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Senior Sales Executive leveraging extensive technical experience to set the vision and oversee the strategy execution for various segment Sales and Sales Engineering teams. Sixteen years of 100% or more attainment against sales targets. Proven track record of success in developing and implementing effective sales processes that align solutions to customer needs. Demonstrates expertise in accelerating sales cycles and driving efficiency leading to rapid top-line revenue growth. Experienced in finding and retaining top talent through behavior based interviewing processes and effective mentoringEmail: Bgood188@gmail.comPhone: 330-581-1656Core Competencies:• Keen understanding of customers• Team builder 4% Attrition vs company average of 11%• Forecasting• Sales process• Long term planning• Training and mentoring • Program/Process building• Strong understanding of NPS ScoringAccomplishments:* 16 years of 100% or better attainement* Top talent retention with average 4% Attrition* Reduced slipped deals from 35% to ~5%* Steered teams through 2 major acquisitions and 37 acquisition by Vmware* Transformed teams from transactional selling to Solution outcome selling* Built frame work that aligned the customer and Vmware for a 5 plus year journeyContact me at bgood188@gmail.com or 330-581-1656 for any Sales or Sales Engineering leadership opportunities.
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RetiredNoneCanton, Oh, Us
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Head Of Pre-Sales Engineering, North AmericaRiverbed Technology Jan 2024 - PresentSan Francisco, California, Us -
Regional Sales Director Army, Intelligence And Business DevelopmentRiverbed Technology Jun 2023 - Jan 2024San Francisco, California, UsRegional sales director for the Army and Intelligence teams. Also leading our Business Development team
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Regional Sales Director Federal IntelligenceRiverbed Technology Jan 2023 - Jun 2023San Francisco, California, Us
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DirectorRiverbed Technology Jan 2022 - Jun 2023San Francisco, California, UsDirector of solution Engineering for Department of Defense and Intelligence Community
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Dod Pre-Sales LeaderRiverbed Technology Aug 2020 - Jun 2023San Francisco, California, Us
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Senior Director, Sales Engineering – Global U.S. AccountsVmware 2016 - Feb 2020Palo Alto, Ca, UsResponsible 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 -
Senior Director, Sales Engineering – Commercial U.S. AccountsVmware 2014 - 2016Palo Alto, Ca, UsResponsible 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
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Director, Sales Engineering– Central U.S.Vmware 2011 - 2014Palo Alto, Ca, UsResponsible 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
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Manager, Sales Engineering – Ohio ValleyVmware 2008 - 2011Palo Alto, Ca, UsResponsible 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.
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Staff, System Engineer – Ohio ValleyVmware 2003 - 2008Palo Alto, Ca, Us
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System Engineer Pre-Sales Director – Cleveland OhioForesight Technology Group 1997 - 2003
Bob Good Skills
Bob Good Education Details
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Youngstown State University
Frequently Asked Questions about Bob Good
What company does Bob Good work for?
Bob Good works for None
What is Bob Good's role at the current company?
Bob Good's current role is Retired.
What is Bob Good's email address?
Bob Good's email address is bg****@****are.com
What is Bob Good's direct phone number?
Bob Good's direct phone number is +133058*****
What schools did Bob Good attend?
Bob Good attended Youngstown State University.
What skills is Bob Good known for?
Bob Good has skills like Data Center, Enterprise Software, Vmware, Storage, Virtualization, Cloud Computing, Pre Sales, Vdi, Storage Virtualization, Storage Solutions, Enterprise Architecture, Disaster Recovery.
Who are Bob Good's colleagues?
Bob Good's colleagues are Nguyen Gia Tung, Ed Mills, Peter P., Yannick Damour, Vincent Pisciotta, Itil V3, Jason Jania, Swastik Pradhan.
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