MATTHEW T. TOBIN
Boston,MA
Summary
Results-driven sales leader with a proven track record of building relationships, driving revenue, and delivering innovative enterprise software solutions. Extensive experience managing complex sales cycles, exceeding quotas, and collaborating with cross-functional teams to achieve strategic goals.
Overview
15
15
years of professional experience
Work History
Account Executive, Northeast
Informatica
04.2018 - Current
- Expanded sales within existing large customer accounts while building relationships with decision-makers.
- Developed strategic and comprehensive business plans for accounts, identifying customer requirements, and aligning Informatica’s solutions to deliver value.
- Ensured accurate documentation of customer activity in CRM systems, tracking opportunity values, sales stages, and customer pain points.
- Accountable for accurate forecasting, regular quarterly revenue delivery, and implementation of account plans.
- Collaborated with Marketing to develop account-specific engagement strategies, including events, seminars, and roadmap sessions.
- Promoted Informatica’s products, maximized brand recognition, and publicized success stories to enhance market presence.
- Demonstrated leadership and expert knowledge in SaaS, data warehousing, databases, and business intelligence software sales to complex enterprise clients.
- Worked directly with executive-level decision-makers, including CXO-level customers, to drive the adoption and success of Informatica solutions.
Strategic Enterprise Account Manager
Zmags
01.2017 - 04.2018
- Managed a nationwide territory of 50 clients, achieving 91% retention of a $2.1M book of business while generating $400K in upsells in FY17
- Delivered end-to-end customer success by overseeing prospecting, onboarding, consulting, and performance reviews
- Collaborated with C-suite and operational stakeholders to align platform adoption with key business drivers
- Developed and implemented a global client onboarding process, adopted company-wide
- Created $1.8M in pipeline opportunities with significant revenue contributions
- Served as team lead, training and coaching new hires in account management
Regional Sales Manager
Perfecto Mobile
08.2015 - 12.2016
- Achieved 107% of FY15 Q4 quota, generating transformative digital strategies for enterprise clients such as Amica Insurance and BJ’s Wholesale Club
- Spearheaded net-new business development across New England through consultative selling and MEDDIC methodology
- Partnered with IT and business leaders to deliver SaaS-based continuous integration solutions that drove customer ROI
Senior Account Manager
Oracle
08.2012 - 08.2015
- Consistently exceeded sales targets, achieving 189% of annual quota in FY15
- Sold cloud software solutions and IT infrastructure projects by orchestrating cross-departmental collaboration with solution architects and consultants
- Recognized with multiple awards, including FY15 Enterprise East Verticals MVP and Healthcare Rep of the Year
Enterprise Field Account Manager
Hewlett-Packard (HP)
10.2009 - 08.2012
- Retained and grew a diverse portfolio of regional and global accounts, achieving 110% of quota for the Northeast Region in 2011-2012
- Drove contract renewals and multi-year agreements with Fortune 500 clients, including Bausch & Lomb, Biogen Idec, and M&T Bank
- Developed strategic account plans and partnered with product specialists to uncover IT infrastructure opportunities
Education
Bachelor of Science - Business Administration
Bryant University
05.2008
Skills
- Enterprise Sales Strategy
- Consultative Selling
- SaaS and Cloud Solutions
- C-Suite Engagement
- Account Retention and Growth
- Cross-Functional Collaboration
- MEDDIC Sales Methodology
- Pipeline Development and Management
- Strategic Account Planning
- Complex Deal Negotiation
- Customer Lifecycle Management
- Revenue Forecasting
- CRM Proficiency (eg, Salesforce)
- Channel Partnerships
- Data-Driven Sales Insights
- Innovative Sales Enablement
- Go-to-Market Strategy
- Cloud Ecosystem Expertise
- Cloud Architecture and Integration
- Data Management and Analytics Expertise
Timeline
Account Executive, Northeast
Informatica
04.2018 - Current
Strategic Enterprise Account Manager
Zmags
01.2017 - 04.2018
Regional Sales Manager
Perfecto Mobile
08.2015 - 12.2016
Senior Account Manager
Oracle
08.2012 - 08.2015
Enterprise Field Account Manager
Hewlett-Packard (HP)
10.2009 - 08.2012
Bachelor of Science - Business Administration
Bryant University
Similar Profiles
Swathi AgarwalSwathi Agarwal
Consultant at InformaticaConsultant at Informatica
Avinash K NAvinash K N
Senior Manager DevOps at InformaticaSenior Manager DevOps at Informatica
Joshua ThompsonJoshua Thompson
Systems Engineer at InformaticaSystems Engineer at Informatica