Grover C Smith Iii Email & Phone Number

Consulting with clients in the areas of Strategic Account and Global Account Management programs, tools, processes and best practices. Client engagements included:- Defining framework, role and responsibility definitions, job leveling, core competency definition, assessments, compensation and talent development of global team leadership- Providing best practice sharing for successful global customer advisory board implementation and customer executive sponsorship programs

New York, Ny, Us

Catchpoint is one of those very rare companies that offers an exceptional technology that is not only market leading in the new industry segment of #IPM Internet Performance Management but is paving the way for companies that rely on the internet and their quest to deliver the best possible “total experience.” This includes the ability for companies to provide an internet resilience experience for customers, networks, applications, workforce and website through preventive support of the full network stack resulting in the highest internet global availability and perfromance.

Blue Prism is the global leader in intelligent automation for the enterprise, transforming the way front-office, middle-office and back-office tasks are done by evolving work resulting in revolutionizing businesses.Worked with companies worldwide combining RPA (Robotic Process Automation), AI (Artificial Intelligence) and automation management tools to provide intelligent automation that enables them to meet their strategic business priorities, support their people and create exceptional customer experiences.

San Diego, California, Us

Teradata leads the industry in pervasive data intelligence solutions delivering real time, intelligent answers, leveraging relevant data, regardless of the scale or volume of query. Our solutions are available in the cloud as a subscription service, on premise, and in a hybrid offering. with AWS, Microsoft Azure and Google cloud provider offerings..

Global responsibility and management of the business development, sales engagement, training, support and project office supporting the for sell to, sell through and sell with relationship of the AppDynamics global systems integrator alliance with IBM.- Increased IBM sell with & resell partnership ARR from $4.7M to $24.4M- Drove interactions to prove out AppDynamics solutions over two competitive incumbent corporate contracts resulting in an adjacent business opportunities joint selling to customers

Pleasanton, California, Us

Led the team managing and creating partnerships with global systems integrators and consulting firms driving engagements and sales of transformational implementations resulting in impactful use of Medallia's SaaS solution for Operational Customer Experience Management (OCEM)Created the engagement framework for working with systems integrators and consulting firms for SaaS OCEM solutions resell and implementation services

South Plainfield, New Jersey, Us

Led the high touch, direct sales into the Fortune 1000 for a startup SaaS Business Case Management platform for managing Enterprise Investment Life-cycle, from ideation to analysis, approval, and benefits realization.- Successfully acquired first innovator & early adopter enterprise customers- Led proof of value implementations replacing incumbent solutions with one Fortune 100 and two Fortune 1000 companies to overcome startup concerns

Consulted with Fortune 500 clients in the areas of Strategic Account and Global Account Management programs, tools, processes and best practices. Client engagements included:- Defining framework, role and responsibility definitions, job leveling, core competency definition, assessments, compensation and talent development of global team leadership- Providing best practice sharing for successful global customer advisory board implementation and customer executive sponsorship programs

San Jose, Ca, Us

Lead the team that re-engineered the development and successful implementation of programs, processes, tools and initiatives propelling the growth of Cisco’s top tier (115) global and (500) multinational customers. Responsibilities included project office of 40 direct and 800 indirect reports of sales, sales engineering and line managers. Created and implemented global field structure, goal setting, forecasting, resourcing, talent assessment, talent development and compensation. - Led an industry leading and award-winning Global Account Program- Grew annual revenues from 8% ($1.5B) to 18% ($7.8B); highest customer segment growth rate- Implemented the re-engineered global programs, processes, tools, compensation & best practices- Implemented industry leading Executive Sponsorship Program and Customer Advisory Board- Created and managed Customer Advisory Boards supporting Cisco top 35 global customers in US, Europe, Latin America and Asia Pacific- Led incubation & implementation of Client Director sales model for top 50 global customers- Scaled Global Enterprise Theatre customer experience to next tier of 500 top customers

San Jose, Ca, Us

Managed the business development, go-to-market, sales engagement, technical training, support and project office to drive the global systems integrator strategic alliance with IBM. Established and managed collaborative efforts between IBM multi-divisional components of global services, software, server platforms, storage, and micro-electronics externally and internally with Cisco’s sales organizations, manufacturing and business units. - Achieved Cisco’s first multi-billion-dollar relationship- Increased Cisco’s resell and internal use revenue from $75M to $1B annually while IBM’s revenue grew from $73M to $1.9B annually within three years- Recruited, developed and led the high performance, global alliance team- Worked with Cisco and IBM executive sponsors creating “win-win” joint customer propositions - Participated on the core team negotiating the Network Hardware Division (NHD) intellectual property rights, Micro Electronics and IBM Global Services strategic alliances contract - Established successful relationships with IBM and Cisco geographic sales leader counterparts located in the US, Europe, Asia Pacific and Latin America driving high touch sales results- Conducted quarterly business reviews with alliance executive sponsors including with CEOs semi-annually

San Jose, Ca, Us

Led and managed the overall relationship for the EDS strategic alliance to provide business development, go to market and sales engagement for sell to and sell with revenue targets, technical training/support and project office. Set direction, initiatives and execution to establish integrity, trust and a successful “win-win” global strategic alliance.- Increased worldwide Cisco resell and sell to EDS revenues from $48M to $146M in one year.- Recruited and developed a high-performance alliance team to successfully drive the relationship- Led collaboration to create the framework, initiatives, business development and delivery of joint solutions for electronic commerce, Telco services, legacy transformation and security- Established successful EDS and Cisco geographic sales leader counterpart relationships that spawned joint activities with the high touch sales teams located US, Europe and Asia Pacific theatres- Conducted quarterly business reviews with alliance senior executive sponsors

San Jose, Ca, Us

Vice President Sales North AmericaArea Sales DirectorRegional Sales Manager

San Jose, California, Us

Central Area Sales ManagerHouston Regional Sales Manager

Armonk, New York, Ny, Us

IBM/ROLM Houston Branch Sales ManagerIBM/ROLM Houston Sales Manager

Houston, Texas, Us

Blue Bell, Pennsylvania, Us

Oklahoma City Branch ManagerSouthwest Large Systems Product ManagerHouston Named Accounts Sales ManagerHouston Named Accounts Sales Representative

Bachelor Of Science - Bs, Double Major: Computer Science And Mathematics

Certificate, Business Management