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Richard Durig
Executive sales leader specializing in enterprise IT, outsourcing, and healthcare transformation
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About
Senior sales executive with deep experience leading large-territory public sector and enterprise sales teams across healthcare, government, and services. Stands out for combining strategic sales transformation—territory design, compensation redesign, CRM/predictive KPI systems, and rapid hiring—with proven results including $80M+ ARR, a $200M+ backlog, an $80M business turnaround, and a $750M complex outsourcing deal.
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Key Strengths
- Led 9 capture executives across U.S. and Canada public sector markets
- Delivered $80M+ ARR and $200M+ backlog at IBM Watson Health
- Built territory-based GTM model pairing account and product specialists
- Improved sales focus by shifting compensation from pooled to deal-based incentives
- Turned around an $80M declining Lifetouch division to positive growth in 9 months
- Hired and trained 67+ sales executives in 2.5 months
- Redesigned territories and compensation to align with market opportunity
- Implemented Salesforce CRM 5+ times
- Strong operator in predictive KPI-driven sales management
- Closed a $750M, 7-year enterprise outsourcing deal with board-level stakeholders
- Managed complex negotiations through mid-deal transition from IBM networking to AT&T solution
- Field-oriented sales leadership with regular customer and ride-along engagement
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