Description
Over four decades of managing, motivating and building sales infrastructure for leading technology teams in IT security, voice, data and integrated video solutions for both on premise and in the cloud solutions. Energetic and effective manager of sales teams focused on accelerating bottom line performance through new distribution channels, strategic partnerships and sales enablement. Proven track record of winning Fortune 500 accounts and helping start-ups rapidly scale from small beginnings to global sustainable sales organizations. * Successfully built and sold one of the fastest growing technology convergence companies in the country with sales from 'start up' to $60 million in revenue (Yorktel Acquisition of Univisions). * Impactful ability to manage and motivate small to large sales team to significantly accelerate sales. Energetic, thoughtful and process oriented in creating sustainable sales infrastructure and a successful culture with sales and sales engineering teams. * Innovative in finding new sales channels, product bundling & branding leveraging digital media of all types. Discovery and cultivation of significant strategic partnerships. * Relationship driven with deep networks across an array of sectors from financial services, telecom, healthcare, education and IT integrators. * Specializes in identifying new business development and sales channels for startups and disruptive technologies and giving them the gravitas to open doors and win key lighthouse customers. * Expert level leader of sales engineering teams of all types including building 'process' to organize all presales activity for timely sales team proposal delivery. This process is woven into a proven and successful sales process leading to accurate sales pipeline forecasts. * Deep domain expertise in IT vulnerability testing, security software, voice, data, video and monitoring technologies for both on premise and in the cloud. STRATEGIC ACCOUNT RELATIONSHIPS _ * Bloomberg * JetBlue * Wells Fargo * Verizon * Citi Bank * Brookfield * Alliance Bernstein * McAndrews & Forbes * IPG advertising * Rosenthal & Rosenthal * Societe Generale * NYU * Corning * Jefferies * United Nations * Bank of America * Columbia * Cushman & Wakefield EXECUTIVE ADVISORY ROLES * Advisor to Board of Directors for StreamWide (NYSE Euronext) * Advisor to British Telecom during due diligence to acquire an AV systems integrator * Advisor to Verizon Business in discovery and development for enterprise division. ROBERT C. ROMANO * Executive Advisor to MegaPhone Labs (venture backed) * Past Advisory Boards roles for: SONY, Panasonic, JVC & NEC ROBERT ROMANO ROBERT C.C. ROMANO CHRONOLOGY OF ACHIEVEMENTS New York, NY (2014 - Present) CHIEF REVENUE OFFICER BBH Solutions is a boutique IT security voice, data, and video systems integrator for both on premise and in the cloud solutions for Fortune 500 businesses on the east coast. Enterprise clients needing the latest technology around managing, protecting and monitoring their IT infrastructure rely on BBH Solutions. Led new cyber security sales initiatives with a step by step sales process. The addition of internal & external vulnerability testing reports resulted in recurring revenue that provided network monitoring and new firewall solutions. This in turn opened the door for data protection (DLP) private cloud offerings. In addition to the new VOIP branding and bundling created double digit growth to the recurring revenue line. Fun sales contests helped raise the tide for all the teams involved. Key Achievements: * Increased recurring revenue 60% and overall firm revenue 35% in 2 years to $18 Million annually while architecting an entirely new sales and sales engineering framework from scratch. * Ran all sales enablement, hiring, incentive programs and sales training programing leading to significant, high impact account wins across major Fortune 500 accounts in NYC * Created new product branded services, partnership channels and innovative product offerings to significantly expand business footprint and increase sales offerings with larger average orders * Responsible for complete overhaul of firm marketing and branding efforts from repackaging product offerings, to building a customer service portal and corporate contract extranet site to increase cross-selling opportunities. * Identified and built IT security team creating new inroads with potential customers by offering internal and external vulnerabilities tests as a precursor for project and recurring revenue * Developed all sales processes, funnel forecasting, and sales planning to accurately measure, monitor and predict quarterly sales volume to create momentum and growth * Chief spokesperson for company for public events, conferences, sales meetings and industry events as an upbeat, proactive and eloquent ambassador for the company * Built support team of project managers and engineers to support sales team by recruiting and identifying new talent. Identified new strategic partners and bridged the gap between highly technical engineering leads and sales leadership. New York, NY 2010 - 2014 SENIOR EXECUTIVE VICE PRESIDENT Video Corporation of America (VCA) is one of the leading unified communication companies in the country and the largest provider in the tri-state area providing premier systems integrator of end-to-end communications systems for global clients from banking, to broadcast, education, healthcare, government and everything in between. 2 ROBERT C. ROMANO Key Achievements: * to $60M in C. than 24 Brought in to turn around and reinvigorate sales team. Increased sales from $32M ROBERT lessROMANO months and instituted a streamlined sales process to increase efficiency and effectiveness. * Won marquee and heavily competitive deals including taking Wells Fargo from 0 to $3 million in 12 months, Citi Bank from 0 to $4 million in 15 months, and securing multimillion dollar service contracts among a large array of other significant sales milestones. * Direct all global Executive relationships with Fortune 500 clients, global suppliers, vendors and key industry groups to oversee the installation, delivery and retention of strategic accounts. * Manage, motivate and energize global sales and engineering teams and dramatically improving productivity by building a more scalable sales infrastructure. * Identify rapidly changing shifts in the market from new disruptive technologies and formulate creative partnerships around them to anticipate evolving client needs and new market opportunities before they bubble to the surface. * Responsible for complete overhaul of firm marketing and branding efforts from everything from repackaging product offerings, to building a customer service portal. A more cohesive and streamlined marketing effort enabled better cross-selling opportunities. * Coordinate