MARTIN ROYAL
Lumberton,NJ
Summary
Results-driven Sales and People Leader with over two decades of experience driving transformative business outcomes in the technology sector. Expert in consultative selling, relationship management, and strategic planning, with a proven track record of delivering tailored, innovative solutions that align with client objectives. Adept at fostering long-term client partnerships, identifying growth opportunities, and driving operational excellence through data-driven strategies. Notable for strategic vision, leadership excellence, and a relentless focus on customer success, consistently recognized with multiple Sales Achiever Awards.
Overview
38
38
years of professional experience
1
1
Certification
Work History
Account Executive – Services
Cisco Systems Inc.
Lumberton, NJ
04.2015 - Current
- Developed and implemented a comprehensive sales plan to increase revenue in assigned territory.
- Cultivated strategic relationships with C-level executives and key stakeholders, resulting in increased client retention.
- Used excellent verbal skills to engage customers in conversation and effectively match appropriate offerings to customers' needs and requirements.
- Led end-to-end service sales cycle, exceeding annual sales targets by 15% to drive multi-million dollar revenue growth.
- Analyzed market extensively, identifying and capturing new sales opportunities.
- Consistently exceeded quota targets with an average annual attainment of 120%, leading to the receipt of five Sales Achiever Awards.
Senior Service Delivery Leader – Premium Services
Cisco Systems Inc.
Moorestown, NJ
01.2011 - 01.2016
- Established and nurtured long-term partnerships, resulting in increased client satisfaction and trusted advisor relationships.
- Spearheaded successful delivery of premium services, resulting in 100% customer retention and renewal of premium service subscriptions.
- Identified and capitalized on new business opportunities within existing clients, leading to an expansion of service offerings and an increase in annual revenue.
- Achieved remarkable success by transforming a faltering $16M business into a thriving $34M enterprise within two years through strategic vision and pioneering service improvements, leading to an impressive 112% revenue growth.
- Created a culture of continuous learning and development resulting in 100% employee retention, increased job satisfaction, and long-term team stability.
Senior Manager – Sales Systems Engineering
Cisco Systems Inc.
Herndon, VA
01.2010 - 01.2011
- Led team of Sales Systems Engineering leaders and implemented innovative strategies resulting in 10% business growth, positioning Cisco as the technical leader among U.S. Federal Civilian Agencies.
- Created a successful routing and switching refresh campaign that generated $4M in incremental revenue, driving 10% of the region's annual sales growth.
- Monitored competitor activities to anticipate changes in the industry landscape and design appropriate response measures.
- Established effective communication channels between different departments within the organization.
- Conducted regular performance appraisals for direct reports to provide feedback on their work performance.
Manager – Sales Systems Engineering
Cisco Systems Inc.
Herndon, VA
01.2005 - 01.2010
- Led strategic technical leadership for the regional sales team, which included aligning initiatives with business goals and driving a 20% increase in revenue growth through innovative solutions.
- Developed and implemented strategies to increase customer satisfaction and loyalty.
- Provided leadership during times of organizational change or crisis situations.
- Coached, mentored and trained team members in order to improve their job performance.
- Demonstrated strong leadership capabilities as Sales Systems Engineering Manager, consistently surpassing annual sales targets and earning recognition as a Top Performer and Manager of the Year.
Sales Systems Engineer
Cisco Systems Inc.
Herndon, VA
01.2000 - 01.2005
- Collaborated with Account Executives to showcase Cisco's advanced network solutions, resulting in an increase in deal closure rates and driving customer adoption across key accounts.
- Provided technical guidance for system development and troubleshooting.
- Consistently exceeded sales quotas by 110%, driving significant revenue growth.
Senior Systems Engineer
Giant of Maryland Inc.
Landover, MD
01.1996 - 01.2000
- Designed and deployed scalable IT infrastructure solutions, leading to increases in operational efficiency and a 50% boost in system scalability.
