Sales Manager

L. PABLO GRODNITZKY

Palo Alto, CA, USA +1-650-***-****

***********@*******.***.***

https://www.linkedin.com/in/pablogrodnitzky

EXECUTIVE SUMMARY

A proven growth and results oriented C-level, strategic and innovative business leader, consultant and advisor who takes an existing organizations and transforms them into global leaders. Gets excited about new, difficult or interesting challenges. Creates a vision, hires strategically, positions people for their strengths, and builds motivated and entrepreneurial teams. Instills passion on how to sell value, leveraging early career success in sales. Metrics driven, manages expectations, and breaks down silos for greater collaboration and clear communication. Genuinely cares about people and the community.

CAREER HIGHLIGHTS

20+ years’ experience driving growth, turnarounds in environments from under $1M to multi-billion dollar companies

Led revenue and margin transitions from Enterprise software licensing to SaaS/transactions based products/services

Identified and led commercial due diligence for international and domestic M&A transactions of >$100M

Created high revenue and margin go-to-market strategies for new products/services in large and small companies

Unique experience building long term strategic alliances, multi-channel and sales force (partner, direct, inside, lead gen) mix in domestic and international go-to-market strategies for large and small teams

Creates ongoing process improvements, effective training programs, and initiatives that develop loyal customers.

Credentials proving excellent leadership, analytical, business and financial operations, planning, and negotiations skills

PROFESSIONAL EXPERIENCE

Nuance Communications Inc. 2013-Present

VP & General Manager, Field Operations

VP of Sales - Central/Western Region of North America 1998 - 2003

Director, Area Manager – Caribbean and Latin America Sunnyvale, CA/Burlington, MA

Nuance (NSDQ: NUAN) is the $2B global leader in human-machine interface technologies like speech recognition, text-to-speech and dictation software in the Enterprise, Mobile, Healthcare and Imaging markets. Multi-divisional commercial leadership of significant regional Field operations including sales, channel, sales engineering and professional services strategy and operations.

Leadership

oGlobal Management: multi-divisional, multi-tiered, remote and international managers and teams in sales, marketing, channel and sales engineering operations of >$150M in annual bookings and revenue.

oTransformation: move from 90% licensing/services to 60% as-a-Service/per-transaction sales models

oTurn-arounds: Led strategy for difficult international turn-around that should have required market exit

oAcceleration: Market introduction of Multi-Channel (Biometrics, Virtual Asst., Analytics, Transcription) Contact Center technologies; Mobile Value-Added Service and Application (OEM, App Store) technology

Strategy

oM&A: Integrated strategy development and execution including M&A identification and leadership of due diligence leading to >$100M international acquisition; integration of acquisition field operations

oPlanning: Development of multi-divisional business/financial operating plan leading to execution of international market entity creation, market entry-strategies, technology/solution development and transition

oGo-To-Market: Identified, executed market entry of new technology, product initiatives previously untapped

oResourcing: Successfully diversified sales focus into multi-market, business unit and product approach

Execution

oIncreased Revenue: Led revenue growth of Enterprise (license, transactional and technology) and Mobile (transaction and technology) divisions consistently achieving bookings targets

oKey Deals: Drove close of Mobile VAS contracts averaging $15M/yr in revenue and reaching >$40M/deal

oBalanced Pipeline: 300% license/50% Professional Services growth for Enterprise division

oHigh Performance: Executed strategies leading to substantial growth of XaaS transactional revenue from traditional license revenue. Highest performing group in XaaS transactions for Mobile group leading Nuance to become 6th largest SaaS company in the world (>1B transaction from a single customer)

oChannels: Improved sales team global/regional channel partner results, integrated marketing strategies

oGrowth: Achieved global growth leadership in key vertical pipeline and New-Logo development

oRestructuring: Managed field force to reduce cost, improve execution and increase customer satisfaction

Broadvision, Inc. 2012

VP & General Manager, Americas Redwood City, CA

BroadVision (NSDQ: BVSN) is a leading provider of Clearvale™ Enterprise Social Networking SaaS software and e-Commerce portal license software. Full P&L responsibility for all aspects of largest revenue generating division.

Led transition from e-Commerce portal license/maintenance software to ESN SaaS revenue model

Cordys, Inc. (Acquired by OpenText) 2009 – 2010

Vice President of Global OEM Sales Palo Alto, Ca/Putten, Netherlands

CORDYS is a global software company that created a cloud-based software middleware Platform-as-a-Service (PAAS) that managed BPM, EAI, and RAD. Reported to President. Profit-and-Loss responsibility for OEM sales.

●Closed largest single license deal ($2M+) in shortest time period in company history (14 weeks)

Customers included: Google, Cisco, Rockwell Automation, Lockheed Martin, Embraer Aerospace, Boeing Aerospace, Computer Sciences Corp

All Covered, Inc. (Acquired by Konica Minolta) 2007 – 2009

Vice President of Global Sales Redwood Shores, CA

All Covered is a US domestic ITO provider. Led multi-channel sales and sales engineering teams for company of >$70M in annual revenue, ~350 employees and operating in 20 cities. Developed and executed company go-to-market, marketing, product, services, pricing, and execution strategy. Restructured, segmented and retrained sales forces to meet new strategies. Repositioned company commodity offering with focus on new services (hosted and cloud-based services), products and partners resulting in growth of average deal size by 10% in first quarter

●Substantial productivity improvements of 250% in call volumes, 35% proposal delivery, 12% in large deal wins, 15% average deal size

M&A due diligence and integration of sales teams.

PacketHop, Inc. (Acquired by Stanford Research Institute) 2004 - 2007

Vice President of Worldwide Sales Redwood Shores, CA

PacketHop was the world’s leader in wireless mobile mesh application and infrastructure software.

Reported to CEO. Profit-and-Loss responsibility for customer care organizations including sales, pre-sales, professional services and technical support. Reported monthly to Board of Directors as active member of the executive team providing significant input on company go-to-market, product, financing, and execution strategy.

●Investors: Mayfield, US Venture Partners, Comventures, SUGF - $35M invested through Series C

●Successfully repositioned company go-to-market strategy resulting in acquisition

Restructured sales efforts, including identification, development and acquisition of new skills, processes, and tools

EDUCATION

HARVARD UNIVERSITY - Graduate School of Business Administration Boston, MA

Masters in Business Administration – Awarded First Year Honors

CORNELL UNIVERSITY - School of Industrial & Labor Relations Ithaca, NY

Bachelors in Science – Industrial and Labor Relations

PERSONAL

●Linkedin Profile: https://www.linkedin.com/in/pablogrodnitzky

●Fluent in English/Spanish; Business-proficient Portuguese. Maintain dual-citizenship, USA/Argentina.

●Member Silicon Valley VP of Sales Executive Forum

●Strong network of Silicon Valley sales (direct, channel, inside, lead gen), marketing and engineering executives

●Extensive travel and work experience in Europe, Latin America and Asia-Pacific.

●Enjoy dog conformation and obedience competition with my Great Dane. Member of the Great Dane Club of Northern California and the San Mateo Dog Training Club

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