Bryan W. Gregory Email & Phone Number

Orlando, Fl, Us

As a VP of Revenue Optimization and Coaching at Visualize, my primary focus is to enable our clients to achieve improved performance and execution through the implementation of the ValueSelling Framework. My concentration involves working closely with our clients to understand their unique challenges and business goals and developing tailored solutions to help them achieve success.Some key areas of focus include:• Execution in delivering and implementing our ValueSelling Framework for our customers has helped our clients increase their average deal size by more than 30% and improve their win rate by over 25%.• Collaborating with cross-functional teams to develop and implement customized coaching programs has resulted in a 40% increase in new customer acquisition and a 20% increase in customer retention for our clients.• Working closely with our clients to analyze market trends and identify new revenue opportunities, resulting in an increase in overall revenue for our clients.• Building strong relationships with key stakeholders, including customers, partners, and internal teams, to ensure a customer-centric approach to revenue optimization and coaching.Overall, my role as VP of Revenue Optimization and Coaching (ValueSelling Framework) at Visualize involves helping our clients achieve improved performance and execution through the implementation of our proven methodology. I am passionate about working with our clients to understand their unique challenges and helping them develop tailored solutions to achieve their goals.

Round Rock, Texas, Us

Responsible for leading and scaling a nearly $750M business across Dell’s Tier 1 Commercial and SLED segments in the US and and various routes to market (OEM, Resale, Distribution/DTA, VCPP, MSI), while leading a DSAT Sales Team to maximize our strategic partnership with Dell and drive continuous alignment and execution. Leading the essential strategic and go-to-market initiatives for continuous, strategically aligned, quarter-over-quarter growth in the Dell-VMware business. Directly leading team driving team interlocks and field execution for accretive bookings for their segment. Responsible for incubating, developing, and scaling this talent across VMware to spread their working knowledge of the channel and, specifically, the complex Dell business and GTM. Tasked with driving the DSAT US Commercial growth strategy, across the Americas Team and working in close partnership with Vice Presidents throughout both Dell and VMware to drive alignment, communication, co-selling efforts, joint strategy, and more. Also responsible for strategically and methodically aligning to the Dell GTM and translating this complex GTM back to the VMware team in a digestible, comprehensive manner to enable field execution.

Round Rock, Texas, Us

Earned a promotion to lead sales and business development for the Dell Technologies Enterprise Preferred division, delivering continued VMW growth via and with Dell Technologies. Collaborate with the divisional leads from Dell Technologies, the VMW enterprise, and healthcare teams and sales leadership to ensure that joint VMW and Dell EMC sales, pre-sales, marketing, consulting, and channel operations align to facilitate effective coverage of business opportunities in the north-central sales division, ensuring closure, specifically with Dell EMC. Direct VMW and Dell EMC initiatives in 1000+ Enterprise Preferred accounts across North America.VALUE DELIVERED:⇒Realized bookings growth of 20% YoY and customer growth of 5.6% YoY for FY20.⇒Achieved bookings growth of 94% YoY and customer growth of 215% YoY for Q1-Q3 FY21.⇒Earned Sales Leader & President’s Club accolades for FY21⇒Established and grew a team of 12 focused on pipeline generation, synergy alignment, and outcome-based selling.

Round Rock, Texas, Us

Led efforts to align sales and business development to Dell EMC enterprise sales north-central division, leading to an increase in VMW bookings growth via and with Dell EMC. Partnered with the divisional sales leader (DESAT) and the DESAT team, the VMW enterprise and healthcare teams, and sales leadership as well as the Dell EMC enterprise teams and sales leadership; drove VMW solutions to Dell EMC Americas enterprise (DTE) accounts. VALUE DELIVERED:⇒Directed, facilitated, and executed VMW and Dell EMC in Fortune 1500 accounts within the north-central division.⇒Worked alongside the Regional VPs at Dell EMC and VMW to jointly achieve the quarterly plan and drive funnel. Negotiated contracts with a complex set of customers with international reach.⇒Built and nurtured strong and sustainable relationships in the Dell ecosystem while aligning with key customer decision makers and influencers. Enhanced confidence in customer accounts by providing insight and value that established credibility and trust.⇒Communicated and engaged with product group leaders and key business stakeholders, including Finance, Legal, Marketing, SE, and Deal Desk at VMW and Dell EMC to align business goals and provide feedback on requirements for successful execution. Actively identified and removed any obstacles that could create friction in VMW and Dell EMC's joint selling process.

Round Rock, Texas, Us

Boosted Hyper-Converged Infrastructure (HCI) sales through Dell Technologies to markets. Increase the sales cycle, overcame industry and market obstacles, and drove business objectives that ensured customer success. VALUE DELIVERED:⇒Delivered 138% revenue attainment during the second half of FY18.⇒Developed and executed sales campaigns across 25+ Dell field teams.⇒Facilitated the completion of sales activities including requests for information (RFI), requests for proposals (RFP), customer qualification, requirements gathering, solution development, business validation, total cost of ownership (TCO), and return on investment (ROI). Developed closing plans for account team execution.

