Steve Shaw
Exeter,NH
Summary
Leveraging diverse background in process automation, Information solutions, OT network security and demonstrated people leadership, provides the ability to be a valued trusted advisor to clients. Passionate in delivering digital transformation solutions that drive increased profitability and market leadership to a diverse set of industry customers. Strong focus on bridging IT/OT organizations around convergence of business and manufacturing systems to maintain a safe working environment.
Overview
33
33
years of professional experience
1
1
Certificate
Work History
Regional Director Northeast/Midwest Regional Sales Manager
Nozomi Networks
Exeter, NH
12.2022 - Current
- Achieved 900k+ in new and future land expand opportunities in 12 months.
- Focused industries include critical infrastructure, utilities, pharma, auto, chemical, F&B, water and waste utilities, property mgt, transportation
- Closed 8+ new logos in less than 10 months. Including largest water provider in NA. Emerging Biopharmaceutical. Property mgt for IoT. Multi national chemical company. Emerging alternative energy company. Fortune 1000 buildings material supplier.
- Strategic planning around key player map development as well as following the MEDDPIC process
- Lead the strategy and development of RFP responses along with account mapping of complex global clients
- Actively call on Director, VP and C suite to drive awareness/alignment in organizations around priorities and funding process
- Comfortable talking at both the IT and OT levels of organizations.
- Drive weekly forecasting and quarterly business reviews with sr. Leadership around overall performance, pipeline growth activities and continued SWOT analysis.
- Travel 60% within region supporting face to face customer calls, channel and alliance planning/marketing activities, as well as attending leading industry events.
- Active Collaboration with our ecosystem of OEM’s, large partners, global SIs, MSSPs, and local VARs
- Generate new ACV opportunities thru partner engagement, inbound lead qualification and self generated prospecting
- Meet daily with dedicated solution architect to drive weekly/monthly/quarterly goals. Drive success plans around POC engagements. Work to critique each other to deliver the best customer experience with our clients which is the differentiator.
- Work across the organization from product to marketing to provide competitive insights and customer driven product enhancements
- Proficient in SF and related CRM tools
- Drive regional marketing events and support partner led events
- Present at leading industry forums and targeted client events
- Provide input to product development on gaps and customer driven value additions
- Generate proposals and lead them through the complete sales cycle
- Engage in only the most critical renewals in which we have opportunity to land and expand around new product offerings or migrating to a different solution.
- Provide feedback to channel on channel enable activities and where possible support in driving the competency of our partners
Global Network & Security Business Development Mgr
Rockwell Automation
Boston, MA
10.2021 - Current
- Responsible for driving double digit sales growth at existing and new Global/Strategic accounts related to CPG, Life Sciences, Heavy Industries, Chemical & Auto, promoting full life cycle services related to OT Networks and Security portfolio
- Actively call on c-suite/VP levels, to bridge IT/OT organizations thru the journey of road mapping a multiyear strategy to deploy a common network, security & virtualization solution across their enterprise to enable a managed services model
- Coordinate HQ strategies with global counterparts creating common messaging to provide consistent, repeatable, experience for customers around world
- Develop comprehensive Infrastructure migration strategies with global counterparts and regional leadership defining scope, technology partners, channel partner collaboration, CAPEX/OPEX budgeting requirements, resources, and execution plan to achieve successful customer outcomes
- Interface on quarterly basis with BU portfolio managers to provide market trend insights, technology and service portfolio gaps, competitive intelligence, process improvements and Headwinds/Tailwinds effecting funnel and win rates
- Execute on sales discipline process thru regular cadence, to include sales execution plan, key player mapping and documented financial business outcomes customer wants to achieve
- Leverage other existing business to success to grow and expand
- Build competency of sales resources to deliver commercial messaging and process to qualify high return opportunities
- Support creation of marketing and executive messaging collateral, technical and financial analysis to justify investments, trade show and market related social media support.
Enterprise Account Manager
Life Sciences
10.2015 - 01.2021
- Developed global strategy focused on C-suite executives, business outcomes
- Achieved 300% growth at Leading Major Life science account over a 5-year period
- Developed strategic plans for all business portfolios with quarterly performance review
- Key focus on Industry 4.0, MES, EBR, VR, AR AI, ML, Digital reporting, Wearables, Compliance/Validation, Cloud based solutions, Thin Client based architectures
- Co-Managed (42)regional account managers to develop site execution plans
- Closed largest PTC/Innovation Suite order in company history (Multiyear, Multi Million)
- Developed and Managed multiyear global Cyber program ($60M)
- Developed and grew MES business at #1 Biopharmaceutical, 10% CAGR, over 5 years
- Developed strategy to expand share through Ecosystem Pull thru (OEM, EPC, AE) Strategic Partners: Cisco, Accenture, Microsoft, OSI
- Domestic and International travel (EMEA, AP) calling on Key influencers and sites
- Increased ARR past 2 years by 20% in Information Solutions and Connected Services
- Maintain discipline selling process, funnel management & forecasting to Industry VP
- Active market trends and competitive input to BU Technology Roadmaps (MES/Digital/Process/Cyber/Mobility)
- Active participation industry forums (ISPE, ISA, BioPhorum, IFPAC, LiveWorx, Interphex).
