ROBERT (BOB) D. FARONE Cleveland, Ohio

440-***-****

ad2ph7@r.postjobfree.com

https://www.linkedin.com/in/bob-farone-03678218/

SEASONED SALES PROFESSIONAL

NEW BUSINESS DEVELOPMENT ACCOUNT MANAGEMENT TECHNOLOGY SOLUTIONS Seasoned solution sales and consulting executive with expertise in diverse information technology, staffing services, new client acquisition, marketing, partnerships, operations management and strategic growth initiatives. Territory account alignment, relationship leveraging and creative go to market methods to effectively position product/service, shorten the sales cycle and grow market share.

Top Sales Performer/Quota Achiever (117% AVG) in B2B, IT industry experience driving impactful initiatives across Software, Hardware, Data Center, Managed Services, SaaS, Cloud, Collaboration, Security and Support Services

Solution Selling/Conceptual oriented skilled in defining and solving customer’s needs. Delivering insightful presentations and strengthening relationships with business partners, channels, peers, clients, and senior leadership

Complex sales and training (Solution Selling, Miller Heiman, SPIN, Sandler), extensive presentation skills and effective marketing tactics, negotiation, financial analysis, business process consulting, CRM

High Value Selling with business case justification, pricing models, and contract negotiation

Proven track record/closer in complex solution-based sales and services working with Senior Executives

QUALIFIED SPECIALITY SKILLS

B2B /Executive Level Sales Data Center and Infrastructure Mid Market/Enterprise Accounts Contract terms and vendor negotiations Hunter Mentality/Industry Networking Recruiting/Staffing Expertise Solution and SPIN Selling Skills Hardware/Enterprise-Software/Managed Services/SaaS

Go to Market Strategy and Execution

Operations Management Revenue and Profit Attainment Channel Partnership Development PROFESSIONAL EXPERIENCE

AdaptiveIT/CCSI - 2023 to Present

Proprietor owned IT LLC

INDEPENDENT SALES CONSULTANT

Representing and partnered with a couple reputable companies in the Military staffing and Cloud Virtualization industries. Responsible for go to market, sales/partnership development, operations, client acquisition to B2B client SMB market. CORSICA TECHNOLOGIES – 2022- 2023

Leading managed IT and Cybersecurity firm

REGIONAL SALES DEVELOPMENT MANAGER – CONTRACT

Responsible for all facets of sales cycle including new business development, strategic target account planning, go to market strategies, sales lead generation, marketing for companies managed IT services and Cybersecurity offerings to a vertical market sector for SMB’s. Utilized creative business development strategies to develop new business in a green field territory in Northeast Ohio.

• Create ideal customer profile list and lead demand generation for company’s IT offerings

• Manage all phases of the sales cycle, including business development, lead identification, qualification, scope construction, proposal development, client presentations and contract negotiation.

• Brought in MRR revenue $23,000 with a run rate of $300,000 per year in first 3 months of employment.

• Sold professional services contracts totaling $115,000 Robert (Bob) D. Farone Resume, Page 2

SDMyers, Akron, OH 2021 -2022

Established Northeast Ohio premier Electric Reliability and Transformer Maintenance Company. REGIONAL SALES MANAGER

Recruited to bring in new business and establish a definitive go to market sales plan, to compensate for renewal group of 10-15% per year of lost customers. The territory consisted of Greater Ohio Valley -East that is eastern Ohio, PA, West Virginia, New York, New Jersey and Maryland.

• Aggressively Contacted, Developed and Sold 24 top industry clients withing first 4 months of tenure

• Established a business development plan including hiring and training of resources

• Staffing and managed business development lead generation team

• Completed extensive industry training and Dimensions of Professional Selling

• Identified prospective TARGET customers within key industries

• Generated a run rate of new business averaging $48k a month. Average sale $3,000 -$4,000 DAB COMMUNICATIONS LLC Cleveland, OH 2018-2021

Northeast Ohio Communications and Collaborations firm specializing in Telecom, UC, Audio-Visual, Privacy and Security, and Back up (BaaS) solutions To diverse base of clients. SALES DIRECTOR

Tasked and responsible for all aspects of sales growth and expansion involving reevaluating the sales process, solution alignment, marketing from lead generation/qualification to contracting and implementation of the solutions. Leverage my relationships, contacts and target C level leadership, owners, department managers within SMB /Enterprise space

• Identified prospective TARGET customers within industries and developed marketing campaigns

• Contact potential clients through social media, digital advertising, cold calls and emails

• Managed key technical support staff and inside sales

• Strategically brought on three (3) new business solutions and practice areas INSIGHT/ROLTA, (combined) Cleveland, OH 2011- 2017 Named Fortune 500 Information Technology Company (B2B) to work for in 2014. Provider of leading Data Center and Infrastructure solutions. Top partners with Microsoft, Cisco, HP, IBM, Dell, VMWare and other leading technology firms STRATEGIC ACCOUNT EXECUTIVE – TERRITORY SALES AND PARTNERSHIP MANAGER Tasked with building an underdeveloped territory in Northern Ohio and Western PA. Strategic targeted account prospecting, focused campaigns and cross sell IT focus areas of Software, Security, Networking, Data Center, Storage and Servers, Cloud/SaaS, Managed Services and Unified Communications solutions.

• Strategically cultivated, developed, and sold (3) Enterprise accounts with run rate of $875,000/year

• Effectively sold diverse IT solutions into white space of several Mid-Market to Enterprise business accounts

• Sold an enterprise strategic account a comprehensive storage-back up solution with services-$2.2 million revenue

• Increased services side business by 3% across geography with an average net profit margin of 21%

• Presidents Club -Top 20% Consistently recognized for achievements by Upper Management: 3-4x pipeline EDUCATION

BACHELOR OF BUSINESS ADMINISTRATION (DUAL MAJOR IN BUSINESS MANAGEMENT & MARKETING) 3.3 GPA NORTHWOOD UNIVERSITY, Midland, MI

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