FRED ARRINGTON

3624 Aynsley Drive, Phone: 248-343-4523

Rochester Hills, Michigan 48306 faa70046@westpost.net
CAREER SUMMARY
A proven individual sales contributor and executive with over 20 years in sales,
marketing, financial services, business development and general management in t
he finance and technology industries across a spectrum of software, hardware, an
d financial services businesses. Experience with selling to worldwide clients, d
eveloping strategies to leverage resources across the companies to increase sale
s and win against the competition. Negotiated contracts and established alliance
partnerships with clients, systems integrators and resellers. Managed a profess
ional team of 100 sales and systems engineers. Recognized for outstanding leader
ship abilities, genuine passion and enthusiasm, exceeding sales objectives, bein
g creative in developing effective business initiatives, establishing long-term
executive relationships, building productive teams, capitalizing on company syne
rgies to spur sales growth and innovation by 20% and closing million dollar deal
s - specifically winning a $750M application management contract at Ford Motor C
ompany. I achieve business results through superb execution, hard-work, self mo
tivation, personal development, coaching/ mentoring, and incentives.
PROFESSIONAL EXPERIENCE
METROPOLITAN LIFE INSURANCE COMPANY (MetLife): 2009-Present
MetLife is a leading provider of insurance and other financial services products
. The Michigan Financial Associates provide and leverage the resources to help c
lients protect their assets and realize their goals through the distribution of
financial products and services. I am a certified financial investment adviser
with licenses for variable life, accident and health insurance, and Series 6 fin
ancial investment securities.
NOVELL INC:
2007-2009
A market leader of infrastructure software and services solutions. Solve busines
s problems for identity and security, data center virtualization & workload mana
gement, and end-user computing and collaboration.
Director of Sales, Americas Commercial Enterprise Client Team
Responsible for the sales and management of all aspects of Novell application so
lutions with sales contributors and business partners in the United States and C
anada.
* Developed business initiatives to generate demand and increase
the pipeline.
* Utilized proof of concepts (POC) and pilots to demonstrate Novell
solutions.
* Hosted executive technology briefings for C-level executives to
access power.
* Held joint strategy sessions with key clients and business partners.
* Hired and built a Commercial sales team and go-to-market plan.
Grew worldwide revenues from $15M to $30M and achieved 102%
year-over-year revenue growth in 2007/ 2008. Was the #1
revenue producing team with an attainment of 169% and made
the President's Club.
INTERNATIONAL BUSINESS MACHINES CORP. (IBM): 1980-2007
A leading worldwide manufacturer of technologies, software, financing and servic
es solutions used in all industries to solve business and IT infrastructure prob
lems. As I progressed in my IBM career from an individual contributor into lead
ership roles, I was quickly recognized as one who possesses both the determinati
on and skills for leading change, building teams and breaking new ground. In add
ition to over-achieving the business metrics, I built a strong track record of d
eveloping new business models, launching new ideas to generate demand and transf
orming existing organizations to leverage market opportunities.
IBM Enterprise Systems Sales Executive, Midwest 2005-2007
Achieved a $100M revenue plan by leveraging the resources to sell IBM hardware,
software and financing to large enterprise companies. Developed business initiat
ives to generate demand and increase the pipeline.
* Identified customer needs, demonstrated solutions and sold
systems that resulted in achieving 125% attainment of revenue
and profit plan, a 45% year-to-year revenue growth and
established strong executive and IT relationships.
* Developed account strategies and hosted executive and IT
technology briefings that created interest and demonstrated
relevant solutions to fill customer needs.
* Recognized as the top contributor and made the 100%
Recognition Club.
IBM Global Alliance Director, Somers, NY 2000-20
04
Closed a $2.3B revenue contract by partnering with Cap Gemini Ernest & Young Sys
tems Integrator.
* Awarded a $2.3B outsourcing contract at Visteon Corporation.
o Developed a partnership alliance process with Cap Gemini
Consulting - opportunity identification, rules of engagement, cl
ear
roles & responsibilities, teaming agreements, three-way value
propositions, and revenue disbursements and governance.
* Led the development of the Storage Area Networks and Total
Storage Solutions Center consulting practice to generate $51M in
services revenues.
* Sold $16M of e-Business Application Hosting services through IBM
Consulting services.
