Thomas Mcgrath Email & Phone Number

Mountain View, Ca, Us

Mountain View, Ca, Us

San Francisco, California, Us

Coaching a team of Technical DBAs who are new to sales and cloud architectures on best practices to achieve customer wins: methodical discovery with customers, presentation delivery, demonstration of key product differentiators, delivering on proof-of-concepts linked to customer business objectives, cross-functional partnerships, and creative issue resolution.• Significantly improved POC win rate by upskilling SEs and AEs on qualification frameworks• Revamped Customer-facing Technical Presentations with key product differentiators ensuring ample time for Account Team discovery questions• Recommended Google Cloud Partnership GTM positioning creating multiple new leads• Aligned SEs to customer needs based on expertise ensuring deals close uninterrupted• Leveraged existing contacts within customer accounts to create new opportunities• Set Team MBOs to drive the business forward and remove obstacles to deals closed with strategic investments across: ready to go Solution Architectures, Demo Development (tied to team-led customer POCs), Quick How-To videos, Customer Wins, Blog and Social Posts, and centralization of assets

Mountain View, Ca, Us

Demonstrating Google Cloud’s value while challenging customer views and developing deep CTO, CIO, Eng VP, and Strategic Advisor relationships within accounts to influence ~$500m in revenue including landmark wins against AWS. Single-handedly closed an $XXm deal. Clients include: Target, Riot Games, Activision/Blizzard, and Reddit.• Created compelling Google Cloud opportunities for customers: working cross-functionally across Google and running Design Sprints for senior non-technical customer stakeholders.• Owned the Account Executive role for assigned accounts after a colleague’s departure and closed the in-flight deals while developing deep empathy and understanding of the role.• Collaborated with Cloud CTO Office and Product Managers on AI/ML and Data Analytics Co-innovation projects leading to Target’s Partner of the Year Award.• Resolved high complexity customer issues ensuring deals progressed forward to closure.• Hosted and presented at events and hackathons while partnering with customers on their events to further expand reach within the market.• As Team Lead, mentored and coached numerous Sales Engineers reducing their ramp and time to customer impact by at least 50%. Invited to participate in an exclusive Leadership Training with only 50 other Sales Engineers from North America.• Created greenfield account playbook with Sales Management improving Team execution.

Burlington, Massachusetts, Us

Collaborating with team members to guide the technical portion of the sale in the Midwest Commercial Region. Develops close relationships with customers at all organization levels while mapping requirements and value points to product functionality. The Midwest Commercial Region was named the top performing new region out of 10 other Regions worldwide for 2016 as revenue increased significantly. Clients include Northern Trust, NBC, Meritor, Allstate, Meritor, Kemper, Cars.com, US Bank, and the Canadian Government.• Directed demo portfolio reworks accelerating customer understanding of complex technologies, shortening sales cycles by at least 30%.• Learned and integrated the product with other previously unknown technologies including Pivotal Cloud Foundry to advance sales.• Guided customers through implementations with sound architecture strategy to ensure success and follow-up opportunities.• Generated new leads through public speaking at conferences, blogs, and social media posts.

Boston, Ma, Us

Account Strategies and Competitive Selling

Austin, Texas, Us

Supporting Public Sector Sales in planning, demonstrations, demo builds, business development and marketing for the WebCenter product line. Worked closely with customers providing custom presentations and solutions aligned to business problems for Public Sector entities in the US and Canada. Sales Team revenue in the territory nearly doubled year over year. Clients include SEC, Federal Reserve Bank, Coast Guard, and HUD. Recognized as a Product Champion and presented at Collaborate.• Developed Public Sector Web Experience Management demo increasing customer engagement and relevance.• Created Business Development plan with marketing assets to enhance sales campaigns.• Developed and delivered onsite product workshops providing customers with an in-depth understanding of the toolset to accelerate the sales process.• Implemented WebCenter solutions which crossed Tech and Applications such as BI, Endeca, Rightnow and ATG increasing customer's overall solution value.

Austin, Texas, Us

Supporting Public Sector Sales in planning, demonstrations, demo builds, business development and marketing for the WebCenter product line. Worked closely with customers providing custom presentations and solutions aligned to business problems for Public Sector entities in the US and Canada. Sales Team revenue in the territory nearly doubled year over year. Clients include SEC, Federal Reserve Bank, Coast Guard, and HUD. Recognized as a Product Champion and presented at Collaborate.• Developed Public Sector Web Experience Management demo increasing customer engagement and relevance.• Created Business Development plan with marketing assets to enhance sales campaigns.• Developed and delivered onsite product workshops providing customers with an in-depth understanding of the toolset to accelerate the sales process.• Implemented WebCenter solutions which crossed Tech and Applications such as BI, Endeca, Rightnow and ATG increasing customer's overall solution value.

Irving, Texas, Us

Focused on selling, planning, executing and directing web site and business intelligence projects. Provided on-site and remote project management/development for clients ranging from start-ups to Fortune 1000 companies. Clients include Oracle Applications User Group, Arby’s Restaurant Group, and Noble Energy.• Translated client web site and business intelligence requirements into technical solutions through integration of processes and creation of a complete technology architecture.• Delivered customer-focused e-commerce solutions for start-up operations reducing customer operations team order management effort by 70-100%. • Implemented on-demand reporting and dashboards increasing visibility into client company operations with drill-down report generation and alerting functionality based upon KPIs. Resulted in reduced IT workload and zero wait time for reports.• Educated clients on system management enabling a reduction in third party support costs.

Irving, Texas, Us

• Re-designed and launched web site enabling content management by non-technical users.• Wrote company engagement success stories, a key piece of client reference collateral.

Provided businesses with IT and communications strategy and services including design and branding, web sites, desktop/network support, email solutions, client/server support and cloud computing.• Directed web site design and development for clients, boosting their online presence.• Assessed requirements and installed systems strengthening overall client business continuity.