BRIAN JACOBSON

• Enterprise Defense Market Penetration: Successfully navigated complex government contracting sales cycles, engaging C-suite executives (CEO, COO, CTO) across defense contractors, aerospace manufacturers, IT firms, and construction companies (20-10,000+ employees)
• Regulatory Compliance Expertise: Educated prospects on CMMC (Cybersecurity Maturity Model Certification) requirements, NIST 800-171 frameworks, and CUI (Controlled Unclassified Information) protection standards essential for government contract eligibility
• High-Volume Strategic Outreach: Executed 100+ daily calls targeting SAMS-registered contractors and service-disabled veteran-owned businesses, converting cold prospects into qualified cybersecurity compliance opportunities
• Complex Solution Architecture: Developed and delivered comprehensive CMMC certification roadmaps for organizations handling classified information (Confidential, Secret, Top Secret levels), translating technical requirements into business impact
• Major Deal Development: Secured preliminary agreement for large-scale cybersecurity services contract with Port Authority of New York and New Jersey, demonstrating ability to close high-stakes government infrastructure deals
• Industry Network Leveraging: Cultivated relationships with government contractors met through industry conferences (CMMC forums, GovCon events), building pipeline through strategic networking and referral development

• Exceptional Performance Results: Achieved 156% of RGU (Revenue Generating Units) targets and 150%+ revenue goals, earning GBR Inbound Sales Rookie recognition in Q3 2019
• Fall Rush Excellence: Maintained peak performance during high-volume college enrollment periods working 60-70 hour weeks, converting student internet inquiries into comprehensive service packages
• Product Education & Expansion: Consistently sold mobile services to customers unaware Comcast offered cellular, overcoming zero brand recognition through consultative selling and benefit-focused presentations
• Strategic Upselling Mastery: Converted staunch internet-only inquiries into triple play packages by demonstrating long-term value propositions, price-lock advantages, and automatic speed upgrades that matched customer budgets
• High-Conflict Call Management: Successfully managed daily call volume where 15-30% of customers arrived hostile due to service issues, transforming upset customers into sales opportunities through expert de-escalation
• Relationship-Driven Sales: Maintained calm, conversational approach that differentiated from typical call center interactions, enabling customers to engage with complex bundle explanations and additional service offerings
• Multi-Touch Conversion: Executed strategic outbound follow-ups to complete mobile service activations, often converting single internet inquiries into full triple play + dual mobile line packages

• Trust Recovery Specialist: Successfully and carefully re-acquired lost customers who had negative experiences with overcharging, poor service, or technical issues, rebuilding relationships despite damaged brand perception
• White Glove In-Home Sales: Conducted comprehensive home visits combining sales presentations with thorough technical assessments, ensuring accurate installation specifications while providing personalized customer service
• Complex Trust Building: Earned customer confidence to complete sensitive transactions requiring personal and financial information, approximately 30 minutes after meeting them for the first time, demonstrating exceptional relationship-building skills with initially skeptical prospects
• Referral Network Development: Cultivated strong relationships with realtors and other referral sources, creating sustainable lead generation through professional networking and service excellence
• Ongoing Customer Care: Maintained post-sale relationships through follow-up visits to demonstrate new features and provide personalized service, strengthening customer loyalty and retention
• Consistently met and exceeded monthly and quarterly quotas across high-pressure campaign assignments

Campaign Excellence:

• First Fall Rush Campaign (Boston, MA): Achieved 240% of daily sales targets during peak college enrollment period, navigating complex Boston street layouts on foot through dense apartment complexes, managing challenging parking situations while targeting student housing markets with minimal guidance
• Bristol/Middlesex County Blitz: Selected for challenging market penetration in historically difficult territory, successfully exceeded targets through persistent outreach