Business Development Data Center
Resume:
ROBERT (BOB) D. FARONE Cleveland, Ohio
*********@**********.***
https://www.linkedin.com/in/bob-farone-03678218/
SEASONED BUSINESS DEVELOPMENT PROFESSIONAL
NEW BUSINESS DEVELOPMENT ACCOUNT MANAGEMENT TECHNOLOGY SOLUTIONS Seasoned solution sales and consulting executive with expertise in new client acquisition, diverse information technology, staffing services, marketing, partnerships, trade show/events, 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
Exceptional strategic thinking, communication, and negotiation skills
Negotiated several multi-year national accounts/contracts
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, ROI and pricing models
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:
MILITARY JOB EXPERTS/CCSI Cleveland OH 2023 to Present Proprietor owned Staffing and IT LLC
INDEPENDENT SALES REP (ISR)- BUSINESS DEVELOPMENT CONSULTANT Representing and partnered with a couple reputable companies in the Military Veteran Staffing and Cloud Virtualization industries. Responsible for new go to market strategy and plans, sales/partnership development, operations, client acquisition to B2B client SMB market. Own sales targets and closely monitor sales metrics to insure accountability. CORSICA TECHNOLOGIES Ft Wayne, Ind. 2022- 2023
Leading managed IT and Cybersecurity firm
REGIONAL SALES DEVELOPMENT MANAGER
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
• Developed and implemented strategic sales plans aligned with the company's goals.
• 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
• Expanded company offerings while increasing client base by 22% and additional sales by 37%
• 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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