Ivan Robertson's Location
San Jose, California, United States, United States
Ivan Robertson's Contact Details
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About Ivan Robertson
With over three years steering the sales helm at Openprise, my professional journey is defined by a robust blend of leadership, strategic mentorship, and sales innovation. Our team has thrived under my direction, achieving not just ambitious sales objectives, but also personal growth and career milestones.My expertise lies in refining sales processes and Go-To-Market strategies, ensuring our approach is both cutting-edge and effective. This strategic focus, combined with my hands-on experience, has resulted in streamlined operations and sustainable revenue growth. At the core, my mission is to empower and lead teams to new heights in the competitive tech sales landscape.
Ivan Robertson Work Experience Details
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Enterprise SalesTypefaceSan Jose, Ca, Us -
Director Of SalesOpenprise Feb 2021 - PresentSan Mateo, California, UsAs a Director of Sales, I bring a blend of entrepreneurial spirit and proven leadership to the helm of sales organizations. My career is a testament to my capacity to nurture talent, foster growth through strong mentorship, and lead teams to conquer ambitious sales objectives.With an acute focus on process-driven methodologies, I have a track record of innovating sales processes, Go-To-Market (GTM) strategies, and sales operations. My strategic and hands-on approach integrates cutting-edge tactics to streamline workflows, enhance performance metrics, and drive sustainable revenue growth.My leadership style exemplifies my ability to lead from the front, setting an example in resilience, strategic planning, and business acumen for my teams. Whether pivoting sales strategies or scaling operations for market expansion, my intrapreneurial approach ensures that my teams consistently break new ground and exceed their targets.Key Achievements:*Fostered an environment where mentorship translates into tangible career advancements for team members.*Implemented innovative GTM motions that refined our sales messaging and accelerated deal closures.*Enhanced sales operations with automation and data-driven decision-making, resulting in increased efficiency and higher pipeline generation.*Revamped prospecting approach with a strategic pivot from GEO to an account-based model. -
SalesOpenprise Jan 2020 - Feb 2021San Mateo, California, UsI must admit, in the year of Corona I completely forgot to make my quarterly updates... so here is one for the year instead.• What I’m proud of: So many things to touch upon. I'm proud that my wife and I came out of this year stronger in our relationship, that both my grandparents beat Corona, and that in spite of all the world challenges, I was able to stay focused and have one of the strongest years in my career. • Biggest challenge: So many to choose from, but the one that sticks out the most is building report on $100k+ deals, without the ability to meet face to face. Selling a complex product is not easy out the gate and interactions in a conference room are crucial in understanding where you stand. It's easy for buyers, influencers, and decisions makers to hide on a zoom call. • Key deal: Looking at this over an entire year, there are plenty to choose from, but Fisher Investment stands out. Had to sell against 4 different departments, all with their own unique set of use-cases. Managed over 30 stakeholders throughout the process, and with a strong champion, we were able to motive a significant technology purchase through ROI assessments and a promise of solving long-term data challenges. Within the first 90 days of the contract, we also sealed an X2 growth of the annual contract due to the significant impact we had on their business. • Attainment: 107% of my annual number
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SalesOpenprise Oct 2019 - Dec 2019San Mateo, California, Us• What I’m proud of: Started to mentor the BDR’s and conducted weekly sales training sessions, in which we read various sales books and discussed how we could apply sales methodology like “Challenger” internally. Saw my own BDR become the highest performing BDR in company history and continued to mentor him as he started to pave his path towards a role as a rep. • Biggest challenge: Having to put my own needs after others, both at work and outside, and finding energy in doing so where there wasn’t any to be found. • Key deal: OKTA, this deal was a monster. We managed a process that included 6 departments, 7 competitors (all of which were incumbents) and a team that had no allocated budget. This deal reaffirmed the value of a strong internal champion, and that with the right preparation and due diligence, you can overcome any challenge. • Attainment: Q:123% YTD:115%
