Frank Luksic

I am looking to take my many years of Enterprise sales experience into the AI, Saas, PE and mid/small size company domain to drive growth. My experience as a senior leader at IBM was broad, global focused on AI, Data and new models of delivery like SaaS. As part of this I was responsible for many years to own, develop and deploy modern Go To Market designs that focused on driving revenue growth roles while minimizing non revenue aligned roles through automation.

Vice President, Data, AI & Automation Software Sales, IBM Americas at IBM (2022-01 – 2024-12)

• Responsible for driving Data, AI and Automation software and SaaS sales for Americas.
• Overall 2023 transactional software growth between 5-10% yty. SaaS growth 70%+ yty.
• Successfully owned the launch and rapid growth of watsonx driving 2500+ client briefing, 500+ client engineering pilots and overachieving revenue and signings targets.
• Introduced a finops speciality sales team selling Apptio, Turbonomics, Flexera.
• Grew the IBM ecosystem and skills capaicity through strategic partners and alliances.

Chief Digital Officer/Vice President, Commercial & Digital, IBM North America at IBM (2019-01 – 2021-12)

• Responsible for Commercial market segment for all IBM revenue including software, SaaS, hardware & services for North America.
• Responsible for partner and alliances across the Commercial segment. A partner led market.
• Led 6 consecutive quarters of 5-10% growth.
• Establishing a new North America Software Sales Campus consolidating multiple locations.
• Transforming digital sales organization to offering domain centric sales squads supporting an end to end life cycle client journey from discovery to acquisition

General Manager, Software, IBM North America at IBM (2016-01 – 2018-12)

• Responsible for the revenue for all IBM software & SaaS offerings in North America.
• Grew Software single digit in 10 consecutive quarters.
• Improved seller productivity double digit annually for 3 years through disciplined focus on seller performance metrics and management
• Member of Growth & Transformation Team (GTT)

Global General Manager, Client Success, IBM Analytics at IBM (2014-01 – 2015-12)

• Achieved double digit growth in total revenue 2 years consecutively and as reported.
• Created a new Analytics unit for IBM focused on consolidating its analytics assets and skills together to optimize on synergies, value creation for clients & operational excellence.
• Designed a new organization, flattening the team, reducing the number of specialties 80%, simplifying the sales plans and establishing a performance based operating model.
• Transformed the skills of the team to focus on line of business buyers and industry outcome based sales engagements, including focus on strategic alliances and partners globally.
• Member of the Sales Leadership Team (SLT) and Growth & Transformation Team (GTT)

Vice President, Global Information Management sales, IBM Software at IBM (2013-01 – 2013-12)

• Responsible for revenue for IBM Information Management software offerings globally.
• Achieved double digit growth in total revenue in 2013
• Focused on building a high performance sales culture by establishing a more effective and focused sales operating model, improved seller productivity and seller engagement scores.
• Established and optimized the sales operating model to establish a balanced structured approach to driving results.

Vice President, Business Analytics, IBM Software at IBM (2012-01 – 2012-12)

• Responsible for the revenue for IBM Business Analytics software in North America.
• Achieved double digit growth in total revenue
• IBM acquired a series of analytics companies and a key responsibility was to make a company of companies, instilling a common strategy, unified value proposition and pursuit focus.
• Simplified the operating model across multiple acquisitions (Cognos, SPSS, Varicent, Open Pages, etc) to achieve greater operational efficiencies and seller productivity.

Vice President, IBM Software, IBM North East Europe at IBM (2010-01 – 2011-12)

• Responsible for revenue for IBM software to the Northern European markets.
• Achieved double digit growth in total revenue in 2011 exceeding target
• Took a business that had lost share for 4 years and turned that around to take share back for 2 years.
• FLM balanced performance and established broader sales operational rigor successfully.
• Seller productivity increase 70% in 2 years.

Vice President, Websphere Software, IBM North East Europe at IBM (2008-01 – 2009-12)

Vice President, Lotus Software, IBM Software Asia Pacific at IBM (2004-01 – 2007-12)

Vice President, IBM Software, India at IBM (2001-01 – 2003-12)

Various sales and leadership positions at IBM (1990-01 – 2001-12)

Masters of Business Administration in Business Administration – Macquarie Graduate School of Management (2001-01 – 2001-12)

Masters in Banking & Finance – Macquarie Graduate School of Management (1998-01 – 1998-12)

Bachelor of Law, Honors in Law – University of Technology, Sydney (1999-01 – 1999-12)

Bachelor of Engineering in Electrical Engineering, Honors in Electrical Engineering – Sydney University (1989-01 – 1989-12)