Broderick Glover
Durham,NC
Summary
Versatile senior account executive with several years of experience in attracting and retaining top accounts, maintaining strong relationships with clients and improving sales and revenue. Working knowledge of strategic selling, sales methodologies and best sales industry practices. Excellent written and oral communication skills.
Overview
16
16
years of professional experience
Work History
SR Account Executive (Commercial and Enterprise)
HYCU, Inc
Durham, NC
06.2022 - Current
- Expert in data protection solutions for on-prem, hybrid, cloud-native and SaaS environments. HYCU's solutions are designed to be simple to use, reliable, and efficient, helping organizations protect their critical data, and ensure business continuity.
- HYCU is a leading provider of data protection and recovery solutions for modern enterprise environments. Responsibilities include driving revenue growth by acquiring new customers and expanding business within existing commercial and enterprise accounts.. I accomplished this by -
- Identifying and qualifying new sales opportunities – This includes prospecting, lead generation, and needs analysis.
- Developing and delivering compelling sales presentations – effectively communicating HYCU’s value proposition to potential customers, with an emphasis on their needs and pain points.
- Building strong relationships with key decision makers – I fostered trust and rapport with CTOs, CIOs, IT Managers, and DevOps Engineers.
- Negotiating and closing deals – I skillfully navigated sales cycle processes to secure contracts and drive revenue for HYCU.
- Collaborate with internal and external teams – I worked closely with the engineering, sales, HYCU/Nutanix/Google field marketing to drive pipeline, strategic ecosystem partners, customer success teams from HYCU, as well as Google, AWS, Wasabi, Okta, Nutanix, and VMware to get deals done.
- Achievements include the following: 33 net new logos in FY24 (fiscal year ends January 31st), 115% quota attainment FY23, 100% quota attainment FY22, top performer in pipeline generation FY22, FY23, FY24.
MuleSoft Commercial Account Executive (EAST)
Salesforce
Durham, NC
04.2021 - 06.2022
- Expert on API-led connectivity (integration) with MuleSoft. Enabled companies to become more agile by connecting applications, data, and devices, both on-premises and in the cloud, with an API-led approach.
- Responsibilities included identifying, developing, and closing sales opportunities for MuleSoft's Anypoint Platform to mid-market companies, while leveraging Salesforce's ecosystem to accelerate digital transformation and streamline business processes. I accomplished this by -
- Identifying Opportunities - utilized Salesforce's vast customer base and partner network to identify opportunities and accelerate deals. Utilized industry knowledge and market trends to pinpoint companies likely to benefit from MuleSoft's solutions.
- Possessed strong technical understanding of integration and API-led connectivity - this enabled me to have more in-depth conversations with technical decision-makers and address complex integration challenges.
- Focused on consultative selling - positioned MuleSoft as a strategic solution to business problems, rather than just a product. This involved understanding customer needs, tailoring solutions, and building long-term relationships. Built ROI/TCO analysis to articulate Mulesoft's value to the business and impact on productivity and cost savings.
- Building Relationships - Built strong relationships with key decision-makers, including C-level executives, IT leaders, and business users. Understood their business goals and priorities to position MuleSoft as a strategic partner. Fostered long-term partnerships with customers to ensure ongoing success and renewals.
- Sales Process Management - Managed the entire sales cycle, from initial contact to contract signing. Developed accurate sales forecasts and pipeline management. Collaborated with cross-functional teams, including sales engineering, customer success, and marketing, to achieve sales goals
- Achievements include the following: Q1 FY22 quota attainment 122%, Q4 FY21 quota attainment 105%, Q4 FY21 top pipe gen performer, Q3 FY21 Top Renewal ACV performer, Q2 FY21 Top performer in pipe gen, 100% quota attainment Q2 FY21. Played an integral leadership role on our team, having a record-breaking year which resulted in us being recognized by Marc Benioff for our efforts in FY21.
Virtual Sales Specialist (Data Center)-East Coast Global Service Providers-Team Lead
Cisco Systems
Durham, NC
04.2019 - 04.2021
- Technical knowledge expert on all things Data Center, including servers, hyperconverged infrastructure, enterprise networking, and Cisco Cloud solutions.
- The Virtual Sales Specialist in the Data Center domain at Cisco plays a crucial role in driving the adoption of Cisco's data center solutions. Primary responsibility is to specialize in a specific product or solution area within the data center portfolio, to drive revenue growth for the company. I achieved this by -
- Lead Generation and Qualification - Identify and qualify potential customers within assigned territory. Research customer needs and pain points related to data center infrastructure.
