KEVIN STORMS

Charlotte, NC
704.905.0980

www.linkedin.com/in/kmstorms

kmstorms@icloud.com

SUCCESSFUL SALES DIRECTOR/SALES MANAGER of INFORMATION TECHNOLOGY (IT)

BUSINESS DEVELOPMENT EXECUTIVE/ SENIOR ACCOUNT MANAGER

Proven Leader and Manager improving team performance and achieving growth objectives.
Impressive Track Record of consistently exceeding quota.
Driven Information Technology Sales Professional with expertise in leading and motivating
teams to develop new territories, establish strategic executive relationships and close deals.
Senior Account Strategist and Tactical Thinker with an intuitive marketing ability to identify
inefficiencies and introduce new cost effective solutions through analysis of business requirements,
design of appropriate technological solutions and favorable ROI.
Thrive in dynamic and competitive environments with a strong entrepreneurial spirit.
Excellent interpersonal, communication, presentation, problem solving and closing skills.
Highly-polished and articulate with a pleasant disposition.

Core Competencies:

Sales Management
Consultative and Solution Selling
Software, Hardware and Services
Servers, Storage and Networks
ECM, BPM, Cloud, Big Data, Security,
Analytics, CRM, Social, Virtualization
Consulting and Systems Integration
Business and Systems Analysis

Direct Major Account Sales Territory Management

Distributor/Business Partner/Reseller (VAR)
Channel Strategy and Management
Financial, Insurance, Healthcare, Energy, Utilities,
Retail, Public and Industrial Market Expertise
RFP and Proposal Development
Contract Negotiation
Enterprise License Agreements

PROFESSIONAL EXPERIENCE
SMS SYSTEMS MAINTENANCE SERVICES, Charlotte, NC

2014 2015

Sales Director, Southeastern United States

Rebuilt Southeastern United States sales organization across 7 states responsible for $13M in sales.
Accomplished many significant improvements including:
Developed Strategic Area Business Plan: defining strategy; setting objectives and quotas;
establishing team cadence including individual bi-weekly calls, monthly area meetings, quarterly
business reviews and annual employee performance reviews.
Grew and improved sales team including recruiting, hiring, firing, training, mentoring, motivating and
coaching team of 7 Senior Account Executives in the Southeast.
Increased area pipeline and lead by example including strategic account win plan reviews, joint
sales calls and negotiations to close deals.
Managed the area including monitoring and reporting forecasts and revenue plus escalation of
critical issues to executives to drive to resolution.
Established productive work environment and optimized sales effectiveness through team building,
innovation, open communication, continuous improvement and collaboration.
Developed Smarter Prospecting Initiative and Business Development Tracking system to allow
more efficient generation of leads and improved tracking of key opportunities to closure.
These improvements resulted in a highly cohesive, effective and motivated team closing many major
new logo accounts while growing the existing customer base and over achieving growth and customer
retention targets.

