Rob F. Marks Jr.
Newtown,CT
Summary
Sales strategist with 20+ years of experience driving results through the development, execution, and management of sales strategies. Proven track record in leading sales and project teams. Skilled in engaging executive-level clients and building strong relationships aligned with strategic initiatives. Exceptional facilitation, presentation, and communication abilities. Motivated negotiator with superior business acumen and strategic thinking. Inspiring leader known for fostering cross-functional alignment and synergies.
Overview
25
25
years of professional experience
Work History
Director of Sales
Functionize
San Francisco, CA
04.2021 - Current
- Assessed sales motion and sales process
- Implemented new sales motion
- Implemented new sales process (MEDDPIC)
- Created prospecting system and rolled out to sales
- Created new pricing model and increased ASP from $10,000 to $60,000
- Grew revenue 150% YOY FY22
- Reporting directly to CEO, responsible for scaling the sales organization
- Brokering executive meetings with JPMC for Series B funding
Sr. Director Strategic Sales, East
PagerDuty
San Francisco, CA
08.2020 - 04.2021
- Managing team of 8 Sales Executives
- Territory from Eastern Canada to Florida
- Second Half FY20: Quota $4.2M, Actual $4.1M = 97% of goal
- Established executive relationships to drive and accelerate two of the largest deals in the company
- Inspected pipeline and established new forecasting cadence
- Drove executive alignment between the top FSI accounts and PD executive teams
- Built sales strategies to drive pipeline health
- Participated in the development of the new Ecosystem narrative
- Contributed to new global collaboration agreement
- On-boarded new partners
- Forged executive relationships between JPMC and PD
Regional Vice President, Enterprise, NY / NJ / PA
Tanium
Emeryville, CA
03.2019 - 08.2020
- Built out Enterprise Team to address new segment
- Hired team of 6 Enterprise Sales Executives
- Built Go To Market strategy to address new segment
- Put new sales methodology in place
- Built $4M in net new pipeline
- Expanded Enterprise segment team from 6 reps to 14 reps YOY
- Defined territories for Northeast and Mid-Atlantic
- Rebuilt existing partner ecosystem in Northeast
- On boarded two new partners into ecosystem
- Assisted with the revamping of partner program, defining partner incentives, to ensure partner engagement and productivity
Regional Director, New York
ServiceNow
Santa Clara, CA
08.2017 - 03.2019
- Lead team of 6 Enterprise Sales Executives in NYC
- Developed and balanced territories for FY 18 and FY 19
- Devised quota for team
- Drove synergies between business units to maximize pipeline opportunities
- Contributed to partner development plan 2019
- Developed multiple seven figure deals in territory for 2017
- 2000% Growth YOY Q1 2017 / 2018
- #1 in attainment Q1 2018
- 131% of Quota Q4 2018
- 114% of Quota FY18
Regional Director, North East Enterprise
Tableau Software
Seattle, WA
02.2015 - 08.2017
- Built an Enterprise Sales team for NY Enterprise from 2 to 7 reps
- Grew revenue from $1.6M to $9.7 in 2 years
- Responsible for representing revenue position for the NY enterprise region to senior leadership
- Established short and long-term goals for sales team to meet area and corporate objectives
- FY15: Quota $4.5M, Actual $4.2M = 93% of goal
- FY16: Quota $7.6M, Actual $9.8M = 129% of goal
- FY17: Quota $10.4M ($4.8M First half)
- First half Attainment $5.7M = 120% of first half attainment
- Grew revenue 262% YOY 2014 / 2015
- Grew Revenue 180% YOY 2015 / 2016
- Presidents Club winner 2016
- #1 Regional Director, Enterprise 2016
- Strengthened and maintained Partner ecosystem
- Developed and balanced territories
Global Account Manager, Advanced Software Division
EMC Corporation
Hopkinton, MA
02.2013 - 02.2015
- Managing the top global financial services accounts
- Driving complex sales cycles at the C Level
- Grew revenue 440% YOY 2012/2013
- 178% Quota achievement FY13
- Achieved 277% of Q3 FY14 quota
- Hit yearly target of $22M in Q3
- 145% Quota achievement FY14
- 2013 Presidents Club winner
- 2014 Presidents Club winner
Regional Director, North East and Canada
BoxTone Inc.