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SalesOpenprise Jul 2019 - Sep 2019San Mateo, California, Us• What I’m proud of: Closed 7 deals in the quarter, 2 of which were fortune 500 companies. This allowed me to crawl out of the hole that I had created by missing my number in Q1. Learned that closing 7 deals, is not an easy thing to manage and that I should get better starts to my year. • Biggest challenge: The stress of knowing that I needed a great quarter, and not having work take away from the other things in life that are important. This quarter taught me the lesson of work-life balance. • Key deal: Equinix, ran an evaluation that included over 14 stakeholders, across 4 departments. Ended up being Openprise first Enterprise platform customer and the first one to buy our entire suite of products and services. • Attainment: Q:155% YTD:112%
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SalesOpenprise Apr 2019 - Jun 2019San Mateo, California, Us• What I’m proud of: That I believed in myself, my skills, and that I didn’t succumb to outside pressure. That my efforts and strategies were starting to get the attention of other reps and leadership, was a great feeling. • Biggest challenge: Having missed my goal in Q1, the rest of the year was going to be an uphill battle. From experience, I knew that I would have to have a great Q2, but also make sure that H2 was as much of a success. Luckily, my BDR is as driven and competitive as myself. • Key deal: 8x8, this was the first deal at Openprise in which we had to deal with a new persona (Director Business System) and department (Business IT) as the decision-maker. I worked to redefine the pitch to fit this new buyer, which ended up being a part of the corporate strategy moving forward.• Attainment: Q:110% YTD:90%
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SalesOpenprise Jan 2019 - Mar 2019San Mateo, California, Us• What I’m proud of: Found a like-minded person internally, and started to rebuild our sales process from the ground up. Created a completely new deck, new process, & new supporting material. This effort allowed me to cut my sales cycle by 2/3 while maintaining the company average ACV and created a 4x multiplier on my pipeline. • Biggest challenge: Being a new person and at the same time trying to be a change agent, is not easy. I struggled a lot with internal resistance as I challenged the status quo and there were times that I was thinking about giving up. Glad I didn’t :)• Key deal: Cohesity – We managed to close the deal in less than 30 days, and not only did we close the deal, but laid the path for a 43% ACV increase in the first 6 months of them being a customer. • Attainment: Q:70% YTD:70%
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SalesOpenprise Aug 2018 - Dec 2018San Mateo, California, Us• What I’m proud of: That I had a much larger network of friends than I first thought, and that there were plenty of people that either got me interviews or served as references as I transitioned into a new company for the first time in 5 years. • Biggest challenge: Coming into an organization that was not sales-focused, and that had little to no process or structure around it’s go to market. • Key deal: NOKIA, we ran a paid proof of concept with them in which we segmented their entire database taking job title and deriving level, function & role. This allowed NOKIA to be 4x as accurate in their targeting, and this segmentation is what allowed them to execute on buying groups and personas. • Attainment: No quota but closed ~$59,000 worth of net new
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Sales DirectorSelligent Marketing Cloud Feb 2018 - Nov 2018Nashville, Tennessee, Us -
Director Of North American PartnersSelligent Marketing Cloud Oct 2016 - Jan 2018Nashville, Tennessee, UsAs the Director of North American Partners, I was responsible for all new and current agency relations. Having founded the Agency Partner Program at Selligent and in just 15 months grow that to 18 agency partners. These 18 partners helped us generate and close 45% of the total net new deals in NA 2017, bringing in brands like Snapfish, Kidbox and Fanduel. I lead all efforts in building a partner TAM, educating partners, new hires, strategic goals and vision, and creating a global collaboration within the partner organization. Selligent is a global "consumer-first" marketing platform that powers customer relationships for Netflix, Fox Sports, Samsung, Walmart, IHG, and more than 700 other major brands in retail, travel, automotive, publishing, and financial services. Featuring enterprise-strength performance, Selligent's technology leads the industry in data management, campaign orchestration, and audience analytics. Selligent increases conversions and enhances engagement for mid-market to enterprise B2C marketers with its ability to deliver integrated, customer-centric experiences across email, display, mobile, social and in-store.
