Dennis Hopp
Summary
Outstanding success in building and maintaining relationships with key corporate decision makers, establishing large volume high profile accounts with excellent levels of customer retention and loyalty. Proven ability to clearly communicate business value for complex technical solutions to any audience within the enterprise from "C" Level executive to Technical Evaluators. Acknowledged as a creative problem solver and someone who can think outside of the box to address client business problems and deliver results.
Overview
22
22
years of professional experience
Work History
Strategic Customer Success Manager
Broadcom Software
11.2023 - Current
- Responsible for managing Strategic Accounts for the VMC on AWS Customer Success Team
- Proactively expanded adoption of VMC on AWS within strategic accounts by driving relationships at every level, both internally and externally to influence positive customer experience.
Strategic Cloud Customer Success Manager
VMware
06.2021 - 11.2023
- Responsible for managing 3 of the largest Strategic Accounts ($15+Million ARR) for the VMC on AWS Service
- Proactively expanded adoption of VMC on AWS by driving relationships at every level, both internally and externally to influence positive customer experience
- Partnered with VMware Professional Services, VMware Technical Account Manager, and customer to deliver multi-region hybrid cloud virtual desktop infrastructure solution supporting 7K desktop users ($5 Million Annual Recurring Revenue) for one of the nation's largest mortgage lenders
- Worked as an advocate for customers in identifying business drivers and use case requirements, reporting blockers and hurdles to expand adoption
- Assisted Customer Success Leadership in building the Cloud Customer Success practice in support of VMware Cloud on AWS services hiring and training a global team of Customer Success Managers.
Cloud Customer Success Manager
VMware
07.2017 - 06.2021
- Responsible for managing 5 Enterprise Accounts ($12+Million ARR) for the VMC on AWS Service
- Direct experience with data center migration strategies, collaborating with channel partners, working with systems integrators and VMware Cloud on AWS ecosystem
- Managed relationships for VMware's Enterprise Customers delivering successful outcomes for customer use cases resulting in the closing of several data centers, migration of thousands of VM's, and creating public references
- Key responsibilities include service activation guidance, developing & driving success plans, and technical roadmap sessions
- Delivered Monthly Service Reviews, and Quarterly Business Review's
- Acted as a Trusted advisor; highly regarded by both customer & sales teams.
Director, Customer Success and Renewals
Guardian Analytics
01.2017 - 07.2017
- Overall leadership of the Customer Success Team for North America
- Established automated 'success plays' to allow for strategic, efficient, and proactive customer contact
- Help build the customer success team from 2 to 3 Customer Success Managers
- Coached and developed staff with an emphasis of developing their relationship management fundamentals
- Achieved 139% of quota plan - Q1 2017
- Exceeded customer renewal rate of 95% for over 450 customers.
Customer Success Manager
Guardian Analytics
05.2015 - 01.2017
- Successfully managed client relationship, driving customer adoption, and increasing revenue and customer satisfaction
- Responsible for contract renewals, up-sell, and complex subscription rate negotiation
- Coached and mentored team to accelerate current skills and knowledge
- Helped drive Guardian Analytics product adoption within top tier accounts with key stakeholders
- Ensured positive customer experience by proactively managing and growing customer relationships
- Achieve 110% annual quota plan 2015
- Achieved 119% of annual quota plan 2016.
Sr. Account Manager
Proofpoint
02.2014 - 05.2015
- Established strong business relationships at the executive level, conducting sales presentations, coordinating multiple resources within an account, while consistently and successfully closing new business for Proofpoint within the East Territory
- Collaborated with Systems Engineers to organize and deliver compelling and flawless product demonstrations
- Partnered with the channel to gain access into new accounts
- Delivered strong operational excellence, to include forecast accuracy, SFDC pipeline development.
Enterprise Account Manager
Symantec
01.2010 - 12.2013
- Key contributing Sales leader at Symantec within the Enterprise Website Security Group, formally VeriSign SSL
- Worked closely with security architects for PKI, Encryption and Strong Authentication technology solutions including VeriSign SSL certificates, GeoTrust SSL Certificates, Microsoft Certificate Authority, and various other underlying encryption and authentication certificates
- Responsibilities included managing existing accounts (Fortune 500), expanding opportunities within current enterprise customers, as well as penetrating and selling website security solutions to new accounts
- Responsible for growing the Enterprise SSL business within one of North America's leading energy companies 300% over the past 12 months
- Closed one of the largest GeoTrust Enterprise SSL deals within the Website Security group in Q3 2011 to one of the largest HR outsourcing consulting companies in North America thus increasing the business 200%.
