k ward ls resume 2015
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Karen Ward 4 Xenophon Drive, Jericho, VT 05465 Email: [email protected] Cell: 802-734-1626
Summary27 years sales and management experience at IBM Corporation in Sales and Distribution and Microelectronics Divisions. Ability to leverage skills and capabilities to excel in client relationship management, developing and closing large deals, solving complex technical and business issues, cross organizational project management and business transformation.
Areas of Expertise*Consultative Selling *Client Relationship Management *Project Management*Closing Large Deals *Leading Large Organizations *Business Development *Executive Briefings *Strategy Development *Organizational Transformation
Proficient with Microsoft Office and Project, Siebel and Sugar CRM, Lotus Notes
Professional Experience
IBM Client Relationship and Solutions DevelopmentSoftware Client Leader – Current Position
Developed deep C-Level relationships at more than a dozen cross-industry accounts in Boston, Providence and Keene NH.
Led software opportunity identification, development and closure for enterprise clients in the CPG, Electronic and Life Science industries in New England with primary focus on LOB and new buyers.
Partnered with brand reps, business partners and client execs to exceed 2014 quota and overachieving by 150% in Cloud SaaS.
Leveraged portfolio and industry knowledge to engage clients in eCommerce, Security, Analytics, Mobile and Cloud discussions.
Certified on IBM Smart Cloud Orchestrator, Softlayer and IBM Endpoint Management
Sales and Distribution Client Executive
Matrix managed hardware, software and services client teams for enterprise clients in the Northeast.
Managed client satisfaction at top accounts to perfect and near perfect scores
Defined and executed account plans for each client getting to 90% of ~$20M quota in first year with accounts with no pipeline identified.
Successfully engaged brand and business partners as appropriate
OEM Semiconductor Client Leader
Led team that developed and closed $5M to $100M contracts, including services engagements through production hardware.
Drove and closed RFQs and contracts with major OEM clients in the Network, Server and Storage markets.
Defined and executed client satisfaction plans and penetration strategies include reducing quote response time by 30%
Managed client escalations through a 6 month supply constrained period due to tsunami and earthquakes in Japan.
IBM Manufacturing Operations Semiconductor Manufacturing Superintendent
Defined, deployed and executed manufacturing strategy including staffing, quality, on time delivery, spending and safety objectives for 1100 employees comprised of engineers, technicians and operators
Lead 24x7 management team through lean transformation including strategy deployment, daily gemba, continuous improvement, visuals, structured problem solving and a management system with disciplined focus on accountability and clear communications.
Drove system level improvements to capacity planning to enable additional 5%-10% production capability without capital investment.
IBM Project Management
Project manager for multi-million dollar signing for 4 ASICs through a 2 year development cycle.
Utilized IBMs Integrated Product Development process and met all major milestone objectives.
Budget was within 2% of target
Develop and
deploy strategies to optimize microelectronics inventory and cash.
Met all cash targets in 2012
Implemented management system that aligned accounting, finance, manufacturing and operations metrics and reporting of inventory
Resolve raw material procurement issues caused by the earthquake and tsunami in Japan through 2nd source quals and procuring additional material to ensure continuity of supply.
Develop, negotiate and deploy contract agreements to clients to mitigate financial risk of strategies to mitigate
EducationSignature Sales Method Training IBM Training Lean Transformation Training IBM CertificationMasters Certificate Project Management George Washington UniversityBS Mathematics Trinity College of VermontAA Electrical & Electronics Engineering Vermont Technical College
Other InterestsMember Network of Executive Women – Retail and DistributionMember Society of Women Engineers Member Board of Trustees for HowardCenter
References
Michael Healy Vice President of IBM Cloud Unit, NAContact info: Mobile: 802-343-8370 E-mail: [email protected]
Ann Reiten IBM NE Services LeaderContact info: Mobile 914-843-7994 E-mail: [email protected]
Scott McClure Director, IBM Worldwide Integrated Supply [email protected] 802-769-9380
HP ASIC Chipset Project Manager .
Inventory & Cash Program Manager .
Japan Tsunami Crisis Project Manager .
