Summary
Overview
Work History
Education
Skills
Websites
Notable Career Achievements
Accomplishments
Timeline
Generic

ROBERT O'GRADY

Freehold,USA

Summary

Results-driven Sales Professional specializing in the SLED market, focused on delivering innovative cybersecurity solutions that address critical customer challenges. Proven track record in developing strategic account plans for enterprise-wide deployments and generating a robust sales pipeline. Demonstrates exceptional skills in navigating complex sales processes by leveraging executive relationships and coordinating with internal teams for successful bid proposals and contracts. Committed to utilizing a consultative approach and data-driven methods to achieve revenue growth while addressing real-world business needs.

Overview

8
8
years of professional experience

Work History

District Sales Manager

SHI International Corp.
Somerset, NJ
02.2024 - Current
  • Directed five sellers towards operational success.
  • Achieved 103% of sales target in first year.
  • Devised precise forecasting technique utilizing BANTC.
  • Designed structured formats for government agencies utilizing SHI’s strengths in cybersecurity, networking, and data centers.
  • Elevated cybersecurity sales to $7.7M, marking a 15% increase year-over-year.
  • Increased networking sales to $1.9M, marking a 21% increase year-over year.

Account Executive

SHI INTERNATIONAL CORP.
Somerset, USA
01.2021 - 02.2024
  • Focused on public sector sales within designated territories.
  • Regular collaboration with top technology companies like Fortinet, Palo Alto, Microsoft, Rubrik, Cisco, Crowdstrike, and Dell.
  • Implemented a detailed prospecting strategy to identify and engage new accounts.
  • Develop and sustain long-term relationships with customers, thereby ensuring client retention
  • Achieved a remarkable 240% increase in data center business with steady annual growth of 20%.
  • Delivered a remarkable year-over-year growth of 125%, driving unprecedented financial performance.
  • Unleashed a transformative surge in networking business revenue, amplifying it by a phenomenal 265%, all while also consistently delivering a rock-solid 20% year-over-year growth in the territory
  • Expanded business portfolio with a record-breaking 165% rise in cybersecurity, advancing territory-wide performance.
  • Surpassed all 2021 benchmarks by achieving a remarkable 792% of the annual sales target in the first year.

Key Account Executive

RETARUS
Secaucus, USA
01.2019 - 01.2021
  • Spearheaded a team of technical consultants, guiding them through all phases of the sales process
  • Developed and implemented tailored sales approaches for Fortune 500 companies, driving account revenue growth.
  • Coordinated with field organizations to launch targeted marketing initiatives.
  • Elevated customer engagement and maximized revenue by managing strategic relationships effectively.
  • Successfully connected continental markets, enhancing the brand's presence in North America.
  • Developed and conducted webinars that successfully generated new leads by showcasing cloud advantages.

Named Account Manager

AVAYA
New York, USA
01.2017 - 01.2019
  • Led complex sales engagements, identifying key decision-makers, and building effective relationships to achieve/exceed quota targets
  • Developed and executed detailed account plans to secure new business and grow existing accounts
  • Identified new cross-sell opportunities within named accounts to maximize revenue
  • Negotiated cost-effective contract pricing structures
  • Clearly communicated progress of monthly/quarterly initiatives to internal and external stakeholders
  • Grew a long-vacant territory by an unprecedented 950% in one year through the creation and execution of an upselling plan tailored for existing customers
  • Fostered growth in the top three resellers year over year and successfully onboarded a new reseller by establishing strong relationships and scheduling regular in-person meetings to review sales opportunities
  • Leveraged strategic partnerships to expand Avaya's footprint in new or competitive accounts, enhancing market penetration and revenue growth

Education

Bachelor of Arts (B.A.) - Psychology

UNIVERSITY OF DELAWARE
Newark, DE

Skills

  • Strategic Sales Planning
  • SaaS Solutions
  • Account Management
  • Sales Forecasting
  • Pipeline Management
  • Contract Negotiation
  • RFI/RFP Responses
  • Relationship Building
  • Executive Engagement
  • Territory Management
  • Consultative Selling
  • Value-Based Selling
  • Problem-Solving
  • Competitive Analysis
  • Prospecting and cold-calling

Notable Career Achievements

  • Handpicked for SHI's 2023 War College Leadership Program, a highly competitive program focused on grooming future leaders; secured a spot among the top 5% of applicants, with only 40 accepted out of 800+ candidates.
  • Clinched first place in SHI's Public Sector Cybersecurity Campaign Contest, outpacing 300+ competitors by selling 3x more cybersecurity products within a 6-month timeframe.
  • Successfully transformed an underperforming territory into a high-revenue asset, achieving an exceptional 125% growth in revenue between 2022 and 2023.

Accomplishments

2023 SHI Chairman's Club

Timeline

District Sales Manager

SHI International Corp.
02.2024 - Current

Account Executive

SHI INTERNATIONAL CORP.
01.2021 - 02.2024

Key Account Executive

RETARUS
01.2019 - 01.2021

Named Account Manager

AVAYA
01.2017 - 01.2019

Bachelor of Arts (B.A.) - Psychology

UNIVERSITY OF DELAWARE
ROBERT O'GRADY