- Solution Selling - Consultatively sell Cisco's data center solutions, including servers, storage, networking, and cloud products. Tailor solutions to meet specific customer requirements and address their business challenges. Developed and delivered compelling product demonstrations and presentations.
- Develop well-organized ideas, plans, and business examples - Led competitive takeout trainings (Nutanix) for Cisco account managers/VSAM's. Trained new hires on the benefits of hyper-converged infrastructure. Developed "architecture chalk talks" for AM/VSAM’s covering Data Center, Collaboration, Security & Cloud topics. Helped create and deliver multiple customer facing webinars focused on Cisco DC solutions, Collaboration & Security
- Customer Relationship Management - Build and maintain strong relationships with customers, partners, and internal stakeholders.Proactively identify upsell and cross-sell opportunities by collaborating with account manager/VSAM's and other product specialist within the company
- Market Analysis and Competitive Intelligence - Stay informed about market trends, competitive landscapes, and customer needs relevant to data center. Conduct market research and analysis to identify new opportunities and potential threats. Develop competitive positioning strategies to differentiate Cisco's solutions.
- Achievements include the following: 115% quota attainment Q4 FY19, Cisco “Benefit Everyone Leadership” award nominee recognition (Q4 FY19), Cisco "Team Innovation” Award Recipient for Q3 FY20, 125% quota attainment in Q3 FY20, Promoted to Team Lead and moved up to Major accounts (Global Service provers) Q1 of FY21, 225% Quota attainment Q1 FY21, 125% Quota attainment for the half in FY21, Cisco Extended Team Member of the Quarter in Q1 of FY21,
Account Executive-KS & MO
Nutanix
Durham, NC
12.2017 - 04.2019
- Expert in hyper-converged infrastructure. Nutanix makes infrastructure invisible by leveraging the power of software to consolidate compute and storage, automate processes, and ease day-to-day management. This elevated IT to focus on the applications and services that power their business.
- As a Nutanix Account Executive, my primary role was to drive the sales of Nutanix's hyper-converged infrastructure (HCI) solutions to enterprise customers. Responsibilities included identifying potential customers, understanding their needs, and presenting Nutanix's solutions as the best fit for their business. I achieved this by -
- Prospecting and Lead Generation - Identify potential customers by way of leveraging marketing generated leads, attending various customer/partner/marketing events or collaborating with partners. Researched customer needs and pain points related to data center to prospect into. Managed and built pipeline that is 3-5X assigned quota on a consistent quarterly basis.
- Solution Selling - Consultatively sold Nutanix's HCI solutions, highlighting the benefits of simplified management, scalability, and performance.Tailored solutions to meet specific customer requirements and address their business challenges. Developed and delivered compelling product demonstrations and presentations.
- Customer Relationship Management - Build and maintain strong relationships with customers, partners, and internal stakeholders. Proactively identified upsell and cross-sell opportunities. Provided exceptional customer service and support throughout the sales process and post-sales which lead to expansions and increased renewal rate.
- Technical Proficiency - Required to gain a deep understanding of Nutanix's products and technologies. Stayed up-to-date with industry trends and emerging technologies. Collaborate with technical teams to address customer inquiries, resolve technical issues & learn how to position specific products within the portfolio based on use case.
- Sales Process Management - Manage the entire sales cycle, from lead generation to contract closure. Utilized Salesforce CRM to track sales activities, manage pipeline opportunities, and forecast. Collaborated with cross-functional teams, including sales engineering, product marketing, strategic partners in territory and customer success, to achieve sales goals. Teamed with Nutanix Channel & Field Marketing teams to build my book of business and increase Nutanix mindshare in Kansas & Missouri
- Achievements include the following: Ranked #1 on South Central Commercial AE Team in quota attainment Q3 FY18 165% & 101% in Q4 FY18, Pipe Gen top performer Q2 FY19, Exceeded net new logo goal by 50% Q2 FY19, Exceeded net new logo goal every quarter - Got recognized by Worldwide Sales Director for efforts in Q3 FY19, Pipe Gen top performer Q3 FY19, Increased new customer base in Kansas & Missouri by 45% Q3 FY19
Partner Sales Representative-CDW
Hewlett Packard Enterprise
Tampa, FL
04.2016 - 11.2017
- HPE domain expert. Manages sales partnership between HPE & CDW for SMB, Commercial, and Sled for Florida & Georgia
- A Partner Sales representative at HPE plays a crucial role in driving sales and fostering a strong partnership between the two companies. The primary objective is to maximize revenue and market share through CDW, a major HPE partner. I achieved this by -
- Relationship Management - Build and maintain strong relationships with key decision-makers at CDW, including sales, technical, and executive teams. Foster collaboration and trust to ensure alignment on strategic goals and initiatives.
