Todd Z. Rodriguez
San Rafael,CA
Summary
A results-driven professional with 25+ years of experience in direct sales, account management, and sales operations. Successfully sold enterprise-wide advanced analytics software, market data, and financial risk analytics solutions to corporations, financial institutions, and government organizations in North America and the Caribbean. Developed expertise in sales operations, project management, and business development within the Architecture, Engineering, and Construction (AEC) and Media and Entertainment (M&E) industries. Proactively cultivates strategic internal and external partnerships to maximize sales revenue growth.
Overview
31
31
years of professional experience
Work History
Senior Deal Development Executive, Named Accounts – Architecture Engineering Construction (AEC) / Media and Entertainment (M&E) Verticals
Autodesk, Inc.
04.2019 - Current
- Lead all enterprise deal development projects to support the Named Accounts sales organization though research, proposal, deal negotiation, bid management and deal closure of Autodesk’s largest revenue generating Enterprise Business Agreements (EBA)
- 3-year EBA terms range between $1.5 million – $100 million
- Establish, maintain, and update project plans with defined timelines for all new, renewed, and revised EBA’s
- Coordinate weekly and daily cadence calls with extended teams in Sales, Legal, Finance, Revenue Accounting, Customer Success, Consulting Services, Business Models and Sales Operations on multiple EBA deals to meet quarterly sales targets
- Prepare and present non-standard enterprise deal proposals to senior executives of the Deal Review Board (DRB) on behalf of the Named Accounts sales organization
- Request appropriate approvals and ensure compliance throughout the process
- Mentor and coach junior Deal Development Executives to ensure they are successful in their role within Sales Operations Services
- Direct multiple internal project workstreams during first H1 of each fiscal year to address and improve efficiencies and productivities within the global Deal Development community
- Participated in the largest M&E EBA wins: Amazon ($22.5m), Walt Disney ($15m), Technicolor ($30m), Google ($12.3m), Intel Corporation ($15m), Micron ($8.415m)
Senior Account Executive, Mid-Market Financial Services
SAS Institute, Inc.
09.2017 - 08.2018
- Sold SAS software solutions under the Mid-Market Business Unit in California, Washington, Alaska and Hawaii
- Targeted C-Level/senior executives (CFO, CRO, CMO, CDO) at strategic accounts in the financial services industry with total assets between $5Billon and $20Billion
- Examples of organizations include BECU, SchoolsFirst Federal Credit Union, Bank of Hawaii, American Savings Bank, Central Pacific Bank, Bank of Hope, and Banc of California
- Identified and uncovered new sales opportunities within the territory as it related to specific business problems such as Risk, Fraud and Financial Crimes, Customer Intelligence, Marketing Optimization, Data Management and Analytics Platform Modernization (Machine Learning/AI)
- Managed a team consisting of inside sales, pre-sales, industry consultants, professional services, technical architects, customer success and legal in presenting and demonstrating specific SAS solutions throughout the sales cycle
- Conducted marketing campaigns throughout the year to SAS customers and prospects for SAS sponsored events like the SAS Global Forum, the SAS Championships, the AT&T Pebble Beach Pro-Am and the SAS Analytics Experience
Senior Strategic Account Executive, Wells Fargo Bank
SAS Institute, Inc.
10.2013 - 09.2017
- Responsible for the overall SAS relationship and generation of net new revenue within the Wholesale Banking division, the Consumer Lending Group (CLG) and the Finance division at Wells Fargo Bank
- Managed the full lifecycle sales process
- This includes identifying and initiating new sales opportunities by prospecting new Wells Fargo executive sponsors and leveraging off existing customer relationships
- Conducted daily/weekly cadence calls with senior management, pre-sales, R&D and professional services support with regards to all pipeline activities in order to achieve annual sales targets
- Member of the 2015 SAS Million$ Club for a transaction with Wells Fargo worth $1.3 Million in first year fees
Senior Sales Executive, IBM Risk Analytics
IBM Corporation
02.2012 - 10.2013
- Responsible for selling IBM Algorithmics’ Risk Analytics software solutions to financial institutions and corporations in California, Colorado, Hawaii, Texas, Utah and Wyoming
- Strategic accounts include Union Bank, Wells Fargo, USAA, Comerica and Bank of the West
- Collaborated closely with other IBM sellers in Business Analytics, Sales and Distribution and Global Business Services on Enterprise License Agreements for IBM client base in order to capitalize on overall IBM sales revenue
- Participated in Risk Industry events and IBM sponsored conferences to promote IBM Risk Analytics product offerings
Associate Director, Relationship Manager
Moody's Analytics
06.2008 - 01.2012
- Developed and executed sales growth opportunities at strategic accounts, which include Wells Fargo, Pacific Life, AEGON USA, Google, and Oracle
- Also responsible for driving revenue growth for MA account relationships in the Pacific Northwestern United States, the Canadian Provence of British Columbia, Mexico and Central America
- Achieved 114% of 2011 sales quota totaling $2 Million in new net revenue
- Achieved 106% of 2009 sales quota or $1.79 Million in new net revenue
- Maintained current forecasts and report sales pipeline to management through Salesforce.com CRM
Sales Specialist
Thomson Reuters Corporation
08.2004 - 06.2008
- Pro-actively led Thomson Reuters Enterprise Information Product sales campaigns for new recurring revenue and targeted enterprise-wide opportunities in new and existing customers
- Developed and executed sales strategies for TR buy-side, sell-side, and corporate accounts in the Western United States and Latin America
- Surpassed $1.75 Million in new sales revenue for 2007
Account Director
Bloomberg L.P.
