Robert Whalen
Cresskill,NJ
Summary
Experienced Vice President of Sales and Operations with a tremendous ability to assess and support the business needs in a multi-client environment. Excellent track record of growing organizational efficiencies, new business verticals and client relationships.
Overview
26
26
years of professional experience
Work History
VP Sales
Integration International Inc.
03.2025 - Current
- Presented enterprise AI solutions to C level executives across multiple industries, with a focus on BFSI, Manufacturing, Media and consumer Product firms.
- Directed sales operations and drove revenue generation for newly established AI solutions practice.
- Initiated the initial sales approach and established the first 4 clients for the practice.
- Developed lead generation program that successfully attracted potential clients.
- Trained and manage Lead Generation (4) and Account Executive team (6).
- Established training and sales methodology.
- Coordinated marketing and sales activities, tracking metrics to optimize performance.
Sales Managing Director
ProArch
11.2022 - 03.2025
- Increased revenue by 18% in a client base of 65 accounts and added 12 new clients in the last 12 months.
- Managed 5 account executives and 4 offshore inside sales team members to drive sales performance.
- Developed go-to-market strategy for net new business sales and account management for 60 clients.
- Responsible for Selling advanced engineering solution in the areas of Cloud Services, AI/ML, Data Engineering, Application Modernization, QA/QE and Process Automation.
- Sold Technology Solutions for the SMB spaces across the North East.
- Conducted sales presentations and strategy sessions while managing industry events to enhance client engagement.
- Delivered security managed services, technical support managed services, and data & analytics as a service to meet client needs.
Regional Sales Director
Compunnel Digital
01.2021 - 11.2022
- Established sales team, demand generation program, go-to-market strategy, and sales development process for digital transformation solutions across North America, enhancing market presence.
- Drove net new business development for enterprise accounts and managed existing client accounts, contributing to 60% growth in overall revenue.
- Oversaw application development, cloud services, data & analytics, and CX solution sales, focusing on client needs and market trends.
- Conducted sales presentations, strategy sessions and managed industry events.
VP Sales/Partner
MIKA IT Solutions
07.2018 - 12.2020
- Directed sales team efforts, facilitated training, executed demand generation, crafted go-to-market strategies, managed accounts, and enhanced sales development processes to drive revenue growth.
- Developed comprehensive sales approach for quality engineering, cloud services/migration, custom application development, BPM, analytics, and digital transformation services.
- Responsible for the expansion of the client portfolio, Account Management and New Sales.
- Assisted in building sales pipeline exceeding 8 million while opening 11 new accounts across Life Sciences, Consumer Products, Manufacturing, and BFSI sectors.
- Increased account base by nurturing client relationships and identifying growth opportunities.
- Worked with partners and internal sales teams for demand gen and new account penetration practices.
- Sold CRM, Helpdesk and Data Visualization tools and Software.
- Conducted sales presentations, strategy sessions and managed industry events.
Regional Director for Sales, East Coast
Infostretch
11.2015 - 06.2018
- Managed a team of Sales Executives, Inside Sales team and Account Managers covering the Eastern US.
- Personally, led the region in new logo development and sales revenue for all of 2016 and 2017.
- I achieved over 110% of my 2016 & 2017 quota of 3.5 million by developing new business in the communication, Pharmaceutical and Financial Services industries.
- Developed new business and managed key accounts across East Coast region, driving growth in targeted industries.
- Spearheaded the go to market strategies in the region.
- Customized industry-specific marketing materials and sales presentations for senior and C-level executives, aligning solutions with client needs.
- Managed local, offshore, and inside sales operations teams to enhance collaboration and effectiveness.
- Delivered Application Development, Quality Assurance, Mobile Engineering, Dev Ops, Software Engineering and IoT Services to regional accounts.
Regional Director, Business Development
Sogeti USA (Cap Gemini)
02.2013 - 10.2015
- Led senior sales team for New York area named accounts, driving strategic initiatives for revenue growth.
- Oversee daily sales operations of sales team (5 Members), management of the New York Region business development efforts, marketing and recruiting coordination, P&L and reporting.
- Developed industry specific marketing and sales presentations to senior and C level executives for all core accounts.
- Delivered custom solutions to Fortune 500 accounts that involved our Microsoft, Testing, Digital Transformation, BIM and SDI Practices.
- Facilitated new account growth in New York region and reactivated dormant accounts, contributing to overall sales performance.
- Delivered impactful sales presentations to key C-level executives, successfully negotiating sales contracts and MSAs.
- Grew office from 135 consultants to a high of 230 in 2015.
- Achieved sales quota of 7.5 million through strategic client engagement.
- Closing an average deal size of 550,000 with a high deal of 4.5 million.
Sr. Director Client Services
Emtec Inc.
01.2010 - 01.2013
- Presented, Proposed and Closed enterprise solutions and staffing MSA’s at net new accounts.
- Sold engagements to C and VP level executives ranging from 75,000 to 3,500,000.
- Negotiated staffing MSA’s with procurement and IT executives.
- Developed new business for complex solutions and staffing for clients across Northeast, enhancing market presence.
- Clients were from the Fintech, Insurance, Education and Sports/Entertainment industries.
