TONY SOLANO
Boca Raton,FL
Summary
Dynamic Visionary sales executive with over 15 years of experience driving revenue growth, turnaround in distressed sales groups, scaling, global sales operations, and delivering transformative SaaS solutions. Recognized for cultivating high-performing, customer-centric teams and exceeding ambitious revenue targets, including scaling businesses to $250M+ ARR. Adept at designing and executing innovative go-to-market strategies, fostering strategic partnerships, and aligning business goals with market opportunities. Creative & Complexity of go-to-market strategy. Known for inspiring collaboration, agility, and integrity, with a commitment to developing people and delivering exceptional customer experiences. Skilled in leveraging cutting-edge technologies, including AI, Cybersecurity, and digital transformation, to meet client needs. Passionate about empowering organizations to thrive in competitive SaaS ecosystems while upholding Absorb Software's core values of innovation, teamwork, and customer success.
Overview
24
24
years of professional experience
1
1
Certification
Work History
CHIEF REVENUE OFFICER & CHIEF OPERATING OFFICER - ADVISOR
Talent Closing Solutions
Boca Raton, FL
12.2018 - Current
- Software development for Automotive, Robotic, Health Care, and Real Estate – Artificial Intelligence and Cybersecurity – consulting – Product Management
SENIOR VP OF SALES AMERICAS
Cincom Systems
Cincinnati, OH
06.2021 - 11.2022
- Restructured the sales team after three years of declining sales and two years with no sales
- Started as a consultant
- Work with my team and discuss sales strategy, plan, and implementation of continuous process improvement
- Re-engineered sales process and GTM strategy of new SaaS product – Including Cybersecurity
- Structure Enterprise sales, pre-sales, and inside sales via on-premise and cloud solutions for CPQ
- Make sales calls with team members and work on all customer-facing opportunities
CHIEF REVENUE OFFICER GLOBAL
Evo Pricing – Artificial Intelligence
Turin, Italy
03.2021 - 06.2021
- Managed Marketing, Sales (Channel, Inside, and Field Sales), and Customer Success at the Global Level
- Excellent understanding of SaaS-based AI cross-channel marketing—successfully delivering rapid revenue growth
- Our five modules helped companies improve Supply Chain efficiency, reduce inventory, and increase sales
- Restructure and design a new Go-To-Market strategy to open the Americas, the rest of EMEA, and APAC, including marketing, sales processes, customer support, and customer journey
- Worked on a sales cycle with ABB dealing with ALESSANDRO AEMANNO Group VP Head of Demand and Supply ABB - SDA BOCCONI - Great Vasteras Metropolitan Area and my CEO Fabricio Fantini
CHIEF SALES OFFICER GLOBAL OPERATIONS
Dealergeek – Toyota
Tokyo, Japan
02.2019 - 03.2021
- Deliver strategic oversight and leadership to a global joint project by Dealergeek and Toyota World H.Q
- In Japan
- Background of introducing performance metrics and improvement programs
- Assigned partial responsibility for building and managing a new Global Supply chain
- Including A.I and product management
- Closed deals with top Japanese and German auto manufacturers and insurance companies to generate $70 M to over $500+ M in ARR
- Can provide big-picture strategic thinking, vision, and insights to drive ideas and initiatives: excellent operational/analytical skills - reporting, forecasting, data analysis, and operations management experience
SENIOR EXECUTIVE ADVISOR TO THE PRESIDENT AND CEO
Talent Intel
Miami, FL
02.2017 - 03.2021
- Work independently, exercise good judgment, handle sensitive situations, and expeditiously deal with the business of the service area, which often requires managing highly confidential information and exercising tact and diplomacy
- Required to research and analyze facts and circumstances, make timely decisions, and take ownership and accountability for all assigned projects
- Including Cybersecurity
- Product management
- Works to establish and sustain high report and presentation standards within the service area
VICE-PRESIDENT SALES & BUSINESS DEVELOPMENT
Work Truck Solutions
Chico, CA
05.2018 - 01.2019
- Reached 140% of plan in August 2018, comprising the closure of 81 deals, surpassing the monthly quota of 58 transactions
- Lead by example, set expectations, and follow through effectively
