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My passion for European cars led me to my first position in sales. Those early years working with parts and service customers, face-to-face, at a BMW dealership helped me to hone my customer service and sales skills. I learned the value of relationships and that B2B customers want to be heard, appreciated, and attended to just like B2C customers. We’ve all heard the phrase: “Customers buy from people they know, like, and trust.” I always start there and build relationships.A relationship with a customer at BMW led to my next role selling commercial insurance and risk management solutions using a consultative approach. We made a significant impact on the safety of our clients’ businesses through risk management programs and thereby lowered their insurance premiums. We became true partners and we both reaped the rewards from the relationship.After a short stint managing sales and operations for a European automobile service shop, I pivoted into technology sales where I remain to this day. I’ve become expert at selling cloud security solutions, continuing to lead with relationships and a partnership-based approach.Core Professional Capabilities:♦ Prospecting ♦ Research & Discovery ♦ Consultative Sales ♦ Business Development ♦ Channel Sales ♦ SaaS Sales ♦ Technology Sales ♦ Partnership Development ♦ Relationship Building ♦ Sales Training ♦ Business Acumen ♦ Storytelling ♦ Team Building ♦ Active Listening ♦ Collaboration ♦ Leadership & Management ♦ CRM ♦ Salesforce ♦ Salesloft ♦ Lusha ♦ Zoom ♦ DiscoverOrg ♦ ConnectLeader ♦ Microsoft Office Suite ♦
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Sase Sales ExecutivePalo Alto Networks Nov 2024 - PresentSanta Clara, California, Us
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Senior Account ExecutiveTwingate Jun 2023 - Nov 2024Redwood City, California, Us -
Account ExecutiveNetskope Dec 2021 - May 2023Santa Clara, California, Us -
Regional Sales ManagerStealth Startup Apr 2021 - Nov 2021Mountain View, Wy, Us➢ Recruited by former sales leader to join the cloud data security company; primarily responsible as a sales producer but wear any hat necessary to advance the sales capabilities of the technology startup.➢ Developed sales team growth model.➢ Revamped sales strategy and process in collaboration with Vice President; created a softer entry by removing engineers from initial sales meetings, focused on high-level product value that could be delivered immediately, and brought engineers in to facilitate demos during follow up meetings.➢ Developed and cultivated the capabilities of initial sales team by facilitating the development of internal sales white papers and recorded demos; acquiring prospecting and research tools and training sales team on them; establishing sales metrics and accountability; and implementing role-play-based training and sales scripts.➢ Co-developed go-to-market strategy by conducting engineering focused industry research to refine product positioning, sales messaging, and sales target engagement -
Account ExecutiveZscaler Oct 2018 - Apr 2021San Jose, California, Us➢ Showcased sales, operations, and business capabilities by rapidly acquiring technical sales expertise, exceeding sales targets, and contributing to sales operations improvements for the cloud security platform company.➢ Expanded enterprise channel program to mid-market partners in the mid-Atlantic region; developed a 20% deal registration incentive that increased partner engagement and deal flow.➢ Transformed an underperforming territory into one of the most profitable by traveling to meet with partners in person to establish and improve business relationships. ➛ Discovered partners were interested in selling our product but didn’t understand it well; we created a training program and partner portal to support their ability to actively sell our products.➢ Enhanced existing video-based sales training by incorporating debrief sessions with established sales reps; weekly engineering led tech lessons and Q&A sessions; and hands-on quote building and CRM use activities. ➛ Reduced new sales representative ramp to deal closure from 6 months to 2 months.➢ Leveraged partner insights to restructure SDR prospecting approach from C-level targeting to research-based prospecting at multiple levels of technical teams to establish internal interest, advocacy, and solution buy-in. ➛ Increased number of deals closed by working within the budget authority of stratified decision makers. -
Service ManagerG3 Automotive Solutions Jan 2018 - Oct 2018➢ Responsible for day-to-day operations for the auto service center – sales, inventory management, workflow optimization, and team management.➢ Optimized service operations by creating skill-based service teams responsible for basic maintenance tasks and higher-level technical repairs; reduced on-demand trips to parts suppliers by identifying high-volume part requirements and stocked them.➢ Implemented a job rotation and shadowing program that allowed maintenance technicians to learn from advanced service technicians to improve their skills and improve job satisfaction.➢ Created a new performance tuning business line by hiring a specialized technician; diversified the service offerings and client base which increased revenues.➢ Improved customer satisfaction and reduced non-revenue generating activities by establishing a loaner car program; enabled service teams to focus on billable repairs as opposed to customer shuttle service.
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Outside Sales RepresentativeWhitehurst Strategic Partners Sep 2014 - Nov 2017Us➢ Consistently exceeded sales goals using innovative prospecting and a consultative approach to sell commercial insurance and risk management solutions.➢ Annual Sales Quota Performance: Year 1 – 105%; Year 2 – 125%; Year 3 – 115% ➢ Implemented innovative sales techniques that educated customers on their potential savings and reinforced their desire to optimize insurance spend through scenario-based exercises.➢ Transformed the prospecting and sales model from cold calling to direct mail campaigns that leveraged reference customer case studies and storytelling; mailings included pictures of sales representatives and customers holding oversized savings checks.➢ Reduced clients’ annual insurance premiums by a minimum of 25% within first year of the relationship.➢ Enhanced service value for customers through consultative sales of insurance products that integrated OSHA safety programs enabling customers to mitigate risk and drive down cost of premiums. ➛ Engaged business owners, managers, and team members to get buy-in for program adoption and follow through to create lasting impact and savings. ➛ Programs resulted in 90% less claims and a 60% reduction in their premiums. -
Sales And Service SpecialistLeith Automotive Group Jun 2012 - Aug 2014Durham, Us➢ Applied my passion for European cars to developing professional foundations in customer service and sales.➢ Supported service and repair shop customers with their vehicle parts purchases.➢ Recaptured parts business from competitors by visiting independent repair shops in person to establish relationships, show appreciation for their business, and listen to their business needs.
Max Rocha Skills
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Wake Technical Community CollegeAnd Related Support Services
Frequently Asked Questions about Max Rocha
What company does Max Rocha work for?
Max Rocha works for Palo Alto Networks
What is Max Rocha's role at the current company?
Max Rocha's current role is SASE Sales Executive at Palo Alto Networks.
What is Max Rocha's email address?
Max Rocha's email address is mr****@****ope.com
What is Max Rocha's direct phone number?
Max Rocha's direct phone number is +140853*****
What schools did Max Rocha attend?
Max Rocha attended Wake Technical Community College.
What skills is Max Rocha known for?
Max Rocha has skills like Microsoft Office, Customer Service, Sales, Insurance, Leadership, Commercial Insurance, Property, Management, Microsoft Excel, Strategic Planning, Workers Compensation, Workers' Compensation Claims.
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