Brian Long
Details
Northwestern University - Kellogg School of Management
2012 : 2013
Master of Business Administration (MBA)
York University - Schulich School of Business
2012 : 2013
• Broad portfolio of managed security and consulting services including, Cloud Security, Data Security, Application Security, Pen Testing, Threat Detection / Response, Infrastructure / Endpoint, Cyber Resiliency and Risk / Compliance
• Successfully implemented a new route to market strategy driving 100% growth in consulting services in the first 3 quarters of fiscal 2021
2021 : Present
IBM
Director - Cybersecurity Sales, U.S. Financial Services
• Accountable for the digital / commercial strategy, sales (digital / field sales) and routes-to-market for IBM’s Retail, Travel and Tourism market
• Developed an IBM / Business Partner sales program (Cybersecurity and Supply Chain solutions) encompassing marketing, offering management, digital sales and field sales delivering 50% growth in each portfolio
• Achieved record transactional sales – Q4, 2020
• Average Annual Growth 26% (first time this segment grew at double digits)
2019 : 2021
IBM
Director - Digital and Commercial Sales
• Worked directly for IBM’s Chief Digital Officer (direct report into IBM’s Chief Executive Officer), who had responsibility for overseeing IBM’s Digital Platforms team, Digital Sales organization, Digital Marketing, Routes to Market and Offering teams, and IBM's Developer and Startup Ecosystem
• Successfully onboarded and enabled several new Business Partner marketplaces to grow IBM’s digital presence
• Increased software developer usage on IBM’s Public Cloud by > 25%
• Annual Growth 35%
2018 : 2019
IBM
Director - Digital Sales
• Responsible for managing complex sales and consulting teams in IBM’s Cybersecurity business with a focus on selling and delivering IBM solutions (software and services)
• Negotiated large multi-brand, multi-year contracts with sophisticated customers, including the largest US & Canadian Financial Services organizations resulting in first-of-a-kind wins at greenfield accounts including a large US financial institution (>$80 billion market cap) and a NYC-based government organization
• Average Annual Growth 16%
2014 : 2018
IBM
Cybersecurity Sales Manager - Eastern U.S.
• Responsible for IBM’s Canadian Telecommunications business managing both consultants and sellers
• Sales portfolio including managed services, consulting services and OEM partners
• Transformed a legacy business by collaborating with product development and creating formal partnerships with new Business Partners, resulting in “first-of-a-kind” wins in North America
• Selected to enroll in Masters of Business Administration (MBA) at Kellogg-Schulich International EMBA program (granted to 1 IBM Canadian employee each year)
• Average Annual Growth – 12%
2012 : 2014
IBM
National Sales Manager - Telecommunications Sales
Skills
Business Analysis, Business Development, Business Intelligence, Change Management, Cisco Technologies, Cloud Computing, CRM, Data Center, Disaster Recovery, Enterprise Architecture, Enterprise Technology Sales, Integration, International Management, IT Management, IT Operations, IT Outsourcing, IT Service Management, IT Strategy, Managed Services, Network Architecture, Outsourcing, Partner Management, PMP, Professional Services, Project Portfolio Management, SaaS, Sales Management, Security, Solution Architecture, Solution Selling, Strategic Partnerships, Strategy, Telecommunications, Unified Communications, Vendor Management, VoIP
About
Enthusiastic team-oriented leader who thrives on new challenges and creating new business opportunities with high performing teams. Client focused senior technology / sales executive with significant experience in diverse global organizations. Passionate athlete (squash, hockey, golf) and avid member of the 5AM Club.
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