RICHARD (RICK) JORDAN

Wake Forest, NC 27587

RickA1Jordan@gmail.com

919.649.2828

www.linkedin.com/in/RickaJordan

SALES AND MARKET DEVELOPMENT EXECUTIVE

Business Development Strategist Mobilizing Sales Teams to Deliver Market Growth
Possess strong leadership, entrepreneurial business, management, operations, and process oriented skills
in development of sales teams both direct and indirect throughout Europe, Asia, and the Americas. Apply
marketing savvy to rapidly assess opportunities, refine product mix, cultivate client relationships, and drive
multi-channel focus in business-to-business (B2B) and industrial arenas.
Drive successful business unit performance across multiple departments and organizations from direct
sales, inside sales, and sales operations. Leader who is effective at developing, communicating, and
reinforcing a shared sense of purpose to achieve solid business performance results.
Expertise in:

Strategy Development
CRM Implementations
Operations Management
Program and Project Management
Business Requirement Analysis

Sales Force Performance

Analytics / Tracking and Reporting Metrics
End to End Transaction analysis
P & L Management
Process Analysis

EXPERIENCE SUMMARY
IBM, Armonk, NY

1985 2015

Senior Manager
2014 2015
Global Technology Services, Strategic Outsourcing Sales Operations
Led organizations Global Sales Operations and Sales Enablement focus in Mobility and Security sales area.

Managed 114% achievement of Mobility target and 98% of Security target achievement for 2014,
reflecting year-over-year growth of 127% in Mobility revenue and 852% in Security revenue.

Responsible for successful program communication linkage between Global Brand teams, Global
Marketing Teams in the execution of their respective campaigns to achieve these goals in Mobility and
Security programs.

Incorporated new Sales Enablement training and process productivity through implementation of a
new sales process tool that included teaming with global resources from Costa Rica.

Propelled Security brand offering business with revenue growth of 852% and signings growth of 168%
year-over-year.

Supported reorganization of Security Brand team with continued communication to global teams on
sales support changes and developments.

Senior Manager
2012 2014
IBM Global Content Services, IBM Global Technology and Integration
Provided IBM cross-brand content support via a team of 350 personnel who performed authoring, design,
and publishing services of marketing, sales / channel, and technical enablement content.

RICHARD (RICK) JORDAN

RickA1Jordan@gmail.com

PAGE TWO

IBM (Continued)

Recovered $32M in expenses which provided 28% of over recoveries.

Operated as internal IBM marketing agency by providing a cost-effective range of offerings that
supported the linkage between product brands marketing and global sales.

Provided video production and streaming project direct marketing services to all corporate areas with
114% year-to-year growth.

Developed a team that created the Social Media support program for key IBM initiatives that grew
from 5 personnel to 25 personnel in 2 years. This team became recognized as the core center of
competency for the integration of social tools to support brand marketing.

Senior Manager
2004 2012
Global Sales Center Delivery, IBM Global Technology and Integration
Multi-year management position that was responsible for global revenue growth and the global expansion
of the inside sales organization and its skills and productivity through sales tool and process education and
program development.

Developed the business requirements and deployed the suite of tools in support of the maintenance
line of business that was used by over 60 sales representatives, enabling sales of $500M in
maintenance revenue. This work included a set of Cognos analytic reports that enabled analysis of
current operations and areas of required improvement.

Supported development and deployment of SAP application in Germany and China, allowing migration
of business for inside sales from legacy applications to state of the art inside sales operations.

Created and deployed suite of Global software renewal sales tools that grew closure rate of software
renewals year-over-year by 22% over a multi-year period and resulting in over $900M in annual
software renewal revenue.

Sales Representative, Manager and Program Manager

1985 2004
Sales and Distribution Division
Performed variety of sales and program management roles both in the US and in the IBM European
headquarters. European program management role was in deployment of new corporate sales program
that involved cross-divisional sales initiative.

Achieved over 100% of sales goals in US multiple years, receiving 1 Golden Circle award for top 5% of
corporate sales.

Enabled most successful European sales initiative of any of global geographies, growing to $300M in
program revenue.

EDUCATION
Bachelor of Science (BS), General Engineering, United States Military Academy, West Point, NY
Executive Education, University of Pennsylvania Wharton School of Business, Philadelphia, PA

PROFESSIONAL ASSOCIATIONS
President, West Point Society of the Triangle
Treasurer of the North Raleigh Rotary Club