Strategic Property operations • Transitional team leadership
Exceptional Portfolio management

Leading Sales Empowering Growth

Strategic Technology Sales Leader with more than two decades of driving high-impact, solution-oriented sales initiatives and inspiring customer-obsessed teams to achieve sustained revenue growth.

  • $1B+ in revenue attainment
  • $800M+in annual portfolio
  • 95%+ customer retention rate
  • 24% in YOY growth
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Career Summary

About Rob

  • Executive Technology Sales Leader
  • Proven Track Record of Over Achievement
  • Revenue Growth Focused Sales Executive

Industries​

  • Technology Sales Focus
  • Financial Services
  • Retail
  • Technology
  • Healthcare & BioPharma
  • Manufacturing
$32M
Over 15 Years in Sales

Core Skills

  • Enterprise Sales Leadership
  • Global Sales Strategy Development
  • Revenue Growth & P&L Management
  • Go-to-Market (GTM) Strategy Execution
  • Forecasting & Pipeline Management
  • Sales Team Leadership & Development
  • Channel & Partner Sales Management
  • Sales Process Optimization & Scalability
  • SaaS/AI/ML Sales Experience

Case Studies

From Stagnation to Acceleration: Building a Customer-Centric Enterprise Sales Organization

Situation:

 I was recruited as the VP of Americas Enterprise Sales due to the fact that the Enterprise Business unit was struggling to grow, by both organic and expansion. Additionally, the Enterprise Sales group failed to align their value proposition to business outcomes, thereby losing sight of competitive pressures. Senior Leadership sought a transformational shift to re-energize revenue momentum and more closely align their sales to customer outcomes.

Task:

 I was brought in to lead the Americas Enterprise Sales teams with the goal of significantly increasing YoY growth, unifying team strategy across regions and establishing more customer-centric sales motions.

Action:

Created strategic use cases and situations tailored to customers business drivers and aligned them with our competitive positioning, enabling more relevant and compelling sales conversations.  Partnered closely with Marketing, Engineering, Product Development, Pre-Sales Engineering, and Operations to drive a tightly integrated approach to go-to-market execution.  Led a cultural and operational shift toward value-based selling, coaching teams to go deeper into customer situation/problems rather than product pitching

Result:

  • Achieved 24% YoY growth in the Americas
  • Significant increase over previous years
  • Drove net new customer acquisition by over 110%
  • Improved internal collaboration and alignment with internal groups - improving onboarding time frame as well as customer satisfaction
Transforming Services & Renewals: Creating a Value-Based, Predictable Annuity Revenue Model

Situation:

 I was recruited to join a major technology company because the Service and Software business was not growing and lacked a standardized approach to their annuity solutions (renewals), which led to pricing concerns, missed growth opportunities and unpredictable forecasting. This resulted in a lack of fully understanding the value that the service organization delivered and slowed the adoption of our software solutions, impacting the long term agreements.

Task:

 My task was to modernize the Service Sales value model and standardize the global renewals sales motion in order to drive more revenue while providing world-class customer satisfaction and increase customer retention and renewal revenue. Additionally, creating scalable processes and clearer, more accurate forecasting models.

Action:

Trained and reinforced global sales teams on value-based, customer centric positioning, tying services directly to customer business outcomes.  Introduced a unified, repeatable costing model to bring consistency and transparency to pricing, while still allowing flexibility for strategic sales.  Partnered closely with Delivery and Finance to create a flexible consumption model for our larger, strategic customers.  Developed a structured, repeatable sales playbook tailored to specific customer segments (Enterprise, Emerging, and Commercial)

Result: 

  • Drove attainment to 112% of plan in year 1
  • Increased new logo acquisition by 40% YoY
  • Created a scalable annuity renewals engine that improved visibility for future •ARR Enhanced customer trust and provided stronger business alignment for long-term agreements
  • Realized a 94% On Time Renewal Rate
From Hardware to Hybrid: Launching the Company’s First Global Services Organization

Situation:

 The company, historically recognized as a consumer hardware company, was looking to pivot towards a business focused Collaboration organization, which necessitated Service, Software and Support solutions to complement its product portfolio. In its 40 year history, they had never launched a comprehensive Service offering. The company needed a Global Leader to build its Service and Software Sales as well as Customer Success strategy and organization from the ground up.

Task:

I was tasked with designing and executing their first-ever global Services go-to-market strategy, establishing a worldwide partner engagement model, creating a repeatable Customer Success motion, and leading both the Service Sales and Customer Success Organizations globally to deliver growth and partner alignment.

Action:

Drove the launch of the first comprehensive service offering in their 40 year history, ensuring value creation for customers and partners.  Created and launched the global go-to-market strategy for the Services and Software portfolio, including Tier 2 and Tier 3 partner Reseller strategy and engagement.  Built and supported cross-functional alignment between product, sales and channel teams to ensure consistent Service Delivery worldwide.  Mentored and guided global teams to exceed performance expectations.

