Bob Good Email & Phone Number

Canton, Oh, Us

San Francisco, California, Us

San Francisco, California, Us

Regional sales director for the Army and Intelligence teams. Also leading our Business Development team

San Francisco, California, Us

San Francisco, California, Us

Director of solution Engineering for Department of Defense and Intelligence Community

San Francisco, California, Us

Palo Alto, Ca, Us

Responsible for Developing and growing opportunities within the largest accounts for VMware. While making the sales transformation from perpetual license to Subscription based selling. We transformed the selling efforts from transactions to Solution outcome selling with our customers.Top Accomplishments:• Developed the customer transformation framework. Aligned to customers business desires and VMware sales. Developed 5-year joint journey plans. Became common framework for all large accounts.• Lead team that built the demand for the first $100 Million and #300 Million dollar deals.• Built Top performing team of while maintaining an annual attrition rate of 4%• Developed the “Tracker” tool which provided a common live data feed of activities aligned to the 5-year plan. The tracker reached across all of the extended VMware teams to ensure everyone was aligned to the same goals and tracked all activities.• Averaged 120% attainment each year• Presidents Club all 4 years

Palo Alto, Ca, Us

Responsible for taking the commercial Sales and Sales Engineering teams and merging them into the enterprise teams in two years, we needed to grow and train the team so they could be merged into the Enterprise segment while still delivering results for the Commercial accounts.Top Accomplishments:• Developed the Sales Engineer Sales methodology that aligned the technical team and the sales team to the same desires and results. Resulted in better alignment throughout the quarter and reduce slip deals from 35% to ~5%• Developed the enablement program for sales called 5x15. This simply approach of 5 slides in 15 minutes allowed the sales team to understand how acquisitions would impact customers in a format that was easy to absorb. Resulted in everyone having the same talk track for new products and acquisitions.• Averaged 137% Attainment• First EPIC Award winner 2014• President Club 2015

Palo Alto, Ca, Us

Responsible for all accounts in the central US. This included all public sector accounts and Private sector. In 5 years, we grew and segmented of various accounts as VMware grew. While delivering results for all accounts. During the period of time we also developed our top tier accounts which required new programs and processes.Top Accomplishments:• Created the Strategic sales plan which was a 1-3-year mapping of customer desires and the VMware roadmap. This became a shared document between VMware and the customer.• Created the first SE Specialist team. As VMware grew, we needed a team of experts with focus on networking, security, end user and management. This team helped grow avg deal size from $5-7K to $15-20K on average.• Third and fourth quarter of 2014 I was acting regional sales VP and lead the team to the first region to close $100 Million in the fourth quarter.• Averaged 155% Attainment• Presidents club 2012

Palo Alto, Ca, Us

Responsible for building new sales and sales engineering team for the Ohio Valley. VMware was growing fast and account segmentation was being done on a quarterly basis. Responsible for ensuring account coverage was intact and new teams had the ability to cover the accounts. • Hired 80% (~40 people) of team in 3 months• Acting Regional director for second and third quarter of 2009 and delivered sales results of 160% and 135% of attainment.• Built the Sales Capacity Planner play book which resulted in supporting Enterprise License Agreements (ELA’s) for worldwide VMware.

Palo Alto, Ca, Us