- Designed and initiated comprehensive go-to-market strategy, aligning campaign focus with client needs.
- Created innovative marketing plans and touch programs, facilitating client and solutions penetration.
- Managed regional sales staff and trained recruiters to correct operational issues and close difficult deals.
- Conducted staffing and solutions-oriented presentations to client executive management across several industries.
- Responsible for developing and maintaining operational budget, profit margins and overall performance.
Sr. Director of Direct Staffing
Marlabs
01.2009 - 01.2010
- Lead the process to convert from a third-party sales model to a direct staffing business.
- Established 8 new clients in first 6 months.
- Led business development for IT solution services, securing engagements with Fortune 500 clients on the East Coast.
- Lead Sales teams in new openings, new clients and gross margin.
- Defined go-to-market strategy and developed marketing campaign content to support new sales force initiatives.
- Worked with management to train direct sales team in best practices and account penetration methods.
- Managed lead generation process and established standards for client presentations in solutions and staffing meetings.
- Negotiated contracts and closed large-scale projects.
- Developed strategy to penetrate accounts and build regional business across all industries.
- Responsible for initial sales contact, corporate presentations and managing the sales/delivery life cycles.
- Successfully sold and delivered long term solutions for the Managed Services, Application Development and Quality Assurance Practices.
- Grew the company’s presence in the Financial Services, Pharmaceutical, Insurance, Retail and Publishing industries.
Director Business Development / Technical Consulting Sales
Conversion Services International
01.2006 - 01.2009
- Led business development, solutions, and staffing sales for Fortune 500 clients on the East Coast.
- Developed strategy for account penetration and regional business growth across diverse industries.
- Closed in excess of 3.4 million dollars in consulting revenue and $500, 000 in software sales annually.
- Managed consulting services and business intelligence software license sales, enhancing client engagement.
- Negotiated contracts and closed large-scale projects.
- Developed and delivered solutions in the Business Intelligence, Data Warehousing and staffing areas.
- Organized and led solution sales team and presentations, effectively communicating value propositions.
- Responsible for initial management contact, corporate presentations and managing the sales and delivery life cycles.
- Presented to all levels of management from technical managers to C level executives.
- Successfully worked in the Financial Services, Insurance, Retail and Publishing industries.
Sr. Business Development Manager/ Technical Consulting Sales
RCG Information Technology
01.2004 - 01.2006
- Developed and grew Information Technology Staffing practice as well as Full Time.
- Formulated business strategies and staffing solutions for Fortune 500 clients in New York City, enhancing client relationships and driving revenue.
- Developed strategy to penetrate account and build regional business across industries in New York.
- Negotiated contracts and secured large-scale projects, contributing to significant revenue growth.
- Managed sales for diverse projects ranged from $10,000 to $1,100,000 in value.
- Responsible for initial management contact presentation and managed the sales life cycle.
- Conducted and organized solution sales team and presentations.
- Presented to all levels of management from technical managers to C level executives.
- Designed and implemented solutions in business intelligence, custom application development, quality assurance, and offshore areas, addressing client needs and expanding service offerings.
- Increased the staffing presence in new and current accounts.
Business Development Manager/Solution Sales
Global Consultants Inc.
01.2000 - 01.2004
- Established Solutions Practice through direct sales and targeted marketing efforts.
- Led business development, solutions, and staffing sales for Northeast region.
- Focused on Fortune 100 Telecommunication and Insurance clients with offices from Virginia to Boston.
- Developed strategy to penetrate accounts and expand regional business across Northeast.
- Conducted and organized solution sales team and presentations.
- Sold Onsite, Offsite and Offshore projects and services.
- Negotiated contracts and closed large scale projects.
- Responsible for initial management contact presentation and managed the sales life cycle.
- Presented to all levels of management from technical managers to C level executives.
- Expanded GCI’s presence within their 2nd largest client and within 9 months produced the most productive region.
- Managed sales process for various projects ranged from $1,900,000 to $550,000 in value.
- Dramatically increased staffing presence across multiple client engagements.
Education
Bachelor of Arts - History
OHIO STATE UNIVERSITY
Timeline
VP Sales
Integration International Inc.
03.2025 - Current
Sales Managing Director
ProArch
11.2022 - 03.2025
Regional Sales Director
Compunnel Digital
01.2021 - 11.2022
VP Sales/Partner
MIKA IT Solutions
07.2018 - 12.2020
Regional Director for Sales, East Coast
Infostretch
11.2015 - 06.2018
Regional Director, Business Development
Sogeti USA (Cap Gemini)
02.2013 - 10.2015
Sr. Director Client Services
Emtec Inc.
01.2010 - 01.2013
Sr. Director of Direct Staffing
Marlabs
01.2009 - 01.2010
Director Business Development / Technical Consulting Sales
Conversion Services International
01.2006 - 01.2009
Sr. Business Development Manager/ Technical Consulting Sales
RCG Information Technology
01.2004 - 01.2006
Business Development Manager/Solution Sales
Global Consultants Inc.
01.2000 - 01.2004
Bachelor of Arts - History
OHIO STATE UNIVERSITY