Al Hanna

About Al Hanna

As Chief Operating Officer of 21CS, I lead multifaceted operations spanning technical sales, implementation services, technical support, and tactical business development. My leadership encompasses revenue modeling, contract frameworks, partner agreements, all focused on sustainable growth and profitability. My journey reflects a deliberate evolution: from systems programming to technical sales, product management, project management, managing remote teams, and ultimately executive leadership. This progression has given me a unique operational lens—I can evaluate business challenges from technical, commercial, customer, and financial perspectives simultaneously. That versatility has proven invaluable in driving revenue growth, integrating acquisitions, structuring complex partnerships, and building high-performing teams across geographies. Throughout my 35+ year career, including nearly three decades at IBM, I\'ve consistently delivered results that matter: building a $12M+ customer relationship from an initial $2M sale, preserving $20M in early-stage deals through executive relationship management, managing $110M contract recoveries, and pioneering new SaaS offerings in enterprise asset management. At 21CS, I\'ve expanded our operational footprint while maintaining focus on margin optimization, royalty analysis, and strategic IP relationships with partners like IBM. What drives my leadership approach: Embrace evolution: Markets change, technologies evolve, and competitive landscapes shift—adaptability isn\'t optional, it\'s foundational.LISTEN across stakeholders: The best insights come from teams, customers, and partners when you create space for genuine dialogue.Leverage cross-functional perspective: Every business challenge has technical, commercial, and operational dimensions—addressing all three creates sustainable solutions.I\'m intrigued by organizations at the intersection of technology and business transformation, where operational rigor meets market opportunity.

Experience

1. Chief Operating Officer

   21cs

   Sep 2021 — Present · New Bern, NC, US

   Spanning 21CS and our international affiliates.Functional Areas • Technical Sales & Implementation • L2 Support • Migration Software Agreements • Mainframe Platform • VSEn Sales OperationsOperational Focus Areas • VSEn Business • Royalty analysis / review • Revenue projections • Business margin modeling • Incentive program methodology • Business opportunity analysis • Contract frameworks & review • Expanding direct procurement relationships • Patents & trademarks • Partner agreements & certifications

Education

• The University of Texas at Arlington

  Bachelor of Business Administration

Skills

• Enterprise Software
• Enterprise Architecture
• Sales Management
• Software Asset Management
• Business Alliances
• Data Center
• Management
• Team Building
• Training
• Z/Os
• Sales Presentations
• Solution Selling
• Analytics
• Customer Relationship Management (Crm)
• Solution Architecture
• Leadership
• Microsoft Project
• Sales Enablement
• Virtualization
• Professional Services
• IT Strategy
• Pre-Sales
• Business Development
• Program Management
• Software Project Management
• Itil
• Project Management
• Software Implementation
• Performance Tuning
• Product Management
• Microsoft Office
• Sales
• Team Leadership
• Software Industry
• IT Service Management
• Systems Management
• Account Management
• Integration
• Ibm Mainframe