Kenneth Grosso Email & Phone Number

New York, Ny, Us

𝐒𝐚𝐥𝐞𝐬 𝐚𝐧𝐝 𝐦𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐜𝐨𝐧𝐬𝐮𝐥𝐭𝐢𝐧𝐠 𝐬𝐞𝐫𝐯𝐢𝐜𝐞𝐬 𝐟𝐨𝐫 𝐩𝐫𝐨𝐟𝐢𝐭 𝐚𝐧𝐝 𝐧𝐨𝐧-𝐩𝐫𝐨𝐟𝐢𝐭 𝐞𝐧𝐭𝐢𝐭𝐢𝐞𝐬 𝐢𝐧𝐜𝐥𝐮𝐝𝐢𝐧𝐠 𝐟𝐫𝐚𝐜𝐭𝐢𝐨𝐧𝐚𝐥 𝐥𝐞𝐚𝐝𝐞𝐫 𝐩𝐨𝐬𝐢𝐭𝐢𝐨𝐧𝐬, 𝐂𝐄𝐎, 𝐂𝐑𝐎, 𝐂𝐆𝐎, 𝐂𝐌𝐎. Retained to optimize Go-to-Market (GTM) lifecycles via industry research and assessments of sales goals, market conditions, demand generation, and customer acquisition strategies. Example engagement below:𝐅𝐫𝐚𝐜𝐭𝐢𝐨𝐧𝐚𝐥 𝐂𝐑𝐎 | $0 𝐭𝐨 $100𝐊 𝐀𝐑𝐑 𝐁-𝐒𝐭𝐚𝐠𝐞 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐓𝐞𝐜𝐡𝐧𝐨𝐥𝐨𝐠𝐲 𝐅𝐢𝐫𝐦𝘙𝘦𝘵𝘢𝘪𝘯𝘦𝘥 𝘣𝘺 𝘊𝘌𝘖 𝘵𝘰 𝘪𝘯𝘧𝘶𝘴𝘦 𝘮𝘢𝘳𝘬𝘦𝘵𝘪𝘯𝘨 𝘢𝘯𝘥 𝘴𝘢𝘭𝘦𝘴 𝘣𝘦𝘴𝘵 𝘱𝘳𝘢𝘤𝘵𝘪𝘤𝘦𝘴 𝘥𝘶𝘦 𝘵𝘰 𝘭𝘢𝘤𝘬 𝘰𝘧 𝘣𝘶𝘺𝘪𝘯𝘨 𝘱𝘦𝘳𝘴𝘰𝘯𝘢𝘴, 𝘶𝘴𝘦 𝘤𝘢𝘴𝘦𝘴 𝘥𝘦𝘮𝘰𝘯𝘴𝘵𝘳𝘢𝘵𝘪𝘯𝘨 𝘷𝘢𝘭𝘶𝘦, 𝘴𝘢𝘭𝘦𝘴 𝘵𝘢𝘳𝘨𝘦𝘵𝘴, 𝘯𝘰𝘯-𝘳𝘦𝘤𝘶𝘳𝘳𝘪𝘯𝘨 𝘳𝘦𝘷𝘦𝘯𝘶𝘦 𝘴𝘰𝘭𝘶𝘵𝘪𝘰𝘯𝘴, 𝘢𝘯𝘥 𝘴𝘢𝘭𝘦𝘴 𝘮𝘦𝘵𝘩𝘰𝘥𝘰𝘭𝘰𝘨𝘺.🎯 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐏𝐥𝐚𝐧𝐧𝐢𝐧𝐠: Grew pipeline 28x ($100K to $2.8M) and closed initial contracts by refocusing GTM via analyzing product market fit, building use cases for target markets, and pivoting to SaaS recurring revenue platform versus hardware.🎯 𝐂𝐫𝐢𝐭𝐢𝐜𝐚𝐥 𝐀𝐧𝐚𝐥𝐲𝐬𝐢𝐬: Enhanced revenue predictability by setting individual sales goals, implementing Sandler sales training methodology, establishing monthly and quarterly reviews, revamping CRM with weighted pipeline, and adopting MEDDICC.🎯 𝐂𝐡𝐚𝐧𝐠𝐞 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Changed sales behavior, motivating to prospect and close deals, by altering commission plan.

