1. PAULA P. EVANS
9506 Gutenberg Road Home: 502/266-6774/Cell 502/608-6982
Louisville, Kentucky 40299 pjpevans@gmail.com
SALES EXECUTIVE
Strategic Planning & Execution / Sales Management / Market Penetration & Growth
Dynamic, sales-oriented executive with 24 years of progressive leadership experience in sales, business
development and marketing operations management directing productive sales teams that consistently surpass
sales quotas. Highly creative, passionate and team oriented leader that thrives on complexity and challenge.
Learns quickly and is very resourceful and adaptable in leading, motivating and maintaining an enthusiastic
productive sales staff.
CORE QUALIFICATIONS
 Entrepreneurial in finding customer
opportunities
 Leading a team in a matrix environment
of sellers as a 1st
and 2nd
line manager
 Strong Recruiting and
Coaching Skills
 Customer Relations & Negotiations  Strong knowledge of IBM software and
services solutions
 Territory Design &
Management
 Executing strategic planning and
performance management with sales
teams and business partners.
 Developing Talent and managing
performance
 Human resources
knowledge and skills
Experience
Freelancer @Amazon.com
2014 to present Production Coordinator
Assisting in all aspects of booking, contracting, billing, and management of a body of approx. 100 freelance studio
photographers, stylists, technical and operations people for the Jeffersonville Amazon Photo Studio. Facilitating the
functional business relationship between contracting with the creative arts agencies and Amazon.com. Conducting
interviews for talent agents and facilitating freelance HR activities. Responsible for financial and performance data
tracking/reporting, communicating with all talent and the staff at Amazon, tracking travel arrangements for out of
town talent, creating presentations, and managing a seven-figure annual budget for external talent pay. Interviewing
talent for the various agencies and onboarding talent to work in the photo studio. I strive to hire the best qualified
talent to run and manage the largest photo studio for Amazon.com.
IBM Corporation
December 2012 to July 2013 North America General Business Storage Sales Leader
Created sales programs for the IBM North America (NA) storage team specifically driven to create opportunity
identification for the NA IBM storage sales teams, business partners and General Business (GB) client teams.
Responsible for developing opportunity identification programs with the each of brand storage leads (V7000,
DS8000, XIV), working to deliver them to marketing, and communicating them to both the management of the
storage sales teams and the General Business client teams. Worked to maximize channel partner engagements to
further each deal. Achieved quota both quarters.
January 2011 to December 2012 Business Development Executive GB Healthcare Solutions
Led and sold healthcare solutions for IBM's General Business healthcare territory. Responsible for driving sales
opportunity identification and execution for both provider and payer clients. Worked with the territory sales reps to
develop the execution plan in key areas such as ISV software, and related hardware solutions, storage and healthcare
business development solutions such as SmartRoom, Watson, disaster recovery, enterprise healthcare analytics,
collaborative care, security solutions and services related opportunities for hospitals and payers. Over achieved
quota 6 of 8 quarters with a quarterly quota averaging over $2 million in the Great Lakes/Midwest region.
January 2007 to January 2011 Territory Manager
Led and managed the IBM Indiana/Kentucky General Business client sales team. Industries included Healthcare,
Financial, and Insurance, Manufacturing and Distribution and Professional Services organizations with over $100M
in revenues and 1000+ employees.
Responsible for the strategy and execution of sales across all IBM brands including hardware, software, and
services. Facilitated a strong sales cadence across the brand matrix to achieve sales objectives. Hired and developed
sales leaders who had a strong focus on selling customer valued business solutions. Achieved revenue growth of
8% in 2007 and 6% in 2010. Achieved quota and attained 100% club in 2009 and 2010 for exceeding both revenues
and profitability.

2. April 2006 to January 2007 SMB Global Competitive Sales Leader
Developed the programs and led the strategy for the worldwide SMB competitive sales team. Gained global
experience working with the sales leaders in each geography. Collaborated with the world-wide (WW) brand sales
teams to build business cases to roll out sales initiatives/strategies to the WW competitive teams. Developed the
plan to expand our WW competitive sales force and align the IBM brands to the sales teams. Responsible for
ensuring growth of 30-40% in this marketplace and overachieved $2.7B quota for 2006.
Lenovo, Inc.
May 2005 to April 2006 Business Unit Executive
Successfully transitioned sales team and customer base to Lenovo International as part of the purchase of IBM’s PC
division. Retained 95% of large enterprise install base in the process. Led and managed the Great Lakes team of
two sales managers, 18 sales reps serving large enterprise and mid-market customers across a five state region.