Columbia, MD
04.2011 - 02.2013
- Managed Strategic Accounts for the North East and Canada
- Managed 2 geography sales reps
- Sold Enterprise Mobility Management solutions to securely automate the lifecycle management of Mobile Devices and Mobile Applications
- Fastest rep to be productive in the history of the company
- “Rookie of the Year” Sales award winner
- 117% Quota Achievement Q4 FY11
- Most New Logo Wins FY11
- Named to the Leadership team for 2012
- Promoted from Strategic Account Manager to Regional Director
Account Executive
BMC Software
Houston, TX
01.2009 - 01.2011
- Managed Named Account list of 8 “Greenfield” accounts
- Achieved 144% of 2nd half quota FY10
- Won the largest Competitive, “Net New” deal in NE and Canada with territory’s largest Financial Services account
- Turned around a 15B$ client from “never doing business with BMC” to spending 3M
- Developed 8X pipeline (21M) for FY 11
Regional Sales Manager
Mercury Interactive (HP Software)
Mountain View, CA
01.2006 - 01.2009
- Manage 40 Named accounts to maximize revenue through new solutions
- Within 5 months uncovered $1MM opportunity
- Achieved 109% of yearly quota
- Develop surrounding geography
- 118% of quota for Q1
- Quarterly Outstanding Performance Award
- 100% MBO attainment
- Grew territory by 48%
- Turned around unhappy clients to result in 2.8M in new revenue
BSO Sales Executive, IT Service Management Practice
CA, Inc.
Islandia, NY
01.2004 - 01.2006
- Major accounts team
- Effectively generated and managed 3X pipeline
- Grew territory 42% YOY FY06
- 193% quota attainment YTD
Enterprise Account Executive
Internosis
Arlington, VA
01.2002 - 01.2004
- Managed and prospected NE based territory of approximately 3000 Accounts
- Manage sales and delivery for all engagements
- Develop and manage sales strategy
- Responsible for all customer satisfaction results
- Coordinate and manage monthly seminars for goto markets based on specific Microsoft solutions
- Driving opportunities through the Microsoft Medium Enterprise team, Corporate and Major Account teams
- Managing a 3X services pipeline of 3.6 million dollars
Corporate Account Representative
Microsoft Corporation
Redmond, WA
01.2000 - 01.2002
- Managed territory of 1700 accounts
- Grew territory revenue 46% YOY FY00-FY01
- Grew an additional 24% YOY FY01-FY02
- Achieved 141% of revenue goal FY01 (Goal $12MM: Landed $17MM)
- Consistently managed a 3X opportunity pipeline of $9MM
- Won highest growth and attainment for S1, FY01
- Closed the largest Medium Enterprise deployment of Windows XP prerelease in the US
- Successfully engaged GOTO partners in opportunities for Technical Training, Licensing as well as Services
- Educated Partners and Customers through Monthly Licensing Briefings as well as web-casts
- Executed various revenue based campaigns for the Medium Enterprise space
- Delivered Executive Licensing Presentations to multiple executives of multiple organizations
- Created demand generation for Licensing Briefings, CXO Summits, Product Launches, Technical Briefings, and Partner Events
- Member of the Office Pride Committee
- Contributed to the development of the creative for district off-site meetings
Education
B.A. - Marketing, Finance
Iona College
New Rochelle, NY01.1994
Skills
- Channel Development
- Client Relationship Management
- Sales leadership and training
- Client acquisition
- Sales Pipeline Management
- Territory Management
- Sales funnel management
- Pipeline Development
- Deal Closing
- Sales Coaching
- Revenue Forecasting
- Sales Reporting
Training
- Helping Clients Succeed – Mahan Khalsa
- Let’s Get Real or let’s not play – Mahan Khalsa
- Strategic Selling – SPI: Sales Professional Inc.
- Successful selling – Score Communications
- Value Selling
- Command of the Message – Force Management
Timeline
Director of Sales
Functionize
04.2021 - Current
Sr. Director Strategic Sales, East
PagerDuty
08.2020 - 04.2021
Regional Vice President, Enterprise, NY / NJ / PA
Tanium
03.2019 - 08.2020
Regional Director, New York
ServiceNow
08.2017 - 03.2019
Regional Director, North East Enterprise
Tableau Software
02.2015 - 08.2017
Global Account Manager, Advanced Software Division
EMC Corporation
02.2013 - 02.2015
Regional Director, North East and Canada
BoxTone Inc.
04.2011 - 02.2013
Account Executive
BMC Software
01.2009 - 01.2011
Regional Sales Manager
Mercury Interactive (HP Software)
01.2006 - 01.2009
BSO Sales Executive, IT Service Management Practice
CA, Inc.
01.2004 - 01.2006
Enterprise Account Executive
Internosis
01.2002 - 01.2004
Corporate Account Representative
Microsoft Corporation
01.2000 - 01.2002
B.A. - Marketing, Finance
Iona College
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