Tom Abogabal

• Worked closely with organizational and commercial leadership to guide GTM strategy & execution
• Lead & managed 500+ large enterprise account sales territory closing 6 and 7-figure new business deals and renewed for multiyear partnerships with increased total contract value and ARR
• #1 Enterprise Partnerships rep (out of 53) in FY21,FY22 and FY23, closed $5M+ in new business at 236% to quota earning President's Club 2021-23
• Built Fortune 100 client book from $0 to ~$10M in less than 3 years
• Helped establish and execute our Government strategy & GSA Schedule leveraging 15+ year relationships in government & public sector
• Led our NGO partnership acquisition strategy with United Nations, World Bank, IMF and global NGOs with 15+ year relationships with United Nations
• SMT Advisory Council Member for Councils on Innovation, Product & School Partnerships
• Co-led our CHRO Council and Client Advisory Board for Voice of Customer initiatives
• Managed contract negotiations securing favorable terms and relationship management to drive partnership renewal rates & expansion
• Guided staff through periods of organizational change, maintaining morale and engagement during transitions.
• Forge strong relationships with SMT & board members, providing regular updates on organizational progress and soliciting their expertise when needed.
• ERG Co-Lead for Working Parents Group and Ally to WEXO (Women at EXO), NEXO (Neurodiversity at EXO)
• NYC Metro lead for "EXO Gives Back" to represent ExecOnline in local community via community service and events.

• Developed GTM strategy with CEO and CRO for tech skills bootcamp partnerships and sales for enterprise customers
• Helped acquire Fortune 100 customers such as Disney, Cognizant, Wells Fargo and Deloitte.
• Supported regional school partnerships with Rutgers University, Columbia and UPenn
• Supported M&A steering committee with voice of customer and market analysis for acquisition by 2U due to past experience with successful exit at NYCDA (New York Code + Design Academy)
• Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.

• Cultivated strong relationships with key stakeholders, including enterprise customers, staffing firms, HR/Talent Acquisition teams, vendors, state regulators, and community leaders to promote collaboration and long-term success.
• Led cross-functional teams across 12 campuses in North America and Netherlands for the successful attainment of enrollment, revenue & profitability goals, resulting in increased efficiency and client satisfaction.
• Demonstrated proficient leadership skills to motivate employees and build competent teams.
• Collaborated with senior management to develop strategic initiatives and long term goals.
• Negotiated high-value contracts with Fortune 500 firms and via state & federal government grants that maximized profitability while mitigating risks for the organization.
• Managed financial planning and budgeting processes, ensuring fiscal responsibility and maximizing return on investments.
• Hired and managed 50+ new managers to drive business growth.
• Developed new revenue streams by identifying growth opportunities and forging strategic partnerships with key industry players, local tech communities, economic development agencies and industry associations.
• Monitored industry trends, keeping current on latest changes and competition in industry.
• Used market insights to capitalize on key business opportunities for new advantageous partnerships.
• Increased company growth through collaboration with sales and marketing departments.
• Launched new market specific products & services in various markets by conducting comprehensive market research studies using tools like Burning Glass and tailoring offerings based on customer needs analysis.
• Helped negotiate successful 8-figure acquisition by Strayer Education in 2016
• Co-led integration team with Strayer University

Rose from individual contributor and company's 2nd salesperson in 2003 to VP of Global Sales and Executive Leadership Team within 4 years. Led commercial function for 7 years to drive exponential growth during uncertain economic environments.

As Vice President of Global Sales, I led as 'Player/Coach" all of eCornell's corporate sales operations including our team of 30+ Account Directors, Account Managers / Customer Success Teams. Oversaw all corporate partnerships, university relationships as well as international distributors/re-sellers of eCornell Programs worldwide to drive customer acquisition AND retention to deliver revenue growth year over year. Scaled the B2B channel from zero revenue to eight figures and customer base from single digits to 100+ during my tenure.

• Coached direct reports in sales strategy, pipeline management, opportunity management, and career planning / development while eliminating roadblocks to team performance.

• Established strict qualification standards and developed other processes which reduced the sales cycle by 30%.

• Managed complex sales cycles with both new and existing customers while establishing and maintaining relationships with executive level contacts.

• Created a strategy for realizing the teams sales objectives driving improvement across key sales metrics including close rates, average deal size, and time-to-close through on-going training and coaching.

• Established eCornell Client Advisory Board and semi-annual retreat to drive client engagement & retention, VoC for eCornell and all school partners and new client acquisition.

• Led the effort to obtain GSA certification to increase scale of government business with Department of Navy, CIA, US Army Special Forces, NAVSEA and other government agencies.

• Managed relationships with all Cornell University school partners at School of Industrial Labor Relations, School of Hotel Administration, College of Engineering and Johnson Graduate School of Management to grow & enhance product portfolio.

• Managed re-seller partnerships across Americas, EU, EMEA, MENA APAC & ASEAN with partners such as Canadian HR Press, Failte Ireland, Egyptian Tourism Federation, Forte Fudan, Genashtim, Qatar Financial Centre Authority, Dubai International Finance Center and Monterey Tech and successfully increased revenue year over year by 40%

• Consistently increased annual revenue growth and during tenure by an overall 533%.

• Established RFP Committee to streamline RFP reviews to ensure higher likelihood of winning bids and avoid wasted efforts
• Established and implemented PMI Recertification Marketing Campaign to all IT, Professional Services and Industry Partners with high populations of Project Managers and PMP Certified staff.