Sales Representative

ROB LAPOINTE

Los Gatos, CA ***** :: ***********@*****.*** :: 408-***-**** :: linkedin-rob-lapointe

Senior Sales Executive

Sales/Business Development :: Account Strategy and Planning :: Solution Selling & Delivery Orchestration :: Cultivate Executive Client Relationships :: Sales Negotiations :: Product & Technology Evangelism :: Customer Success Focus

SUMMARY

Accomplished, results-driven sales professional who has a history of exceeding quotas and generating new revenue streams.

20+ yrs. of sales experience in the technology industry – Custom Enterprise Software; Web-based Collaboration software; Telecom Services.

Deep industry knowledge and business acumen in Enterprise Mobile Apps, Cloud-based Solutions, Internet of Things, Analytics, AI, Software as a Service, and E-Commerce.

Enterprise sales experience with Fortune 500 clients, cultivating executive relationships.

Software Developers, Inc.

Tracking record of exceeding quote; exceeded quota in 2018 by 300%

Generated a $30M pipeline of incremental revenue opportunities (2018).

Grew company revenues year over year by 20%.

Enabled enterprise customers (start-ups to Fortune 500) to drive digital transformation.

Developed and implemented comprehensive business solutions for customers in key industry verticals: medical, financial, cosmetics, higher education, semiconductor, technology, and manufacturing.

PROFESSIONAL EXPERIENCE

VP OF SALES 2009–Present

SOFTWARE DEVELOPERS, INC. Saratoga, CA

Software Developers, Inc. (SDI) is a Silicon Valley app development company. The company has built apps, websites, and Software for 4000+ clients and the executive team is comprised of successful early members of HP, Oracle, TIBCO, an WebEx.

VP of Sales responsible for helping businesses, large enterprises, and startups to design and implement efficient software solutions. A Sales Manager with custom software development expertise with a base in Silicon Valley and India.

Accomplishments

Exceeded quota by 300% by closing $10M in revenues. Deep understanding of the custom software development business. Able to effectively execute and manage every element of the sales process (conceptualize, development, testing, implementation) and deliver software initiatives.

Able to drive advanced initiatives in IoT, Enterprise Web Apps, Custom Software, SaaS Solutions, App Development, Cloud / On-premise Deployment, Cloud Based Solutions, Native SDKs, and Wireframes (Apps, Mac, Website).

Developed and managed key strategic alliances: Pepsi, Marvell, benefit San Francisco, Pigment Cosmetics, Stanford.

Sales / Business Development

●Account strategy and planning to optimize sales opportunities.

●Cultivate relationships with decision makers and influencers in existing accounts to grow revenue and drive new opportunities for customers’ business.

●Established as a trusted advisor and thought leader in customer accounts.

●Led sales proposal development, contraction negotiation and commercial terms.

●Analyze sales trends, market dynamics, and reports to determine business growth potential.

●Use lead generation tools (website, blog, promotions, trade shows, market research, cold calling, emails) to create a database of potential targets.

Management Leadership

Led internal cross functional team to ensure customer success in solutions development and delivery.

Manage five direct reports, cross-functional teams, worldwide marketing counterparts, and product and executive stakeholders. Manage the market research team to create target databases.

Product Evangelism / Public Relations

●Expertise in creating and facilitating demonstrations and prototypes that link product features and benefits to client-specific needs.

●Develop and maintain an effective public relations strategy and a local presence through participating in industry conferences and key market events to promote services and the image of the company,

Marketing / Business Strategy Development

●Coordinate with internal marketing team to shape marketing strategy, sales messaging and collateral.

●Validate marketing and business strategy and content with customer use cases, scenarios and examples, backed by market research.

Customer Acquisition

●Services specific marketing campaign generation and lead by coordinating with marketing for skillsets or requirements.

Sales Support / Enablement

●Train the Sales Team on converting incoming leads (web and phone) into contracts. Conduct training by matching project with resources.

Outsourcing Partner Coordination

●Collaborate with smaller organizations with overflow that need to outsource. Initiate different marketing campaigns to evaluate overflow and to meet their outsourcing needs.

REGIONAL SALES REPRESENTATIVE 2006–2009

MATRIX TECHNOLOGIES Pleasanton, CA

Matrix Technologies offers technology solutions, professional services, and support to business clients. It offers monthly updates for customers and a wide variety of network, voice, data, wireless, call and messaging options.

Regional Sales Representative responsible for the on-going sales of Cisco / Avaya phone systems and Extreme / Cisco data switches.

Exceeded quota by 35% while realizing $3.9M in sales for 2009; $3.2M in sales for 2008; $2.7M in sales for 2007. Exceeded quota by 20%.

MAJOR SALES REPRESENTATIVE 2003–2006

WEBEX Santa Clara, CA

WebEx was the leading enterprise solution for video conferencing, online meetings, screen share, and webinars. Cisco Systems acquired the company in 2007.

Major Sales Representative responsible for maintaining WebEx business relationships and developing business from an existing customer base. Procured business from new customers.

Exceeded quota by 20% while securing $1.2M in sales for 2006, $1M in sales for 2005; $600K in sales for 2004. Exceeded quota by 40%.

NATIONAL SALES REPRESENTATIVE 1999–2003

XO COMMUNICATIONS San Jose, CA

XO owns and operates one of the largest, high-quality IP and Ethernet networks that customers rely on for their domestic and international communications.

National Sales Representative responsible for supporting further business development and helping the customer meet their data and voice communication needs. National accounts included: Bank of America, Becktel, American Express. Coordinated with C-Level executives and associated IT departments.

Exceeded quota by 25% while achieving $4.9M in sales for 2003; $3.2M in sales for 2002; $2.5M in sales for 2001. Exceeded quota by 400%. $9.9M in sales for 2000, $2.9M in sales for 1999. Grew SLED sales by more than 100% in 2017.

XO Communications 1999 – Rookie of the year, Presidents club – 2000 / 2002

CEO/Founder 2006–2009

By the Bay Limousine San Jose, CA

The business was to provide the best corporate limousine services company in the Bay Area. Services included airport shuttle, corporate event travel, wine tours, dedicated shuttle services, and other local travel needs.

Fleet of 7 limousines, 9 employees with $85K of monthly revenues. Corporate clients included AMD, Cisco, Brocade, NVIDIA, and others.

PUBLICATIONS

Blog Posts, Author: Rob LaPointe, Site: softwaredevelopersindia.com

“The Difference Between Business Development and Sales”, 31, JULY 2018

“Become A Digital Influencer: Fitness Gurus”, 28 April, 2017

“Top App Development Company Silicon Valley Offers Low-Cost App Solutions for Startups”, 25 May, 2015

‘Success Story: How Did Pocket Hit 20M Users”, 21 September, 2015

“Apps Can be Worth Millions, Keep Trying”, 28 September, 2015

“How Health and Fitness Apps Have Taken the World by Storm”, 28 August, 2014

”Developing Your Application in PHP Vs. .NET, 6” December, 2011

”How to Find the Right Software Development Partner”, 6 December, 2011

TECHNOLOGY

Enterprise Web Apps, Custom Software, App Development, Clustering, Load Balancing, Testing / Disaster Recovery, Cloud / On-premise Deployment, Cloud Based Solutions, Native SDKs, Hybrid Frameworks, Wireframes (Apps, Mac, Website), Internet of Things, SaaS.

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