- Joint Business Planning - Collaborated with CDW to develop joint business plans, sales strategies, and go-to-market plans. Set mutually agreed-upon sales targets and performance metrics. Align CDW's sales efforts with HPE's overall sales strategy.
- Sales Enablement - Provide CDW's sales team with the necessary training, tools, and resources to effectively sell HPE products and solutions. Conduct regular product training sessions and sales enablement workshops. Share best practices and insights to help CDW's sales team close deals.
- Deal Registration and Management - Ensure accurate and timely deal registration to protect HPE's interests.
Collaborate with CDW to resolve any deal registration issues or disputes. Monitor deal progress and pipeline health to identify potential risks and opportunities. - Incentive Programs - Manage and administer incentive programs to motivate CDW's sales team. Track and analyze sales performance to identify top performers and reward their contributions.
- Performance Management - Track and analyze CDW's sales performance against targets and KPIs. Identify areas for improvement and implement corrective actions. Celebrate successes and recognize top performers.
- Achievements include the following: Led all southeast channel sales representatives in EG revenue for HPE & CDW in Q2 of FY16. Achieved 12,933,497$ in EG hardware sales FY16, exceeding gross profit objective by 121.98%. Recognized by HPE executive level management as top performer in HPE Channel sales for overachieving sales metrics and setting the standard for channel sales excellence by HPE Channel Sales Leadership. Averaged 15 net new opportunities a week (FY16) with an average deal size of 50k during FY16 (Good for #1 on team). Achieved highest year over year growth in storage & HPE/Aruba networking sales revenue in southeast (Florida & Georgia) with a percentage of 45% (Storage) & 29% (HPE/Aruba networking)
Channel Enablement Manager (Champion Team-Logicalis)
Hewlett Packard Enterprise
Conway, AR
05.2015 - 04.2016
- HPE domain expert for Logicalis inside/field sellers.
- As Channel Enablement Manager at HPE, specifically focused on Logicalis, I played a role in fostering a strong partnership and driving mutual success. I worked closely with Logicalis executive leadership and HPE inside sales leadership to ensure they have the necessary tools, training, and support to effectively co-sell and deliver HPE solutions. I achieved this by -
- Joint Business Planning - Collaborate with Logicalis leadership to develop joint business plans and sales strategies. Set mutually agreed-upon sales targets and performance metrics. Align Logicalis sales efforts with HPE's overall sales strategy.
- Sales Enablement - Provide Logicalis & HPE sales teams with the necessary training, tools, and resources to effectively co-sell HPE products and solutions. Conduct regular product training sessions and sales enablement workshops. Share best practices and insights to help Logicalis & HPE inside sales team close deals. Analyses and understands of win/loss results for owned accounts.
- Marketing and Demand Generation - Collaborate with Logicalis marketing team to develop joint marketing campaigns and promotions. Support Logicalis-led marketing initiatives, such as webinars, campaigns with and trade shows. Generated demand for HPE reps to pass deals to logicalis through targeted marketing activities with incentives tied to them.
- Technical Enablement - Collaborate with HPE's technical teams to provide Logicalis with technical training and support. Facilitate knowledge transfer and enablement on HPE's latest technologies and solutions. Assist in troubleshooting technical issues and resolving customer problems.
- Performance Management - Track and analyze HPE/Logicalis sales performance against targets and KPIs. Identify areas for improvement and implement corrective actions.
- Recognize and reward HPE top performers for their efforts in working with Logicalis
- Achievements include the following: Generated 7.8M in total pipeline -16% growth QoQ while closing over 2.3M of that at a close rate of 36% (#1 on my team), Responsible for 3.5M in closed revenue through first 3 quarters of FY15 for HPE/Logicalis. Finished FY15 with 7M in net new closed revenue (Goal was 6M). Exceeded quota by 31%. Averaged 12 deals a week with an average deal size of 50K (Good for #1 on champion team). Selected and accepted invitation to Accelerated Sales University for the top sales reps in the country by HPE (3/24/2015).
Inside Sales Representative-New Jersey
Hewlett Packard Enterprise
Conway, AR
07.2013 - 05.2015
- HPE sales advocate on all things data center (Servers, Storage, Networking).
