Robert (Rob) Mock Email & Phone Number

Greater Nashville Area, Tn

Responsible for all UDS sales in the Americas Enterprise segment. Oversight of all channel, alliances and direct sales into the largest account segment of Dell Technologies.

Eastern United States

The unstructured data storage demand and the overall success in the Latin America and the southern US markets have enabled me to expand my role to engage in driving more of the unstructured data platform (Isilon and ECS) sales momentum even further into the Enterprise Accounts in the eastern US and LATAM for the combined Dell Technologies company. As a sales leader I am passionate about growing the skills of our leaders, enabling them to be thought leaders and to bring value in our biggest… Show more The unstructured data storage demand and the overall success in the Latin America and the southern US markets have enabled me to expand my role to engage in driving more of the unstructured data platform (Isilon and ECS) sales momentum even further into the Enterprise Accounts in the eastern US and LATAM for the combined Dell Technologies company. As a sales leader I am passionate about growing the skills of our leaders, enabling them to be thought leaders and to bring value in our biggest pursuits. The team is comprised of 35 selling "pods" driving our market leading solutions built around file and object solutions in over 1000 accounts from Boston to Dallas to Buenos Aires. Show less

Greater Nashville Area

After having successfully led the growth of the software enabled, scale out storage business for enterprise clients in the Ohio Valley to unprecedented levels of growth (146% YOY for 2014), I have recently taken a new role leading the sales and business development efforts for the same business unit in the Southeast/Mid-Atlantic division of EMC based in Nashville, TN.I have been charged with providing thought leadership to the division around our file, object and analytics infrastructure to… Show more After having successfully led the growth of the software enabled, scale out storage business for enterprise clients in the Ohio Valley to unprecedented levels of growth (146% YOY for 2014), I have recently taken a new role leading the sales and business development efforts for the same business unit in the Southeast/Mid-Atlantic division of EMC based in Nashville, TN.I have been charged with providing thought leadership to the division around our file, object and analytics infrastructure to the client facing teams selling to our enterprise clients across a 14 state division stretching from Pa to TOLA. Show less

Farmington Hills, Mi

After having spent a couple of years immersed in the fundamentals and disciplines of sales operations, I have returned to my first love of client facing sales in the IT market place. I am mapped to accounts in Michigan and the surrounding states. I have the responsibility, as a product specialist, to focus on the emerging market of scale out NAS (Network Attached Storage) covering the largest enterprise accounts (including the automotive accounts) in Michigan.In a little less than a… Show more After having spent a couple of years immersed in the fundamentals and disciplines of sales operations, I have returned to my first love of client facing sales in the IT market place. I am mapped to accounts in Michigan and the surrounding states. I have the responsibility, as a product specialist, to focus on the emerging market of scale out NAS (Network Attached Storage) covering the largest enterprise accounts (including the automotive accounts) in Michigan.In a little less than a year I have been asked to lead a team of Isilon specialist across the Ohio Valley. Excited to lead again! Show less

I was initially chartered with launching a new division within Forsythe to develop and deploy a national team of technical and sales professionals to establish new accounts as well as sell into existing Forsythe accounts with a newly developed competency around data backup and archival solutions. In the first 7 months of existence, the team delivered $15M of incremental revenue and 2.7M of incremental margin to the companies' financial results. At the start of 2010, the group was… Show more I was initially chartered with launching a new division within Forsythe to develop and deploy a national team of technical and sales professionals to establish new accounts as well as sell into existing Forsythe accounts with a newly developed competency around data backup and archival solutions. In the first 7 months of existence, the team delivered $15M of incremental revenue and 2.7M of incremental margin to the companies' financial results. At the start of 2010, the group was subsequently integrated into the mainstream delivery and sales organizations at Forsythe. I oversaw the development of collateral, aligned our OEM partners, managed deals and pipeline from Salesforce.com as well as traveling nationally to recruit, pursue clients and operate as the primary sales leader in the field.Key results:Forecast accuracy within 5%, Established 9 new accounts in the first 7 months of pursuit for Forsythe in 2010.Outperformed company baselines for both funding solutions (leasing) and services attach ratesCreated solid coaching and trusted adviser relationships with many direct reportsIn that same 7 month start up time, a $60M top line/$9M margin pipeline for 2011 was integrated back into the main sales force.Well versed and personally involved in all 500K margin pursuitsSubsequent to the integration, I reported to the CEO as Senior Director of Field Operations where I was responsible for developing and executing an analytics based view of the Forsythe sales process. I was called upon to support and validate strategic coverage decisions with leading as well as historical data analysis. This executive reporting role contributed to overall better sales results and better efficiencies in the customer pursuit strategy and forward looking sales projections. I was charged with increasing the adoption of the CRM system and did so by increasing the value by creating a repository of content, account and territory planning tools and successfully drove incremental adoption. Show less

