Don Schlegel
Lemont
Summary
For more than twenty years I’ve helped software companies grow by winning new enterprise logos, expanding strategic accounts, and building teams that focus on outcome based selling & customer obsession. I’ve built and scaled sales teams from scratch, and I lead with a start‑up mindset that keeps us fast, focused, and accountable. That approach has been a consistent driver of the growth I’ve delivered across multiple business units and organizations.
Overview
23
23
years of professional experience
Work History
Regional Sales Director, Enterprise Acquisition, M
Dynatrace
Chicago
05.2022 - Current
- Lead Enterprise field sales team across the Midwest missioned to penetrate & land Fortune 1,000 new logos from a named account list
- Grew team from 4 to 6 reps
- Team has landed over 50 new logos with 6 of those being >$1m ACV and 9 of those being >$500k ACV
- 122% avg attainment
- 2x President's Club Winner
Cloud Platform Sales Leader, North Americas
IBM
Chicago
06.2017 - 05.2022
- Led hybrid field sales team of 2 First Line managers & 27 sales reps selling IBM Cloud Platform solutions across North America, focusing on growth of monthly recurring revenue in top accounts and acquisition of new logos.
- Grew team from 14 reps to 27
- Increased MRR and new logo clients by double digits year-over-year for all 5 years.
- 104% average attainment
- Retained and developed same sales team for 4 years, fostering stability and continuity.
- Winner of IBM Culture Catalyst Award 2022, nominated by current sales team
- 5x Hundred Percent Club winner
Business Analytics Sales Leader, West Region
IBM
Chicago
01.2012 - 06.2017
- Promoted to lead team of Enterprise sales reps and deliver motivating leadership while cultivating team and accountability culture. Provide performance & pipeline reviews, facilitate training and sales meetings, assess daily goals / attainment, and deliver one-on-one coaching / monitoring. Improved performance of sales team by establishing measurable expectations / performance standards and providing sales strategy tools to meet goals. Trained, mentored, and coached team daily.
- Achieved 147% of sales team quota in 2016, 112% in 2015, 94% in 2014, and 132% in 2013.
- Led team to pursue sales targets, growing net new clients by 7%, transactional revenue by 10%, and new deals closed by 10% in 2014.
- Directed team to record 4Q results with revenue growth YOY of 42% and 22% increase in deals closed in 2014.
- Increased net new clients by 4%, revenue by 30% and number of deals by 23% in 2013.
- Achieved recognition through multiple performance awards for consistent sales excellence.
- Delivered motivating leadership to enable the team to close a $498K deal with Various, Inc.
- Promoted over 10 sales reps to WW Field Sales and 2 to first line management at IBM.
Business Analytics Sr. Account Executive / Team Lead
IBM
Chicago
01.2005 - 01.2012
- Exceeded expectations for SPSS, Congos/Planning Analytics & Information Management application sales to clients across diverse sectors, presenting solutions to C-level and VP managers. Demonstrated how solutions empower organizations to enhance outcomes through trend interpretation, customer behavior prediction, and business process optimization, generating positive ROI. Developed and managed CRM pipeline, coaching reps to capture opportunities effectively.
- Achieved 171% of sales quota within first year of employment in 2008.
- Closed highest number of new client deals for sales team in both 2011 and 2012.
- Achieved sales quotas of 139% in 2012, 149% in 2011, 138% in 2010, 129% in 2009, and 171% in 2008.
- In 2010, placed #3 out of 52 reps for 1Q, #8 out of 52 reps for 2Q, #7 out of 58 reps 3Q and #2 out of 59 reps for 4Q.
- Coached and mentored new sales reps, driving eight to achieve top performance.
- Selected to attend IBM's Top Gun accelerated sales training program in 2009.
- Achieved Sales Eminence/Hundred Percent Club Award for five consecutive years.
Senior Account Executive / Outside Sales Representative
Impac Lending Group
Oak Brook
05.2003 - 08.2007
- Conducted cold calls, assessed customer mortgage loan and refinancing needs, and prepared tailored proposals for loan consulting services.
Education
Bachelor of Science - Criminal Justice
North Central College
Naperville, IL05-2001
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Skills
- Software Solution Sales
- SaaS Sales
- Sales strategy
- Consultative Selling
- Solution selling
- New Business Development
- Account growth
- Territory expansion
- Exceeding Revenue Goals
- Negotiations & Proposals
- Negotiation tactics
- Client retention
- Relationship building
- Team leadership
Career Accomplishments
- Exceeded teams quota by up to 135% throughout 15-year tenure at IBM.
- Grew number of new clients by an average of 6%, revenue by 30%, and number of deals by 23% YOY.
- Led team to close $10m new logo from AWS over an 18 month sales cycle.
- Developed and managed highly productive pipelines, business planning, and sales strategies.
Professional Development
- IBM Basic Blue Leadership Training
- IBM Top Gun Accelerated Sales Training
- MEDDPICC Certified
- Force Management
Timeline
Regional Sales Director, Enterprise Acquisition, M
Dynatrace
05.2022 - Current
Cloud Platform Sales Leader, North Americas
IBM
06.2017 - 05.2022
Business Analytics Sales Leader, West Region
IBM
01.2012 - 06.2017
Business Analytics Sr. Account Executive / Team Lead
IBM
01.2005 - 01.2012
Senior Account Executive / Outside Sales Representative
Impac Lending Group
05.2003 - 08.2007
Bachelor of Science - Criminal Justice
North Central College