Summary
Overview
Work History
Education
Skills
Training
Hobbies and Interests
Timeline
Generic

Bob Mcdonough

Groton

Summary

To foster customer success and align with corporate goals by utilizing my dynamic skill set to inspire, lead, and enhance overall customer satisfaction. High-achieving sales professional with progressive Sales career. Impact sales operations with strategic and tactical leadership expertise. Grow business consistently through market expertise and business management abilities. Talented Account Manager skilled at completing daily assignments and contributing to team success. Always willing to take on any task. Adapts quickly to new needs and policies.

Overview

17
17
years of professional experience

Work History

Client Manager

Tungsten Automation
01.2023 - 10.2024
  • 2024 40% of quota in 9 months on a $6.5 million quota
  • 2023 75% of quota in 11 months on a $3 million quota
  • Average size deal $250K to $500K
  • Largest deal $1.5 million
  • Providing expertise in Intelligent Document Automation, Workflow Automation driven by Artificial intelligence
  • These solution integrated into SAP, Oracle, Microsoft cloud based environments
  • Overall, Client Management for clients either a National/ Multi-National and Global footprint in Financial Service, Healthcare, Insurance, Defense
  • Engaged accounts State Street, Fidelity, CVS, Aetna, MassMutual, Raytheon, Citizen Bank, Cigna
  • Established trust with clients through consistent follow-up and a commitment to understanding their unique business needs.

Cloud Networking and Security Account Manager

Citrix
09.2019 - 01.2023
  • 2020 110% of Plan
  • 2021 120% of Plan
  • 2022 151% of Plan
  • Average size deal $800,000
  • Largest size deal 5 million
  • Relationship Management, Use case development for DAAS/VDI/End user compute, ZTNA, Network Gateway access
  • Customers- State Street, Fidelity, CVS, Aetna, Hartford, Citizens Bank, Santander, Wellington Management, Xerox
  • Verticals Financial Services, Healthcare, Insurance

Senior Account Manager

Secureworks
07.2018 - 08.2019
  • 2018 94% of Quota
  • Developing Sales Pipeline Driving Sales to Close Sales Forecasting (SFDC) Selling Managed Security Services applied to Customer Security needs
  • Selling Professional Service applied to Customer Security needs
  • Prospecting White space accounts
  • Building Customer Relationship within existing account base Retaining existing customer base Building Relationship within a Matrixed Sales environment
  • Verticals Financial Services, Healthcare

Named Account Manager

IBM Security- Resilient Systems
01.2018 - 07.2018
  • 2018 50% of Plan
  • Developing Sales Pipeline Driving Sales to Close Sales Forecasting Leading/Motivating BDR/Presales Engineers to effectively deliver solutions to the Client
  • Building Customer Relationships
  • Customers State Street Bank, AT&T

Regional Sales Director

CipherCloud
08.2017 - 10.2017
  • Developing Sales Pipeline Driving Sales to Close Sales Forecasting Developing GTM Sales Channels for Product and Professional Services
  • Developed GTM pipeline of 4 + million with SAP, ServiceNow, BOX, Salesforce.com

Director of Business Development - Managed Services Sales

Optiv Security
11.2016 - 07.2017
  • Identifying Managed Services Opportunities
  • Develop Client Solutions to address Customer business needs
  • Driving Customer solutions to closure
  • Developing Sales Pipeline and forecasting activities
  • Leading Sales Teams across multiple regions

Advisory Services Principal Americas – GRC Specialist

RSA Security (The Security Division of EMC)
04.2015 - 09.2016
  • 2016 110% of Plan
  • Shifted focus from all RSA products to focus on Archer products and services
  • Achieved Customer Satisfaction goals 4 quarters out of 4 quarters
  • Switched from driving Services Sales to Customer Satisfaction (CSAT), met and exceeded new goals
  • Acted as primary representative from Services for Partner First Program
  • Aligned new partners to deals within the sales regions
  • Drove complex deal structures including negotiating the intersection of business outcomes, revenue recognition, acceptance, legal, intellectual property, and deal timing
  • Customers-State Street, Fidelity, HSBC, US Bank

