Brian Rock

Brian Rock Email and Phone Number

Digital Transformation Executive @
Brian Rock's Location
Dunedin, Florida, United States, United States
Brian Rock's Contact Details
About Brian Rock

DIGITAL TRANSFORMATION SALES AND SERVICES EXECUTIVEA highly effective leader with 29 years of experience, known for creating excellent relationships with a proven track record of delivering results and performance improvements in multi-cultural and global environments. Recognized expert on professional services, productivity, program management, transformation and enablement. A strong background in finance, sales, IT, operations and consulting provides a quick understanding of business needs to develop an outcome-based plan that is focused on both current needs and future transformational requirements. With a focus on customer success and value has managed targets large targets while maintaining customer success. Has an excellent track record of shaping strategy and leading execution. Specialties: Value Engineering and Selling, IT Transformation, Team building, Leadership development, Business-IT Alignment, Consulting Management,P&L, Business Development, Software Engineering, IT Architecture, Enablement, SaaS, Enterprise Architecture,Change Management,Strategy to Execution,Sales Mgmt & Operations,Transformation Management,Cloud Computing,Negotiations,Discovery,Organizational Development,Innovation,Technologist,Facilitation,Process Improvement,Account/Relationship Mgmt.,Program Management

Brian Rock's Current Company Details
Self-employed

Self-Employed

Digital Transformation Executive
Brian Rock Work Experience Details
  • Self-Employed
    On Leave Health Sabbatical
    Self-Employed Jan 2023 - Present
  • Salesforce
    Innovation And Transformation Center Executive
    Salesforce Jul 2016 - Aug 2023
    Greater Denver Area
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  • Bmc Software
    Go To Market, Transformation Services, Digital Service Management And Customer Success
    Bmc Software Apr 2014 - Jul 2016
    Led team to sell and deliver Service Management and Digital Transformation. Responsible for sales strategy, go to market, center of excellence and delivery for global regions. Developed market specific offerings to increase customer adoption and transformation for ultimate success. Led development of Managed Services business and implementation of operating model leveraging our partners in India, Ukraine and Romania.
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  • Bmc Software
    Senior Director It Transformation Worldwide Center Of Excellence
    Bmc Software May 2013 - Mar 2014
    Greater Denver Area
    Led a team of Digital Transformation leaders across the globe to deliver customer transformation and enable our sales and delivery resources for success in growing this new business. Developed methodology for selling transformation offerings and method for delivering cultural and technology transformational for customers.
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  • Verian Technologies
    Senior Director Professional Services, Sales And Customer Experience
    Verian Technologies Nov 2012 - May 2013
    Charlotte, North Carolina Area
    Professional Services and Customer Success for leading SAAS procurement provider. Responsible for Services/Support/Managed Services profit and loss. Developing SAAS methodology for services delivery. Enabled sales with new go to market strategies and developed product offerings to meet the needs of the evolving customer base.
  • Oracle
    Group Vice President Oracle Account Performance And Value Selling
    Oracle Sep 1998 - Aug 2012
    Built an organization to drive efficiency across North America’s Key Accounts representing the 60 most complex Oracle accounts with revenue exceeding $1B annually. Through strong strategy and operational execution assisted the account teams to grow Key Accounts at a significantly higher rate than all accounts by investing appropriately, embedding resources, changing the conversation to one focused on joint collaborative results and effectively sponsoring the strategy, activities and performance management of each account individually and all accounts as a portfolio of assets. Led sales strategy development, provided key deal sponsorship and sales operations for this segment of the business. Created and led the Lead Accounts business segment (Oracle’s Top 1000) in North America that increased revenue through improved relationships, value creation, consistent coverage and effective sponsorship to develop an Oracle first mindset with these accounts. Developed and implemented the Trust Based Relationships curriculum to enhance the effectiveness of sales leadership and account teams. Created and led Oracle’s 3-year strategic planning approach that increased Oracle’s relevance, improved Oracle’s relationships and developed a stronger reputation for customer execution. Led strategic development of ROI/TCO models that enhanced the Value Selling cycles on large deals.
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  • Oracle
    Senior Director/Vice President - Value Selling, Advisory Services And Sales Programs
    Oracle Aug 2008 - Jun 2010
    Greater Denver Area
    Defined and built the Oracle Client Advisor Practice which provides Oracle’s top accounts with a trusted strategic advisor to realize the full value of their investment in Oracle's products, service, and support. Led the teams for Telecommunications, Manufacturing, Financial Services, and Retail and expanded product revenues by partnering with field sales and Key Accounts groups over a three-year period.Directly influenced $227M in license revenue over 3 year period with 975% return on investmentIncreased customer satisfaction by 27% deploying 30 client advisors into more than 40 key and leadaccountsExecuted as a player/coach, leading the program and leading by example through delivery withcustomersProgram has become a global standard for building trusted, strategic relationships with top customersEngaged on advisor and architecture projects for multiple multi-national accountsCo-developed and built the Oracle Enterprise Architecture program, skill set and certification process along with the engagement model for successful deployment of architecture skills across the customer base.Embedded Value engineering into all accounts and customer initiatives.
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  • Oracle
    Senior Director Value Selling, Sales Transformation, Enablement & Architecture Services Emea
    Oracle Sep 2007 - Aug 2008
    Barcelona Area, Spain
    Built and led a team on a multi-year charter that developed EMEA’s vision and execution for Insight, Value Engineering and Selling to increase revenue, expand relationship and drive a higher close rate and average deal size. Created an enablement plan and operational model to effectively manage change throughout the countries, cultures and channels. Successfully completed the roll out and enablement within nine months while implementing the operational model for performance management of each role. Insight has been adopted across EMEA as the standard Value Engineering Sales Method. Started the Enterprise Architecture practice in EMEA and developed the skill set and engagement model for architecture services.
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  • Oracle
    Senior Director – Targeted Growth Strategies, Value Selling And Sales Programs
    Oracle 2006 - 2007
    Led a team of highly skilled sales strategy and change management experts that expanded the value selling culture transformation across North America by developing and delivering strategies closer to the field, providing an additional channel for new sales across regional territories in North America. Created a targeted growth strategy for each region to augment the existing sales model to develop a portfolio of account selling models including; partner led, transactional sales, solution sales and ULA development.Grew territories by an average of 20%Changed the hiring profiles for Sales Consultants, Sales Reps and Regional ManagersCemented the operational transformation of Insight and Value Selling across each region that exists now as part of the sales force DNA
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  • Oracle
    Senior Director – Value Selling, Sales Enablement & Insight Program Leader
    Oracle 2003 - 2006
    The solution and value selling initiative was a transformation of North America Sales and Consulting from product to solution and value selling. Accountable for creating a value selling market with corresponding results through by co-developing Oracle’s change management and operational improvement strategy “Insight” program, focused on improving customer value through ROI, TCO and other business value key performance indicators while generating operational efficiencies internal to Oracle. The program transformed the culture to emphasize customer relationships, service, solutions and customer value. Began by leading the central region for solution and value selling and ended up leading the value selling effort across North America and EMEA while providing assistance to APAC and LAD. Was the thought leader and operational manager for all value engineering efforts in presales and sales. Led implementations and consulting projects derived from the sales wins to drive customer success and value.Co-developed the execution model, operational measurement discipline, and corporate training regimenThe Insight Program generated $100+ annually and is currently a global go-to-market standard for customer-focused solution sellingIncreased average deal size by 300% and increased close rates by 26%Created and rolled out the Solution Architect Master Class, Value Selling Foundation Class, and the Advanced Discovery ClassDeveloped Roadmap to Security, Database, Integration and Architecture repeatable service offerings
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  • Oracle
    Consulting Director – Oracle Consulting
    Oracle 2001 - 2003
    Built the Integration consulting practice to implement Oracle’s middleware products, create references, and develop mindshare in the integration, network and security space. Managed bookings, references, profit and loss, consulting staff, implementations and product development coordination.Developed the Integration Message Broker portal that created significant asset reuse and became standard application integration productsLed significant wins, implementations and references for integration, networking and security at the Telecom NZ, OGP, Cummins and Extreme NetworksDeveloped Oracle Lease Management product in partnership with GE Capital, a Product Development/GE/Oracle Consulting joint engagement
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  • Oracle
    Manager/Director – Oracle Consulting, Communications Service Line
    Oracle 1998 - 2001
    Built and led the Communications consulting practice for the Western region. Managed consulting sales, marketing, finance, project implementations and customer success for US West, Qwest, Level 3, TCI, AT&T and MCI focusing on Technology, Applications and Architecture projects.84% Utilization rates across the growing practice$30M+ in annual consulting bookings and revenues across applications and technology ü Developed cross practice teaming to create the most profitable regions in the organization
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  • Pure Computing
    Principal
    Pure Computing Apr 1994 - Aug 1998
    Simi Valley, California
    Ran a management consulting and system implementation firm focused on long-term care service providers and pharmacy clients, including Omnicare, Evergreen Pharmaceuticals, Pharmacy Corporation of America, Sun Healthcare and Sunscript.Focused consulting on developing overall IT strategy, IT alignment, change management and implementation expertise.
  • Weiss Accountancy
    Accountant
    Weiss Accountancy Sep 1989 - Apr 1994
    Provided full service accounting for businesses up to $500M in annual revenue. Provided consulting and business management as needed. Compiled, Reviewed and Audited Financial Statements. Completed Corporate, personal tax returns including payroll and sales tax filings. Setup financial systems, programming and customizations as needed and implemented ERP systems for clients in the Western USA.

