Brian TATE
Longmont,CO
Summary
Performance driven Vice President with impactful organizational experience including Account Management, Business Development, Customer Success and People Management. Seeking a role where proven capabilities can enhance performance of an innovative organization. This unique blend of skills has been the foundation for success leading Customer Success, Sales, Channel Collaboration, & Business Development. Passionate about applying excellent organization and communication skills to manage and lead teams. Results-oriented leader well-versed in interfacing and consulting on business processes to drive results based on sound overall business judgment.
Overview
22
22
years of professional experience
Work History
Senior Manager
Symantec Corporation
Herndon, VA
07.2015 - 12.2022
- Customer Success and Business Development, Responsible for leading team of 12 Customer Success Managers (CSM) and driving Business Development initiatives supporting public and private sector regions; focus of CSM is to improve customer satisfaction, expand account product and services footprint and drive deeper account penetration
- Successful collaboration with senior leadership, support, professional services and sales organizations to create and implement improved Customer Success model, increasing visibility and timely resolution of escalated customer issues and drive proactive engagements
- Launched development program for CSM team, resulting in increased employee retention and 30% higher engagement
- Utilization of software tools (Gainsight, Tableau, Salesforce) to allow for laser focus driving reporting and success metrics within business; allows visibility of CSM activities and helps identify customer satisfaction status to uncover additional service needs for customers
- Developed marketing tools, value-driven presentations, and training materials for internal and external customers for entire Premium Support org
- Consistently maintained 85%+ retention rate for CSM covered accounts: exceeded business growth targets over four-year period (140%, 100%, 125%, 225%) for new services and training
- Increased federal business from $2M annually to $8M annually in four years, and maintained average of $6M in renewable business annually
Vice President Client Success
PublicRelay
McLean, VA
01.2022 - Current
- Instituted and managed Client Success Practice focusing on generating data points for market trends
- Responsible for building and maintaining C-Level and relationships with focus for new business
- Developed client lifecycle process that includes launch process
- Implemented Client Success Software Solution to centralize Client performance data
- Process Development, Renewals, Client Health,
- Hired and developed Talent both CS and TL Leadership
- Managed key metrics including Customer Churn, Client Surveys, Health Scores, and
- Continued focus on long term tactical advancements, including revamping exiting processes
Account Development Manager, Business Development Manager
AVNET, INC
Chandler, AZ
12.2013 - 06.2015
- Remote position, focused on sales, support and development of NetApp/Cisco Converged Solutions with partner communities
- Developed, positioned, and scoped FlexPod Solutions for partners and end users
- Established and instituted roadshow training for FlexPod converged certifications
- Identified prospective customers through use of business directories, conferences, trade shows and by following existing clients' leads
- Increased Converged Business sales by 300% and exceeded sales attainment goals (121%)
Account Executive, Systems, Field Sales
Symantec Corporation
Herndon, VA
06.2008 - 11.2013
- Created multiple platforms, integrated data security solutions for protection of IP Data, servicing four major federal system integrations
- Leveraged relationships with C-level clients to accelerate business growth, averaging 5% - 10% year-over-year increased revenue
- Generated total of $3.5M annual revenue based on successful cultivation of relationships, and using channel partner strategies
- District Sales Management Role: Managed team of 70+ DoD, 12 Federal System Integrators and 13 Channel Sales accounts; generated $24M in revenue annually; managed $1.5M Payroll, $20K annual staff training and development budget, while leading revenue growth
Senior Vendor Product Representative, Sales Manager
TECH DATA CORPORATION
Clearwater, FL
10.2000 - 12.2007
- Managed United States export sales of 20 to 25 clients within Canada and Northern Mexico, generating $25M in annual revenue while in role of Sales Manager/Inside Territory Manager
- Hired, trained and performance managed inside sales representatives; created monthly sales forecasts and customer performance quarterly targets
- As Senior Vendor Product Representative and Product Sales Champion, collaborated with 30 IBM authorized resellers in distribution to grow product lines
- Developed and implemented business plans to increase sales, profits, and revenue growth
Education
Master of Arts - Latin, Studies
University of South Florida
Bachelor of Science - International Affairs and Religion
Florida State University
Skills
- Business Development
- Collaborative
- Superior Communication skills
- Service Based selling
- Strategic Planning
- Expert Problem Resolution
- Scoping and Negotiations
- Leadership and People Development
- Industry Expertise
- Organizational Development
Timeline
Vice President Client Success
PublicRelay
01.2022 - Current
Senior Manager
Symantec Corporation
07.2015 - 12.2022
Account Development Manager, Business Development Manager
AVNET, INC
12.2013 - 06.2015
Account Executive, Systems, Field Sales
Symantec Corporation
06.2008 - 11.2013
Senior Vendor Product Representative, Sales Manager
TECH DATA CORPORATION
10.2000 - 12.2007
Master of Arts - Latin, Studies
University of South Florida
Bachelor of Science - International Affairs and Religion
Florida State University
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