Advisory Services Principal Americas

RSA Security (The Security Division of EMC)
07.2011 - 04.2015
  • Grew services sales through leadership, cultivating an average Y/Y 25% growth for the Central Region in the U.S
  • Achieved quota 29 out of 32 quarters
  • Exceeded plan in 2011, 2012, 2013, 2014, 2015
  • Drove the RSA Professional Services message of how RSA helps customers achieve business objectives and time to value through RSA services
  • Managed an operating rhythm to ensure the division had proper mix and attach of design and implementation services and training
  • Provided forecasts for all Central Region Services business to Professional Services Management
  • Continued to cultivate relationships with stakeholders across business units including, but not limited to Legal, Finance, Practice Managers, District Managers, EMC, Technical Consultants
  • Managed communications for two breached customers by coordinating internal and customer services teams to address activities related to incident response
  • Received multiple Rewards and Recognition from my sales peers and management
  • Customers- United HealthCare, Target, 3M, AON, Caterpillar, Fidelity, State Street Bank, US Bank, 5th 3rd Bank, Xerox, HSBC

Solutions Principal

RSA Security (The Security Division of EMC)
07.2008 - 06.2011
  • Exceeded Plan in 2008, 2009, 2010 averaging 133% of plan
  • Overachieved quarterly booking plan 10 out or 12 quarters
  • Built the Central Region Services Sales Success track record to average of $10 million annually
  • Developed the RSA Professional Services message of who we are and why we do it better
  • Successfully built RSA Central Region Services sales
  • Worked with product sales, customers and delivery consultants to define service solutions for information security
  • Sold service offerings for RSA's world class products ranging from risk consulting, data classification/discovery, design, integration, production support
  • Expanded relationships with customers to become a trusted advisor
  • Customers Verizon, HP, United HealthCare, Target, Cargill, Aon Hewitt, Caterpillar, T Mobile, AT&T

Global Service Sales Consultant

NCR Corporation
10.2007 - 07.2008
  • Positioned NCR services and technology solutions to end user and other business units within NCR
  • Drove new customer technology opportunities
  • Educated the end users and channel partners on the Professional and Managed Services offerings
  • Targets were large multi-national accounts, service providers and global accounts
  • Attained 120% of quota on a budget of 8.1 million

Education

Bachelor of Science - Mechanical Engineering

Northeastern University

Skills

  • Expertise in Security Products and Services
  • Strategic Problem-Solving
  • Forecast Management
  • Collaborative Leadership
  • Inspirational Leadership
  • Agile Adaptability
  • Trust-Building Follow-Up
  • Comprehensive Technical Acumen
  • Client services
  • Financial acumen
  • Strategy development
  • Team oversight

Training

  • Sales Transformation Boot Camp
  • Coaching for Results
  • Spin Selling
  • MEDPICC
  • SFDC
  • Gen AI

Hobbies and Interests

  • Family
  • Coaching youth sports
  • Skiing
  • Ice hockey
  • Lacrosse

Timeline

Client Manager

Tungsten Automation
01.2023 - 10.2024

Cloud Networking and Security Account Manager

Citrix
09.2019 - 01.2023

Senior Account Manager

Secureworks
07.2018 - 08.2019

Named Account Manager

IBM Security- Resilient Systems
01.2018 - 07.2018

Regional Sales Director

CipherCloud
08.2017 - 10.2017

Director of Business Development - Managed Services Sales

Optiv Security
11.2016 - 07.2017

Advisory Services Principal Americas – GRC Specialist

RSA Security (The Security Division of EMC)
04.2015 - 09.2016

Advisory Services Principal Americas

RSA Security (The Security Division of EMC)
07.2011 - 04.2015

Solutions Principal

RSA Security (The Security Division of EMC)
07.2008 - 06.2011

Global Service Sales Consultant

NCR Corporation
10.2007 - 07.2008

Bachelor of Science - Mechanical Engineering

Northeastern University

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Bob Mcdonough