KEVIN STORMS
IBM CORPORATION, Charlotte, NC

KMSTORMS@ICLOUD.COM

PAGE TWO
2006 2014

Business Development Executive,

2013 2014
Ingram Micro Account
Directed introduction and rollout of IBMs Power Servers in North America to Ingram Micro and
Resellers. Worked closely with IBM, Ingram Micro and Business Partners executive teams.
Established and led team of 20 sales, marketing and technical professionals within IBM and Ingram
Micro, resulting in effective, cohesive, trained, certified and motivated team.
Developed and managed the Power strategy, implementation plan and programs providing a
comprehensive roadmap for success and market awareness of Ingrams new capabilities.
Recruited, trained and certified 17 new Power business partners, achieving $3M in revenue.
Enterprise Content Management (ECM) Account Executive,
2009 2012
Industry Solutions
Developed and executed sales campaigns for virgin Mid-Atlantic territory with no existing ECM pipeline.
Educated IBM account teams to promote entire ECM portfolio including Enterprise Report
Management, Document Imaging & Capture, Business Process Management, Information Lifecycle
Governance, Social Content Management, Advanced Case Management and Content Analytics.
Assembled and leveraged IBM Executives, ECM Tiger Team, channel partners and other ECM
brand resources to progress and close very complex, competitive deals at non IBM accounts.
Developed deep relationships at Genworth Financial which created demand for new ECM solutions,
setting foundation and opening door for IBM to develop and win large $20M ELA.
Executed extensive multi-year sales campaign to convert Carmax from Microsoft to IBM, resulting in
a $5M multi-year Enterprise License Agreement.
Produced $2M revenue at 10 accounts, including 3 new accounts, building a $5.8M pipeline.
National Business Partner Manager and Team Lead,
2007 2009
National Resellers
Recruited, managed and integrated ePlus and PC Connection into IBMs new National Reseller
program. Built relationships and trust with reseller executives and management. Created and
implemented business development and marketing plans with reseller executives and staff.
Leveraged additional resources including marketing development funds and distributor resources,
gaining market share from HP and other competitors.
Developed and proposed Custom Initiative Proposal for ePlus to generate $10M of incremental IBM
revenue for an additional investment of $500K in 2009 and 2010.
Led dedicated IBM teams into resellers organizations nationally which provided resources and built
relationships, trust and credibility for ePlus and PC Connection to win significant new IBM business.
Spoke at ePlus National Sales Convention to 300 ePlus participants, promoting IBM sales through
unique BMW sales contest which received national recognition in Computer Reseller News.
Managed a 4 day IBM executive briefing event for entire ePlus executive and management staff (40
participants), building relationships and trust between local IBM and reseller management and staff.
Recognized as IBM Top Talent (Top 5%) and achieved 100% Club for 2 consecutive years.
Closed $21M in revenue with PC Connection which was 124% of quota.
ePlus grew IBM revenue by $3.25M (18.5% growth) and closed 60 new IBM accounts. ePlus
became IBM's 8th largest Reseller and was nominated for IBMs Business Leadership Award.
Business Development Executive,
2006 2007
Bank of America (BoA) Account, Global Technology Services (GTS)
Directed all IBM GTS business at Bank of America. Managed all GTS Service Product Lines: IT
Strategy and Architecture; Server; Integrated Communications; Security and Privacy; End User;
Middleware; Storage and Data; Business Continuity & Resilience; Site & Facility.
Interfaced regularly with BoA and IBM account team to identifying new opportunities, engaging
subject matter experts and making presentations to C-level executives to close business.
Closed $9M in revenue plus qualified over 40 new opportunities, providing $100+M pipeline.

KEVIN STORMS

KMSTORMS@ICLOUD.COM

PAGE THREE
2003 2006

CORUS360, Charlotte, NC

Business Development Manager

Strategically targeted C Level executives at Fortune 500 accounts in Carolinas. Introduced
professional services, leasing and reseller solutions to prospects including; server and storage
consolidation, virtualization, networking, security, business continuity and disaster recovery
technologies, systems management, information lifecycle management and meeting Regulatory
Requirements. Developed teaming relationships with leading IT vendors including IBM, Cisco,
Microsoft, Veritas, Oracle, Network Appliance, VMWare, Citrix, STORServer, NetIQ and APC.
Introduced unique solutions to CIOs and CFOs which mitigated risk and controlled costs while
simultaneously increasing enterprise performance and corporate profitability, closing 9 new
accounts in first year including Charlotte Bobcats, Charlotte Pipe and Foundry, R.J. Reynolds /
Oracle and MedCath.
2000 2003

CA TECHNOLOGIES, INC., Charlotte, NC

National Account Manager, Bank of America (BoA)

Developed and implemented a worldwide strategic account plan for BoA utilizing target account selling
methodology. Cultivated strategic long-term relationships with key BoA executives. Educated bank
executives on solutions and benefits of forming a Global Strategic Partnership. Identified, directed and
managed pursuit of key revenue opportunities.
Successfully negotiated a complex, multi-year enterprise license agreement valued at $150M which
became the standard contract vehicle for new CA products and solutions at bank, paving the way
for CA to become 2nd largest supplier to bank and for BoA to become one of CAs largest strategic
accounts.
NEC CORPORATION, Charlotte, NC

1996 to 2000

Regional Manager and Wells Fargo Team Lead

Directed the opening of a new regional office in the Southeast. Recruited and hired professional staff.
Formulated and implemented a strategic plan to sell CISCO equipment to key accounts. Persuaded
Wachovia Bank to sign exclusive partnership agreement which provided all network related services
and CISCO products to the bank.
Exceeded banks expectations in meeting aggressive delivery and implementation schedule to
integrate acquired banks systems into a Global network necessitated by multiple mergers and
acquisitions.
Configured, sold, delivered and installed $4.5M of computer equipment within one year representing
180% of quota and the companys largest customer.

EDUCATION
BS, Information Systems Management, University of Maryland, College Park, MD
Curriculum emphasized study of database systems and query languages.
Focused on systems analysis techniques with extensive background in Computer Science,
Statistics, Operations Research, Math, Economics and Accounting.