Marc T. O'Malley Email and Phone Number

($12B provider of integrated security solutions)• Manage 8–10 top-tier national account clients selling end-to-end security solutions (e.g. intrusion, video surveillance, VMS, access control, fire protection, IP solutions, SaaS, data analytics, monitoring, remote and managed services).• Build trust-based, advisory relationships with key clients (e.g. Hanesbrands, Motorola Solutions, Stericycle, United Rentals, US Foods).• Ranked 1st (of 30 in division) for percent of quota for recurring monthly revenue (RMR) growth, and earned Top RMR Sold Award (2019).• Achieved 170% of annual quota for RMR, with $2M+ total contract value (2019).• Achieved 101% of annual quota for RMR, with $1.5M total contract value (2018).• Increase client revenue, retention, renewals, and upselling within new and existing accounts, and ensure client satisfaction.• Perform client needs assessment and site analysis, provide system design recommendations and consultation, and develop compelling proposals.• Establish strategic and tactical business solutions for system design, pricing, cost resource optimization, and installation/service requirements to ensure consistency and standardization for client facilities nationwide. • Exceed client goals for project execution by leading internal cross-functional teams to complete projects on time and within budget.• Handle contract negotiations, close business, and create project budgets and timelines.• Present emerging technologies, utilize competitive market intelligence, and discuss industry trends for each client’s needs. • Create and deliver engaging presentations.• Utilize technical tools (e.g. Salesforce CRM), resources, and quantitative data to efficiently manage accounts, ensuring high customer satisfaction, client renewals, and revenue growth.• Train and coach newly hired and experienced salespeople on client needs assessment, proposal development, Salesforce, sales techniques, negotiation strategies, and closing methods.

($200M provider of security solutions, managed services, monitoring, and communications)• Sold integrated security solutions (e.g. intrusion, video surveillance, VMS, access control, and IP solutions) in Chicagoland area and Great Lakes Region.• Achieved 112% annual quota and secured $2.8M+ contracts (2015). • Won 3-year service contract with UnityPoint Health valued at $1M (2015).• Conducted on-site security, operational, and needs analysis for potential clients; developed proposals and gave presentations outlining needed custom security solutions for all client facilities; negotiated and closed contracts; and created project budgets and timelines.• Coordinated internal groups to provide cohesive team approach to project installations. • Implemented account plans focused on enterprise-wide deployments of G4S solutions.• Developed positive, long-term client relationships, helping to upsell and renew clients.• Advised executive team regarding emerging technologies, trends, and sales strategy.

($300M industry leader providing fire, life safety, and security solutions)• Managed key accounts (e.g. U.S. Cellular, CVS Caremark, Tootsie Roll Industries) in Chicagoland area, selling intrusion, video surveillance, VMS, access control, turnstiles, and IP security solutions.• Exceeded $1M+ territory annual quota: 104% (2013), 103% (2012), and 101% (2011).• Negotiated and secured $200K+ contracts with CVS Caremark and US Cellular. • Conducted on-site security, operational, and needs analysis for potential clients; developed proposals and gave presentations outlining needed custom security solutions for all client facilities; negotiated and closed contracts; and created project budgets and timelines.• Led cross-functional team that streamlined processes and completed security projects on-time and under budget, gaining 12% increase to originally planned profit margins. • Developed positive, long-term client relationships, helping to upsell and renew clients.• Trained and coached salespeople (new hires and experienced salespeople).

($25B leading provider of critical building functions including fire and life safety solutions)• Sold fire alarm, voice evacuation, mass notification, and fire suppression systems in Chicagoland area: met with C-suite and Directors, gave engaging product presentations, developed proposals, and negotiated and closed contracts. • Negotiated and secured $650K contract with Hilton Corporation; provided oversight on 4-month installation project and 4-person team; and ensured project completed on-time and under budget, securing 14% profit margin increase.• Generated $1.8M sales during 2-year period. • Exceeded annual sales quota 104% and gross profit margin goal 63% by identifying project efficiencies and maximizing account growth (2008).

• Analyzed sites, markets, costs, and profitability of potential residential and commercial real estate projects; and created business cases outlining ROI and value to owners.• Managed acquisition, financing, development, construction, and sales/leasing of properties.

($280M developer, manufacturer, and marketer of automated diagnostics and reagent systems)• Managed territory selling capital equipment of cancer diagnostic instruments and reagents to hospitals and private laboratories throughout greater Chicagoland area. • Secured several new hospitals and managed 20–25 accounts (e.g. Advocate Health System, UIC, Loyola, Quest Diagnostics) with $85K average capital equipment sale.• Ranked 7th (out of 43 account executives nationally) for territory growth (2004).• Exceeded capital equipment sales goal 124%, and territory growth goal 108% (2004).• Exceeded new reagent sales annual quota 177% (2003).• Established business partnerships based on trust, reliability, and respect; evaluated customer needs; and implemented innovative sales strategies, resulting in maximum ROI. • Maintained in-depth knowledge of products, clinical data and applications, and protocols.

($10B company offering security solutions to keep people, property, and assets safe)• Sold, managed, and grew key accounts in Chicagoland area (e.g. Marriott Hotels, Alexian Brothers Hospital, Clark Oil, UPS), selling intrusion, video surveillance, access control, and fire alarm systems. • Asked in-depth questions to learn client needs, developed security solutions, and presented complex technology solutions in simple manner to show value gained after implementation.• Negotiated contracts up to $250K including master service agreements.• Awarded Account Executive of the Year (1996). • Earned President’s Club award 9 times for outstanding sales numbers (2002, 2000–1993).• Exceeded sales goals 9 of 10 years: 106% (2002), 103% (2000), 111% (1999), 131% (1998), 108% (1997), 137% (1996), 104% (1995), 173% (1994), and 141% (1993).