ROBERT CALABRESE

Drove significant business growth by embedding MEDDPICC rigor, achieving a 17% YoY revenue increase, reducing customer churn by 28%, and improving Net Revenue Retention (NRR) from 87% to 104%.

Designed and executed a full-funnel Go-to-Market (GTM) strategy that expanded market adoption across financial services and other highly regulated industries.

Launched and scaled a global partner enablement program, fostering joint innovation and aligning strategic technology partnerships with product roadmap evolution.

Led cross-functional account teams, including Solutions Architects and Product Management, to develop long-term account strategies and deliver transformational outcomes for global financial services clients.

Orchestrated executive Quarterly Business Reviews (QBRs) and internal stakeholder Monthly Business Reviews (MBRs) to ensure strategic alignment with top-tier partners and key customers.

Exceeded annual quota by 116%, closing $1.9M in revenue in 2022 and earning President's Club recognition; achieved top-performer honors in Q1 2023 by booking $1.2M (66% of annual target) in a single quarter.

Acted as a trusted strategic advisor to CIOs, CISOs, and business unit stakeholders, guiding complex account planning and fostering internal influence efforts.

Negotiated multi-year, enterprise-wide agreements, integrating NDR solutions into clients' broader digital transformation and cloud migration initiatives.

Led account mapping and stakeholder alignment initiatives, driving quarterly review cadences that surfaced upsell and cross-sell opportunities across distributed teams.

Delivered a 4.5x pipeline increase and secured $1M in bookings by strategically aligning technology solutions with client compliance and risk management goals.

Activated comprehensive stakeholder engagement plans and formal Quarterly Business Review (QBR) cadences, integrating partner-delivered messaging with Imperva's security roadmap.

Collaborated cross-functionally with Marketing, Channel, and Product teams to successfully relaunch the brand in key regions, leading to the formation of a new dedicated SLED team across multiple U.S. territories.

Generated $4.8M in pipeline within nine months and closed $2M in Annual Recurring Revenue (ARR), onboarding 10 new enterprise clients and earning President's Club honors.

Successfully displaced entrenched competitors through value-based positioning, establishing a strong foothold in a greenfield territory.

Executed comprehensive stakeholder mapping and coordinated multi-touch engagement strategies across procurement, security, and risk functions.

Orchestrated internal and partner teams to align on customer sourcing strategies, legal negotiations, and deployment frameworks, accelerating deal closure and streamlining adoption.

Closed $1.9M in Annual Recurring Revenue (ARR) and successfully uncovered hidden cross-sell potential through strategic executive alignment and long-term roadmap planning.

Led strategic, multi-threaded sales efforts, effectively targeting and engaging senior technology decision-makers, including CISOs, CTOs, and CIOs within Fortune 500 accounts.

Co-developed scalable solution roadmaps with key partners like KPMG, Accenture, IBM, and AT&T, driving long-term growth initiatives.

Facilitated robust internal collaboration across product, sales, and channel teams to support co-innovation initiatives and influence overall partner strategy.

Consistently ranked as a top-performing sales executive, achieving 110% to 150% of quota between 2015 and 2017, and reaching 56% of annual quota in Q1 2018.

Acquired 55 new enterprise accounts and increased average deal size by 38% by strategically aligning product functionality with key customer goals.

Maintained 90% forecast accuracy through disciplined pipeline governance and structured sales cadences, ensuring reliable revenue forecasting.

Led comprehensive account expansion initiatives through proactive stakeholder management, Quarterly Business Review (QBR) planning, and post-sale enablement.