MIKE RUBERY

• Oversaw client engagement strategies to strengthen partnerships, increasing collaboration and support effectiveness.
• Led strategic planning initiatives to enhance cybersecurity solutions, aligning product offerings with market needs.
• Facilitated executive meetings to align organizational goals with industry standards.
• Directed market analysis to identify emerging trends in mobile security.
• Developed and executed marketing strategies to elevate brand awareness and capture greater market share.

• Developed sales incentive programs to maximize partner engagement, fostering stronger partnerships.
• Coordinated joint marketing initiatives with partners to drive engagement, resulting in increased partner participation.
• Analyzed partner performance metrics to identify growth opportunities.
• Engaged in networking events to expand partner ecosystem and build connections.
• Mentored team members on best practices in cybersecurity strategies, enhancing team knowledge and effectiveness.

• Consistently achieved quarterly and annual sales quotas
• Achieved 110% of produce and services quota in 2014 - Presidents Club Qualifier
• Recognized as a member of the Presidents Club for exceptional sales performance.
• Managed General Commercial Accounts for DC, VA, IN, MI, TN, WV
• Negotiated contracts and deals to secure favorable terms and strengthen partnerships
• Facilitated customer digitization of document management processes using Salesforce platform
• Created in-house training programs for partners to enhance product knowledge and service delivery
• Salesforce admin certified

• Managed enterprise-level sales across greater Texas territory, driving revenue growth.
• Focused on sales of Rally SaaS platform while gaining proficiency in Agile techniques to support companies' Agile transformations.
• Built transformation service proposals and navigated sales processes for Fortune 500 companies.
• Closed several 6 figure transformation transactions including Pier1, BNSF
• Developed sales pipeline from initial concept, creating a robust strategy that enhanced client engagement.
• Achieved 100% of produce and services quota in 2014
• Obtained Scrum Master certification, demonstrating expertise in Agile methodologies.

• Directed and managed B2B / SMB Channel Sales of Identity Lifecycle Management Solutions (ILMS) integrating Identity and Access Governance & Intelligence, User Administration and Provisioning throughout the Western United States –– all states West of the Mississippi.
• Established 2 new channel partnerships, generating $2 million pipeline within 6 months.
• Enabled clients to manage risk through SAP roles and entitlements with ILMS, providing consultative sales solutions from strategy planning to implementation.
• Mentored, managed and incentivized an inside sales team of three.
• Developed and implemented a marketing plan in collaboration with regional IBM sales representatives.
• On target to finish 3rd quarter at 90% of $250,000 quota.

• Recruited to drive sales revenue growth and establish regional channel practice across Eastern U.S., focusing on access management solutions for SaaS applications.
• Finished FY2012 at 120% of Plan
• Qualified for 2012 President’s Club.
• Grew territory pipeline to $4.5+ Million in the first 9 months.
• Developed business plans with key channel resellers and distribution partners, resulting in first-ever channel deals for the company.

Channel Sales Leader (Progressive Roles: Distribution Channel Manager, VAR Channel Manager, Account Manager)

Drove channel revenue growth from $72 million to $94 million, achieving 109% of plan.

Increased territory revenue from $8 million to $14 million through enhanced partner alignment.

• Achieved 62% growth in key VAR partner segment via targeted incentive and marketing programs.
• Closed multiple enterprise transactions exceeding $1 million, supporting $7 million strategic negotiations.
• Developed and executed comprehensive business and marketing plans with top channel partners.
• Built quarterly business plans with partners to leverage install base for expansion opportunities.
• Consistently exceeded quota with 125%+ attainment, contributing $3 million in renewal revenue.
• Earned President's Club recognition in 2009, 2010, and 2011 as a top performer.

• Increased Symantec Enterprise Sales from $32 Million to $50 Million.
• Club Qualifier 2003
• Supported Top 10 Accounts representative, driving highest percentage of overall Arrow Symantec business.
• Executed aggressive recruiting campaign to secure key strategic accounts.
• Completed training for six vendor programs, focusing on Symantec, VERITAS, Computer Associates, Legato / EMC, BEA, and Sun Microsystems.

• Developed sales plan to drive sales from $30.8 Million in 2001 to $51.7 Million in 2002.
• Exceeded sales goals by 115% quarter over quarter by leveraging loyal partner relationships.
• Expanded customer base by 643%
• Presidents Club 2000 & 2001
• Led the VERITAS Open License Program team, overseeing operations and strategic initiatives.
• Developed training and presentations for clients and VARs, enhancing sales and profitability through marketing programs, logistics support, technical and financial assistance, and cloud-based services.
• Created New Hire Software License Sales Training Program, streamlining onboarding for incoming employees.