Jeff Shelby

Trailblazer
DISC Type : ID

Mainframe Modernization Offering Lead (Federal) at IBM

Atlanta Metropolitan Area, United States

Overview

Jeff is a Modernization Consultant and the Mainframe Modernization Offering Lead for federal clients at IBM. He has a proven record of guiding strategic modernization engagements at major tech firms like AWS and IBM. People often describe him as articulate, customer-focused, and technically solid. He holds a bachelors degree from the University of Tennessee, Knoxville.



He was an original member of the startup team at Stonebranch, helping grow the business to a $20 million company.

Personality Overview

Charismatic

Friendly But Fast

Informal

They will fight for you if they come to believe in you.  A combination of speed and relationship gets the best response from them. They are charming and can persuade others to support their decisions.

Topics They Care About

Mainframe Modernization
His entire career, from AWS to his current Federal Lead role at IBM, is focused on helping clients modernize their mainframe systems and applications.
AI-Driven Innovation
He frequently shares content on the importance of data readiness for AI and how IBM's application transformation services are enabling AI-driven outcomes for enterprises.
Federal Cloud Adoption
In his federal-focused role, he addresses the pressure on government agencies to modernize mission-critical applications to meet rising citizen expectations using hybrid cloud and AI.

Media Appearances

Jeff Shelby – Mainframe Modernization Offering Lead (Federal), IBM – GovAI Summit Speaker. Featured in GovAI Summit

See Now

Work History

8-2023
Mainframe Modernization Offering Lead (Federal) at IBM
11-2021 - 8-2023
Senior Business Development for Mainframe Modernization at Amazon Web Services (AWS)
3-2018 - 11-2021
Director Of Business Development at Blu Age
12-2010 - 3-2018
Director Application Modernization at Advanced
10-1999 - 5-2010
Director of North American Sales at Stonebranch

Education

1979 - 1983
Bachelor's degree from University of Tennessee, Knoxville

More Information

Social Presence :

Prographics :

Exp : 25 Location : Atlanta Metropolitan Area, United States Job Level : Senior Designation : Mainframe Modernization Offering Lead (Federal) at IBM
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Insights For Selling To Jeff

During A Call Or A Meeting

DO's

  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Help them visualize the impact of their decision
  • Display high self-confidence and expect them to have a strong personality.

DONT's

  • Don’t force involvement of other stakeholders unless it is critical
  • Don't make any commitments that you might not be able to fulfill
  • Avoid unnecessary negativity or slowness

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jeff is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Jeff

  • If they are not convinced, they will say no though in a friendly way.

Insights For Deal Planning

    How fast (or slow) will Jeff move?

  • They can reach decisions quickly if they develop trust and confidence in the product.
  • Can Jeff take some risk or not?

  • If necessary, they will be ready to take risks.

You And Jeff

Personality Compatibility


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