Robert James Warner
Sales Executive / Account Manager
Bracknell
Summary
Highly motivated and determined individual with a strong drive for success. Consistently delivers results, whether working independently or as part of a team. Fluent in both English and German. Possesses over 30 years of sales experience across different disciplines, specializing in solution sales within the IT sector. Expertise includes selling to prospects in Germany, the UK, and Ireland.
Overview
34
34
years of professional experience
2
2
Languages
Work History
STRATEGIC ACCOUNT MANAGER - DACH
Egnyte
Reading
01.2022 - 12.2023
- Managing all of Egnyte's 130 accounts based in DACH region
- Working in conjunction with SE's and customer success managers to ensure renewals and upsell opportunities of Egnyte's File Server Replacement, Collaboration, Security and Compliance SaaS platform
- Relationship building via phone calls, Zoom meetings and in person
- Focus on better understanding of customer's business and ensuring contact with all necessary stake holders
- Engaging with C level wherever possible
- Implemented price increases and multi-year contracts
- Customer Upsells included: DormaKaba $150k ($740kARR), Koester $96k $378kARR), Solarisbank $100k ($190kARR), Siltronic $60k ($190kARR) Sungrow $80k ($180kARR)
ACCOUNT EXECUTIVE - DACH
Egnyte
Reading
01.2021 - 12.2021
- New business role working to land new logos in DACH region
- Working in conjunction with SE's and SDR offering Egnyte's File Server Replacement, Collaboration, Security and Compliance SaaS platform
- Identified accounts to work in conjunction with SDR and added more than 3000 relevant contacts personally to SFDC
- Mentored SDR on discovery and pitch encouraging them to be curious rather than just ticking off criteria
- Reached out to prospects and cold called using LinkedIn, Email and phone
- Presented several webinars in German and helped organise/attended first in person exhibition following lifting of Covid restrictions
- Awarded for 176% achievement in Q3
- New logo wins included: Trade Republic $65k ARR, KTM $60k ARR, Sunovis $35k ARR, Medilab $25k (now $40k ARR)
CUSTOMER ENGAGEMENT MANAGER - SALES UK & IRELAND
Outpost24
London
01.2020 - 01.2021
- Account management role focusing on renewal and upsell of vulnerability scanning solutions and pen testing services to a set of existing accounts in UK and Ireland
- By establishing relationships with main stakeholders at each customer, was able to maintain all accounts during initial phase of Covid lock down despite difficulty contacting people by phone
- After lockdown looked to engage with customers in person whenever possible to improve relationships further
- Joined in monthly cold calling days to drive attendance to webinars and typically had most sign ups
- Customer upsells included: 118118 £75k, Waterstones £25k, EV Cargo £35k and was working active pipeline of £120k
NEW BUSINESS SALES - DACH SMB (to 1500 Users)
Cyren
Bracknell
11.2018 - 11.2019
- New business role selling Email and Web security to DACH customers up to 1500 Users via Phone/Webex
- Supporting a 2 Tier channel model through account mapping, cold calling and delivering commercial presentations and product demonstrations to end users
- Supported the marketing team through lead gen, translations and Webinar delivery in German
- Achieved 130% against management KPI's
- Continuous generation of prospecting list via LinkedIn Navigator and Xing over 1500 contacts
- Customer wins include: Nabthaler $75k, UTT $18k, Herberger $25k, Stadt Bad Kreuznach $15k Active Pipeline of $375k
SALES TEAM MANAGER - DACH MID ENTERPRISE
Proofpoint
Reading
04.2018 - 10.2018
- Managing a team of up to 6 account executives as part of the commercial sales leadership team
- Encouraging individuals to realise their potential by mentoring and knowledge share
- Organising weekly one2one / forecast meetings to review KPI's and forecast accuracy
- Join end user and partner meetings to provide feedback / guidance to team members
- Hiring new talent in both the DACH and EMEA commercial team
- Initiated LinkedIn Sales Navigator training program to encourage social selling
- Supported the introduction and adoption of Outreach (Sales Automation Tool)
- Weekly management meeting to discuss team requirements for consensus to provide a consistent management style to the entire commercial sales team
- Currently at 45% of $1.5m annual target / forecasting 75% for the full year (4/7 head count coverage) Q3 2018 138% year on year growth vs
- Q3 2017
- Raised commercial team LinkedIn Social Selling Index (SSI) average from 50 to 70