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Account Executive - General BusinessSelligent Marketing Cloud Jan 2015 - Dec 2016Nashville, Tennessee, UsSelligent is a global "consumer-first" marketing platform that powers customer relationships for Netflix, Fox Sports, Samsung, Walmart, IHG, and more than 700 other major brands in retail, travel, automotive, publishing, and financial services. Featuring enterprise-strength performance, Selligent's technology leads the industry in data management, campaign orchestration, and audience analytics. Selligent increases conversions and enhances engagement for mid-market to enterprise B2C marketers with its ability to deliver integrated, customer-centric experiences across email, display, mobile, social and in-storeDuring my time as an Account Executive, I worked with prospects and clients to:-Use digital marketing insight and commercial teaching techniques to educate customers about their industry- Coach customer stakeholders and build consensus for Selligent solutions within their organization- Collaborate with Selligent’s Business Development and Marketing teams to identify the right customer stakeholders to sell to- Independently and collaboratively strategize for solving deal-level challenges.- Develop and implement strategic territory plan to ensure the company exceeds its revenue objectives
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Senior Enterprise Business DevelopmentStrongview Jan 2014 - Feb 2015Redwood City, Ca, UsLead outbound prospecting efforts for all the major metropolitan areas on the East-coast.Helped lead the prospecting efforts when we switched from a “spray and pray” to a targeted named account approach. Had a 129% quota attainment in 2014, and lead successful prospecting efforts into blue-chip companies like: The Children’s Place, Time Inc., WWE Entertainment, ZipCar, Etsy, Thrillist, The Vitamin Shoppe, etc. Resulting in being awarded the Presidents Club award for high achiever. At StrongView, we provide marketers with the technology, services and know-how to develop and manage effective cross-channel marketing programs. We start with an enterprise-class email marketing platform that is second to none, and extend it with a cross-channel campaign designer that lets marketers weave in social, mobile, web and display-ad elements to create an automated lifecycle experience for their customers. We bring our technology to life with an expert services team that offers strategy, creative and campaign execution services for marketers who need a little, or a lot of help. -
Sales Development Representative, Mid-MarketDruva Inc. Jul 2013 - Dec 2013Santa Clara, California, UsHigh volume prospecting into mid enterprise organizations via cold calling, networking, e-mail, as well as utilizing Internet information sources to build and maintain a lead development pipelinePenetrated, profiled, and scheduled well qualified appointments with key decision makers within global 2000 or “targeted” companiesConsistently meet and exceed opportunity quotas to deliver optimal sales pipelineResearched customers, identify decision makers, educate prospects and qualify buying interest and sense of urgencyExtensive use of CRM (salesforce) to maintain accurate activity, contact, and account information of all customers and prospectsCreated and prioritized strategic target account lists within a defined territory -
Content Management System AdministratorSan Jose State University Jun 2011 - Sep 2012San Jose, Ca, UsOrganize large collection of class materials for an Advanced Research Methods classChose, installed, and configured an appropriate content management systemChose and implemented main features of the system ; uploaded, updated and maintained the contentMade the materials more accessible, easier to find, easier to use, and easier to maintain -
Presenter At The Western Psychology Association 2012 For Research In Consumer PsychologyWestern Psychology Association Mar 2012 - Mar 2012Research question: How does product perception depend on the writing style of online descriptions? Designed the experiment, created experimental materials, and collected data Analyzed the data with multiple repeated-measures Analysis of Variance modelsPresented the results with co-authors at the Western Psychology Association’s Annual Conference in 2012
Ivan Robertson Skills
Email Marketing
Salesforce.com
Crm
Microsoft Office
Training
Saas
Marketing Strategy
Lead Generation
Team Leadership
Research
Social Media Marketing
Strategy
Marketing
Software As A Service
Microsoft Excel
Microsoft Word
Enterprise Software
Leadership
English
Web Content Management
Presenter
Non Profit Administration
Psychology
Development Of Sales
Risk Assessment
Human Resource Development
Big Data
Sales
Management
Socioeconomics
Non Profit Fund Development
Cognitive Psychology
Ivan Robertson Education Details
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San José State UniversityIndustrial And Organizational Psychology -
Value Selling FrameworkSales
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Geoff Alexander Inside Sales TrainingInside Sales
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San Jose State UniversityGeneral
Frequently Asked Questions about Ivan Robertson
What company does Ivan Robertson work for?
Ivan Robertson works for Typeface
What is Ivan Robertson's role at the current company?
Ivan Robertson's current role is Enterprise Sales.
What is Ivan Robertson's email address?
Ivan Robertson's email address is iv****@****ent.com
What is Ivan Robertson's direct phone number?
Ivan Robertson's direct phone number is +161791*****
What schools did Ivan Robertson attend?
Ivan Robertson attended San José State University, Value Selling Framework, Geoff Alexander Inside Sales Training, San Jose State University.
What are some of Ivan Robertson's interests?
Ivan Robertson has interest in Socioeconomics, Socioeconomic, Computer Hardware, Fine Dining.
What skills is Ivan Robertson known for?
Ivan Robertson has skills like Email Marketing, Salesforce.com, Crm, Microsoft Office, Training, Saas, Marketing Strategy, Lead Generation, Team Leadership, Research, Social Media Marketing, Strategy.
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