- Drive customer engagement and exceed aggressive long-term and short-term revenue goals
- Hands-on experience and ensuring teams focus on leading, building, hiring, recruiting, training, developing, and managing high-performing sales teams
- Experience with HubSpot managing email distribution
- Full P&L responsibility, member of the Executive Team, and reports to the Chief Executive Officer (CEO)
SALES DIRECTOR NORTH AMERICAS
Cincom Systems
Cincinnati, OH
06.2016 - 05.2018
- Boosted 2018 Q2 sales comprising $1.5M revenue; increased pipeline by over $15M
- Work with my team and discuss sales strategy, plan, and implementation of continuous process improvement
- Re-engineered channel and alliances enterprise sales, pre-sales, and inside sales via on-premise and cloud solutions for CPQ
- Made sales calls with team members and helped close deals
- Implemented Cybersecurity
- Ensures accountability by holding self and others accountable to meet commitments
CHIEF REVENUE OFFICER AND AMERICAS GM
SAP - Coresystems
Zurich, Switzerland
02.2014 - 06.2016
- Reached $80+ Million ARR milestone in sales, ending at 175% plan and increased American market share by 22%
- Commanded European Cloud-based software company entering the U.S
- Field service market, expanding into Brazil, Mexico, Panama, Los Angeles, New York, and Miami
- Managing operations (G.M
- Americas) and sales/marketing activities with full P&L responsibility, focusing on emerging markets such as Brazil, Mexico, and APAC
- Reported to the Board of Directors
- Owns the process of deploying coordinated campaigns via a partnership with product, marketing, and field sales leaderships—data-driven CRO focusing on results that positively impact the bottom line
CEO AND GLOBAL CHIEF SALES OFFICER
Advantage Business Consulting Group
Ft Lauderdale, FL
09.2008 - 01.2014
- Increased sales by 15% in Latin America and 30% in EMEA
- Delivered expert leadership of 10 direct reports and 320+ employees and contractors across EMEA and the Americas
- Drove ongoing mentoring, coaching, inspiration, and professional development of a dynamic sales team
- Responsible for in-depth analysis and collection of market intelligence reporting to the Board Of Directors
- Strong decision-making ability with full P&L responsibility
- Including Cybersecurity, AI, and product management
CHIEF REVENUE OFFICER AND CEO AI
WS Technologies
Atlanta, GA
04.2003 - 09.2008
- Sustained annual revenue growth (7%, 12%, 15%, and 22%) from 2005 to 2008
- Supervised seven direct reports and cultivated strategic relationships with VAR from CISCO, IBM, and DELL
- Strategic and consultative sales experience in high technology
- Full P&L responsibility, reports to the Board of Directors
- Achieved a $77 Million annual revenue milestone, completing a seven-year goal in less than five years
- Ability to use the insight of the organization's internal and external business environment to improve business and account outcomes
- Including Cybersecurity AI and product management
CHIEF OPERATING OFFICER AND REVENUE STRATEGIST
Esurance - Automotive Risk Management
Fort Lauderdale, FL
02.2001 - 04.2003
- Spearheaded talent acquisition and development of 125 sales executives, including directors' global sales force
- Instrumental in a successful merger; managed EMEA, Americas, and APAC, and built a $250 Million ARR company with more than 500 employees
- Developed and implemented the Global Go-To-Market strategy
- Developed best sales, channel, and business development practices to increase efficiency, performance consistency, and profitability
- Proactively and efficiently manage resources with dedicated teams, virtual teams, and executive staff around opportunities to ensure successful outcomes—reported to the Board of Directors with full P&L responsibility
Education
Bachelor of Science - Civil Engineering, Computer Science Minor
University of Michigan
Ann Arbor, MIMarketing - Non-Credit Program
Miami-Dade College
Miami, FLBusiness Administration Management - Non-Credit Program
University of Miami
Miami, FLComputer Science and System Security - Non-Credit Program
Princeton University
Princeton, NJFinance and Statistics - Non-Credit Program
The University of Michigan – Stephen M. Ross School of Business
Ann Arbor, MIMathematical Thinking - Non-Credit Program
Stanford University
Stanford, CALarge Account Management Process - Strategic & Conceptual Corporate Selling
Miller Heiman, Inc.
