Peter Sulava

Successful sales professional with 14+ years of sales success with a focus on new logo acquisition, supporting, managing, and growing accounts, consistently delivering multi-million-dollar revenues.

Business acumen to build pipeline, manage long sales cycles, and partnering with cross-functional pursuit teams, closing deals by solving business problems for significant value and ROI impacts.

Engaging, authentic, compassionate relationship-builder with network of key contacts in financial services, automotive manufacturing, distribution, retail, local government, energy/utility, hospitals/healthcare, and communications.

Result-driven, agile learner who rapidly builds technical subject matter expertise and key relationships.

IBM                                                                             2008 to 2022

Account Manager, Enterprise Solutions (2015 to 2022)

• Promoted to lead sales of enterprise storage, network infrastructure, and hyper converged solutions as well as open-source security and analytics software to strategic accounts and SMBs.
• Served as Sales Trainer and mentor to 15 staff members, developing peak performing sales teams. Developed sales strategies, techniques, scripts, and collateral for use by sales team.
• Developed productive business partnerships with OEMS, distributors (VADs) and resellers (VARs): Arrow, CDW, Converge, Ingram Micro, Tech Data, Brocade, Cisco, Kyndryl, Red Hat, Splunk, and others.
• Managed multi-year sales cycles to win strategic accounts: Cox Communications, Epic Global, Fiserv, Home Depot, Navicent Health. Built business cases to prove >10X ROI on multimillion-dollar deals. 
• Acquired sponsors to fund sales and client appreciation events.
• Gained deep insights into IBM’s complex global supply chain to ensure on-target delivery of client solutions and quarterly revenue recognition. 
• Recognized as a global subject matter expert and consistent top performer, earning maximum bonuses and raises for OTE. 
• Closed sales of $4.4M-$9M per year; exceeded quota by 110%-170%.

Pre-Sales Technical Architect, Cross-Brand Solutions (2012 to 2015)

• Promoted to serve on a strategic sales team of 8, serving as a Presales Engineer in complex storage sales to Fortune 500s in the Eastern U.S.
• Contributed to multi-million-dollar deals with The Federal Reserve Bank, SunTrust, Bank of New York, Equifax, and Home Depot.
• Developed value proposition by producing briefings, proof of concept (POCs), and total cost of ownership (TCOs), differentiating IBM’s existing and emerging technologies across security, performance management, and physical infrastructure solutions.
• Enabled team delivery of 120% to a $15M goal in 2015 “100% Club.”

Global Storage Consultant (2008 to 2012)

• Consulted with diverse international clients to evaluate their storage environments, producing recommendations to scale up, improve uptime, address security gaps, and reduce costs.
• Produced, presented, and defended recommendation for software defined storage, comprehensive reporting tools, disaster recovery, backup, and consistency across data centers to C-suite executives in financial, insurance, and communications industries.

KENNESAW STATE UNIVERSITY: Pursuing Bachelor of Business Administration: Marketing concentration, anticipated 2023.

Key courses: Consumer Behavior, Professional Selling, Marketing Research, social media, Management, Finance, Accounting, International Marketing, Advertising, B2B Marketing. GPA 3.5

GEORGIA STATE UNIVERSITY: 

Associate of Science, Physics

TRAINING & CERTIFICATIONS: Salesforce CRM, Security/Cloud/Infrastructure Sales, Kubernetes, Open Shift, Open Source, Hybrid Selling, Spin Selling, Call Management, Banking and Insights, Architectural Selling Professional Expert Certification, Financial Selling: Executive Conversations, IBM storage, security/AI/BI software certifications

Product Certifications:

IBM Professional Selling Certification: Experienced and then Expert

Hybrid Cloud Certification

Insight Selling to the CxO

Financial Selling: Executive Conversations

Architectural Professional Certification

Architectural Thinking