- Managed initiatives to optimize systems resulting in a significant performance increase of 30% and enhanced reliability, reducing downtime by 25%.
- Constructed and managed a robust network infrastructure consisting of routers, switches, and firewalls.
- Worked closely with other teams to ensure smooth operation of the overall IT infrastructure.
Senior Engineer
DynCorp Information and Engineering Technology
Reston, VA
01.1995 - 01.1996
- Engineered and deployed state-of-the-art solutions, achieving an increase in system efficiency and ensuring full compliance with industry standards.
- Collaborated with other departments on cross-functional projects.
- Advised customers on use of products or services.
- Provided technical support for end users experiencing difficulty with applications or systems.
Lead Systems Analyst
Lockheed Martin Corporation
Herndon, VA
01.1993 - 01.1995
- Identified opportunities for improvement in existing systems architecture, processes, tools and technologies used in support of enterprise applications.
- Provided technical consultation services regarding specific areas of expertise such as database management systems or networking protocols.
- Managed the installation of new hardware and software components, as needed, to meet customer requirements.
- Trained staff and users to work with computer systems and programs.
- Resolved system problems quickly and efficiently through troubleshooting techniques.
Computer Specialist
United States Environmental Protection Agency
Washington, DC
01.1991 - 01.1993
- Oversaw the implementation and continued functionality of essential IT systems supporting the EPA
- Delivered expert technical support, resulting in decreased system downtime and ongoing operational efficiency throughout the EPA's IT infrastructure
- Assisted in developing and maintaining server infrastructure to ensure system reliability and performance.
- Troubleshot network connectivity problems for both local area networks and wide area networks.
- Diagnosed hardware failures on desktops or laptops for repair or replacement.
Software Analyst
Macro International Inc.
Calverton, MD
01.1990 - 01.1991
- Conducted user requirement analysis, identified gaps and implemented solutions.
- Tested new and enhanced software modules and delivered insightful and practical feedback on functionality and data output.
- Developed software analysis plans and designs to improve system performance.
Commercial Credit Analyst
Signet Bank N.A.
Richmond, VA
01.1987 - 01.1990
- Conducted credit reviews on corporations to assess financial conditions.
- Analyzed clients' financial statements, market conditions, and industry trends to evaluate risk.
- Prepared detailed credit proposals for review by senior management.
Education
Bachelor of Science - Finance -
University of Maryland College Park
Skills
- Written and verbal communication
- Pipeline Management
- Account planning
- Negotiation Skills
- Sales expertise
- Interpersonal Skills
- Contract Negotiation
- Business growth opportunities
- Relationship building and management
- Sales Quota Achievement
- Customer Presentations
- Business Development
Certification
ITIL Foundation v3 Certification
Accomplishments
- Manager excellence Award Winner
- Manager of the Year Award Winner
- Top Performer Award Winner
- Sales Achiever Award Winner
Timeline
Account Executive – Services
Cisco Systems Inc.
04.2015 - Current
Senior Service Delivery Leader – Premium Services
Cisco Systems Inc.
01.2011 - 01.2016
Senior Manager – Sales Systems Engineering
Cisco Systems Inc.
01.2010 - 01.2011
Manager – Sales Systems Engineering
Cisco Systems Inc.
01.2005 - 01.2010
Sales Systems Engineer
Cisco Systems Inc.
01.2000 - 01.2005
Senior Systems Engineer
Giant of Maryland Inc.
01.1996 - 01.2000
Senior Engineer
DynCorp Information and Engineering Technology
01.1995 - 01.1996
Lead Systems Analyst
Lockheed Martin Corporation
01.1993 - 01.1995
Computer Specialist
United States Environmental Protection Agency
01.1991 - 01.1993
Software Analyst
Macro International Inc.
01.1990 - 01.1991
Commercial Credit Analyst
Signet Bank N.A.
01.1987 - 01.1990
Bachelor of Science - Finance -
University of Maryland College Park
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