Brian Rock Skills

Enterprise Software Saas Cloud Computing Solution Selling It Strategy Enterprise Architecture Strategy Pre Sales Crm Professional Services Solution Architecture Integration Program Management Sales Business Intelligence Leadership Value Selling Consulting Management Cross Functional Team Leadership Business Strategy Go To Market Strategy Erp Sales Process Management Consulting Change Management Sales Enablement Sales Operations Sales Transformation Executive Management Account Management It Transformation Process Improvement Team Leadership Business Alliances Product Management Telecommunications Team Management Outsourcing Sales Management Selling Healthcare Culture Change Business Planning Manufacturing New Business Development Business Alignment Financial Services Six Sigma Value Engineering

Frequently Asked Questions about Brian Rock

What company does Brian Rock work for?

Brian Rock works for Self-Employed

What is Brian Rock's role at the current company?

Brian Rock's current role is Digital Transformation Executive.

What is Brian Rock's email address?

Brian Rock's email address is ch****@****ink.net

What is Brian Rock's direct phone number?

Brian Rock's direct phone number is +172062*****

What are some of Brian Rock's interests?

Brian Rock has interest in Social Services, Children, Education, Poverty Alleviation, Science And Technology, Human Rights.

What skills is Brian Rock known for?

Brian Rock has skills like Enterprise Software, Saas, Cloud Computing, Solution Selling, It Strategy, Enterprise Architecture, Strategy, Pre Sales, Crm, Professional Services, Solution Architecture, Integration.

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