MID ENTERPRISE ACCOUNT EXECUTIVE - DACH
Proofpoint
04.2017 - 03.2018
- Indirect sales role to companies with licensing potential of up to 4000 users ($100k)
- Introducing security solutions that protect the way people work across email, social media, SaaS and mobile devices via 2-tier channel model
- Working with and developing relationships with channel partners, engaging with end users from mid to 'C' level to demonstrate and maximise value of Proofpoint's solutions
- Generally challenger sale as there is nearly always incumbent that would need to be replaced
- Gaining understanding of business need is therefore essential for success
- Customer wins include - Hotelplan, Emil Frei, Logicare
- Active pipeline approx. $450k
CORPORATE SALES MANAGER EMEA
CollabNet, Inc
Remote
03.2012 - 12.2016
- Direct sales role to companies with annual revenues of up to $1 billion
- Solutions include services, training and software licenses supporting all aspects of the software application lifecycle
- Discussions range from compliance at an SCM level to continuous development, continuous integration, Scrum, agile transformation and Dev-Ops
- Typically stake holders range from developers and admin to C level
- Customers include - Raiffeisen Bank, TfL, Samsung, CSR, Doosan Babcock, Financial Conduct Authority, Anadolu Sigorta, Sadad
- Business closed in 2015 - $450k
- Business targeted to close in 2016 - $550k was committing $500k and working on a pipeline in-excess of $200k as of Nov 2016
REGIONAL SALES MANAGER UK, IRELAND AND NORDICS
PanoLogic, Inc
Remote
09.2010 - 06.2011
- Working with a multi-tier channel model to promote and secure business for PanoLogic's innovative desktop virtualisation solution
- PanoLogic is a start-up organisation so this is very much an 'all hands to the pump' role
- Projects are multifaceted, delivered over an extended time and currently driven directly by PanoLogic to the end user
- This typically involves discussions with CIO, CTO and CFO level decision makers to ensure the benefits and value proposition is fully recognised
- Active opportunities in excess of $10 million across a wide variety of verticals including Healthcare, Local Government, Education, Manufacturing and Finance
- Business scheduled to close within 2011 was in the region of $700,000
TERRITORY SALES MANAGER UK & IRELAND
SafeNet UK
Camberley
01.2008 - 08.2010
- Responsible for new business and management of SafeNet's largest accounts in the UK and Ireland
- Selling software protection, licensing and entitlement management solutions to ISVs in all verticals
- Sales cycles ranged from 3 to 24 months and were directly linked to customer's release dates
- Depending on the level of business integration, key decision makers could be from all management levels and various departments including development, operations, finance and marketing
- Sold high value solutions to: Autodata $200k / year, Delcam $180k /year, Tyco $100k / year, 20-20 Fusion $140k / year, Cardinal Health $100k / year, NCR $120k / year, Stoneridge $100k / year, Planit $100k / year, FFEI $60k / year, ArtiCad $40k / year, Global Graphics $120k / year
- Performance against target: FY 08 97% on a target of $3.0 million, FY 09 100% on a target of $3.0 million, YTD 10 110% on a target of $3.3 million
INTERNAL SALES TEAM MANAGER
SafeNet UK Ltd
Camberley
06.2006 - 12.2007
- Responsible for managing the inside sales team for the above territories
- Targeted on ensuring that the team achieved annual revenues of almost $10million
- Hiring individuals capable of supporting the territories in the local language.
- Assisting the team to produce accurate forecasts and collating these back to management
- Managing Google Ads campaign to generate leads for the internal sales team
- Carrying out team appraisals and setting individual development goals,
- Meeting with individual team members on a weekly basis to ensure targets would be met
- Performance against target: FY 06 117% on a target of $8.0 million, FY 07 107% on a target of $8.8 million
INTERNAL ACCOUNT MANAGER GERMAN REGION
SafeNet UK Ltd
Camberley
09.2004 - 05.2006
- Responsible for managing existing customers and generating new business throughout German and Austrian regions for Sentinel range of DRM solutions including hardware keys, license management and piracy monitoring and interdiction service
- Provide and achieve quarterly forecasts to ensure annual target is met
- Sales process is primarily telephone based and involves all areas of cycle from cold calling to closing new accounts
- Respond to inbound Leads
- Liaise with Marketing, Product Management and Tech Support
