Caleb Roche
Laguna Beach,CA
Summary
Dynamic and accomplished Senior Account Executive with over a decade of experience in technology sales and marketing. Expertise in client and data center hardware, software, and cybersecurity solutions. Renowned for cultivating long-term client relationships, managing high-profile accounts, and consistently surpassing sales targets. Skilled in contract negotiation, identifying business opportunities, collaborating with cross-functional teams, and providing exceptional customer service.
Overview
9
9
years of professional experience
Work History
IT Service Delivery Manager
Wincome Hospitality
03.2024 - Current
- Serving as a primary escalation point for the IT Department, forecasting and complying with financial parameters, IT Vendor management, ensuring PCI Compliance, disaster recovery and business continuity no matter the odds
- Managing infrastructure and a team of analysts supporting three hotel properties in the Orange County Metro area.
Project Manager
Codex Creative
11.2023 - 03.2024
- Staffed and led a team of Account Managers, Supervisors, and Support Analysts that provided world class support for US, Canada, and LATAM clients.
- Consider adding numbers to achievements, number for team of account managers
Account Manager
BlackBerry | Cylance
04.2018 - 11.2023
- Closed 2560 opportunities in 5 years, generating $50M+ in closed won deals
- Consistently exceeded annual quotas, averaging $7M- $10M USD
- $1-2M per Quarter
- Completed security implementations, performed health checks, dedicated on-site staff augmentation resource, ongoing care and remediation of issues, ensuring maximum security.
- Developed long-lasting client relationships by providing exceptional customer service and support.
- Engaged with senior leadership and led internal cross-functional teams to identify partnership opportunities, ensuring that partnership deliverables were met.
- Monitored revenue and performance data daily to ensure targets were on track, proactively offering solutions if targets were missed or projected to be off.
- Provided extensive support in sales, technical and business areas for key accounts.
- Regularly updated sales forecasts based upon current pipeline status/anticipated deal closures, allowing for accurate resource allocation/planning within the organization.
- Streamlined account management processes, improving overall efficiency and productivity.
- Mentored junior account managers, fostering their professional growth and skills development within the company.
- Sold new products and services and developed new accounts to maximize revenue potential.
- Delivered sales presentations and pitches to clients, upper management and junior sales associates for demonstration.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
Account Manager
OpenText
04.2015 - 04.2018
- Managed $30M in annual client revenue, exceeding sales goal by 113% in 2017
- Successfully sold $1M in event registrations for Enfuse user conference in 2017
- Contributed to Guidance Software's acquisition by OpenText in February 2017 for $240M.
Education
Bachelor of Science - Liberal Arts and Sciences
DePaul University
Chicago, IL06.2010
Skills
- Enterprise Account Management
- Team development
- Problem solving
- Budgeting
- Contract negotiation
- Product demonstrations
- Customer service
- Sales forecasting
- Relationship building and management
- Business development
- Strategic planning
- Project management
- Financial acumen
- Computer Science
- Sales Management
- Systems and software expertise
- Client Relationship Management
- Leadership
Websites
Timeline
IT Service Delivery Manager
Wincome Hospitality
03.2024 - Current
Project Manager
Codex Creative
11.2023 - 03.2024
Account Manager
BlackBerry | Cylance
04.2018 - 11.2023
Account Manager
OpenText
04.2015 - 04.2018
Bachelor of Science - Liberal Arts and Sciences
DePaul University