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, DESkills
- 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
Websites
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
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