* Created marketing campaigns for the IBM Storage Area Network
practice and identified 1,000 leads that resulted in $10M of
revenue.
* Assisted in the development of the Lawson ERP Practice for Small
& Medium Business accounts that generated $2M in revenues.
Made the prestigious IBM Golden Circle Club.
IBM Managing Director - Ford Motor Company, Worldwide 1996-2000
Developed a strategic global technology partnership with Ford Motor Company. Sol
d IBM's entire product line-software, services, hardware, maintenance, and finan
cing.
* Managed the global sales team of client executives and
engineers in North America, United Kingdom and Germany.
Developed customer and vendor relationships, account strategies,
manage budgets, and increased client and employee satisfaction.
* Won a $750M integrated Accelerated Solutions Center global
contract for application management, deployment, maintenance,
and support for Ford Motor Company's worldwide IT enterprise.
Exceeded all of Ford's IT metrics - reduced costs by 50%,
increased end user productivity by 30%, and delivered enterprise
applications within 50% of the existing IT time line.
* Developed proposals, negotiated contracts and signed a $50M
Enterprise Software License Agreement.
* Created proof of concepts, negotiated pricing, sold $80M of
mainframe processors and displaced five Amdahl and Hitachi
mainframe computer systems.
* Refreshed 60% of the global account team and leveraged
business partners to address Ford's strategic business initiativ
es.
* Established C-level and policy level relationships to provide
insight into Ford's strategic plan and achieved high customer
satisfaction ratings above 83%.
* Achieved revenue attainment of 130%. Made the Golden Circle
Club and received a trip to the 2000 Olympics in Sydney, Austral
ia.
IBM Business Unit Executive, Detroit, MI 1992-19
95
Responsible for packaging and selling IBM solutions and reorganizing a marginal
business unit - realigned the sales contributors and hired new employees in Nort
h America and Germany to develop a new Manufacturing and Process sales team.
* Consistently achieved a revenue attainment of 125%, customer
satisfaction rating of 80%, and a year-to-year revenue growth of
40% over four years.
* Developed effective account coverage models, increased
employee morale, and identified tactical and strategic
opportunities.
* Sold $125M of large mainframe processors to Mercedes Benz,
Freightliner, BMW, Steelcase, Upjohn, Haworth and Lamb
Technicon.
* Won a $100M contract for AS / 400 processors at Volkswagen and
Masco Corp.
* Achieved four consecutive years of revenue and customer
satisfaction objectives.
IBM Sales Leader / Sales Manager, Detroit, 1988-1991
Responsible for sales of IBM products, managing revenue and budget plans, submit
ting timely sales forecasts, and improving customer satisfaction and morale.
* Achieved 120% of revenue and budget plan for four straight years.
* Hosted team building classes, define roles and responsibilities
and developed a single global team.
IBM Financial Advisor, Midwest Accounts 1984-19
87
IBM Account Sales Representative - Southfield, MI 1981-1984
IBM Account Sales Trainee - IN 1980
-1981
Linebacker, National Football League, Detroit & NY Jets 1980
EDUCATION
BS, Business Management, Purdue University, West Lafayette IN
CERTIFICATION / TRAINING
Series 6 Securities License/ Pursuing Series 63 License 2010
Variable Life License, Accident & Health License 2010
Time Management, Negotiations and Team Building Classes 2007
Oakland County Chambers of Commerce Member 1999
Harvard Client Executive Certification Program 1997
AWARDS
Received 17 Hundred Percent Club awards and Five Golden Circles for 200%+
Received several of-the-year awards-Managing Director, Sales Manager, and Client
Sales Contributor.
REFERENCES
Nina Kallabat Byrne, VP Investments, Chase Investments Services Corp.
Ron Griggs, Vice President Automotive Sector, HP/EDS, rbriggs@eds.com
Walter Biega,VP Application Industry-GM, HP, walter.biega@eds.com
Kelvin Mason, CIO General Dynamics, kelvin.mason@gulfstream.com
David Essig, CIO, General Motors Powertrain Division, david.w.essig@gm.com
Ross Chevalier, President of Canada & CTO, Novell Inc. rchevalier@novell.com
Tim Dery, Vice President, IBM Corporation tdery@us.ibm.com
Chip Nemesi, VP, Quorum Business Solutions Company cnemesi@gmail.com
William Luse, Vice President, IBM Corporation bluse@us.ibm.com