Robin Terrence Callender
Smyrna,Ga
Summary
Proven track record of overseeing multi-billion-dollar acquisitions of SaaS solutions by Fortune 1000 companies, with extensive individual sales contributions and participation in successful sales teams. Enthusiastic and dedicated sales leader with over 20 years of experience in enterprise software sales and technical solutions. Inspiring growth and development in others through a commitment to lifelong learning and a passion for achieving beyond personal milestones. Expertise in business intelligence, analytics, and solution selling, enabling effective management of large-scale deals and cultivation of strategic customer relationships. Strong focus on refining sales skills and fostering a culture of continuous learning and success within the team. Unwavering dedication to championing customer success, driving innovation for improvement, and relentlessly pursuing personal and professional growth opportunities.
Overview
21
21
years of professional experience
Work History
Account Executive, Director
08.2022 - Current
- Closed the fast deal in the companies history
- Technology advisor guiding global companies' transformation across supply chain, revenue, and P&L planning
- Successfully handled complex SaaS sales opportunities, coordinating internal resources and navigating intricate company structures
- Strived to earn partner status with all clients, building robust relationships and delivering tailored solutions for their digital transition
- Collaborated with internal teams to align objectives, execute projects seamlessly, and achieve revenue goals.
Senior Account Executive
Anaplan
06.2019 - 08.2022
- Successfully won new business and expanded key accounts across multiple industries, consistently exceeding sales quotas and driving revenue growth
- Developed and executed robust sales strategies for enterprise-level clients, harnessing expertise in Integrated Business Planning (IBP) capabilities
- Fostered loyal and referenceable customer relationships, guaranteeing satisfaction and driving repeat business
- Leveraged a solution-oriented approach to identify and address clients' unique needs, tailoring solutions to meet their specific requirements
- Worked closely with internal teams to ensure successful delivery of solutions, contributing to the consistent high-quality service provided to clients.
VP
Q-nomy
01.2016 - 06.2019
- Built a successful sales operation in the US from its inception, transforming it into a highly profitable and successful entity, leading the hiring, training, and management of high-performing sales professionals
- Designed and executed a successful go-to-market (GTM) strategy, positioning Q-nomy as a market leader and driving substantial business growth
- Developed and nurtured an extensive partner ecosystem, cultivating synergistic relationships that facilitated market penetration and expanded the customer base
- Built a dynamic marketing team from scratch, developing strategic campaigns and initiatives to effectively communicate Q-nomy's value proposition and drive brand awareness
- Leveraged a deep understanding of customer requirements to deliver tailored solutions, resulting in significant account growth and optimization of the customer experience
- Orchestrated a robust revenue growth strategy, consistently surpassing sales quotas through effective management and development of key accounts.
Director of Sales/Solution Engineers
NCR, Pivotal
12.2014 - 12.2016
- In steering the company's strategic transition from hardware-centric to Software-as-a-Service (SaaS) offerings, serving as a key change agent in crafting and implementing new SaaS sales processes
- Championed a customer-centric sales approach, transitioning the team's focus from hardware to innovative, scalable SaaS solutions, thus ensuring a seamless evolution in line with market demands
- Led the transformation of the sales engineering team, skillfully guiding, mentoring, and equipping members with the tools and understanding required to effectively communicate the value of NCR's SaaS solutions to customers
- Employed keen awareness of shifting market trends and customer needs to devise and execute effective sales strategies tailored to NCR's SaaS solutions
- Uncovered fresh market opportunities and refined sales processes, while formulating persuasive value propositions that accelerated customer adoption of NCR's SaaS offerings.
Sales Solution Architect
Salesforce
10.2010 - 12.2014
- Specialized in pre-sales engineering for cloud-based enterprise applications, specifically focusing on Call Center and Service solutions
- Designed and proposed customized solutions and demonstrations that addressed clients' needs, successfully translating technical specifics into valuable business benefits
- Spearheaded sales initiatives by crafting comprehensive technical presentations, conducting in-depth reviews, and showcasing tailored demonstrations for IT personnel and business staff
- Worked closely with sales teams, I offered crucial technical support, helping navigate challenges in complex sales scenarios and ensuring a smooth transition from solution design to implementation
- Constantly updating my industry knowledge, I remained a trusted advisor to potential customers, contributing significantly to sales success.
Product Manager Director
Oracle
03.2006 - 10.2010
- Spreadhead cross-functional teams that facilitated comprehensive product life cycle, from design inception to market distribution
- Collaborated with Sales and field resources to investigate customer-centric success and failure, thereby deriving actionable insights for product enhancements
- Undertook the evaluation of strategic partnerships, alliances, and acquisitions, aiming to augment product success
- Engaged with customers and prospects, and teaming up with field personnel to discern and prioritize requirements for future product iterations
- Studied evolving market trends, I ensured the relevance of our product offerings by conducting rigorous market research and analysis, thereby maintaining an up-to-date competitive landscape.
Product Manager Director
Siebel Systems
09.2002 - 03.2006
- Spearheaded technical sales activities aimed at boosting regional revenue, with a focus on Call Center opportunities
- Developed and delivered custom presentations and demonstrations tailored to customer and prospect problems and needs
- Collaborated with the Sales Team and Sales Consulting Management to troubleshoot technical issues and actively participated in formulating strategies and objectives for customer meetings
- Complete work history available apon request
Education
Economics/Management Information Systems
University of Delaware
Skills
- Executive presence and communication skills
- Multiple Sales Methodologies & Account Management
- Cross-functional team leadership
- Solution selling and large deal motions
- Deep understanding of product and technology landscapes
- Customer advocacy and relationship building
- Strategic Partnership
- Team building and culture development
- Market research and competitive analysis
- Experience in coaching and mentoring
- Adaptability in rapidly-changing environments
Accomplishments
- Lift Long learner
- Team building and culture development
- Market research and competitive analysis
- Deep understanding of product and technology landscapes
- Experience in coaching and mentoring
- Adaptability in rapidly-changing environments
- Impactful Initiatives
- Led Landmark Education leadership seminars
- Founded mentoring program for African Americans in Enterprise Sales
- Created sales mentorship program at Clarke University.
Timeline
Account Executive, Director
08.2022 - Current
Senior Account Executive
Anaplan
06.2019 - 08.2022
VP
Q-nomy
01.2016 - 06.2019
Director of Sales/Solution Engineers
NCR, Pivotal
12.2014 - 12.2016
Sales Solution Architect
Salesforce
10.2010 - 12.2014
Product Manager Director
Oracle
03.2006 - 10.2010
Product Manager Director
Siebel Systems
09.2002 - 03.2006
Economics/Management Information Systems
University of Delaware
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