San Jose, Ca, Us

The Chinese market is the second largest economy in the world and presents a critical growth opportunity for multinational corporations, however the complexities and uniqueness of the country create many challenges. Promoted into this role due to global relationships within Adobe and past global experience in managing sales teams and customers. Formulated product/market fit, use cases, value propositions, SKUs, pricing strategies, and GTM plans in collaboration with respective businesses, product, marketing, legal, and finance teams. Drove global sales and cross-functional team alignment with strategic objectives and collaborative efforts.🎯 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐏𝐥𝐚𝐧𝐧𝐢𝐧𝐠: Generated $70M in ARR by solving problem assigned by CRO to enable top 100 accounts access to complex China market via program enabling NA, EMEA, and APAC accounts to extend licenses into China.🎯 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Retained and expanded licensing ~15% by becoming strategic advisor and trusted partner to clients, serving as SME to enable comfort and find solutions with digital performance and compliance in China.

San Jose, Ca, Us

Super grateful and appreciative to fully supported the due diligence and acquisition process of the company to Adobe’s marketing cloud business unit; acquisition was finalized on May 10, 2016.Shared responsibility for due diligence and acquisition process for transition into Adobe Experience Manager (AEM) business unit. Led elite enterprise sales team of 12 spanning N.A. (80%), EMEA (15%), and APAC (5%). Reported to VP of Adobe Experience Manager (AEM), overseeing $40-50M in ARR. 🎯 𝐋𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩: Successfully integrated Livefyre sales team, sales operations, and product into Adobe culture and ecosystem, fostering collaboration and alignment with Adobe's strategic objectives.🎯𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Achieved 25% YoY growth and 85%+ retention by fostering deeper relationships with customers on competitive products.

San Francisco, Ca, Us

$28-39𝘔 𝘚𝘦𝘳𝘪𝘦𝘴 𝘋 𝘚𝘢𝘢𝘚 𝘮𝘢𝘳𝘬𝘦𝘵𝘪𝘯𝘨 𝘵𝘦𝘤𝘩𝘯𝘰𝘭𝘰𝘨𝘺 𝘤𝘶𝘳𝘢𝘵𝘪𝘯𝘨 𝘢𝘯𝘥 𝘱𝘶𝘣𝘭𝘪𝘴𝘩𝘪𝘯𝘨 𝘶𝘴𝘦𝘳-𝘨𝘦𝘯𝘦𝘳𝘢𝘵𝘦𝘥 𝘤𝘰𝘯𝘵𝘦𝘯𝘵 𝘸𝘪𝘵𝘩 125-165 𝘦𝘮𝘱𝘭𝘰𝘺𝘦𝘦𝘴.Recruited to spearhead product evolution, revenue growth, and shape company's trajectory for acquisition. Built high-performance GTM team of 24-40 professionals with five front-line managers covering marketing, inside sales, enterprise sales, sales engineering, customer success, and sales operations. Collaborated and communicated regularly with Board of Directors and investors, ensuring transparency and alignment with strategic objectives. Participated in raising $24M+ from Adobe, Salesforce, and other investors.🎯 𝐂𝐡𝐚𝐧𝐠𝐞 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Grew revenue 40% in 16 months, with 85% of team hitting quarterly goals, by deploying Sandler sales training and reengineering processes, territories, methodologies, and commission plans.🎯 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐏𝐥𝐚𝐧𝐧𝐢𝐧𝐠: Added 15% to overall ARR by partnering with London firm to enable EMEA and APAC GTM and sales.🎯 𝐋𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩: Transformed toxic work environment by fostering a new, strong culture that promoted transparency, open communication, empowerment, and collaboration to rebuild trust and reenergize innovation.🎯 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Extended AEM licenses 10-20% by partnering with Adobe on GTM program demonstrating value of integrating Livefyre into AEM, enabling customers access to significant amounts of content to publish across channels.🎯 𝐈𝐧𝐧𝐨𝐯𝐚𝐭𝐢𝐨𝐧: Upsold 40% of clients, doubling average deal size, by collaborating with head of product to build and launch new visualization product in first three months.

