Jay Grubbs Email & Phone Number

New York, Ny, Us

BenefitHub is the world's leading employee benefits portal and discount marketplace. Used by thousands of employers and tens of millions employees and members globally in the U.S., Canada, India, the United Kingdom and more across LATAM, EMEA and APAC.Our clients range from five of America’s top 10 employers, to organizations with just a handful of employees, to membership organizations with over 50 million members.Our mission is to help millions of people improve the quality of their daily lives by accessing the world’s largest selection of personally relevant benefits.

Clearwater, Florida, Us

Led the sales and technical presales team for a cybersecurity and cyber compliance consulting and software firm specializing in Splunk (security analytics software). North America’s largest Splunk Professional Partner (2023 Partner of the Year, Americas), Value-Added Reseller (Elite status), and Managed Services Provider.Key Accomplishments• Led the growth of the company from $15.3 million (2020 revenue, prior to arrival) to $40 million by year-end 2023.• YTD 2023 Resale Margin +35%, Professional Services +12%, Recurring Managed Services +42% • YOY 2022 Resale Margin +124%, Professional Services +20%, Recurring Managed Services +215%• YOY 2021 Resale Margin +99%, Professional Services Margin +103%, Recurring Managed Services +360% Key Responsibilities• Direct Sales leadership: Led a team of (10) sales professionals and (2) presales engineers. Developed structured territory model supported by a plan framework, playbook, and activity management metrics.• Channel Sales Relationship Management: Acted as SP6’s partner management liaison to strategic partner (Splunk) as well as an additional partner ecosystem (large national VARs which relied upon SP6 to provide sales and delivery support and generated an incremental sales channel).• Sales Operations: Performed extensive analysis of historical sales data to identify Ideal Customer Profiles (ICPs), highest value target accounts, geographic distribution of prospects / accounts for sales account mapping, and more.

Clearwater, Fl, Us

Managed IT, Cloud, Professional, and Security Services Provider (MSP and MSSP). #1 Microsoft Azure Cloud Service Provider (CSP) in Florida and 21st largest globally. Hired by President who had previously recruited me at Ceridian.Key Accomplishments• Grew services revenue from $0 to $12M with 60% recurring revenue.• Hired and developed (9) reps to support the organization’s pivot from historical reliance on hardware sales.• 2020 results 98% plan; YOY 2019 +14% with cloud solutions +83% and security solutions +182%; YOY 2018 +18%.Key Responsibilities• Led both direct & channel sales.• Developed solutions training, discovery questions, buyer personas, value proposition and market positioning.• Developed an assessment-based sales model to engage prospects in a collaborative discussion of their IT management roadmap.• Designed a comprehensive Total Cost of Ownership (TCO) model based on actual client results with Vology managed services.

Bee Cave, Texas, Us

Responsible for sales, business development and account management for a compliance/case management SaaS software company.• Joined team by invite from CEO to scale revenue resulting in 151% revenue growth and 99% client retention. • Hired sales (from 1 to 9), BDRs (2), channel and sales enablement – onboarding, territories, quota, comp, and GTM strategy.• Implemented new market messaging, corporate overview, discovery tools, demo script and ROI calculator.• Revitalized pricing and created product bundles supported by new quote, proposal, and contract documents.• Renegotiated multiple unprofitable partnerships and signed new partnerships with major HCM providers.

Minneapolis, Mn, Us

In October 2012, asked to create and lead a strategic sales team to deliver SaaS HCM solutions and services to the enterprise market.• Developed a successful enterprise account vertical market pilot to F500 resulting in $8.4M in annualized revenue in (6) months.• Delivered sales execution plan with existing and newly recruited team members, established culture, operating rhythm, performance expectations and cross-trained team to deliver value proposition.

Minneapolis, Mn, Us

In 2012, asked to lead global cross sell across all Ceridian businesses while concurrently leading US field sales lead generation.• Led global cross sell for businesses with $1.2B in revenue, influencing 450+ reps resulting in $50M in closed business globally - 124% of global quota (3,100 leads exchanged/$129M in pipeline value) and $33M in U.S. HRS – 137% of quota.• Established business unit cross sell goals and rolled out to executive management. Created a web-based portal and published a guide as reference sources. Designed and developed regional training and networking events to facilitate opportunity exchange.• Rationalized (3) lead generation teams (24 to 16 FTE) to standardize approach, align leadership and leverage infrastructure - closed $22.8M in 12 months (380% plan) and generated $119M pipeline.

Minneapolis, Mn, Us

In 2011, integrated two sales teams to deliver a single point of contact to the HR benefits buyer with a comprehensive set of solutions. • Increased revenue responsibility to $220M annually, grew new installs 28%, and achieved 101% of quota.• Orchestrated the integration, aligned compensation, and cross-trained the sellers to represent all solutions.Rebuilt and lead the direct-to-employer, channel sales and account management teams. Solutions included health & welfare benefits administration (enrollment and eligibility, call center and decision support), CDHC solutions (FSA, HSA, HRA, tuition and commuter), cobra administration, and dependent eligibility audits.• Rebuilt direct selling effort from (2) to (30) reps and (3) regional VPs following years of decline and grew revenue from $110M to $130M in (18) months. Built significant channel/alliances momentum closing BCBS FL and Horizon BCBS with a $34M pipeline.• Achieved 22% core solution growth in 2009 and 110% growth in 2010, 157% of cross sell revenue and 112% of lead generation. • Focused sales of SaaS benefits administration solution. Grew unit sales 350% and contract value 336% in 2010.• Leveraged Voice of Customer and Client Advisory Board to achieve 95% client retention & 10% increase in Net Promoter Score.

Bachelor Of Science, Business Administration

Executive Management Development

Graduate Degree