Palo Alto, Ca, Us

Orchestrated the sales approach for VMware VMW’s network virtualization and security solutions (NSX) internal and external sales team. Expanded the reach of Select and Enterprise accounts championing NSX as the platform across targeted geography. VALUE DELIVERED:⇒Achieved 120% revenue during the second half of FY16.⇒Marketed and sold VMware NSX to VMware current and future customers; executed virtualization adoption and identified Tier 1 opportunities for future sales. ⇒Spearheaded account portfolio sales strategy for top accounts and established sales cadence with the corporate account team. Solidified existing customer accounts, elevated VMware strategic position, and matched the NSX solution to the customers’ business needs, challenges, and technical requirements. ⇒Leveraged a platform selling approach that enabled IT to align with the overall business objectives.

Palo Alto, Ca, Us

Delivered solutions to enable the VMW core team and VMW Enterprise and Select accounts. Brought forth the Cloud Management Platform which pulled engineering into the sales process.VALUE DELIVERED:⇒Exceeded revenue goal posting 149% in second half of FY15.⇒Transitioned from selling into a HW industry to the cloud industry while maintaining a renewal of 100% in subscriptions; closed net/new contracts and posted 98% attainment in Q3 FY15 in first year.

Santa Clara, Ca, Us

Generated new business sales revenue from SaaS license model. Utilized a target prospect list to develop the territory sales strategy and collaborated with marketing team to create and execute marketing plans.VALUE DELIVERED:⇒Built relationships by understanding existing and future IT roadmap and introducing ServiceNow solutions that met customers’ needs while outlining the solutions value and impact on customers’ KPIs.⇒Strategically negotiated contracts with legal teams to secure successful business agreement between ServiceNow and its customers.

Houston, Texas, Us

Led a team focused on delivery solution sales in cloud, server, storage, and networking technologies. Developed and nurtured relationships with channel and business partners to drive technology solutions for customers in multiple business verticals.VALUE DELIVERED:⇒Earned accolades as the “Top Regional Performer” in 2013; #3 in the country, producing over 200% of plan.⇒Managed a team of resources and account base of 3000+ customers. ⇒Grew business with 450+ YoY new and existing accounts driving revenue annually from $8M to $84M from 2010 to 2014.

Sunnyvale, Ca, Us

Drove sales through partners via sales enablement. Managed key partner activities, including forecasting, quota attainment, sales training, sales/opportunity management, compliance with certification requirements. Leveraged broad-based technological awareness complemented by knowledge of data networking and security concepts and products required, with strong presenting and closing skills. Ensured high levels of customer service.VALUE DELIVERED:⇒Positioned end-to-end solutions and articulated strategies to senior management and partner personnel. ⇒Developed a strong channel presence in the regional market to ensure good coverage. ⇒Built strong relationships with channel partners and distributors to obtain leads and undertake joint marketing and sales activities. ⇒Worked closely with regional sales teams to ensure successful implementation of the direct touch sales model. Provided accurate and timely forecasts and point of sale and inventory reporting to sales management—coordinate finance, service, and marketing activities in regional channels.

Sunnyvale, Ca, Us

Developed and nurtured relationships with a high-profile customer base. Led the design and implementation of multi-tiered routing, switching environments for large-scale enterprise. Articulated complex data center designs for large-scale enterprises.VALUE DELIVERED:⇒Collaborated with Juniper channel partners and strategically position sales opportunities.⇒Responded to and worked with customer RFP’s, demonstrations, pilots, and technical presentations spending at least 80% of the time in direct contact with the customer.⇒Delivered solution-focused selling with a complete product portfolio including security, routing, switching, and product management.

Espoo, Southern Finland, Fi

Develop and maintain relationships with a high-profile customer base.Spearheaded the design and execution of multi-tiered Nokia and Check Point environments for large-scale enterprises. Held accountability for the technical sale of highly complex products and/or solutions, with integration into the customer’s existing environment. Developed and grew relationships with a high-profile customer base and key stakeholders.Achieved early career success in roles as a Sales Engineer, Security Sales Engineer, and Security Network & Security Engineer II.VALUE DELIVERED:⇒Aligned scope of work with Nokia channel partners to strategically position sales opportunities.⇒Handled customer RFP’s, demonstrations, pilots, and technical presentations.⇒Assisted large-scale customers with product conception to product implementation in complex environments.

Business Systems Management

Associate'S Degree, Engineering And Science Technology | Mechanical Engineering

Accreditation, Value Selling In Software Business Solutions

Leadership Development