Territory End User Sales Manager
Rockwell Automation
11.2011 - 01.2015
- Managed (2) Territories, Boston & Rochester, 8 member EU team
- Maintained 10% CAGR, over 4 years, maintaining $25M portfolio
- Outcome based selling, focus on Information solutions, Process, Security & Services
- Developed & maintained Key executive relations
- Established/monitored account packages to exceed AOP plan
- Recruited, developed and managed high energy, revenue goal-oriented staff
- Developed market analysis/SWOT for key industry segments (LS,CPG, Chemical, etc.).
Team Lead Process
Rockwell Automation
10.2009 - 01.2011
- Managed/Coached sales team of (4), driving growth strategies achieving $20M sustainable Process business in multiple industry segments: F&B, LS, Power, Heavy Industries, Semi Conductor and Marine
- Developed and executed Boston branch Process market strategy
- Responsible for growing $3M sales, strategic focus on driving growth at global/regional customers, developing long-range technology roadmaps
- Managed and fostered partnerships to expand markets (SI, A&E, EPC)
- Member of Sales Advisory council for 2 years, contributing to (3) subcommittees focused on continuous improvement
- Cross BU Collaboration, distributor channel and local team
- Instrumental in developing and driving execution of channel process strategies.
Account Sales Engineer
Rockwell Automation
Boston, MA
01.2005 - 01.2009
Regional Commercial Manager - Sensing & Safety
Rockwell Automation
Boston, MA
01.2001 - 01.2005
Sr. Safety Marketing Engineer
Rockwell Automation
Wilmington, MA
01.1999 - 01.2000
Industrial Automation Manager
Standard Electric
Wilmington, MA
01.1998 - 01.1999
Industrial Controls Specialist
All-Phase Electric Supply
Worcester, MA
01.1997 - 01.1998
Industrial Outside Salesman
Electrical Controls Inc
Holbrook, MA
01.1996 - 01.1997
Industrial Outside Salesman
EMD Optima
Hanover, MA
01.1993 - 01.1996
Outside/Inside Application Salesman
EMD Optima
Holbrook, MA
01.1991 - 01.1993
Education
Bachelor of Science - Strategic Marketing
Northeastern Univ
Skills
- C-Suite Executive Selling
- Long term client relationship building
- Discipline Selling Process
- Sales Quota Management
- Global Complex Sales Pursuits
- Extensive OT Experience across verticals
- Versed in Network, Security and Digital transformation
Affiliations
- ISPE
- ISA
- RSA
- BioPhorum
- IFPAC
Certification
- IEC 62433 (In Process)
- NIST (In Process)
Accomplishments
- Ted Schaller Award -Top Sales Award for NA (Lonza Biologics Singapore $11M)
- Highest growth rate for LS accounts 3 years in row 2018-2020 (15% CAGR)
- Largest Global Network Security Program in Rockwell history 2018-2022 ($60M)
- Largest SaaS PTC, Rockwell Analytics Enterprise Contract ($14M) 2020-2022
- Black Belt: Integrated Architecture, Process, Safety & Services (+1M/ea. category)
Timeline
Regional Director Northeast/Midwest Regional Sales Manager
Nozomi Networks
12.2022 - Current
Global Network & Security Business Development Mgr
Rockwell Automation
10.2021 - Current
Enterprise Account Manager
Life Sciences
10.2015 - 01.2021
Territory End User Sales Manager
Rockwell Automation
11.2011 - 01.2015
Team Lead Process
Rockwell Automation
10.2009 - 01.2011
Account Sales Engineer
Rockwell Automation
01.2005 - 01.2009
Regional Commercial Manager - Sensing & Safety
Rockwell Automation
01.2001 - 01.2005
Sr. Safety Marketing Engineer
Rockwell Automation
01.1999 - 01.2000
Industrial Automation Manager
Standard Electric
01.1998 - 01.1999
Industrial Controls Specialist
All-Phase Electric Supply
01.1997 - 01.1998
Industrial Outside Salesman
Electrical Controls Inc
01.1996 - 01.1997
Industrial Outside Salesman
EMD Optima
01.1993 - 01.1996
Outside/Inside Application Salesman
EMD Optima
01.1991 - 01.1993
Bachelor of Science - Strategic Marketing
Northeastern Univ
- IEC 62433 (In Process)
- NIST (In Process)
Additional Information
- Ted Schaller Award -Top Sales Award for NA 2010 (Lonza Biologics Singapore $11M)
- Highest growth rate for LS accounts 3 years in row 2018-2020 (15% CAGR)
- Largest Global Network Security Program in Rockwell history 2018-2022 ($60M)
- Largest SaaS PTC, Rockwell Analytics Enterprise Contract ($14M) 2020-2022
- Black Belt: Integrated Architecture, Process, Safety & Services (+1M/ea. category)
Hobbies and Interests
- Spending time with Family
- All Activities outdoors
- Golf, Basketball
- Cooking
- Technology trends
Hobbies and Interests
- Spending time with Family
- All Activities outdoors
- Golf, Basketball
- Cooking
- Technology trends
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