Maintained and improved employee morale and retention during the transition. Responsible for over $300M in sales
revenue and profitability. Results: Improved territory profitability by 4.8% gross profit by improving sales in focus
product areas. Grew GB territory 15% and public sector territory by 22%. Improved customer satisfaction by 7
points. Led significant wins in the enterprise space that comprised $62M in territory revenue in 2006.
IBM Corporation 1985 – May 2005
July 2004 to May 2005 Business Unit Executive, PC Division, IBM
Led the Great Lakes PC sales team across all customer environments. Led a direct sales team of 20 along with
managing all routes to market including the channel, inside sales and IBM Direct. Created the highest level of
efficiency within the organization as it relates to our business practices. Revitalized relationships with the IBM
client teams and the routes to market to strengthen overall sales opportunity identification for our product set. Hired
a sales manager for the SMB team that maintained high morale and results. Achieved business results in 2H 2004.
January 2001 to June 2004 Sales Manager, Personal Computing Division
Led team as a PCD sales manager in achieving quota. 2001 – 94% attainment; 2002 – 106%; 2003 – 104% and top
sales manager in Central region; achieved 1H 2004 goal by June 1st. Built a successful sales team and coached them
in a high performance environment hiring, firing and promoting employees in IBM as needed to better the overall
performance of the team. Developed and facilitated a strong cadence and network with the SMB client organization
which was held as a model by the SMB Central Region executive management. Knowledgeable in utilizing routes to
market, revenue forecasting and developing a matrix cadence in order to leverage a sales team’s success.
January 2000 to January 2001 Client Services Leader, Healthcare
Sold services across an ISU Healthcare territory (5 states) in the Central Region. Developed a strategy across the
team to focus on selling services which included supply chain management, HIPAA, clinical information systems,
CRM and networking services. Teamed with IBM Global Services principals across 5 states to develop a coverage
strategy for the territory. Invited and participated in IBM’s “Leadership in Healthcare” seminar at Duke University.
Assumed additional interim responsibility in managing Ascension Health as the client executive while a colleague
was on leave.
January 1999 to January 2000 Health Solutions Specialist, IBM
Sold SMB health solutions across the entire Central Region. Developed and facilitated education for client reps and
inside sales reps for SMB health care focus solutions - Health Village Tours, telemedicine, PACs solutions,
NextGen electronic medical records and HDN/Healtheon. Managed overall sales responsibility for Health Village
Tours and worked with implementation team in developing and refining the project statement of work. Teamed
with IBM Global Services to ensure their execution on SMB health solution projects on a geographic basis.
Overachieved quota at 106% attainment for the region.
January 1993-1998 Senior Client Representative, Healthcare
Managed a health territory in Kentucky and Southern Indiana including one Fortune 500 account. Increased revenue
on an average of 30% each year. Developed relationships with key executives to drive customer’s business
initiatives Sold the 1st key win for Tivoli in IBM US for $2.5 million. Promoted twice to Advisory and Senior Client
representative while managing my health care territory. Exceeded quota 5 of 6 years.
1990-1992 Marketing Representative, Account Growth
Managed an account growth territory of 150 S/36, AS/400, RS/600 and VSE accounts concentrated in the areas of
health, distribution, retail food and transportation. Developed a small retail food account, Rally's Hamburgers into a
multi-million sales account for IBM over a 2 year period selling point of sales devices and cooperative software.
Achieved quota all 3 years.

3. Midrange Marketing Representative, June 1987-1990
Accounts Receivable Administrator, July 1986 to May 1987
Customer Center Administration Specialist, July 1985 to July 1986
Education
IBM Management Education -BostonUniversitySchool of Management, 2008-2009
Leading in Healthcare education class - Duke University Fuqua School of Business, 2001
Master of Business Administration – Bellarmine University, Louisville, Kentucky ▪ 1993
With honors, completed degree while working full time
Bachelor of Arts in Accounting and History – Bellarmine University, Louisville, Kentucky ▪ 1985
3.45 GPA including minor course studies in economics.
Awards
IBM Leadership Award, IBM Golden Circle, 2 Vice President Awards, 5 Branch Manager Awards, 16 IBM 100%
Clubs/ Marketing Excellence Awards
Community
Bellarmine University Board of Overseers Chairperson 2013-2015; Overseer from 2007- present. Responsible for
raising scholarship money and awareness for the university.
Board Member and Treasurer, Monticello Place Community Association, 1998-2008
St. Vincent DePaul volunteer 2009- present
Pitt Academy Board of Directors 1998-2000