Smyrna, GA 30082 404.694.9286 philliphall1@me.com www.linkedin.com/in/philliphall1 KEYWORDS: Strategic Planning, Territory Growth Management, Business Partner Coll aboration, New Business Development, Contract Negotiation, Executive Presentations QUALIFICATIONS SUMMARY A results-oriented sales manager with demonstrated success in achieving aggressi ve profit and revenue targets in a multi-million dollar sales environment. Proven track record in secu ring and retaining key clients in highly competitive environments. Experience in expanding affiliations across multiple lines of business and in forging strong relationships with external business partners. De monstrated leadership skills in recruiting, motivating, coaching and retaining top performers. PROFESSIONAL EXPERIENCE IBM - Atlanta, GA: 1997-Present Regional Services Sales Manager, 2006-Present Managed a team of senior services sales representatives responsible for driving and forecasting $150M+ annual signings quota. Actively coached representatives in recognizing industry trends and directions and proposed end-to-end solutions by leading cross-functional teams within a matrixe d organization. Responsible for driving entire Global Service Portfolio and developing successfu l territory coverage strategies. Educated and enabled Business Partners on IBM solutions and go-to-ma rket tactics to sell our solutions in parallel. Successfully managed forecast and signings pipeline throu ghout entire sales cycle. * Created a cohesive sales team that collaboratively increased total sales reven ue from $151M to $190M in three years. * Successfully trained and mentored representatives to adopt consultative sales approach in order to uncover client pain points that could be resolved with IBM service solutions; th is unified consistent quarterly growth across entire region. * Maintained consistent progression of midmarket sales and attained regional tar get objective during 2008 economic downturn by prioritizing vast solution portfolio to emphasize and market cost saving solutions with minimal ROI for customers. * Received 100% Club Award: 2007, 2008 and 2009. * Selected as "Most Improved Services Manager": 2009. Senior Services Specialist, 2003-2006 Served as Regional Team Captain with responsibility for increasing professional consulting services and infrastructure technology service contracts for a five-state territory. * Recognized two years in a row as the #1 services sales person within the U.S. mid-market segment (on a team of 12) with 109% quota attainment in 2005 and 106% in 2006. * Delivered $8.7M in revenue attainment as an individual contributor while simul taneously providing tactical assistance for two peers, resulting in entire region exceeding target o bjectives in 2006. * Collaborated with regional peers and shared best practices that had proven suc cessful within my territory, drastically improving underperforming regions and leading region to m eet sales expectations in 2005 and 2006. * Successfully devised and launched channels service enablement program designed to enhance business partner abilities to collaborate and sell IBM services into their portf olio. This complimentary approach (direct and channel utilization) increased brand presence and increased annual signings within my region by approximately $2M. Ultimately pioneered and defined the bran d sales strategy (channels utilization) that is the primary route to market today. * Received Business Unit Executive Award: 2004 and 2005. * Received 100% Award: 2005 and 2006. * Received Marketing Excellence Award: 2005. Sales & Distribution Team Leader, 2001-2003 Hybrid role that included managerial, administrative and individual sales contri bution. * Created formal territory management system in cadence format that captured sal es activity, results and recognition of potential execution gaps. This allowed the sales team to proactiv ely identify inhibitors and modify strategy to ensure consistent quarterly progression. Team met full ye ar objective. * Conducted weekly coaching sessions, peer reviews and client feedback which res ulted in consistent increase in performance across sales team and the attainment of team sales objec tives two years running. Served successfully as interim sales manager for two months, using consistent le adership skills to minimize disruption until replacement manager was hired. * Received 100% Club Award: 2002. * Received First Line Management Award: 2001 and 2002. Territory Sales Executive, 1997-2001 Managed and maintained entire customer relationship at an executive level and ne gotiated complex, multi- million dollar agreements with multiple lines of business for assigned enterpris e accounts. Developed a territory strategy, navigated company resources and led cross-functional teams. Demonstrated thorough knowledge of sales channels and how to effectively engage proper route to market across territory. * Managed and forecasted the territory pipeline throughout the entire sales cycl e. * Received 100% Award: 1998-2001. * Received Marketing Excellence Award: 1997 and 1998. * Received annual "All Star Award": 1998. * Received Fast Start Award: 1999. * Named Sales Representative of the Quarter: 2Q, 1998. * Rated at 100% Customer Satisfaction: 1998 and 1999. PROFESSIONAL DEVELOPMENT Graduate, IBM Basic Blue Management Training Program EDUCATION Bachelor of Science, Marketing - Miami University, Farmer School of Business, Ox ford, Ohio