Regional Account Manager
TriGeo Network Security
02.2009 - 01.2010
- Responsible for direct sales in the Northeast Territory
- Unleashed new business opportunities through aggressive cold calling, email campaigns, and webinars, targeting mid-tier financial credit unions, banks, utility companies, retail, and healthcare arenas
- Increased pipeline growth of 225% and two 6-figure contracts within 6 months
- Consistently exceeding sales goal set by Management.
Mid Market Accounts Manager
TIBCO LogLogic
01.2008 - 01.2009
- Responsible for maximizing revenue in the Mid-Market for the Central Region, which includes sales, account management as well as partner management and business development
- Assist in all areas of partner enablement by ensuring that Partners are provided with and have access to all necessary LogLogic sales, marketing and technical tools
- Deliver presentations to customers and partners on Loglogic's technology and product offerings
- Develop tight relationships with partner sales personnel which result in incremental opportunities for LogLogic products
- Deliver sales and Partner Program training to new and prospective partners
- Participate in partner events.
Sales Manager
Ensim Corporation
11.2005 - 01.2008
- Responsible for direct sales and account management as well as partner management and business development with strategic partners
- Manage sales for North America, Canada, Australia, New Zealand, and United Kingdom, selling Ensim Unify multi-service platform supporting hosted applications, Web Hosting and Hosted VoIP
- Negotiate, sign and manage ongoing partnerships with leading internet service providers to jointly market Ensim's Service Delivery and Automated Provisioning solutions to end customers
- Responsible for partnership with Microsoft to drive joint marketing efforts and jointly sell Ensim products with Microsoft sales and solution specialists.
Enterprise Sales Manager
Notify Corporation
08.2004 - 10.2005
- Managing direct sales of enterprise wireless email software to Fortune 500 Companies, government and city organizations
- Responsible for prospecting new opportunities and maintaining existing customer relationships in assigned account region
- Consulting on IT network infrastructure to recommend correct configuration of NotifyLink Enterprise Mobility Solution
- Accurately forecasting all sales by month and quarter
- Management of Referral Partner Program by working directly with Wireless Carrier Reps, IT consulting companies, and Novell Account Reps to find new opportunities and close new business
- Delivered Power Point sales and training presentations to C-Level Executives, Wireless Carrier Reps, and direct customers on a weekly basis via web conferencing.
Senior Sales Executive/Sales Team Leader
Sprint
06.2002 - 08.2004
- Direct sales of cellular phones and services, RIM BlackBerry email devices and RIM Wireless Email Software
- Responsible for business data applications sales and other software offerings to corporate accounts
- Performed product presentations to potential customers to explain Nextel's value proposition
- Responsible for acquiring new business-to-business customers through high-activity prospecting, cold calling, referrals, and networking
- Assisted in development of Account Executives on sales team
- Performed training sessions with Account Executives to act as a mentor on new business sales calls.
Education
Criminal Investigation -
West Valley College
01.1992
Del Mar High
Skills
- Customer Account Management
- Client Relations
- Strategic Planning
- Customer Relations
- Revenue Growth
- Customer Relationship Building
- Customer Advocacy
- Customer Retention
- Strategic Communications
Accomplishments
VMware "At Our Best" Recognition - October 2023 - For Outstanding Contributions to the VMware
Cloud Customer Success Team
VMware "At Our Best" Recognition - August 2021 - For Outstanding Contributions to the VMware Cloud Customer Success Team
VMware "At our Best" Recognition - October 2020 - For Outstanding Customer Success and Support
Timeline
Strategic Customer Success Manager
Broadcom Software
11.2023 - Current
Strategic Cloud Customer Success Manager
VMware
06.2021 - 11.2023
Cloud Customer Success Manager
VMware
07.2017 - 06.2021
Director, Customer Success and Renewals
Guardian Analytics
01.2017 - 07.2017
Customer Success Manager
Guardian Analytics
05.2015 - 01.2017
Sr. Account Manager
Proofpoint
02.2014 - 05.2015
Enterprise Account Manager
Symantec
01.2010 - 12.2013
Regional Account Manager
TriGeo Network Security
02.2009 - 01.2010
Mid Market Accounts Manager
TIBCO LogLogic
01.2008 - 01.2009
Sales Manager
Ensim Corporation
11.2005 - 01.2008
Enterprise Sales Manager
Notify Corporation
08.2004 - 10.2005
Senior Sales Executive/Sales Team Leader
Sprint
06.2002 - 08.2004
Criminal Investigation -
West Valley College
Del Mar High
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