Results:

  • Achieved 105% attainment globally across Service Sales
  • Achieved 100% attainment for Customer Success KPI's
  • Established a scalable Service and Software sales model that drove a new revenue stream as well as a Customer Success function that established a key differentiator
  • Strengthened partner relationships and increased customer satisfaction through improved post-sales engagement.
Building a $1.2B Engine: Transforming Enterprise Sales for a Software, Subscription & Services Future

Situation:

 My company was shifting its business model from a traditional Hardware play to driving a Software, Subscription, and Service model and the US Global Enterprise segment needed a dedicated and focused teams to driving recurring revenue at scale, focusing on Service Offerings, Software Agreements and Renewals. There was no established Renewals team and very limited focused sales motions for as a Service Software or process for their highest value Enterprise Accounts.

Task:

I was challenged to build a high-performing Sales teams from scratch, aligned to the four Area Operations for the Global Enterprise Segment to manage and grow to achieve an annual run rate of $800M, all while ensuring seamless program execution, hiring and developing a large sales organization, and hitting/exceeding aggressive growth targets.

Action: 

Recruited and developed a team of 8 Managers, 88 Individual Contributor and 2 Program Managers overseeing 70 program contributors (168 total sales headcount).  Implemented coaching and performance tracking systems to accelerate team ramp-up and effectiveness.  Established KPI's, streamlined workflows, and fostered cross-functional collaboration between sales, customer success and operations.  Designed and implemented 3 major renewal programs to improve net retention and measure upsell opportunities.

Results:

  • Successfully exceeded plan of $800M by 130%, producing $1.2b
  • Built a scalable model for Service and Software renewals, increasing customer retention and revenue predictability for my company’s largest Enterprise accounts

Testimonials

Rob is a true thought leader in the industry; he finds ways to solve customer challenges and doesn't let roadblocks prevent him from reaching the end-state customer goals.

"Working with Rob was truly a wonderful experience. I genuinely believe he's one of the most supportive and inspiring leaders I've had the privilege of working with during my career. 

Rob is a true thought leader in the industry; he finds ways to solve customer challenges and doesn't let roadblocks prevent him from reaching the end-state customer goals."

John Rider
Delivery Executive, Cisco Systems

"As a leader, he set a high standard for everyone around him. Rob has a remarkable ability to motivate and empower team members, fostering a collaborative and positive work environment. His leadership style is not only effective but also contagious, instilling a sense of drive and enthusiasm within the entire team. He is a dedicated, results-driven professional. Not only does he have the expertise to drive the sales cycle and improve performance, but he also possesses the leadership qualities that inspire those around him."

Dave Haddad

"It is rare when building a team when you can entrust so much to just one leader.  Rob is just that person who brings deep sales acumen, strong executive presence, and broad experiences for building one of our largest sales motions and divisions.  For several years, I turned to Rob for strengthening complex customer relationships,  leading a highly successful enterprise and strategic sales organization, and delivering long term value to our organization and shareholders."

Randy Mosteller
Sr. Sales Leader, Americas

Volunteer

Long-Term Commitment to Youth Development

For over 20 years, I’ve volunteered in my community by coaching multiple sports and mentoring youth. Throughout this time, I’ve focused on building confidence, teaching teamwork, and helping young people discover their strengths both on and off the field. This long-term commitment has allowed me to support their growth, create meaningful relationships, and contribute to a positive, encouraging environment for the next generation.

Building Connections Through Nature & Community

I worked with two groups of youth—including my own children—through a global YMCA of America program designed to strengthen the bond between fathers and their children. Together, we explored our relationship to the world around us in nature, learned essential life skills, and embraced traditions that promote confidence, curiosity, and respect. It was every great reminder of the power of presence, the value of community, and the lasting impact of showing up for the next generation.

Mentoring the Next Generation of Tech & Sales Talent

I enjoy supporting soon-to-be and recent college graduates as they explore careers in Technology and Sales, helping them navigate the uncertainty that comes with taking their first steps. I guide them in understanding the opportunities ahead, the skills that truly matter, and the paths that align with their strengths. I help transform early ambitions into clear, actionable next steps through practical and honest mentorship. And I strive to build their confidence by connecting them to people and opportunities within my network that can accelerate their growth and expand their horizons.

Beyond The Office

Outside of work, I enjoy an active, outdoor-centered lifestyle that keeps me grounded and energized. Whether hiking, exploring new places, or simply spending time outside, I find the most joy in experiencing it all with my family—especially when we’re traveling together and creating new memories.

Contact

(919) 457-6144

robsmith@robsmith.me

/rob-smith-cx/

Let's grab a coffee and chat.