Randy Haines

I lead all sales activities, sales operations, business development, and channel management.

Recruited to develop messaging, sales strategy, go-to-market plans and drive revenue in the private sector for a set of cyber and intel solutions historically sold to and developed for the federal government and law enforcement intelligence units. • Achieved full year objective for commercial growth in Q3, 2015 • Finished 2015 at 315% of full year revenue objective • Exceeded 2016 revenue objectives generating over $200M in sales

Employee #4 in the newly created IBM Watson Group and tasked with establishing the worldwide sales model, structure, go-to-market plan, compensation structure, and territory plan for IBM’s natural language processing technologies which are the cornerstone of “Watson". • Recruited and mentored sales specialists and regional managers • P&L management responsibilities for transactional software sales • Exceeded worldwide sales objectives in 2014 • Drove double digit growth through first half of 2015

Recruited to rebuild/save a business that had not ever made its revenue objectives. This technology was one of the cornerstones of IBM’s Watson. Launched IBM’s Patient Care and Insights solution, which provides doctors cognitive and predictive analytics as part of the patient diagnosis process. • Exceeded annual sales targets for 2012 & 2013 • Grew the Content Analytics business in North America by 99% year over year • 2012 year over year growth greater than 22%

Successfully launched IBM’s entry into the Social Content Management space. Lead this worldwide initiative to compete directly with Microsoft’s SharePoint. Directed interaction between sales, marketing and development. • Exceeded annual growth expectations by 50% • Established a “Client Advisory Board” which provided direct input to product direction

Tasked with rebuilding and rejuvenating a struggling business unit during the most critical growth time of the year. The Great West Business Unit was at 45% of its revenue plan to date and had three open headcount slots. • Recruited and hired three highly motivated sales professionals to fill openings in the region. Two of those professionals have promoted into leadership roles • Implemented “MEDDIC” sales qualification methodology • Finished 2010 at 176% of full year plan

Tasked with recruiting sales executives to fill open headcount positions, establish a business partner channel, open new markets, establish and implement a sales tracking methodology, and to meet/exceed revenue targets. • 25% year on year growth in 2009 • 1H 2010 exceeded revenue targets by 260%

Recruited by Latin America executive team to lead ECM technical sales. Managed a 16 person team geographically spread across the region. Leveraged my technical and architectural background and fluency in Spanish to assist in client meeting preparation, solution architecture design, systems assurance and validation. • Designed and implemented the overall technical sales execution model for enterprise architects and pre-sales specialists in Latin America.

Executive sponsor and development advocate for the largest, most important ECM deployments worldwide. Global subject matter expert for digital media and rich media solutions; successes included the digitization and deployment of the virtual Hermitage Museum, the digitization and preservation of the Vatican archives and the digitization, indexation and preservation of the Film and Television Archive in Hollywood.

Software IT Architect - Media & Entertainment, Life Sciences, DotCom

Sales - Media & Entertainment, Life Sciences

Software and solution sales responsible for Southern California, Arizona, Nevada and Hawaii.

Manage direct sales and partner/channel sales in the Southeast US.

Vice President Sales and Marketing - focused on the financial industry.