Terri Brown is a sales professional with over 20 years of experience in software and technology sales. She has held sales roles at Sirius, IBM, Intava, Ericsson, and Midwest Consulting Group. Her experience includes managing sales teams, developing strategies to grow existing accounts, closing large deals, and consistently exceeding sales quotas. She has a Bachelor's Degree in Telecommunications Management from DeVry Institute of Technology.

1. Terri Brown
39800 East 150th Street
Kingsville, MO 64061
816-566-9816(H) 816-309-5399(M)
terrilbrown.me.com
Professional Experience
Sirius
July 2014 to Current
SW and services sales for all major vendors products covering all accounts in
Kansas and Missouri. Leading all SW opportunities for Sirius in this geography.
Sirius is IBM’s largest SW business partner and had revenues of $1B in 2014.
Responsibilities include meeting with C Level customers identifying business
objectives and mapping technology solutions (SW and Services) to address and
develop compelling Returns on investment. Identify opportunity, opportunity
progression, complex contract negotiations. From July 2014 through December
2104 closed $4.5M of SW and Services against a $1.25M quota. From January
2015 through Current Closed $5.1M against $1.1M quota for 1H2015.
IBM
February 2014 to July 2014
SW Sales Manager for Cloud & Smarter Infrastructure Industry Team – Leading
and mentoring team of 4 seasoned brand sellers covering large industry accounts
such as Walmart, Sprint, BP, Exxon, American Airlines and others. Mentoring
team in navigating complex account coverage models and developing strategies to
grow brand footprint in existing multi year Enterprise Agreements.
April 2013 to February 2104
Manager for Software Client Leader Team – Managed and mentored team of 8
Senior Software Client Leaders covering 4 States. Increased software sales for
this region by 30+%. Hired 5 new SW Client Leaders during 9 month period.
Taught and enabled software client leader team to create large complex deals
including Enterprise License Agreements.
July 2010 to March 2013
Software Client Leader – Inherited a territory that had strained customer
relationships with relatively flat revenue. Developed and grew strong client
relationships at all levels in territory. Clients stated that I provided the best
IBM SW account coverage that they have ever had, achieving perfect scores on
customer satisfaction multiple times. Developed and grew strong teaming across

2. all brands to meet customer objectives. Many of the brand leaders requested
that they cover my accounts. Successfully closed multiple Enterprise Level
Agreements in accounts that did not previously have strategic agreements with
IBM. Demonstrated continual and sustained revenue growth in territory of 30%
year over year.
February 2009 to June 2010
Tivoli Brand Specialist - Covered large account base in SE Region and then
transitioned to Public Sector covering 9 states. Closed numerous large Tivoli
deals exceeding quotas. Anico Automation win was highlighted and presented for
internal training at Pulse to over 200 peers.
May 2008 to January 2009
Sales Director for Telecommunications Industry - Successfully transitioned in 1
quarter from Vallent acquisition to Tivoli Automation Brand Specialist covering
North America for Vallent and Micromuse products exceeded quotas and opened
new client bases in NE territory and Puerto Rico.
April, 2007 to April 2008
Sales Director Vallent Acquisition - Performance Management, Service Quality
Management and Mediation Software and Solution Sales - Successfully initiated
and grew opportunities with new industry verticals with solutions that were
traditionally targeted for wireless carriers. First IBM sales professional to sell
Vallent and Netcool combined solution, record close of $1M opportunity within
3 months of hire.
September, 2006 to January 2007
Intava
Bellevue, WA
Sprint Account Director - Interactive software sales – Managed and grew
existing relationship with Sprint Retail, closing over $1.4M of sales in four
months. Identified and advanced an opportunity with Retail Communications
for a Web Portal solution valued at $1.6M. Identified, successfully advanced
and managed a highly complex Enterprise-wide software sale to support
device education valued at over $9M.
Developed Senior Level Management relationships with Customer Equipment,
Customer Care and eCare (Sprint.com). Secured each organization’s
commitment to participate in a device education solution through gaining a
thorough understanding of each organization’s business challenges and goals.
Created a solution by combining device education requirements and

