PAULA P. EVANS

9506 Gutenberg Road Home: 502/266-6774/Cell 502/608-6982Louisville, Kentucky 40299 pjpevans@gmail.com

SALES EXECUTIVEStrategic Planning & Execution / Sales Management / Market Penetration & Growth

Dynamic, sales-oriented executive with 24 years of progressive leadership experience in sales, business develop-ment and marketing operations management directing productive sales teams that consistently surpass sales quotas. Highly creative, passionate and team oriented leader that thrives on complexity and challenge. Learns quickly and is very resourceful and adaptable in leading, motivating and maintaining an enthusiastic productive sales staff.

Core Qualifications Entrepreneurial in finding customer

opportunities Leading a team in a matrix environment

of sellers as a 1st and 2nd line manager Strong Recruiting and

Coaching Skills Customer Relations & Negotiations Strong knowledge of IBM software and

services solutions Territory Design &

Management Executing strategic planning and per-

formance management with sales teams and business partners.

Developing Talent and managing perfor-mance

Human resources knowl-edge and skills

ExperienceFreelancer @Amazon.com2014 to present Production CoordinatorAssisting in all aspects of booking, contracting, billing, and management of a body of approx. 100 freelance studio photographers, stylists, technical and operations people for the Jeffersonville Amazon Photo Studio. Facilitating the functional business relationship between contracting with the creative arts agencies and Amazon.com. Conducting interviews for talent agents and facilitating freelance HR activities. Responsible for financial and performance data tracking/reporting, communicating with all talent and the staff at Amazon, tracking travel arrangements for out of town talent, creating presentations, and managing a seven-figure annual budget for external talent pay. Interviewing talent for the various agencies and onboarding talent to work in the photo studio. I strive to hire the best qualified talent to run and manage the largest photo studio for Amazon.com.

IBM Corporation December 2012 to July 2013 North America General Business Storage Sales Leader Created sales programs for the IBM North America (NA) storage team specifically driven to create opportunity identification for the NA IBM storage sales teams, business partners and General Business (GB) client teams. Re-sponsible for developing opportunity identification programs with the each of brand storage leads (V7000, DS8000, XIV), working to deliver them to marketing, and communicating them to both the management of the storage sales teams and the General Business client teams. Worked to maximize channel partner engagements to further each deal. Achieved quota both quarters.

January 2011 to December 2012 Business Development Executive GB Healthcare SolutionsLed and sold healthcare solutions for IBM's General Business healthcare territory. Responsible for driving sales op-portunity identification and execution for both provider and payer clients. Worked with the territory sales reps to develop the execution plan in key areas such as ISV software, and related hardware solutions, storage and healthcare business development solutions such as SmartRoom, Watson, disaster recovery, enterprise healthcare analytics, col-laborative care, security solutions and services related opportunities for hospitals and payers. Over achieved quota 6 of 8 quarters with a quarterly quota averaging over $2 million in the Great Lakes/Midwest region.

January 2007 to January 2011 Territory ManagerLed and managed the IBM Indiana/Kentucky General Business client sales team. Industries included Healthcare, Fi -nancial, and Insurance, Manufacturing and Distribution and Professional Services organizations with over $100M in revenues and 1000+ employees. Responsible for the strategy and execution of sales across all IBM brands including hardware, software, and ser -vices. Facilitated a strong sales cadence across the brand matrix to achieve sales objectives. Hired and developed sales leaders who had a strong focus on selling customer valued business solutions. Achieved revenue growth of 8% in 2007 and 6% in 2010. Achieved quota and attained 100% club in 2009 and 2010 for exceeding both revenues and profitability.

April 2006 to January 2007 SMB Global Competitive Sales Leader Developed the programs and led the strategy for the worldwide SMB competitive sales team. Gained global experi -ence working with the sales leaders in each geography. Collaborated with the world-wide (WW) brand sales teams to build business cases to roll out sales initiatives/strategies to the WW competitive teams. Developed the plan to expand our WW competitive sales force and align the IBM brands to the sales teams. Responsible for ensuring growth of 30-40% in this marketplace and overachieved $2.7B quota for 2006.

