CRM tools and data analytics to optimize pipeline management and drive revenue growth

Client Solutions Executive

AT&T Inc.
Irving, United States
01.2020 - 06.2020
  • Engaged with both new and established clients, assessing their usage patterns and requirements to recommend customized AT&T business solutions
  • Attained a position in the top 15% of the sales program, demonstrating outstanding sales abilities and competency
  • Initiated outreach to potential clients, securing appointments with C-Level Executives
  • Facilitated consultative dialogues, adeptly addressing concerns and fostering client interaction
  • Surpassed sales quotas, achieving 125% of the year-to-date targets
  • Conducted regular business reviews with clients to assess performance, identify areas for improvement, and ensure alignment with strategic objectives
  • Negotiated contract terms and pricing structures with clients, maximizing profitability while maintaining strong client partnerships
  • Acted as a trusted advisor to clients, providing insights and recommendations on industry trends, market opportunities, and competitive intelligence
  • Developed and delivered compelling presentations and proposals to prospects and clients, effectively communicating the value proposition of products and services
  • Monitored market trends and competitor activities, identifying opportunities to differentiate our solutions and gain a competitive edge in the marketplace

Education

Engineering Technology Management -

Texas State University
San Marcos
05.2019

Skills

  • New Client Acquisition
  • Problem-Solving
  • Effective Communication Skills
  • Microservices
  • Resourceful
  • Strategic Planning Ability
  • APM & Observability
  • SaaS and PaaS Expertise
  • Detail-oriented
  • Critical Reasoning Skills
  • AI Agent Architecture
  • Relationship Building
  • Workflow Automation
  • Big Data Frameworks
  • Data Analytics
  • Robotic Process Automation
  • Data Governance
  • Adaptability
  • Microsoft Azure
  • Microsoft Proficiency: (Excel, Word, Access, PowerPoint)

Certification

  • Microsoft Certified: Azure Fundamentals
  • Microsoft Certified: Azure Data Fundamentals
  • Microsoft Certified: Dynamics 365 Fundamentals

Accomplishments

  • Achieved a 30% expansion in the new logo client base within my designated territory during FY 2023, surpassing the set goal of 20%, thereby generating an additional $485K in net revenue.
  • Attained 106% of the quota for FY 2023.
  • Earned promotion to the position of Data & AI account executive.

References

AVAILABLE UPON REQUEST.

Timeline

Account Executive Data & AI

IBM
01.2024 - Current

Territory Account Executive (Team Lead) - Business Analytics

IBM
01.2023 - 01.2024

Territory Account Executive - Automation & AIOps

IBM
08.2022 - 01.2023

Digital Sales Representative - Apps & Infra

Microsoft
04.2021 - 08.2022

Fiber Sales Executive

AT&T Inc.
09.2020 - 04.2021

Mid Market Account Executive

AT&T Inc.
06.2020 - 09.2020

Client Solutions Executive

AT&T Inc.
01.2020 - 06.2020

Engineering Technology Management -

Texas State University

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Sidney Harris