In 2009, I transitioned to a new role directly and indirectly managing a remote national team of 12 direct selling reps and 8 System Engineers across 4 time zones pursuing and supporting the archive storage business for Sun. The team drove 60% growth in sales through a competitively targeted takeout account program, through the use of solid customer facing activity measurement, intentional and measurable account planning, and creative and collaborative deal structuring through bundling, client… Show more In 2009, I transitioned to a new role directly and indirectly managing a remote national team of 12 direct selling reps and 8 System Engineers across 4 time zones pursuing and supporting the archive storage business for Sun. The team drove 60% growth in sales through a competitively targeted takeout account program, through the use of solid customer facing activity measurement, intentional and measurable account planning, and creative and collaborative deal structuring through bundling, client TCO analysis and solid competitive positioning. I finished the first 9 months of FY 2009 at 113.5% of goal in a very suppressed macro-economic environment.Key summary results:• Forecast accuracy within 5% QoQ• The team achieved 120.4% of new product goal for 1H09 (highest in North America)• Achieved 113.5% of YTD goal in 2009• 58% of team overachieved goal (7 of 12 team members)• Grew YOY archive product revenue from 15.64M (2007) to 22.7M (2008-145%)) to 26.7M (prorated 2009-118%)• Well versed and personally involved in all enterprise pursuits• High employee retention (no involuntary turnover in initial year in new position)• Achieved 105% of annual goal ($81M), named “Storage Sales manager of the Year” at 2008 Sun’s ASM (America Sales Meeting)• Managed bottom 25% of team to other roles in industry• YOY growth across 3 aligned sales regions of 9.2% CAGR• Excellent verbal and written communicator• Increased yield per rep from 5.9M to 7.1M in FY08 (20% increase)• Scored in top 10% of Sun manager’s index again in 2008 Show less

Brought in to manage and lead the turnaround of the Michigan territory. Over the course of the first 7 months, 80% of the existing sales team turned over through attrition and performance managing them to a conclusion of termination. Through solid recruiting and proper territory coverage, a new and solid sales team was assembled and integrated. A balanced focus on teamwork, hard work and inspiring leadership has brought stability and strong promise to Michigan district.In first 7 months… Show more Brought in to manage and lead the turnaround of the Michigan territory. Over the course of the first 7 months, 80% of the existing sales team turned over through attrition and performance managing them to a conclusion of termination. Through solid recruiting and proper territory coverage, a new and solid sales team was assembled and integrated. A balanced focus on teamwork, hard work and inspiring leadership has brought stability and strong promise to Michigan district.In first 7 months turned over 75% of sales team through pragmatic performance management tools of Storagetek and Sun.• Established 325% increase in YOY sales for 1st half of calendar 2006.• Improved margin 368% in same period as a result of stable and inspired team selling differentiated value• Delivered 8% revenue growth in first full year of Sun integration in the face of many organizational obstacles and system/process challenges Increased quarterly revenue per AE from 312K to 1075K (344%).• Scored in top 10% of Sun manager index on both of the last two management evaluations • Worked hand in hand with relationship sales management to develop comprehensive cross practice account plans• Established medical vertical that achieved 82% of goal in initial 6 months of existence• Additionally established verticals in insurance/banking and auto suppliers• Worked creatively with operation manager to drive compelling financial sales strategies in new accounts.• Managed TE (territory execs), AE (portfolio execs) and dedicated sales exec (automotive OEMS)• Solid set of Michigan based contacts Show less

A leading edge IT solutions organization that maximizes the power of technology to increase communication, infrastructure, productivity and corporate performance. Strong experience selling hardware, software and professional services. Specific competency in areas of application development, security consulting, storage design/implementation and computing architecture and infrastructure.; Spearheaded a direct and indirect sales force with successful sales campaigns in Life Sciences… Show more A leading edge IT solutions organization that maximizes the power of technology to increase communication, infrastructure, productivity and corporate performance. Strong experience selling hardware, software and professional services. Specific competency in areas of application development, security consulting, storage design/implementation and computing architecture and infrastructure.; Spearheaded a direct and indirect sales force with successful sales campaigns in Life Sciences, Manufacturing, healthcare, Public Sector, Retail, Banking, and Insurance industries. Led complete re-branding of business, developed new market offerings, participated in channel negotiations and program development as well as performed competitive analysis efforts. Responsible for leading a direct team of 12 sales professionals and a support team of 4 administrative staff to record performance in 2003/2004. Improved the overall return on corporate sales by increasing the sales of higher margin products and services. Maintained top-line revenue during 2001-2003 downturns in corporate IT spending, while increasing gross margins of sales and improving profitability. Personally involved with largest and most strategic clientele. Led development of account planning that included technical approach, financial approach and key presentations with largest clients. Joint account development with key channel partners was integral to most successful sales campaigns. Improved forecast accuracy 60% by authoring Strategic Sales Methodology to integrate with company CRM platform (salesforce.com) and (Internal process) sales forecasting and sales cycle, which improved financial performance projections.Organized training for both product as well as sales skills training for partners and direct sales team. Show less

Managed the mid-Michigan branch and successfully sold and implemented large scale networking project to public and private sector companies