Brian McCusker

Responsible for P&L and sales operations

15 reps/VPs selling fuels pricing, data insights and planning software globally to Gas, Grocer and C-Store organizations

Responsible for restructure of sales , go to market, SAAS model and hosting from antiquated perpetual on premise licensing

Owner of core relationship with C levels in these accounts and all activity with annual quota of $95M.

Responsible for 25-30 sales reps selling into core financial accounts within United States

Owner of core relationship with C levels in these accounts and all activity, quota exceeding $40M

Recruited away for senior leadership role at Kalibrate3 by CEO.

Achieved over 40% of yearly plan in 2 months – made annual plan and added several major net new logos

Management of 7-10 sales personnel for National Accounts selling Workforce Optimization Cloud and Call Center Solutions including Analytics, ACD and IVR, Robotics and Automation, and Performance tools

Responsible for $30M+ line of business, re-building sales and brand from the ground up

Software Sales Business Unit Executive(2011 - 2017)

Cloud and Cognitive North American Leader

Management of 84 sales & technical personnel for newly formed Cloud and Cognitive SAAS, PAAS, ITAAS, offerings to Top FSS IBM Accounts in US, 100% focused on MRR

Responsible for $302M+ line of business, building department and brand from the ground up with Senior Executives at IBM

Focused on IBM’s transformation and growth model as defined by our CEO

Security Software sales and services to North Region and Canada first half 2016, Financial Services Sector 2ndhalf 2016

Management of 9 sales personnel for Security Software sales to customers

Responsible for $60M+ line of business, killed quota, Suntrust, Bank of America, Vanguard, First Data, Chubb, AMEX

Focused on “in the trenches” sales with reps, built team from the ground up, Top FFS Security Unit for 2016

Cloud Infrastructure, Business Analytics and Storage Software sales and services

Rebuilt and managed 10 sales personnel for IBM Cloud/Storage sales to customers for New England

Responsible for $50M+ line of business, overachieved full year plan in 2014

Managed Aetna as an account to negotiate and manage a new multi-year IBM Enterprise Agreement, Closed $345M contract December 2013. Over 1200% of quota

Emptoris and Webshere Commerce, Sterling B2B sales and services, 300% of quota

Managed start up of 8 sales personnel for IBM industry solutions sales to customers, hired entirely new team

Driving sales force to new levels of expectation which resulted in over 364% increase in sales in 2012 to the following companies:

Aetna, Cigna, Fidelity, Mass Mutual, Staples, CVS, Travelers, State Street Bank, ACS/Xerox, Wellpoint, BCBS of MA, Wells Fargo, TD Bank, Bank of Montreal

IT Risk, Business Analytics and Governance Software Sales and Services

Managed start up of 8 sales personnel for IBM GRC BI solutions sales to customers from Canada to Florida, replaced and retrained sales force, Over 200% of quota

First IBM sales executive to move over since acquisition to help build and maintain sales force while integration into IBM occurs. Driving sales force to new levels of expectation which resulted in over 200% increase in sales in 2011 to the following companies

Suntrust, Citibank, TD Bank, Royal Bank of Canada, Bank of America, 5th 3Rd Bank, Brown Brothers

Wyndham Hotels, ConvergEx, Marriot, CSC, Nationwide, State Farm, First Data and many more large banking customers.

Software Sales Manager, New England and New York(2004 – 2011)

Executive sales management of 14-20 sales and services personnel with $140M quotas.

MADE FULL TEAM QUOTA EVERY YEAR SINCE 2000 and since joining IBM, 17 years in a row

In New England for over a two-year period in systems management/security space and mainframe platform due to head count constraints. Crushed quotas and dramatically improved sales team and morale

Customer transactions included Cigna, Aetna, Fidelity, State Street Bank, Liberty Mutual, and Citizens Bank, Excellus, State of NY, and The Hartford as well as many other Fortune 500 in New England and New York

Business Unit Executive, zSeries Systems Software, Americas(2000 – 2004)

Responsible for the sales and management of 30-50 sales and services personnel with $104 million quota

Sales were focused on Systems Management zSeries/390 Tivoli, Security, Application Development and Database Tools with migration services in the Americas. Primary competition includes Computer Associates, BMC, and Compuware