Digital Transformation Leadership - On-Line course
MIT Sloan
On-Line course
Coursera
Skills
- Revenue Growth Strategies
- Distribution Experience
- Turnaround experience
- SaaS Sales Leadership
- GTM Strategy
- Talent Development
- Enterprise Sales
- Customer Experience
- Data-Driven Decision Making
- Strategy Planning
- Forecasts
- Product Management
- Revenue and Profit Growth
- Relationship Building
- Talent Acquisition & Management
- Budgeting
- Consulting Services
- Ability to Adapt to changes
- Business Intelligence
- Sales Operations
- Microsoft Office
- Prospecting
- Develop training curriculum
- Strong work ethic
- High Energy
- Passion
- Employee Development
- Mentoring
- Problem-Solving Skills
- Technical Knowledge
- Marketing Operations
- Ability to Lead and Influence others
- Integrity
- Digital transformation and sustainability initiatives
- Strong alignment with marketing strategies
- Driving sales strategy
- Client acquisition
- Partnerships
- IT consulting
- Managed services
Certification
- Miller Heiman, Inc. | Large Account Management Process | Strategic & Conceptual Corporate Selling
- Executive Impact Value-Based Selling
- VIA International | Corporate Relationship Training
- CEB (Corporate Executive Board) | The Challenger Sales Training
- AVETA Business Institute | Six Sigma
- Karras and Associates | Negotiation skills training
- Sandler Sales Institute | Corporate Sales Strategies
- MIT Sloan | Digital Transformation Leadership (On-Line course)
- Coursera | (On-Line course)
Awards
- EVO Pricing | Recognized for implementing AI strategies that grew ARR between 15% to 20% M2M
- W.S. Technologies | Innovation Award of Excellence
- Automotive Risk Management | Chairman of the Board Achievement Award
Videoresume
https://share.vidyard.com/watch/befuijNnTWGrSb2JdQohQg
Languages
English
Native/ Bilingual
Spanish
Native/ Bilingual
Italian
Professional
Portuguese
Professional
Timeline
SENIOR VP OF SALES AMERICAS
Cincom Systems
06.2021 - 11.2022
CHIEF REVENUE OFFICER GLOBAL
Evo Pricing – Artificial Intelligence
03.2021 - 06.2021
CHIEF SALES OFFICER GLOBAL OPERATIONS
Dealergeek – Toyota
02.2019 - 03.2021
CHIEF REVENUE OFFICER & CHIEF OPERATING OFFICER - ADVISOR
Talent Closing Solutions
12.2018 - Current
VICE-PRESIDENT SALES & BUSINESS DEVELOPMENT
Work Truck Solutions
05.2018 - 01.2019
SENIOR EXECUTIVE ADVISOR TO THE PRESIDENT AND CEO
Talent Intel
02.2017 - 03.2021
SALES DIRECTOR NORTH AMERICAS
Cincom Systems
06.2016 - 05.2018
CHIEF REVENUE OFFICER AND AMERICAS GM
SAP - Coresystems
02.2014 - 06.2016
CEO AND GLOBAL CHIEF SALES OFFICER
Advantage Business Consulting Group
09.2008 - 01.2014
CHIEF REVENUE OFFICER AND CEO AI
WS Technologies
04.2003 - 09.2008
CHIEF OPERATING OFFICER AND REVENUE STRATEGIST
Esurance - Automotive Risk Management
02.2001 - 04.2003
Bachelor of Science - Civil Engineering, Computer Science Minor
University of Michigan
Marketing - Non-Credit Program
Miami-Dade College
Business Administration Management - Non-Credit Program
University of Miami
Computer Science and System Security - Non-Credit Program
Princeton University
Finance and Statistics - Non-Credit Program
The University of Michigan – Stephen M. Ross School of Business
Mathematical Thinking - Non-Credit Program
Stanford University
Large Account Management Process - Strategic & Conceptual Corporate Selling
Miller Heiman, Inc.
Digital Transformation Leadership - On-Line course
MIT Sloan
On-Line course
Coursera
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