Summary
Overview
Work History
Education
Skills
Skills And Achievements
Timeline
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Patrick F. McCarthy

Philadelphia

Summary

Experienced sales professional with a consistent achievement of targets. Strategic Account Executive with proven success increasing sales and revenue through developing loyal account relationships. Articulate communicator with exceptional negotiation skills. Known for understanding customer needs and delivering effective solutions.

Overview

7
7
years of professional experience

Work History

Account Executive

BMC Software
New York
05.2022 - Current
  • Achieved 100% of the quota target of $7.2M total contract value, and $3.2M annual contract value in the first year at the company
  • Negotiated complex contracts valued at over $5 million in total bookings
  • Kicked off several transformation projects with clients to modernize their critical IT workloads

zSoftware Client Leader

IBM
New York
01.2021 - 05.2022
  • Coordinated with ecosystem counterparts to position hybrid cloud solutions on the IBM mainframe by focusing on the data and applications that reside on the platform and throughout the enterprise.
  • Navigated complex deal proposals with several military agencies, including both foreign and domestic entities.
  • Closed a new ESSO agreement with a federal customer, which delivered over $4,000,000 of software period revenue in Q3 2021.
  • Achieved 158% of the 2H 2021 target incentive.

zSecurity Software Sales

IBM
New York
01.2019 - 12.2020
  • Delivered $7,100,000 of revenue on a $5,700,000 goal in 2020, despite budget and time constraints caused by the pandemic.
  • Responsible for. Driving the mainframe security pipeline and revenue in the distribution and federal sectors.
  • Earned two band promotions over the course of this role.

zSystems Software Sales Support

IBM
New York
04.2018 - 12.2018
  • Developed my skills surrounding the zSoftware portfolio by educating myself on the relevant offerings, Sales Plays, Forecasts, and CRM Processes
  • Shadowed experienced sellers, technical reps, and offering managers to best prepare myself for a role in the field
  • Gained visibility into the IBM zSystems territory and account teams by building spreadsheets that were sent out to the systems Business Unit Executive and brand reps weekly to assist with sales forecast calls

Education

B.S. - Business Information Technology, Professional Sales

Virginia Tech
Blacksburg, VA
05.2017

Skills

  • Contract negotiation
  • Revenue forecasting
  • Solution selling
  • Opportunity management
  • CRM utilization
  • Relationship building
  • Strategic planning
  • Adaptability in sales

Skills And Achievements

Selling Professional Certification, Level 1

Timeline

Account Executive

BMC Software
05.2022 - Current

zSoftware Client Leader

IBM
01.2021 - 05.2022

zSecurity Software Sales

IBM
01.2019 - 12.2020

zSystems Software Sales Support

IBM
04.2018 - 12.2018

B.S. - Business Information Technology, Professional Sales

Virginia Tech

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Patrick F. McCarthy