3. demonstrating the benefit to each organization as a single entity and then as
a partner in the Enterprise-wide solution.
Advanced Customer Care’s ability to obtain funding approval for the device
education solution by soliciting funding support from eCare and Customer
Equipment. Customer Care was extremely appreciative of external efforts in
advancing the solution and obtaining commitment from the other
organizations.
August, 2001 to September 2006
Ericsson Inc
Overland Park, KS
Account Director – Sales of RF Engineering Modeling and Simulation Tools and
Services Solutions to Tier 1, 2 and 3 wireless operators, specifically Sprint,
Cingular, T-Mobile, Cricket, etc. Consistently one of the top performers of the
North American Region sales team, exceeding or meeting growing quota
objectives (2005 target $5,000,000). Initiated a relationship with a National
Carrier securing over $1M of business within the first 6 months. Successfully
managed large contract negotiations and aggressively secured new business.
Developed and closed on solutions with a broad portfolio of services and
product (software) offerings by gaining an in-depth understanding of client’s
challenges, current and future requirements and budget at corporate, regional
and organizational levels. Continued recognition in performance reviews for
creating excellent client relationships, internal peer relationships and the
ability to penetrate any size account at all levels.
February, 1999 to August 2001
Midwest Consulting Group
Kansas City, MO
Client Account Executive – Sales – Consistent top performer, opened 2 major
accounts; American Century and H&R Block. Awarded top performing vendor
for DST for 3 consecutive years, selection criteria based primarily on ethics
and customer relationship. Successfully managed: 3 large corporate
accounts and 4 mid size accounts, worked closely with clients to understand
projects and identify staffing needs, building and maintaining client
relationships, training new sales associates and all facets of human resource
responsibilities in managing 85 consultants in the Kansas City area.
November, 1998 to February, 1999
Project Manager – On-site at DST – Managed projects from inception to
completion. ADSM implementation on Mainframe, this included designing
separate ATM network infrastructure to accommodate all of DST’s client
server information to be stored on mainframe. Managed PeopleSoft rollout as
it pertained to the network. Responsible for implementing processes and
procedures for Network Services Division to control and track workflow

4. through group. Responsible for assessing and recommending to DST senior
management team a method for transporting inter-nodal traffic to mainframe.
Managed all Y2K compliancy testing as it related to the mainframe and the
network.
April, 1997 to October, 1998
Project Manager/Senior Network Engineer – On site Project Manager at Sprint
PCS, managed projects from inception to completion, duties included project
presentations, strategic planning, cross functional team coordination for
testing and implementation, writing PAs (Purchase Authorizations), RFPs
(Request for Proposal), Functional Specifications and Implementation Plans.
Project Manager for multimillion-dollar upgrade of primary mediation system.
This system collects billing, alarm and traffic information from SPCS’ national
network elements through proprietary gateways and processes this
information into standardized formats for downstream billing, fraud, alarm
and traffic systems. Project Manager for multimillion-dollar implementation of
a redundant mediation system (gateways and collection systems). These
standards have been adopted throughout all areas of SPCS for sizing all
systems. Responsible for contract negotiations and vendor management with
national vendor.
September, 1996 to April, 1997
Project Manager – Onsite at TWA. Project Manager for TWA Headquarters
relocation including designing cable plant specification and network
infrastructure to support existing technology while positioning Headquarters’
network to support newer technology. Project Manager for proprietary
application terminal replacement. Project Manager for SNA Gateway
relocation and consolidation. Project Manager for migrating TWAs data
circuits to Frame Relay, also responsible for all TWA data circuit provisioning.
September, 1995 to September, 1996
Ascom Timplex
Lenexa, KS
Network Coordinator – Performed Tier One support for Sprint’s SitNet (284
nodes) and FiberNet (182 nodes) networks, troubleshooting and monitoring
network performance. Created and developed network performance reports
and availability reports. Coordinated and assisted Sprint in node moves, adds
and changes to their networks. Certification on TimePlex multiplexer Link 2
products.
August, 1993 to September, 1995
Cerner Corporation
Kansas City, MO
Telecommunications Analyst – Responsible for WAN support for eight domestic
branches and three international branches. Assess and troubleshoot WAN

5. (Wide Area Network) and CPE (Customer Premise Equipment). Experience
with T1/T3 trunking, multiplexing, X.25, private lines, frame relay, ISDN,
least cost route selection, cost analysis, billing hierarchies, network analysis
on Cerner’s Communications bills, which resulted in recurring monthly savings
of over $25,000. Identified errors in communications billings that led to
recurring quarterly savings of over $90,000. Developed implemented various
communication solutions for Cerner. Advanced system administration
certification on Rolm PBX.
May, 1993 to August, 1993
Payless Cashways, Incorporated
Kansas City, MO
Telecommunications Internship – Supported corporate and lumberyard voice
systems. Support users’ requests for MACs (Moves Adds and Changes) and
technical support, purchase equipment and perform cost analysis on
equipment and services. Project leader for recommending communication
solutions for Payless Cashways Warehouse in Kansas City, Missouri.
E d u c a t i o n
1989 to 1993
DeVry Institute of Technology
Kansas City, MO
Bachelor of Science Degree, Telecommunications Management
Dean’s List, President’s List, CGPA – 3.86, Senior Project Leader