CV – Laura Doyle______________________________________________________

Full Name: Laura DoyleHome Address: Grooms Cottage – Hope Hall, Thorner Lane, Bramham, West Yorks. LS23 6LXTel #: 07718 616355 E-mail: lauraelsedoyle@gmail.comDate of Birth: 14 Dec 1978 Nationality: British

PROFESSIONAL SUMMARY

Highly ambitious and self motivated sales professional, having worked for IBM both in the UK and US for 12 years. Most recently working in the US for IBM Global Technology Services – as the Client Services Leader (CSL) managing Strategic Accounts in the Financial Services Sector. 

Proven track record in running and developing large corporate accounts, signing over $150m in new business - working successfully with the customer and managing cross-functional teams in closing competitive deals whilst managing existing business. Responsible for delivering broad portfolio of IT offerings to address customers business needs.

Consistently exceeds Sales Quota/Target, received numerous awards in recognition of performance.

SPECIALITIES

Global Account Management Manage all aspects of the Sales Cycle from qualification to close Broad knowledge of complex IT Services Portfolio Contract and bid management  Management of cross-functional / global teams Develop / manage / maintain sales pipeline (Siebel) Customer relationship - all levels (inc CXO) - trusted advisor Detailed understanding of client IT environment Create new signings and revenue growth opportunities Identify and deliver cross brand opportunities Detailed understanding of client industry, business and organisation Competitor knowledge  Account strategy and planning

 

EMPLOYMENT RECORD

IBM US - Client Services Leader (CSL) North Carolina & South East Cluster (Financial Services Sector)(April 2009 - 2013) 

Overview:The Client Services Leader (CSL) sales role owns and closes large opportunities by providing clients with superior, innovative solutions that integrate services offerings from across the services portfolio, and that solve client’s toughest business and IT challenges. The Mega Deal CSL role focuses on the largest and most complex of these integrated solution sales. Focus on new business tcv $5m+, whilst also managing and growing existing revenue in the Accounts. Extensive experience working with all levels of the customer, with focus on C-level Executive relationships. Successful wins in: Data Centre Integration & Optimisation, Data Centre Design, Cloud Services, Next Generation Networks - Network HW and deployment services, Storage Optimisation (Data Mobility), Business Continuity and Recovery Services, Services Support Solutions - to name a few. 

Responsibilities:

Account manage 10 key strategic customers in the Financial Services Sector Responsible for leading the strategy and proposal development process, coordinate the

appropriate resources, provide leadership on pricing, quality assurance, and strong teamwork to ensure high quality proposals

Identify and close new cross services brand opportunities within customer set, through comprehensive account strategy/ planning 

Develop and expand existing and new client executive relationships by acting as the trusted advisor, mapping key business challenges and objectives to IT solutions

Develop and sell complex solutions that contribute to the company’s financial plan for signings, revenue, and gross profit

Drive growth through innovative solutions, transformational engagements and sales that bring value to clients and IBM

Grow pipeline in all services offerings, with focus on key plays Stay engaged as projects transition to delivery to ensure seamless hand offs and linkage

between value promised and value delivered, key focus on maintaining customer satisfaction Accurately maintain all internal pipeline reports and tools

IBM US - Global Account Manager Wachovia Bank, Bank of America & North Carolina Cluster Accounts (Financial Services Sector) (Feb 2007 - Apr 2009) 

Overview:Responsible for all IBM Infrastructure / Technology Services at Wachovia Bank, Bank of America and North Carolina Financial Services Sector Cluster.  Managed existing services business within the Accounts, whilst exploring and finding new opportunities - also responsible for generating and driving opportunities through the sales cycle from qualification to close – leading the relevant specialist and Service Product Line teams. Secured strong sales results in a highly challenging and volatile financial climate (helped Clients through the 2008 Global Financial Crisis). Personally responsible for taking Accounts with limited IBM Services spend, to over $40m in net new Signings. Exceeded annual sales target.

Responsibilities:

Services focal for two of IBMs most important/strategic Integrated Corporate Accounts: Wachovia and Bank of America

Integral member of IBM Client team including both crossdivision, multifunctional teams Manage client relationship from a Services perspective (all levels inc Clevel Executives) Identify, manage and maintain pipeline Focus on net new Signings and Revenue growth Sell solutions to customers on a partnership basis

IBM UK - Global Services Account Manager – HBOS plc(Nov 2004 - Feb 2007) 

Responsible for managing Services on the HBOS Account, working closely with the customer and IBM Client Team. Managed existing business within the account, whilst exploring and finding new services opportunities, also responsible for generating and driving opportunities through the sales cycle from qualification to close – using the relevant specialist and bid support teams. Made sure the correct resources were allocated to the account in order to assist the customer in achieving their IT goals. An understanding of the HBOS business environment enabled the opportunity to make valuable recommendations to the customer, resulting in additional IBM services business. Personally responsible for selling key strategic competitive win back - 'High Availability Services Solution' contract for +$22m. Exceeded annual sales target.

IBM UK - Strategic Outsourcing - Client Solutions Manager 

(Mar 2003 - Oct 2004)

UK Lead for International Strategic Outsourcing deals - responsible for managing the UK / EMEA content of large global SO bids, working with the client to achieve their outsourcing goals, guiding them through the outsourcing process and working together to close the deal. Responsible for managing the local client, internal sales teams, solutioning, pricing and contract process - whilst ensuring the required TCV/GP/PTI targets were met.

IBM UK - Strategic Outsourcing - IBM Graduate Programme(Jul 2001 - Mar 2003)

 Selected to join the elite 'SO-Engagement Graduate Programme' - 2 years spent working in various parts of the Strategic Outsourcing business, as a foundation/platform to an accelerated Sales career in IBM.

Awards: 

IBM Global Sales School

IBM Leadership Awards

IBM Hundred Percent Clubs

IBM National Excellence Awards

IBM Top Talent 

IBM Business and Technical Leadership Resource 

Education:

- BSc Hons Technology + Management - University of Bradford (2:1) – 1997-2001

- A-levels: Economics, English, Spanish, General Studies – Highfields School, Matlock – 1995-1997