Thomas P. Flannery
Glastonbury,CT
Summary
Dynamic sales leader with a proven track record at IBM & HCL, driving over $350M in revenue over course of career. Expert in strategic account management and C-level engagement, consistently exceeding quotas. Adept at revenue growth and team management, leveraging skills in enterprise software and effective communication to deliver exceptional results in complex sales environments.
Overview
30
30
years of professional experience
1
1
Certification
Work History
Senior Client Director
HCL Software
, Northeast United States
04.2019 - 03.2025
- Owned full sales lifecycle for a software and SaaS portfolio spanning digital experience, marketing automation, analytics, DevOps, security, and AI-driven automation.
- Exceeded annual revenue targets by effectively managing complex multi-product enterprise deals.
- Promoted to Regional Sales Director, overseeing Client Directors and coordinating cross-functional teams of product sales specialists, technical advisors (SEs), and customer success managers for the Northeast and Mid-Atlantic regions (Player/Coach).
- Member of North American leadership team delivering strategic and tactical guidance to senior GTM leaders.
Managing Partner
UX2 LLC
Glastonbury, CT
09.2007 - 04.2019
- Drove sales efforts, generating over $20 million in IBM software and SaaS revenue.
- Facilitated IBM’s second-largest digital experience and collaboration transaction, contributing to revenue growth.
- Attained designation as an IBM Advanced Business Partner, strengthening market position.
- Partnered with IBM to expand service offerings, improving client solutions.
- Delivered user experience design and development services for enterprise portals and collaboration platforms.
Senior Strategic Account Executive
IBM
Hartford, Connecticut
01.2014 - 11.2016
- TBD
- TBD
- TBD
Senior Account Executive
IBM
New York, NY
01.2003 - 08.2007
- Closed over $50M in new software and SaaS revenue, driving more than $10M in subscription growth.
- Led deployments of enterprise license agreements, impacting $20M in revenue.
- Exceeded annual quotas ranging from $2M to $6M.
Manager, eBusiness Solutions
IBM
New York, New York
12.1999 - 12.2003
- Responsible for digital transformation and e-commerce solutions revenue in North America across major media, entertainment, publishing and professional sports industries.
- Delivered comprehensive solutions encompassing software, hardware, consulting, implementation, training, and financing.
- Exceeded annual quotas from $25M to $50M.
Sales Representative
IBM
Hartford, Connecticut
04.1998 - 11.1999
- Elevated to outside sales role specializing in enterprise networking hardware and network management software.
- Exceeded annual quotas.
- Chosen to oversee regional transition executive activities linked to Cisco Systems acquisition of IBM's networking business.
Inside Sales Representative
IBM
Atlanta, GA
10.1996 - 03.1998
- Generated sales through outbound calling and lead follow-up efforts.
- Assisted in preparing sales proposals tailored to client specifications.
- Conducted full-cycle sales on smaller transactions and engaged with account executives to progress and close larger deals.
Inside Sales Development Representative
Cabletron Systems
Lincoln, Rhode Island
07.1995 - 07.1996
- Surpassed lead generation and outbound sales quotas for enterprise networking hardware and network management software.
- Conducted account and market research to identify new prospects and trends.
- Scheduled appointments with qualified prospects, facilitating seamless transitions for account executives.
Education
Bachelor of Arts - Communications
University of Rhode Island
Kingston, RI05-1994
Skills
- Enterprise Software & SaaS Sales
- Strategic Account Management
- C-Level Engagement
- Quota Attainment
- Deal Structuring
- Revenue Growth
- Sales strategy
- Full-cycle sales process
- Revenue forecasting
- Key account development
- Client relationship management
- Sales leadership
- Team management
- Effective communication
- Strategic thinking
- Relationship building
- Problem solving
- Contract negotiation
- Customer success
- Solution selling
Certification
- Quantum Computing for Everyone, Fractal Analytics Academy, In Progress
- IBM RAG and Agentic AI: Build Next-Gen AI Assistants, IBM, 2026
- Generative AI for Data Scientists, IBM, 2025
- IBM AI Foundations for Business, IBM, 2025
- AI Foundations for Everyone, IBM, 2025
- Introduction to Generative AI Learning Path, Google Cloud Training, 2025
- Strategic Selling with Perspective, Miller Heiman / Korn Ferry, 2025
- Situational Leadership, Blanchard, 2019
- Digital Marketing, Cornell University, 2017
- Numerous IBM Sales and Technical Certifications
Awards
- IBM Golden Circle
- IBM One Hundred Percent Club (11x)
- HCL Software Sales Champion Award (2x)
Industry Coverage
- Financial Services
- Banking
- Insurance
- Healthcare Payer
- Healthcare Provider
- Telcommunications
- Media & Entertainment
- Publishing
- Utilities
- Professional Services
- Electronics
- State & Local Government
- Higher Education & K-12
- Several Other Industries
Technology Specialization
- Generative A.I.
- A.I. Governance
- Digital Experience
- Enterprise Portals
- Content Management
- Digital Asset Management
- Personalization & Recommendations
- Customer Experience Analytics
- Marketing Campaign Automation
- eCommerce (B2C & B2B)
- Enterprise Social Networking
- Enterprise Collaboration
- Application Development (Pro-Code, Low-Code, No-Code)
- Web and Mobile Applications
- Application Security Testing (DAST, SAST, IAST)
- DEV/SEC/OPS
- Enterprise Firewalls
- Identity & Access Management
- Endpoint Security & Device Management
- Database, Data Mart, Data Warehouse & Data Lake
- Data Analytics
- Routers & Switches
- Enterprise Network Management
- Information Technology Financing
Timeline
Senior Client Director
HCL Software
04.2019 - 03.2025
Senior Strategic Account Executive
IBM
01.2014 - 11.2016
Managing Partner
UX2 LLC
09.2007 - 04.2019
Senior Account Executive
IBM
01.2003 - 08.2007
Manager, eBusiness Solutions
IBM
12.1999 - 12.2003
Sales Representative
IBM
04.1998 - 11.1999
Inside Sales Representative
IBM
10.1996 - 03.1998
Inside Sales Development Representative
Cabletron Systems
07.1995 - 07.1996
Bachelor of Arts - Communications
University of Rhode Island