Dave Burke

Senior Seller, Client Solutions @IBM

I lead a territory in this RSM role, where I am responsible for creating demand and closing opportunities within a major IBM territory. I take my deep brand expertise and in-depth knowledge of the competitive landscape to co-create solutions with my clients to address their business needs and deliver their successful outcomes, either commercial, contractual or operational- I own the internal and external sales process from start to finish, bringing the best of IBM to deliver the client outcomes- I am responsible for closing major new business opportunities and new client acquisition - I lead these complex engagements, taking ownership of the commercial and contractual negotiation, aligned to the joint stakeholder priorities - I own the stakeholder engagement model, identifying Economic Buyers, developing Champions and targeting Influencers in a multi-threaded coverage approach - I prioritise the territory to identify, develop and own opportunities in major clients and in business strategic offerings - I develop and run whitespace campaigns with client teams to maximise growth and new business opportunities in existing client engagements