Lenovo, Inc.May 2005 to April 2006 Business Unit Executive Successfully transitioned sales team and customer base to Lenovo International as part of the purchase of IBM’s PC division. Retained 95% of large enterprise install base in the process. Led and managed the Great Lakes team of two sales managers, 18 sales reps serving large enterprise and mid-market customers across a five state region. Maintained and improved employee morale and retention during the transition. Responsible for over $300M in sales revenue and profitability. Results: Improved territory profitability by 4.8% gross profit by improving sales in focus product areas. Grew GB territory 15% and public sector territory by 22%. Improved customer satisfaction by 7 points. Led significant wins in the enterprise space that comprised $62M in territory revenue in 2006.

IBM Corporation 1985 – May 2005July 2004 to May 2005 Business Unit Executive, PC Division, IBMLed the Great Lakes PC sales team across all customer environments. Led a direct sales team of 20 along with man-aging all routes to market including the channel, inside sales and IBM Direct. Created the highest level of efficiency within the organization as it relates to our business practices. Revitalized relationships with the IBM client teams and the routes to market to strengthen overall sales opportunity identification for our product set. Hired a sales man-ager for the SMB team that maintained high morale and results. Achieved business results in 2H 2004.

January 2001 to June 2004 Sales Manager, Personal Computing DivisionLed team as a PCD sales manager in achieving quota. 2001 – 94% attainment; 2002 – 106%; 2003 – 104% and top sales manager in Central region; achieved 1H 2004 goal by June 1st. Built a successful sales team and coached them in a high performance environment hiring, firing and promoting employees in IBM as needed to better the overall performance of the team. Developed and facilitated a strong cadence and network with the SMB client organization which was held as a model by the SMB Central Region executive management. Knowledgeable in utilizing routes to market, revenue forecasting and developing a matrix cadence in order to leverage a sales team’s success.

January 2000 to January 2001 Client Services Leader, HealthcareSold services across an ISU Healthcare territory (5 states) in the Central Region. Developed a strategy across the team to focus on selling services which included supply chain management, HIPAA, clinical information systems, CRM and networking services. Teamed with IBM Global Services principals across 5 states to develop a coverage strategy for the territory. Invited and participated in IBM’s “Leadership in Healthcare” seminar at Duke University. Assumed additional interim responsibility in managing Ascension Health as the client executive while a colleague was on leave.

January 1999 to January 2000 Health Solutions Specialist, IBM Sold SMB health solutions across the entire Central Region. Developed and facilitated education for client reps and inside sales reps for SMB health care focus solutions - Health Village Tours, telemedicine, PACs solutions, NextGen electronic medical records and HDN/Healtheon. Managed overall sales responsibility for Health Village Tours and worked with implementation team in developing and refining the project statement of work. Teamed with IBM Global Services to ensure their execution on SMB health solution projects on a geographic basis. Over-achieved quota at 106% attainment for the region.

January 1993-1998 Senior Client Representative, HealthcareManaged a health territory in Kentucky and Southern Indiana including one Fortune 500 account. Increased revenue on an average of 30% each year. Developed relationships with key executives to drive customer’s business initia-tives Sold the 1st key win for Tivoli in IBM US for $2.5 million. Promoted twice to Advisory and Senior Client rep-resentative while managing my health care territory. Exceeded quota 5 of 6 years.

1990-1992 Marketing Representative, Account GrowthManaged an account growth territory of 150 S/36, AS/400, RS/600 and VSE accounts concentrated in the areas of health, distribution, retail food and transportation. Developed a small retail food account, Rally's Hamburgers into a multi-million sales account for IBM over a 2 year period selling point of sales devices and cooperative software. Achieved quota all 3 years.

Midrange Marketing Representative, June 1987-1990Accounts Receivable Administrator, July 1986 to May 1987Customer Center Administration Specialist, July 1985 to July 1986

Education

IBM Management Education - Boston University School of Management, 2008-2009

Leading in Healthcare education class - Duke University Fuqua School of Business, 2001Master of Business Administration – Bellarmine University, Louisville, Kentucky ▪ 1993With honors, completed degree while working full time

Bachelor of Arts in Accounting and History – Bellarmine University, Louisville, Kentucky ▪ 19853.45 GPA including minor course studies in economics.

AwardsIBM Leadership Award, IBM Golden Circle, 2 Vice President Awards, 5 Branch Manager Awards, 16 IBM 100% Clubs/ Marketing Excellence Awards

CommunityBellarmine University Board of Overseers Chairperson 2013-2015; Overseer from 2007- present. Responsible for raising scholarship money and awareness for the university.Board Member and Treasurer, Monticello Place Community Association, 1998-2008St. Vincent DePaul volunteer 2009- presentPitt Academy Board of Directors 1998-2000