Frank A. Bruno

Denver, CO ***** 303-***-****

ad46xq@r.postjobfree.com linkedin.com/in/frankabruno

Enterprise Account Executive Sales & Channels

Cloud Risk Management & Technology Solutions

Technical (global, local) manager who exceeds quotas, utilizing sound decision making and skilled in developing and managing strategic partnerships, leading cross-functional teams, and providing premium business experiences to clients. Tactfully aggressive, yet adept at building rapport with key decision makers and executing complex sales cycles. Leverage expertise in selling transformative solutions to key clientele.

Core Competencies

Technical Enterprise SaaS

Governance, Risk & Compliance

Security Frameworks & Audits

Sales Process Optimization

C-Level Negotiations

Sales Team Leadership

Salesforce.com, CPQ, PowerBI, Tableau

MEDDICC, Challenger, Sandler Sales

Forecasting & Pipeline Management

Decision-making in Agile Environments

Cross-functional Collaboration

Professional Experience

ARROW ELECTRONICS. INC., ENTERPRISE COMPUTING SOLUTIONS, Centennial, CO

Supplier Manager 2023 - 2024

Led cross-functional team of 10 to facilitate overall supplier account health, including channel sales, pre-sales engineering, “quote-to-order” processing, quarterly business reviews, ongoing partner enablement, and growth for $33B leader in global IT distribution.

Grew existing channel business 127% by collaborating with key stakeholders, driving GTM plan.

Increased overall pipeline of business from $13.5M to $24M+ by consultatively suggesting “best value” alternatives.

OSTENDIO, INC., Denver, CO

Partner Enablement Manager 2022 - 2023

Spearheaded all Channel Partner indirect sales, pre-sales engineering, implementation, training, quarterly business reviews and ongoing partner enablement and client success for Governance, Risk, and Compliance SaaS provider.

Developed first strategic partner playbook to onboard new partners and manage revenue expectations, resulting in a better partner experience.

Grew total addressable market, expanding customer base to include cybersecurity Insurance providers, security consultants, and law firms.

CHANNELADVISOR CORPORATION, Denver, CO

Sales Account Executive 2020 - 2022

Increased revenue through sales development, pre-sales engineering and sales in small-to-midsized businesses and mid-market accounts for eCommerce platform provider.

Closed team’s largest deal of 2021: $277K (SaaS and Pro Services) by partnering with solutions engineering to educate and gain trust with decision maker.

Achieved 90% quota attainment via 100% self-sourced opportunities, leading the team in sales development metrics.

XAASPROTECT.COM, Denver, CO

Entrepreneur & Contingency Planning Expert 2019 - 2020

Third Party Risk Consultancy - AKA Vendor Risk Management in support of Governance, Risk and Compliance initiatives. General Manager, Business closed due to COVID19.

LEVELS BEYOND, INC., Denver, CO

VP, Sales & Marketing 2018 - 2019

Integrated Media Production and Distribution Platform - Implemented strategic processes for all sales, sales enablement, pre-sales engineering, pro services, client success, and marketing resources.

Implemented new Partner Channel Program, improving compensation for partners, and reducing administrative costs for the company.

PRESERVICA, INC., Denver, CO

VP, Global Sales 2017 - 2018

Digital Preservation Software – Built and managed sales and sales operations which included hiring, training, sales enablement content creation, implementing technology, account management and retention as well as all pre-sales engineering while negotiating new business, renewals, and net promoter score (NPS) improvement.

Achieved 40% growth in net new logos with less than 5% attrition (95% NPS) by delivering, premium user experience.

Tracked 79% revenue growth in then-current fiscal year via referrals and successful sales enablement.

Perfected approach to align solutions with C-level’s transformative objectives during discovery process, resulting in 80% deal closure rate.

PROGRESS SOFTWARE CORPORATION, Denver, CO

Senior Account Executive 2016 - 2017

Application Development Software, Web Content Management, Connectors, Business Rules Engine, QA Tools, and Pro Services. Delivered expectations for revenue and customer relationship management for 23 named accounts.

Ranked #1 in Sales by achieving 437% of quota.

IRON MOUNTAIN INTELLECTUAL PROPERTY MANAGEMENT, Denver, CO

Director of Sales 2008 - 2016

Managed team of 6 strategic sales resources who consulted with business owners, risk managers and legal professionals about risk mitigation strategies relating to mission critical technology investments as well as regulatory compliance matters. Led sales enablement and revenue production across multiple service lines, including *ICANN related Data Protection business supported by Iron Mountain Underground Datacenters.

*ICANN – Internet Corporation for Assigned Names and Numbers responsible for the Domain Name System

Ranked #1 Sales District - Multiple Chairman’s Club Winner by consistently leading in Sales Development metrics.

Collaborated with Product Team to launch Data Backup services for ICANN, exceeding $6M in new revenue.

Led growth of Domain Name Portfolio Management business from $5M to $11M in Annual Recurring Revenue via existing relationships with Fortune 100 companies and law firm referrals.

Directed all channels activity and partner related development (Legal, *ICANN, Registry Operators, and Registrars), establishing a formal channels program.

Launched and managed Continuing Legal Education (CLE) program for Legal channel to promote the brand, resulting in 300% growth of law firm referrals.

Cited for written contributions to “A Practical Guide to Software Licensing – Fifth Edition” 2013.

Education

Bachelor of Arts (BA), History & Liberal Arts, The College of New Jersey, Hillwood Lakes, NJ

Certifications

Data Center Sales Certification, Lenovo, Remote

Certificate of Cloud Security Knowledge (CCSK), Cloud Security Alliance, Remote

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