San Francisco, Ca, Us

$6-40𝘔 𝘚𝘦𝘳𝘪𝘦𝘴 𝘊 𝘤𝘰𝘯𝘵𝘦𝘯𝘵 𝘮𝘢𝘳𝘬𝘦𝘵𝘪𝘯𝘨 𝘱𝘭𝘢𝘵𝘧𝘰𝘳𝘮 𝘧𝘰𝘳 𝘧𝘪𝘯𝘥𝘪𝘯𝘨, 𝘮𝘪𝘹𝘪𝘯𝘨, 𝘢𝘯𝘥 𝘴𝘩𝘢𝘳𝘪𝘯𝘨 𝘥𝘪𝘨𝘪𝘵𝘢𝘭 𝘤𝘰𝘯𝘵𝘦𝘯𝘵 𝘢𝘯𝘺𝘸𝘩𝘦𝘳𝘦.Recruited to help open NYC office to market and sell to enterprise-level customers based in U.S.'s eastern half. Recruited, mentored, and managed two front-line managers, eight enterprise sellers, four inside sales members, and two customer success representatives for new logo acquisition, upsell revenue generation, and retention. Reported to CRO and CEO, managing regional annual quota of $1.8-16M.🎯 𝐋𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩: Drove region’s ARR from $0 to $18M with retention rate of 80%+ by recruiting high performers and clearly defining territories and account coverage by aligning to YouTube’s “Head of Industry” model for scalability and reach.🎯 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐏𝐥𝐚𝐧𝐧𝐢𝐧𝐠: Established firm as leader in User Generated Content Space and pioneered subscription recurring revenue services by driving market education and campaigns that shifted buying by campaign to buying holistic platform.🎯 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭:: Opened new revenue streams and market opportunities that contributed ~100% ASV in first six months by forging strategic partnership with Google’s YouTube sales team that drove new land and expanded model.

Pearl River, New York, Us

Active International helps businesses optimize their media budgets by trading their excess inventory for advertising and marketing services, allowing them to maximize value and reach their goals more effectively. I was an individual contributor focused on Fortune 500 companies and exceeded my quota by 189%.

New York, New York, Us

The events of 9/11 in New York City were the impetuous for me to start this company as a solution to offer individuals and families the ability to turn tragedies into something positive and to help carry out the legacy of loved ones. Negotiated the sale of the company in April 2010. High level responsibilities included: 🎯 Overall responsibility for management of the company of 20 employees and acquiring new customers with three front line managers 🎯 Designed and executed on a strategic formula for starting and managing 501 (c) (3) charitable organizations for individuals including, legal, accounting, marketing, event management, administration, board development/management and fundraising. 🎯 Started twelve charitable organizations, placed 1,600 individuals in volunteer leadership) positions🎯 Generated more than $30mm in donations for our clients via sponsorships and individual donations.

Livingston, Nj, Us

I was fortunate enough to join the two founders as employee number three to help create and manage the first ever sweepstakes website called Webstakes.com. I was initially charged with monetizing the website and building the sales and marketing teams, then moved into the President role to oversee all operational aspects of the company and to launch a separate division of the company which we named Promotions.com and what became the first digital promotions agency. IPO on NASDAQ, $50mm and ultimately sold to iVillage. Highlights included:🎯 Built and managed a domestic sales, marketing and customer success team from zero to fifty, generating $26M in annual revenue in three years🎯 Success of company earned us the 23rd spot in Deloitte & Touche's "Technology Fast 50" in 2000🎯 Led and managed the organization’s creation, strategy, and implementation to monetize sweepstakes on the internet and drove significant growth resulting in the company’s leadership in online promotions🎯 Reported directly to the CEO and had 6 front line managers reporting to me🎯 Instrumental in securing several rounds of funding totaling @ $100M, including a $50M IPO on NASDAQ, requiring aggressive revenue numbers and numerous interviews with bankers and investors.🎯Pioneered the names and pricing of “cost per click” and “incentive click thru”🎯 Created additional segment of the company to offer consulting services to Fortune 100 brands to educate them on the strategic value and power of using online sweepstakes to collect data, to help more better target customers including Reader’s Digest, Coke, Pepsi, Kraft and Nestle, thus creating the first digital sweepstakes/promotions agency. 🎯 Regular panel and keynote speaker discussing online promotions and the digital explosion

New York, Ny, Us

This opportunity launched my career after graduating from college. I was a Certified Public Accountant responsible for audit and consulting services for companies including Reader’s Digest, PepsiCo, NBC and Pepsi Cola International. Was hand selected in 1995 to create a practice for “Dot Com” companies to help them get financially organized and help them raise capital. We grew the business to 15 clients in less than two years with a team of three.