Don Bunch

Responsible for the overall business relationship and global account management for IBM and Red Hat for the following accounts: AARP, American National Red Cross, Discovery Inc., FTI Consulting, Gannett, Graham Holdings, ICF International, Sinclair Broadcast Group, and TEGNA. This includes senior level executive relationships, revenue and profit performance as well as overall client satisfaction for my clients globally. As Client Executive, I lead the IBM / Red Hat portfolio of solutions, including consulting, cognitive, cloud, analytics, security and hardware for my clients. Our teams help solve challenges with clients using IBM / Red Hat enterprise solutions.

• Responsible for 18 State Territory • Manage account penetration and development, articulating the value proposition, developing account plans, presenting and negotiating contracts and bringing the sales cycle to closure in this territory. • Return on investment and business case analysis for prospects and customers. • Work with Kenexa strategic partners. • Solution set included: Talent Frameworks, Assessments, BrassRing Applicant Tracking System, and AI powered solutions of Watson Candidate Assistant, Watson Career Coach, and Watson Recruitment.

IBM Exceptional Digital Experiences and Social Business Solutions Account Manager for Core Accounts in California. Providing valuable solutions for the following industries: Retail, Utilities, Grocery, Entertainment and Interactive Design. I work with Executive and Business leaders to implement people centric social solutions and exceptional digital experiences which are a required foundation for successful agile corporate environments.

Territory Leader for Digital Experience and Social Platform, West Region, driving competitive situations, strategic opportunities, and enabling enterprise client teams to meet their goals. • Won strategic opportunities against competitors (Oracle, Microsoft, and Liferay) through relationship-building and proving technology differentiation. • Provided sales and product leadership, including value propositions with ROI / TCO models, for strategic opportunities at Disney, LA County, Costco, SchoolsFirst, Red Bull, SCE, and State of CA.

Sales Representative for Digital Experience and Social Platform for a variety of large enterprise clients, including financial services, state & local government, retail, healthcare, and manufacturing. • Led the software sales team to win new business by successfully bringing together the right team (technical, industry, and professional services experts) to address client business challenges with the right solution • Through relationship-building, strong progression tactics, and negotiation skills, grew the territory. • Leveraged Support, Development, Product Management, and Executives to successfully resolve difficult customer satisfaction situations and get relationships back on track to drive new pipeline. • Through strong prospecting practices, consistently maintained 3-6X of qualified pipeline. • Selected for team leadership roles including mentorship of new hires and organizing team enablement.

Technical Sales Executive, Digital Experience and Social Business • Technical Leader of Sales Cycle for large enterprise software projects. • Actively engaging customers to ensure technically valid solutions which provide business results. • Propose and performed customer POCs, BVAs and technical testing to ensure solution validity. • Developed custom demos specific to customer requirements which are value based and results focused.

Product Leader, Solution Platform Evangelist Led Product Management for Domino Designer development tool. Responsible for analysis, planning, and execution of complex development requirements. • Led product management for Domino Designer product. Extensive customer facing engagements with large Fortune 50 corporate customers and government agencies. • Released and launched major product release of Domino Designer and Sametime.