BUSINESS DEVELOPMENT MANAGER
ebm-papst Automotive and Drives (UK) Ltd
Andover
04.2002 - 08.2004
- Responsible for developing sales in the UK for their range of brushed and brushless DC motors
- Advised how to develop the market and produce business plan
- Identified the core competencies of the company and then matched these to specific markets
- From personal knowledge, access to a Frost and Sullivan market report and further investigation, determine available market
- Created business plan agreed with management to grow the UK market over 5 years
PRODUCT / ACCOUNT MANAGER
Alcatel Dunkermotoren
Esher
02.1999 - 03.2002
- Established a direct sales office and secured all existing business in their transition from distributor representation to direct UK sales office
- Generated database of potential customers within specific market segments
- Identified niche markets specific to the UK
- Identified relevant trade publications, co-ordinated the advert design and booking space
- Identified relevant trade shows and co-ordinated the booking and build of exhibition stands
PRODUCT MANAGER
AC & DC Powerdrive System Ltd
Henley On Thames
10.1997 - 02.1999
- Generated new leads and business avenues
- Development of new and existing accounts
- Forecasting and achieving group sales targets
- Identifying and agreeing terms with new suppliers
PRODUCT MANAGER
Powertronic Drive Systems GmbH
Berlin
09.1996 - 09.1997
- Generated new leads and potential business avenues
- Developing new accounts
- Forecasting and achieving sales targets
- Identifying and agreeing terms with new suppliers
PRODUCT MARKETING
SIG Positec GmbH (Berger Lahr)
Lahr, Germany
05.1996 - 09.1996
- Produced training manuals
- Provided technical support
- Translating German documentation into English
- Identifying competitors
- Working at SIG Positec afforded the opportunity of seeing first hand, how a medium sized German manufacturer operates
- Opportunity to develop knowledge of stepping motors, amplifiers, motion controllers and the German electric motor industry
SALES ENGINEER
Powertronic Drive Systems Ltd
Henley On Thames
06.1990 - 04.1996
- Cold calling
- Dealing with enquiries generated through advertising
- Development of new accounts
Education
O-Level - Maths, English, German, Business Studies, Physics, Geography, Photography
The Forest School
WinnershONC - Building And Surveying
Reading College
ReadingStrategic Account Development
closing techniques and objective argumentation
Skills
Client relationship building
Principal achievements
- Promoted to Team Manager at both SafeNet and Proofpoint
- Managed DormaKaba, the largest EMEA account at Egnyte and increased revenue by $150k ($740k ARR)
- Consistent performance against targets often overachieving. Attended President's Club twice.
- Initiated and team member for largest software deal for SafeNet in Germany, Robert Bosch $600,000.
- Closed largest hardware deal for SafeNet in Germany, Continental $450,000.
- Closed largest hardware deal for SafeNet in UK, Autodata $450,000.
- Identified and initialised largest hardware/software opportunity for SafeNet globally, NCR $5,000,000+.
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
STRATEGIC ACCOUNT MANAGER - DACH
Egnyte
01.2022 - 12.2023
ACCOUNT EXECUTIVE - DACH
Egnyte
01.2021 - 12.2021
CUSTOMER ENGAGEMENT MANAGER - SALES UK & IRELAND
Outpost24
01.2020 - 01.2021
NEW BUSINESS SALES - DACH SMB (to 1500 Users)
Cyren
11.2018 - 11.2019
SALES TEAM MANAGER - DACH MID ENTERPRISE
Proofpoint
04.2018 - 10.2018
MID ENTERPRISE ACCOUNT EXECUTIVE - DACH
Proofpoint
04.2017 - 03.2018
CORPORATE SALES MANAGER EMEA
CollabNet, Inc
03.2012 - 12.2016
REGIONAL SALES MANAGER UK, IRELAND AND NORDICS
PanoLogic, Inc
09.2010 - 06.2011
TERRITORY SALES MANAGER UK & IRELAND
SafeNet UK
01.2008 - 08.2010
INTERNAL SALES TEAM MANAGER
SafeNet UK Ltd
06.2006 - 12.2007
INTERNAL ACCOUNT MANAGER GERMAN REGION
SafeNet UK Ltd
09.2004 - 05.2006
BUSINESS DEVELOPMENT MANAGER
ebm-papst Automotive and Drives (UK) Ltd
04.2002 - 08.2004
PRODUCT / ACCOUNT MANAGER
Alcatel Dunkermotoren
02.1999 - 03.2002
PRODUCT MANAGER
AC & DC Powerdrive System Ltd
10.1997 - 02.1999
PRODUCT MANAGER
Powertronic Drive Systems GmbH
09.1996 - 09.1997
PRODUCT MARKETING
SIG Positec GmbH (Berger Lahr)
05.1996 - 09.1996
SALES ENGINEER
Powertronic Drive Systems Ltd
06.1990 - 04.1996
O-Level - Maths, English, German, Business Studies, Physics, Geography, Photography
The Forest School
ONC - Building And Surveying
Reading College
Strategic Account Development
closing techniques and objective argumentation
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