ROB WELLEN

708-***-**** add8ly@r.postjobfree.com

STRATEGIC SALES LEADER

Accomplished and growth-oriented senior sales with experience selling enterprise software and services to large and mid- market organizations. Deep domain expertise in data analytics, artificial intelligence, and developing world class go-to- market sales strategies. Proven ability to create new revenue streams by forging strong partnerships with internal management, client stakeholders, and partners to gain alignment on key goals and positive business outcomes. Successful track record of hitting quotas and driving organizational growth. Sales Leadership

• Go-To-Market Leader

• Strategic & Complex Selling

• Sales Process & KPIs

• Accomplished Negotiator

Domain Expertise

• Data Visualization

• Artificial Intelligence

• Machine Learning

• Cloud Data Platforms

EXPERIENCE

KenSci, Seattle, WA 2019-2020

Regional Vice President, Central Region

Lead north central region for specialty healthcare AI and Machine Learning software and services organization; responsibilities include sales and go-to-market strategy and execution for 7 state region, including partner management. Additional achievements include:

• 79% of quota at $1.2 million for FY 2020. Reduction in force in April 2020 due to Coronavirus impact.

• Hired to lead regional business transformation, setting up pipeline and territory for successful 2020 through use of best practices and strategic planning.

• Lead and sold strategic renewal at IU Health in January 2020 resulting in 20% increase in ARR and over 60% increase in total contract value from 2018. First of its kind non-development contract in company history.

• Identified, lead and sold large strategic opportunity at Advocate Aurora Health, setting up long term partnership and growth for organization.

• Increased region revenue by over $800,000 in first 10 months through strategic execution and selling framework.

• Starting from zero, developed strategic region go-to-market strategy generating over $6+ mm in new leads in pipeline within first six (6) months through self-developed programs and leads.

• Created Healthcare AI Alliance thought leadership community in Chicago, St. Louis, and Minneapolis to generate new leads and awareness of KenSci solutions.

• Developed key executive relationships and opportunities with Indiana University Health System, Advocate Aurora, Medtronic, BCBSIL, Trinity Health, Summa Health, Bronson Healthcare, Ohio Health, BlueKC, Smith & Nephew, Promedica, Interactive Health, Edward-Elmhurst Health, Children’s Mercy, Lurie Children’s Hospital and several others. SWC Technology Partners, a BDO Company, Oak Brook, IL 2016-2019 Sr. Sales Director, Data Analytics

Lead Data Analytics practice for a full-service mid-market IT consulting firm; responsibilities include business development and go-to-market strategy and execution, partner management, and new offering development. Additional achievements include:

• 265% of quota at $2.7 million for FY 2016, Geo IL, WI, IN.

• 124% of quota at $3.1 million for FY 2017, Geo IL, WI, IN.

• 156% of quota at $3.9 million for FY 2018, Geo, IL, WI, IN.

• Grew Data Analytics Practice Revenue 25% in FY 2018.

• Grew Data Analytics Practice Revenue 41% in FY 2017.

• Grew Data Analytics Practice Revenue 35% in FY 2016.

• Tripled the data analytics practice size from 7 to 26 team members in three years.

• Identified and closed 60+ new accounts since 2016. Key new-name customers: Lurie Children’s Hospital of Chicago, Northwestern Medicine, First Midwest Bank, IU Health System, AIT Worldwide Logistics, First Merchants Bank, Gene B. Glick and Company, Mitutoyo, Tribune Publishing, Agreliant Genetics, Duluth Trading Company, American Hospital Association, Wabash National Corporation, and Radiological Society of North America.

• Established Cloud-first and data transformation sales framework resulting in average deal size increasing from $50,000 to over $110,000 per transaction in FY2018.

• Sold and supported leading enterprise software solutions including Microsoft Azure, Amazon Web Services, Looker, Tableau, Bedmaster IOT, and Power BI.

• Lead and supported 9 account executives on cross-sell initiatives across 450 customers.

• Re-engineered and expanded business intelligence practice go-to-market and practice for 215-person IT consultancy.

• Established data science and predictive analytics capabilities in 2016 resulting in $1.1. million in new sales within 12 months.

• Rebranded business intelligence practice to data analytics to support broader capabilities and market penetration.

• Hired an account manager to support data analytics pipeline growth.

• Solution capabilities span full data analytics spectrum including cloud EDW, data visualization, robotic process automation, predictive analytics/machine learning, Hadoop, and streaming solutions including Databricks/Spark. Sample client references include (sold, delivered, and developed digital marketing content):

• Old Second Bank Uses Machine Learning to Predict Customer Behavior & Improve Marketing Effectiveness https://www.bdo.com/digital/client-success/old-second-bank-uses-machine-learning-to-predict-c

• Professional Medical Association Transforms Itself with Cloud and Tableau Technologies https://www.bdo.com/digital/client-success/professional-medical-association-transforms-itself MIKAN ASSOCIATES, Chicago, IL 2013—2016

Vice President Sales

• Increased Chicago market sales from $500,000 to 6 million over first 24 months.

• Led team to identify and close 50+ new accounts during tenure. Key new-name customers: MillerCoors, Zurich Insurance, American Medical Association, Harley Davidson, Citadel Investments, Hightower Advisors, Medix Staffing Solutions, YMCA of USA, Ulta Cosmetics, Rush Street Gaming, Hub Group, and AIT.

• Hired and trained high-performing sales team including 4 direct reports across three locations including Chicago, Milwaukee, and Madison.

• Sold and supported leading enterprise software solutions including Microsoft, SAP, Datastax, Informatica, and Tableau.

• Re-engineered sales team and expand Chicago market for a full-service data analytics consulting firm.

• Member of executive leadership team responsible for company sales and marketing strategy.

• Selected and engaged new key technology partners including Tableau and DataStax, recognized Tableau as Partner of Year for outstanding performance in 2015.

• Solution capabilities span full data analytics spectrum including EDW, data visualization, predictive analytics/machine learning, NoSQL, Hadoop, and streaming solutions including Databricks/Spark. TERADATA CORPORATION, Dayton, OH 2010—2013

Sr. Account Executive

• 189% of quota and $4.2 million in revenue in FY 2011. Ranked #1, overall in quota attainment (out of 49 account executives) in US manufacturing. President Club.

• Selected as Rookie of year (2010) in North America for identifying and closing new accounts in Sara Lee and Jim Beam. VARIOUS SALES AND BUSINESS DEVELOPMENT ROLES (reference available upon request) 1999-2010

• Identified key trends and opportunities in the greater Midwest market area to help drive new accounts sales. EDUCATION

DOMINICAN UNIVERSITY, River Forest, IL 2018

MS in Information Management

CONCORDIA UNIVERSITY CHICAGO, River Forest, IL 1999 BA in Business Administration

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