Robert H. Appelbaum Email & Phone Number

Atlanta, Ga, Us

Tampa, Florida, Us

Develop and oversee the company’s technology strategy and execution, applying technology innovations to improve business operations. Fairfax Software offers SaaS for content management. Leverage expertise and 18 years of experience in the information capture industry to design product strategies and roadmaps to address expansion into existing and emerging markets.Highlights:* Investigate AI, ML, and RPA (SaaS) technologies to advance in-house-developed capture and remittance workflow software, focused on an improved data experience.* Collaborate with Software Engineering to accelerate product release process to reduce time to market.

Birmingham, Al, Us

Steadily advanced into leadership positions of increasing accountability and influence developing the sales and marketing strategies for provider of intelligent document processing solutions. Customized management software to meet specific business requirements for international customers across industries, including financial services, federal and state, insurance P&C, healthcare, and BPO businesses.Highlights:* Developed an effective go-to-market strategy that maximized the portfolio’s impact on customer processes, created significant new market differentiators, and drove new SaaS revenue streams.* Facilitated $4.3M in revenue by positioning 3rd-party AI software solutions to resolve data-quality issues for Federal law enforcement agency and lab diagnosis provider.

Birmingham, Al, Us

Directed eight-person team (four in North America and four in Europe) that provided worldwide presales and sales support on strategic opportunities. Oversaw recruitment of new partners, successfully expanding global market reach in EMEA, LATAM, and APAC. Negotiated long-term agreements, forged strong partner relationships, and led the enablement of partners’ GTM strategies.Highlights:* Increased revenue from $45M to $62M, added 9% margin ($24K) per system, and increased EBITDA from $6.5M to $11M.* Developed the EMEA reseller channel that led to an incremental $2.3M (9%) increase in annual sales revenue.* Improved technology positioning on strategic deals and high-value relationships by promoting business value at both the executive and operational levels.* Cultivated emerging markets in Brazil, Colombia, China, and Japan that generated incremental $1.2M in annual growth.

Birmingham, Al, Us

Built and directed six-member North American and EMEA presales team to execute product marketing and presales activities. Collaborated with IBML’s founder/CEO on technology direction to expand the company’s software offerings. Contributed to transaction team that sold the company to a private equity firm, by presenting technology as a business solution to investors.Highlights:* Drove sales growth from $19.7M to $24.5M by leveraging new software offerings as a differentiator and increased average system price by $28K.* Pioneered EMEA sales ($8M) by creating presales teams (one in Germany and one in the UK).* Researched markets (VoC and VoF), authored use cases for new software offerings, presented concepts to engineering, and created new marketing materials for product launches.* Directly contributed to the sale of this privately held enterprise at six times EBITDA by transitioning the business from a technology provider to a business solutions company.

Birmingham, Al, Us

Led four-person product marketing and North American presales team, instilling a consultative approach focused on customer requirements vs. commodity sales. Given autonomy by senior executive management to drive process improvements for the GTM strategy with an “open slate” to advance the sales practice, better position products, and grow a “winning” culture. Supported the new selling strategies through market positioning, collateral promoting solution differentiator, and partner training. Collaborated with engineering on new software concepts.Highlights:* Increased revenue from $34.6M to $38.9M through collaborations with engineering on new software concepts.* Generated $9.4M incremental revenue by onboarding the NCR’s EMEA/APAC sales team.* Created customer-centric solutions that increased deal values by additional $13K margin on 240 systems sold.

Round Rock, Texas, Us

Provided expertise on enterprise information management, business continuity strategies, data integration, IBM large systems, and ERP integration (SAP). Delivered support for three Southeast sales execs with $13M in quotas across multiple sectors, including financial services, healthcare, insurance, and state governments.Highlights:* Directly facilitated $13M in annual sales as advisor to clients, guiding key stakeholders to incorporate EMC technology as core components of their infrastructure.* Positioned EMC’s product portfolio to provide enterprise information management solutions for major accounts, leveraging the company’s enterprise storage platforms, including departmental storage solutions, network-attached storage (NAS), content-addressable storage (CAS), business continuance solutions (RTO/RPO), and open system backups.* Supported major clients and facilitated key deals valued at more than $9.7M (EBSCO - $2.5M, BBVA/Compass - $3.3M, AFLAC - $2.1M, Colonial Bank - $1.8M).Prior to EMC, excelled as Strategic Account Manager with IBM. Grew territory from $350K to more than $1.5M. Also successfully managed SAP/R3 as System Administrator with MedPartners.

Bs, Computer Science

Executive Education, Business Marketing Strategy