Rob Brown Email & Phone Number

Menlo Park, California, US

WireMock is an API platform to improve developer productivity. WireMock enables developers and testers to Mock APIs in every stage of the API lifecycle - allowing teams to reduce dependency on 3rd party APIs and develop much faster.

Oakland, CA, US

• Sold software industry leading feature management platform for software development teams to net new and existing commercial clients in DC, MD, & VA.
• Increased territory revenue YoY by 100%, driving over $2M in TCV.
• Delivered 5th highest total revenue of all Enterprise AEs globally, during first half of FY2023.
• Saved and grew largest existing customer by 10% through collaborative account planning with the customer, and led the team to successful competitive renewal.
• Completed fastest “net new logo to expansion” deal in team history by partnering with CSM and sales engineering

New York, NY, US

• Sold world leading AI platform for the real-time identification and response of corporate risk to net new commercial clients, nationwide.
• Ramped ahead of schedule to become the fastest member of the team to book their first deal.
• Gained more reference customers than anyone on the team which directly resulted in 2 new logo signings.
• Managed the full sales cycle from SDR activity plan to deal closure and on-boarding initiation.

Detroit, Michigan, US

• Working with Ascent Cloud's largest, most complex enterprise clients, I help them discover how geo-mapping provides the spatial insights to make their Salesforce data exponentially more valuable and drive more revenue.
• Negotiated $1.3M in TCV by saving the largest customer from attrition and collaboratively building a win/win solution to expand contract term.
• Developed a territory plan that led to the identification of an at-risk customer that was previously thought to be secure. Led cross-functional team to execute a jointly developed account plan that resulted in 100%.

Wellington, FL, US

• Responsible for overall business development, client and partner engagement, and sales lifecycle of corporate’s SaaS products to large enterprise customers and business partners throughout US. Conduct in-territory.
• Saved $250k TCV from one of the largest customers by restructuring existing customer contract.
• Identified $2M of new revenue within the existing customer base and net new business within the first quarter.

Herndon, VA, US

• Quickly analyzed and identified likely ERP solution account targets in territory that had been unmanned for 7+ years. Deployed innovative, customer centric problem solving approach to resolve business challenges while.
• Mastered technology to win first prize in team competition.
• Averaged 105% of $2M quota.
• Repaired negative client relationships convincing all to remain with corporation, achieved agreement with 2 most strategic customers to become reference customers.
• Engaged full partner community to identify best opportunity to meet customer requirements.
• Deployed innovative, customer centric problem solving approach to resolve business challenges while maximizing revenue.

Armonk, New York, NY, US

• Led sales teams in representing PureSystems Infrastructure as Service and Platform as a Service product line to Federal Government civilian agencies.
• Subject Matter Expert on PureSystems capabilities for both account executives and clients.
• Acted as overlay during ramp-up and pre-sale period, generating interest in sales channels.

Armonk, New York, NY, US

• Guided relationship between WebSphere and TSA, a high-profile, highly classified client.
• Achieved 208% of business objectives and increased pipeline by 500% in 2011 including closing a highly competitive $1.9M sale

Rockville, MD, US

• Led reintroduction of brand to high profile clients, including the US Army and US Air Force.
• Introduced new Software as a Service offering to partner with largest client for exclusive pilot resulting in an increase in user growth target of 150%.
• Repaired fractured client relationships that previously lacked confidence in the brand, successfully saved existing business and generated new sales channels of $6 Million in Federal contracts.

Falls Church, VA, US

• Introduced cutting-edge Archerfish audio/video software to new markets; fully developed new markets, including channel identification.
• Managed multi-tier market between distributors and dealers, partnered with 1000+ dealers to provide top-of-the line sales service.
• Features included product in-hand on day one of availability and orders from distributors prior to major marketing initiatives.
• Worked with distribution, recruited, trained, and supported channel sales opportunities to drive net new revenue to business and partners.
• Turned over fully realized set of sales channels to company Vice President of Retail Sales prior to assuming responsibility for B2B sales.

Mclean, VA, US

• Responsible for sales and business solutions for 65 accounts, including designing and developing strategic sales operations for growth and revenue. Captained and mentored team of 10 Account Managers with second line.
• Directly responsible for generating $60+ Million in revenue from federal clients by developing strategic sales plans and managing operations.
• Implemented work flow processes and managed team against execution for business unit responsible for renewing $45 Million in maintenance revenues.
• Developed sales strategies for related teams in support of efforts driving more than $250 Million in revenue.
• Provided leadership to account managers regarding quotes, order processing, pipeline management, cold calling, and other partner support operations.
• Developed new business opportunities within existing channel that resulted in 13.5% increase in revenue year over year.

Armonk, New York, NY, US

• Managed team of Inside Sales Reps & separate team of Maintenance Sales Reps working with field teams across the North Eastern United States. Contributed to establishment of common objectives across teams & drove.
• Promoted from previous position, after demonstrating leadership capabilities and an ability to drive business and perform solidly across five field measures
• Instituted internal training activities (lunch & learns, tech rep visits, personal development plans, etc.) to provide further development for team
• Provided an understanding to upper management of the business within a territory, in order to allow for proper staffing levels, revenue trends, and analysis
• Worked as an attractor of top talent, to recruit new employees into the company

Armonk, New York, NY, US

• Collaborated with field team to manage large territory of commercial and government clients. Maintained an average of 135% of quota utilizing exceptionally strong written and verbal communication skills to clearly.
• Exceeded annual quota each year
• Assisted in growing a 7 state territory to split multiple times to eventually support 10 teams
• Worked in partnership with other team members to build strategic build business plans, while sharing leadership roles with other team members
• Consistently leverage implementation services to ensure customer success
• Utilized SPIN training to effectively build value propositions

Business Administration

Associate'S Degree, Computer And Information Sciences And Support Services

Associate Of Arts And Sciences - Aas, Entrepreneurship/Entrepreneurial Studies