Mark Dorsey's Email Addresses & Phone Numbers

Vice President, Software Sales @ IBM Promoted to run the direct software sales team for the North region focusing on growing revenue and share in our largest customers. Responsible for growing a 1.5 billion dollar business which includes SaaS, transactional, services, routes to market, channels, hiring, training and enabling the sales leadership and sales teams. Growth is...

Vice President, Software Sales @ IBM Promoted to run the direct software sales team for the North region focusing on growing revenue and share in our largest customers. Responsible for growing a 1.5 billion dollar business which includes SaaS, transactional, services, routes to market, channels, hiring, training and enabling the sales leadership and sales teams. Growth is our number one objective. From January 2014 to January 2015 (1 year 1 month) North RegionExecutive Vice President, General Manager and Head of Sales Small Business @ Bank of America Merchant Services With the opportunity to work directly for the CEO of Bank of America Merchant Services (BAMS) and have a greater impact on an organization, I joined BAMS overseeing the Small Business team. In this role I directed all business development, revenue generation, and customer experience management for the North American small business portfolio (about 50% of the BAMS revenue). This includes a staff of more than 1100 people covering field sales, inside sales, product sales, pricing, strategy and client retention.Building on successes from an established sales team, I led a number of changes that have strengthened our sales organization, enhanced customer deliverables and improved profitably.-Evaluated and Purchased Client Contact Management Software (CCM) solution for inside sales personnel that is expected to increase revenues by several million dollars.-Improved internal and customer training by redesigning the new employee onboarding and training process which included creating a new field training team.-Restructured and introduced new senior leaders including a new SVP to run a client retention program and a SVP to run the inside sales teams. Working with the Board of Directors and serving as a key member of the executive and operations committees I helped to drive strategy for the larger organizations. From June 2015 to May 2016 (1 year) Greater Boston AreaVice President, IBM Commerce Software, North America @ IBM Promoted to lead North American sales for the $1.5B Commerce Software unit, I directed all aspects of field and inside sales, business partner sales, services, technical sales, and marketing and staff of 900. During the first half of 2015 the unit increased sales 29% and strengthened client retention (in part by introducing a face-to-face approach to issue resolution). From January 2015 to May 2015 (5 months) Greater Boston AreaDirector, Industry Cloud Solutions Software Sales @ IBM Charged with running the newly formed $487M+ (and grew it to over $900M) transactional, SAAS, Services business focused on solution offerings (Smarter Commerce, Smarter Cities and Advanced Case Management). Consisting of 4 brand segments: 11 acquisitions: Commerce (Sterling Commerce, WebSphere Commerce, ILog Optimization, Emptoris), Enterprise Marketing Management (Unica, Coremetrics, DemandTec, Tealeaf), Enterprise Content Management (Filenet, IBM CMOD, DataCap, PSS Systems), and Smarter Cities (i2 and Curam). In this role I direct operations and oversee software/services revenue, expense, field marketing, business development, and technical sales to every company/vertical on the East Coast. My team consists of 321 sales leaders, business unit executives, first line managers, and sales/technical sales professionals. Key achievements include:-Created an environment where sales execution is paramount; trained/coached team on sales execution, pipeline development, and methodology. -Transitioned and integrated staff from multiple acquisitions into company culture and IBM Sales Model. -Maintained low turnover and kept morale high during times of rapid change and uncertainty. -Implemented a predictable forecasting methodology.-Led team to grow business by 60+% in 2012. From January 2011 to December 2013 (3 years) Executive Assistant (Chief of Staff) to General Manager, Industry Cloud Solutions @ IBM I was one of 5 software executives chosen to participate in an annual senior executive training program. -As “right hand” to senior executive, traveled for one year acquiring software companies and meeting with customers, analysts, and press worldwide. -Helped run day-to-day operations of a $6B business.-Assisted in purchase of 7 companies worth over $2.5B: Lombardi Software, Cast Iron, Sterling Commerce, Coremetrics, Unica, Datacap, and PSS Systems. From January 2010 to December 2010 (1 year) Somers, New YorkBusiness Unit Executive - Enterprise Accounts @ IBM I ran a $512M software business with 6 sales managers and one field marketing manager. I also oversaw a team of 86 relationship sales professionals accountable for total IBM software revenue and customer relationships.-Implemented a sales process that led team to achieve 107% of plan with 70% YOY growth.-Negotiated $87M enterprise license agreement with State Street Bank and Trust. From June 2008 to December 2009 (1 year 7 months) Business Unit Executive - Brands @ IBM I was promoted to direct a $383M software/services sales organization with 8 brand sales managers (WebSphere, Tivoli, Information Management, Lotus, Rational, and zSeries) and one field marketing manager. Led direct product specialist team of 77 professionals, including revenue, expense, and staffing.-Grew 20081H transactional revenue 87% and total revenue 34% (101% of plan).-Implemented new forecasting process that enabled the business to be more predictable.-Built field marketing team and led business partner development. From July 2007 to June 2008 (1 year) Software Sales Manager - Investment Team @ IBM Here I was a critical sales and leadership resource on a pilot project. -Established sales plan and structure to lead a $43M division to penetrate non-traditional IBM accounts.-Awarded for “Software Management Excellence”, 2006.-Team attained 153% of quota in a challenging market, 2006. From January 2006 to June 2007 (1 year 6 months) Senior Software Account Manager/Certified Senior Software Sales Rep @ IBM I was accountable for total IBM software revenue and customer relationship management, requiring close collaboration with senior company executives. Planned and facilitated complex negotiations with executives to close software business.-Personally closed $93M deal with State Street Bank and Trust Company.-Managed key accounts with State Street Bank and Trust Company and Citizens Bank.-Named “Americas Software Sales Professional of the Year” (out of 7,000 reps globally) for achieving 256% of quota, 2003.-Received IBM’s premier sales award “Global Golden Circle” for 3 years: 2003, 2005, 2006. From 2000 to 2006 (6 years) Senior Vice President, Enterprise Cloud Sales @ Oracle I run Oracle's cloud business for Oracle's top 1000 accounts in North America. North AmericaSenior Vice President, Retail and Healthcare Vertical, North America @ Oracle SVP of Oracle's North America Technology Division running the Retail and Healthcare verticals. Responsible for the Oracle Database, Middleware (Security, SOA, Java, Weblogic, BPM), Business Intelligence, and Cloud Platform/Infrastructure as a service revenue. Manage customer facing sales, business development, systems engineering, channels, consulting, and operations,. Direct line responsibility for the USA sales force.