- As an ISR at HPE, my role was driving sales and generating revenue. Responsibilities included inbound and outbound sales activities, primarily through phone and email, to engage with customers and partners to get generate pipeline and close deals. I achieved this by -
- Inbound Lead Qualification - Qualify inbound leads by assessing their needs and determining their potential fit for HPE solutions. Prioritize leads based on their potential value and urgency.
- Outbound Sales - Identify and contact potential customers through cold calling, email, and other outreach methods. Generate interest and qualify leads by understanding their business needs and challenges.
- Sales Process - Manage the entire sales cycle, from lead generation to contract closure. Develop and present sales proposals, quotes, and contracts. Negotiate deals and close sales
- Salesforce CRM - Utilize Salesforce to track sales activities, opportunities, and forecasts. Keep sales records up-to-date and accurate. Generate reports and analyze sales performance.
- Customer Relationship Management - Build and maintain strong relationships with customers and partners. Provide excellent customer service and address customer inquiries promptly. Identify upsell and cross-sell opportunities.
- Achievements include the following: Led Northeast in pipeline revenue increase from $400,000 (Previous quarter) to $5,210,487.74 during first three quarters of FY14 with $1,393,878 closed and $2,979,890.96 in pipeline, upside, or commit. Recognized by Ernest Sales (Former HP VP of inside sales) and Robert Vrij (Head of Enterprise Sales) for outstanding sales quota attainment of 140% for the year in FY14. Finished top 5 overall inside sales performer in US for SMB & commercial accounts in net new business logos, net new generated pipeline, net new generated won revenue, and quota attainment in FY14. PC Connection Outstanding Partnership award recipient (Q3 FY14) for leading Northeast team in new business logos, closed revenue, with PC Connection. Averaged 10 new opportunities a week (#1 in sales center) with an average deal size of 30K. Selected as HPE ambassador for partner event in Montreal Canada to help increase sales efforts with platinum partner PCM due to exceptional sales performance and adherence to HPE values and standards. Consistently exceeded 250 cold and follow-up calls and emails weekly, earning recognition as one of the top 10 reps (out of 105) based on call volume
Combat Engineer
United States Army
Little Rock, AR
06.2008 - 06.2014
- Served as a team leader (Sergeant) for my unit in expertise in training soldiers in areas such as mobility, counter mobility, survivability, and general engineering
- Served 18 months of duty in Afghanistan (2010-2011) during “Operation Enduring Freedom.”
- Constructed fighting positions, fixed/floating bridges, obstacles and defensive positions
- Combat Action badge recipient for efforts in Afghanistan
- Conducted operations that include route clearance of IED’s and mines in Afghanistan
- Army good conduct medal recipient honorable and faithful service over course of my career
- Army Achievement Medal for distinguished heroism, meritorious achievement, and meritorious service during duty in Afghanistan
- Combat Engineer Medal recipient for exceptional leadership, collaboration, and upholding Army values during duty in Afghanistan (Awarded to me by General of 20th Engineer Brigade)
- Selected by my battalion (489th EN BT) to participate in “Best Warrior Competition” based on exceptional PT (Physical Training) scores, Army Valor, Leadership, & Core Army Skills
- Member of a team that placed top 5 overall finish in statewide “Best Warrior competition” (highest finish for our Battalion in 10 years)
- Awarded Achievement Medal” from our general for our efforts
Education
Bachelor of Arts - Psychology
University of Central Arkansas
Conway, AR05.2012
Skills
- Strategic selling
- Customer service
- Goals and performance
- Sales strategies implementation
- Marketing strategy implementation
- Sales target monitoring
- Deal negotiation
- Sales methodologies
- Customer relationship building
- Forecast preparation
- Account planning
References
Will be furnished upon request.
References
References available upon request.
Timeline
SR Account Executive (Commercial and Enterprise)
HYCU, Inc
06.2022 - Current
MuleSoft Commercial Account Executive (EAST)
Salesforce
04.2021 - 06.2022
Virtual Sales Specialist (Data Center)-East Coast Global Service Providers-Team Lead
Cisco Systems
04.2019 - 04.2021
Account Executive-KS & MO
Nutanix
12.2017 - 04.2019
Partner Sales Representative-CDW
Hewlett Packard Enterprise
04.2016 - 11.2017
Channel Enablement Manager (Champion Team-Logicalis)
Hewlett Packard Enterprise
05.2015 - 04.2016
Inside Sales Representative-New Jersey
Hewlett Packard Enterprise
07.2013 - 05.2015
Combat Engineer
United States Army
06.2008 - 06.2014
Bachelor of Arts - Psychology
University of Central Arkansas
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