1. KRIS FURROW
770-578-4860 (Home) 770-317-1957 (Cell)
krisfurrow1@gmail.com
SALES MANAGEMENT PROFESSIONAL
SYSTEMS, SYSTEMS STORAGE & SOLUTION SELLING
Sales and management professional with strong background in IBM systems, IBM systems storage and solution selling.
Knowledge and experience in selling to multiple industries. Experienced in building teams and enabling teams to achieve
business goals. Dedicated to enhancing the skills of the team and fostering career advancement of team members.
Proven ability to succeed in a high intensity sales environment. Contributes humor, energy and a positive attitude to each
new career opportunity.
Specific Areas of Expertise:
• Sales and Technical Management • Navigating Formal & Informal Corporate Structure
• Delivering Sales and Revenue Results • Channel Utilization
• Sales Training and Education • Negotiating to Win with Profitability
• Recruiting & Developing Top Talent • Resolving Issues with High Customer Satisfaction
• Systems & Systems Storage Products and Solutions • Pipeline Management
CAREER EXPERIENCE
IBM – Atlanta, GA
Business Unit Executive, STG .com, 2008-2009
Managed two sales managers and their teams of Inside Brand sales specialists responsible for driving direct STG revenue in Mid
Market and Enterprise accounts within the matrix structure. Integrated brand teams that carried responsibility for Power, System Z
and storage into region structure covering the Central Region. Managed direct pipeline for brands.
• Achieved $732M for 105% for the three brands.
• Fostered education resulting in entire team being certified in their respective brand.
• Developed contests to drive call volumes up 20% generating leads resulting in $10M increased sales.
Business Unit Executive, Americas Storage .com, 2006-2007
Managed four sales managers and their teams of inside storage sales specialists, in Dallas and Atlanta, which drove storage all channel
revenue nationwide in conjunction with the field teams including Federal. Managed direct storage quota for Americas. Interfaced with
Region and Americas storage executives and their teams to effectively utilize the .com team. Promoted inside sales reps as well as managers
to field positions. Drove an initiative to increase DS4000 opportunity resulting in more leads and $15M of incremental revenue. Maintained
expenses within budget. Managed direct storage pipeline.
• Achieved $552M, 107% of quota in 2006 and $581M, 97%.in 2007
• Results achieved while executing multiple resource reductions.
• Built sales initiative to drive tape cartridge sales for additional $10M in cartridge sales
Business Development Executive, Americas Storage, 2004-2005
Drove storage revenue in four sectors and top competitive accounts through all channels. Led development of sales enablement
materials, was storage leader for play factory where brand plays were coordinated for the Americas, and developed then delivered
education for client and field reps. Developed play scorecards and communication to sectors to enhance storage visibility.
• Achieved $197M, 101% of target in specified competitive accounts and YTY growth in sectors.
• Planned and executed competitive sales training for storage sellers/BP’s which was highly rated by attendees.
Business Development Executive, East Region STG, 2003
Managed team responsible for working with Independent Software vendors to drive IBM revenue in the region. Led Growth
Initiatives including competitive and Linux with increased penetration and revenue in the initiatives. Participated in play development
with the brands and drove deployment of those brand plays in the region.
• Achieved $510M, 100% for ISV's; $196M, 104%, for RSI's
• Led development and execution of competitive fund program resulting in $84M, 109% of competitive plan.

2. KRIS FURROW PAGE 2
CAREER EXPERIENCE (continued)
IBM (continued)
Business Unit Executive, East Region Storage, 2002
Managed four technical managers and their FTSS teams plus the storage solution team for East Region which included Federal. Team
maintained high customer satisfaction, exceeding the target, and low shipped but uninstalled units even as the team was decreasing in
size. Instigated a region recognition program for the team to rally morale. Storage revenue grew year to year for the region.
• Expanded sales reach of reps by developing sales oriented technical team to support sales.
• Managed significant resource reduction while maintaining team’s focus on business goals.
• Resolved customer issues to maintain and improve satisfaction.
Business Unit Executive, East Region Storage, 2001
Managed two tape solutions teams selling both mid range and large enterprise tape products in East Region which included Federal.
Teams grew tape market share and maintained high customer satisfaction even as team decreasing in size. Mentored new reps across
the storage team. Organized and executed internal education, customer events, and business partner education. Developed and
managed performance guarantee. Speaker at internal events including “Top Gun” and customer events.
• Tape revenue grew 12% year to year.
• Developed teams through education, communication and recognition.
• Fostered deal structuring to win and maintain profitability.
Sales Executive, Americas Storage, 1998-2000
Managed the Americas tape and optical teams. Executed a successful external hiring campaign. Developed, organized and executed a
21 city customer road show to drive storage opportunity. Speaker at internal events, customer events and trade shows. Sales interface
to manufacturing in announcing additional optical product models. Forecasted sales product build requirements for optical to
manufacturing. Recruited a new distributor just for optical which required special contract negotiations. Sales interface to the optical
vendor. Structured deals to win while enhancing profitability. Exceeded 100% of quota each year
Sales Executive, SMB Finance Sector, 1996-1998
Built and managed the Imaging and Optical sales team responsible for the SMB Sector's imaging solution with Real Vision Software,
a software solution IBM licensed to resell. Responsible across all sectors in the Americas for sales, marketing, support, and vendor
relations. Generated incremental revenue for optical and the imaging software. Exceeded 100% of quota each year, YTY growth
exceeded 20% with maximized profitability.
Consulting Sales Representative, Americas Storage, 1993- 1996
Drove optical storage sales in Southeast for this new product by developing deep product knowledge and application knowledge.
Became leading expert in technology, speaking and demonstrating solution at internal events, customer events and trade shows.
Provided support and education to business partners on the product. Exceed quota each year. Achieved Certified Sales Professional
status.
Industry Field Advisor, Wholesale Distribution Industry, 1989 -1992
Drove IBM revenue in Wholesale Distribution sectors in the Southeast. Mentored sales reps to understand industry and selling into
these customer sets. Specialized in sales force automation including demonstrating prototype software and hardware to customers in
the U.S. Exceed quota each year.
Prior to Industry Field Advisor role, held various IBM sales and management positions.
EDUCATION & PROFESSIONAL RECOGNITIONS
M.S. – Ohio State University - Columbus, OH
B.S. – Purdue University - West Lafayette, IN
Attended various sales, technical, management, financial and industry application education offered by IBM, vendors, professional
associations and industry groups.
21 IBM Hundred Percent Clubs (achieved or exceeded yearly quota)
Lake Placid Event 2001 - (Worldwide recognition for top storage sellers)
IBM Certified Sales Professional
Various Leadership Awards and Recognitions