Tom Troiano

(443) 939-7900
tjtroiano@verizon.net
NYC Metro & MD/DC Area

Summary: Highly disciplined, process oriented sales executive with extensive field sales experience
specializing in SaaS software sales targeting Fortune 1000 and Global 2000 accounts in multiple
territories and industries. High achieving, award-winning individual contributor with a performance
record of executing against plan, exceeding new business and revenue targets.

Education:
Bachelor of Science in Aeronautical Engineering Northrop University

Specialties:

SaaS, PaaS, IaaS, Pipeline Development, Prospecting, Field Marketing, Cold Calling, Lead Generation,
Opportunity Qualification, Sales Management, Coaching, Mentoring, Team Building, Leadership Development,
Business Development, Sales Revenue Acceleration, Channel Management, Sales Process, Sales Methodologies,
Sales Operations, Sales Enablement, Consulting, Advisory, Territory Development, Quota Management,
Predictive Analytics, Cognitive Computing, Artificial Intelligence, Machine Learning, Sales Execution, P&L, Start-
up, Enterprise, Account Based Selling, Team Selling, CRM
Professional Experience:

Eastern Regional Director, Sales

Spectrum Technologies 3/2016-Present

Identify and close advisory consultation engagements for building a successful performance strategy
Prospected lead generation efforts leading to software partner wins
Win new software clients & improve SaaS renewals to increase ARR for post implementation support

rd
Provide 3 party vendor evaluation assessments from requirements definition to RFx to demo

Director of Sales, US
OberoSPM 5/2015-2/2016

First US Sales Employee for start-up Canadian firm:

Won 5 SaaS Mid-Market deals in highly competitive environment in first 7 months
Cold call prospecting resulting in sales qualified opportunity pipeline of $3M in first 90 days
Accelerated company growth, brand awareness and revenue achievement

Regional Manager, Incentive and Sales Performance Management

IBM Sales Performance Management 12/2012-5/2015

Led mid-Atlantic and Southeast regional growth to #1 in sales:

Won 10 multi-year Cloud / SaaS SPM opportunities with an average annual contract value (ACV) of
$200,000
Won 4 on premise SPM opportunities in banking and insurance exceeding $2M
Cold call prospecting resulting in a $4M sales qualified opportunity pipeline in first 90 days

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 Tom Troiano
(443) 939-7900
tjtroiano@verizon.net
NYC Metro & MD/DC Area

Professional Experience (Continued):

Senior Enterprise Account Executive

Synygy 6/200911/2012

Won $5.125M in new business in 2012 and $5M in new business in 2011
Won $3M multi-year SaaS Managed Services opportunity with Global enterprise
Won multi-year SaaS software deal at large healthcare provider

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