02.2000 - 08.2004
- Prospected and developed new Bloomberg Data License relationships with broker-dealers, insurance companies, hedge funds and corporations within Canada, New York City, the Southwestern U.S., the Mid-Atlantic U.S and the Caribbean
- Surpassed $950,000 in new recurring sales revenue for 2003
Taxable Bond Evaluator
Interactive Data Corporation
11.1998 - 02.2000
- Researched, analyzed and priced over 2,300 global emerging market and Yankee bonds for Interactive Data Corporation customers on a daily basis
- Acted as liaison between the broker-dealers and the IDC customer base with regards to current global market trends and information
Senior Sales Assistant, Global Emerging Markets Fixed Income Institutional Sales
Merrill Lynch & Co., Inc.
07.1997 - 11.1998
- Provided secondary account coverage and trade execution for four senior sales professionals covering domestic real money and leveraged money accounts
Registered Sales Assistant, Private Client Group
Merrill Lynch & Co., Inc.
01.1996 - 07.1997
- Worked with top producing financial consultants and managed the daily activities of both high-net-worth individuals and small business investors
Compliance Analyst, Capital Markets Compliance Group
Merrill Lynch & Co., Inc.
08.1993 - 12.1995
- Assisted the Capital Markets Compliance Director with various projects that involved daily trading surveillance and analysis of profit/loss statements
Education
Executive Certificate - Business Administration
The University of Notre Dame
South Bend, IN11.2011
Graduate Studies - Business Computer Information Systems
Baruch College - CUNY
New York, NY09.1999
B.A. - Economics and Spanish
University of Vermont
Burlington, VT05.1993
Skills
- Spanish
- Social selling
- LinkedIn Sales Navigator
- DiscoverOrg
- X (Formerly Twitter)
- Target account selling
- Miller Heiman strategic selling
- Conceptual selling
- Large account management
- Contract negotiation
- Microsoft Office
- Anaplan
- Power BI
- Smartsheet
- Slack
- Bloomberg Professional Service
- Siebel CRM
- Sugar CRM
- Salesforcecom CRM
- Diving
- Skiing
- Tennis
- Golf
- Cooking
- Outdoor furniture making
- Volunteering
- Coaching youth soccer
- Operations
- Proposal development
- Time management
- Excellent communication
- Organizational skills
- Team collaboration
- Multitasking Abilities
- Critical thinking
- Effective communication
- Verbal and written communication
- Relationship building
- Goals and performance
- Business development and planning
- Staff management
- Quality control
- Territory management
- Sales expertise
- Adaptability and flexibility
- Decision-making
- Interpersonal skills
Hobbies and Interests
- Diving
- Skiing
- Tennis
- Golf
- Cooking
- Outdoor furniture making
- Volunteering at daughters’ school functions
- Coaching youth soccer (football)
Affiliations
- San Francisco Elks Lodge
- YMCA Marin
- Lambda Iota Society - University of Vermont
Languages
Spanish
Limited Working
Interests
- Reading
- Cooking
- Wine Tasting
- Outdoor Recreation
- Exploring famous landmarks, historical sites, and cultural attractions in a new destination
- Food Tourism
- Volunteer Work
- Participating in fundraising events to support local charities, schools, or community projects
- Crafting and DIY Projects
Timeline
Senior Deal Development Executive, Named Accounts – Architecture Engineering Construction (AEC) / Media and Entertainment (M&E) Verticals
Autodesk, Inc.
04.2019 - Current
Senior Account Executive, Mid-Market Financial Services
SAS Institute, Inc.
09.2017 - 08.2018
Senior Strategic Account Executive, Wells Fargo Bank
SAS Institute, Inc.
10.2013 - 09.2017
Senior Sales Executive, IBM Risk Analytics
IBM Corporation
02.2012 - 10.2013
Associate Director, Relationship Manager
Moody's Analytics
06.2008 - 01.2012
Sales Specialist
Thomson Reuters Corporation
08.2004 - 06.2008
Account Director
Bloomberg L.P.
02.2000 - 08.2004
Taxable Bond Evaluator
Interactive Data Corporation
11.1998 - 02.2000
Senior Sales Assistant, Global Emerging Markets Fixed Income Institutional Sales
Merrill Lynch & Co., Inc.
07.1997 - 11.1998
Registered Sales Assistant, Private Client Group
Merrill Lynch & Co., Inc.
01.1996 - 07.1997
Compliance Analyst, Capital Markets Compliance Group
Merrill Lynch & Co., Inc.
08.1993 - 12.1995
Graduate Studies - Business Computer Information Systems
Baruch College - CUNY
B.A. - Economics and Spanish
University of Vermont
Executive Certificate - Business Administration
The University of Notre Dame
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