all bids, requests for proposals and sales leads for the team to manage firm priorities and focus on recurring revenue streams * Executive Advisor to the Founder on leadership and personnel decisions. Focused on growing the sales team by making key strategic hires and hiring top talent. * Responsible for expanding existing product lines and finding creative ways to address additional business segments to expand sales footprint deeper into existing clients. New York NY 2006 - 2010 CHIEF EXECUTIVE OFFICER Business development accelerator and Executive consulting firm leveraging 40 years of expertise and relationships to improve sales growth, product/market fit and strategic growth plan. Focused on disruptive companies seeking to address large and valuable markets who need a veteran sales leader to navigate the sales landscape and prospect major accounts. Key Achievements: * Brought on new client accounts to directly boost revenue for one of the fastest growing interactive mobile companies MegaPhone including expanding sales reach into Latin America with the region's largest broadcast providers. * Developed a partnership with the Executive management of British Telecom to develop alternative strategies for B.T. Americas to re-brand themselves in USA. Formulated strategic vision for B.T. acquisitions and gave guidance on spinning off a division to perform convergence integration in the video unified messaging IT/AV market. * Consultant to NY and Boston based venture capitalists on deals they are prospecting to help them identify next generation disruptors in the unified communication space. 3 ROBERT C. ROMANO ROBERT C. ROMANO * Provided strategic plan to embolden competitive edge for Arqiva, a British Telecom spinoff. Hired by three confidential disruptive technology companies to identify merger targets or alternative sources of capital. * ROBERT C. bring to Assisted Latin-American Company, UnoLink, in developing investment and marketing package toROMANO the U.S. to successfully acquire equity investors, as well as strategic partners for U.S. operations. Introduced Unolink Digital Cinema offering to BT Latin American operations for future strategic partnership. * Assisted confidential IT Company to engage in Digital Signage business and leveraged strong relationship network to get Startup Company off ground. Consultant to Telecom (Hosted Service Provider) on bundling complex video solutions into design proposals. * Worked closely with Verizon business units to expand product offering by developing partnerships and sales relationships with a larger portfolio of unified communication companies. (Acquisition By YorkTel) Boston, MA Syracuse, NY FOUNDER & CHIEF EXECUTIVE OFFICER 1976 - 2006 International AV/IT integrator providing high end communication solutions to Fortune 500 businesses. Founded business in 1976 and built into a rapidly growing $60 million annual revenue leader and innovator in the AV space. Positioned the company for a major acquisition of a Boston firm and full sale a year later to Yorktel. Key Achievements: * Over four decades in management and executive leadership with over 110 employees. Built a world-class team of engineers, solution architects, and sales representatives from scratch to become the east coast's leading authority and pioneer in the audio-visual industry. * Built and cultivated a prominent client list with major state contracts across a multitude of sectors and brokered exclusive strategic partnership agreements with elite international companies. Became Verizon business spokesman nationally while driving partnered sales from 0 to 12 million in 16 months, as well a major sales contract with British Telecom as one of only five such partnerships worldwide. * Developed sales engineering group, solution architects, and inside sales support teams and process. Created extremely successful employee retention/motivation programs, recruitment, and establishment of multiple east coast offices. Reinvigorated a demoralized organization after company acquired Boston organization with energy and enthusiasm across all units. * Responsible for building national strategic partnerships. Signed contracts to with IBM Global, Welch Allyn, British Telecom, Verizon, Verizon business, Verizon Federal. Became a Tier-one Verizon Business partner alongside of EMC, Avaya, NEC and Cisco. Verizon spokesperson on New Verizon post MCI acquisition - trained Verizon and MCi Elite sales forces around country. Channel conflict resolution management. * Created all branding, marketing and messaging for company to clearly communicate differentiation among peers. Built quarterly case studies and content around the latest industry trends and built loyalty and customer retention programs to strengthen sales. * Created strategic sales initiatives, incentive programs and industry's first web B2B Request for Quotation solution with Extranet filing system. Designed trouble ticket service and maintenance on line system adapted by Verizon for the Dept of Education for the State of Maine. Led to multimillion dollar managed services award. Lead marketing department with template (KTP) Knowledge to Product solution bundles. Co-Branded solutions with Verizon for National sales force resale. * Pioneered new mobility bundling solutions through partnerships with Motion Computing and Verizon. Created completely new account opportunities in the construction, real estate, medical RFID and casino 4 ROBERT C. ROMANO industries including at MGM Headquarters in Las Vegas for inventory and pool-side ordering with focus on productivity. The synergy sparked the acquisition of new contract opportunities in new industry segments. * Managed company expenses closely, evaluated risk/reward initiatives. Responsible for line of credit, bought and sold real estate for corporate offices. Cultivated core competencies by talent recruitment and employee evaluation standards. Created and managed salary administration programs, set quotas, and primary areas ROBERT C. ROMANO of responsibilities for sales teams. Coached sales managers daily and led by example. * Founded a separate (spin-off) broadcast and video production firm Axxess Television Production which created proprietary content for local television stations and custom advertising solutions. Successful sale to PBS station WCNY. RECOGNITION Former Sales Chairman of 'Professional Systems Network Integrators' (PSNI) and led national initiative to expand membership. Multiple television production awards as Executive Producer (Telly Awards for original content). Motion Computing Innovation Partner Award, Top Dealer Awards over 40 years from Sony, NEC, JVC, Panasonic, AVID and AMX V-Brick Motion. ACADEMICS STATE UNIVERSITY OF NEW YORK Bachelor of Science in Liberal Arts
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