Edward Gorbis

Amazon Web Services (AWS)

Helping SaaS, FinTech, eCommerce, and Healthcare companies scale in the cloud

SMB Sales

500 Global

I advise entrepreneurs in The 500 Startups ecosystem.

Mentor

Jobandtalent

• Hired and built the US sales and account management team (25) to deliver our SaaS solution
• Closed $400M ARR in organic and inorganic revenue through strategic growth (110% attainment each quarter)
• Responsible for M&A integration, bridging sales and customer delivery efforts

VP, US Sales & Account Management

WeWork

• Partnered with 10-15 cross-functional partners to develop an implementation strategy and identify new business opportunities with the sales and professional services teams 
• Lead international sales, account management, and customer success team (15) and strategy with SoftBank to expand crossfunctional relationships with all 200+ SoftBank portfolio companies globally
• Managed the global SoftBank account, closing $52M in total contract value and
growing the business to 14 locations

Senior Director, Enterprise Account Management & Business Development

• Lead pre-sales activities by working with technical delivery teams (product designers and architects) to ensure the scope of work and budgets were accurately defined with clients
• Built the West Enterprise AM team (SF, LA, and Austin), hiring and training 25 Enterprise AM’s
• Grew the account management team revenue generation quarter over quarter for 1.5 years ($25M ARR each quarter & 110% retention rate)
• Lead Quarterly Business Reviews within 400+ large enterprise clients to identify opportunities for growth (generated upsell pipeline of $75M each quarter)

Director, Enterprise Account Management

Greeneum Network

• Greeneum is a decentralized cryptocurrency built on the Ethereum ERC20 protocol
• Developed partnership models and integration plans for third-party renewable developers, utilities, and smart energy innovation organizations
• Spoke at crypto and Fintech conferences to educate the market and drive adoption

Co-Founder, Head of Sales & Account Management

FirstFuel Software

• Developed plan with Salesforce to add FirstFuel as a trusted partner, lead Rest API development, and trained Salesforce teams on how to sell FirstFuel Software to utility partners
• Responded and wrote RFP responses for 8 utilities, totaling $55M ARR
• Lead a team of 3 Enterprise Account Managers with 18 accounts (300% portfolio growth)

Manager, Enterprise Account Management

Pacific Gas and Electric Company

• Scaled the data center EE program where I improved program enrollment by 50% in 12 months by launching the first localized campaign strategy and building deeper relationships with data center operators
• Partnered with Salesforce to help implement PG&E's CRM for energy efficiency customer relationship management

Senior Program Manager

Gas Transmission Systems

• Managed RFP process with multiple utilities to ensure GTS won bids with clients (6 contracts valued at $120M)

Engineering Consultant

I am an enterprise growth leader, engineer, and startup advisor.

I pivoted from Civil Engineering to Sales Leadership and have built multiple Enterprise Account Management and Customer Success teams for hyper-growth SaaS and marketplace startups. I have led various teams of 25-50 people that generated more than $500MM in revenue over the last 15 years.

In my spare time, I love to educate curious Bitcoin newbies on the fundamentals of blockchain. I believe Bitcoin is the most important innovation of my lifetime and am on a mission to onboard the next 100,000 users.

My mission is to be the Swiss-Army Knife to your business:

My portfolio:

→ I advise early-stage companies on how to strategically scale their sales team
→ I am a 2X Enterprise Sales leader for hyper-growth companies
→ I've built 2 digital products 
→ I have a 1:1 coaching business

Outside of work, I love to spend time with my wife, travel, hike, podcast, read, cook, drink kombucha, listen to music, and tinker with new ideas.

PS: Ask me about how I ensured SoftBank backstops WeWork back in 2019.

SMB Growth

CM.com

Charged with overall scaling of our CPaaS and SaaS business in Canada, the United States and Mexico.  Entrusted to not only grow our revenue line but develop our team within Sales, Marketing and Operations.

Director, North America

• Recruited and entrusted to architect and spearhead the Indirect Sales distribution model, encompassing clients for the North American company expansion in 2021.
• Our solutions set of CPaaS, Mobile Marketing & Service Cloud, and Electronic Signature help drive conversational commerce and in turn, increased revenues.

Strategic Partnerships Manager- North America

Mitten Healthy Vending

• Took initiative to launch and oversee all operations of Mitten Heathy Vending (provision of healthy snack and beverage vending units) including financial budgeting, sourcing inventory and scaling. Proactively liaised and negotiated with potential stakeholders, successfully garnering 25 leads and landing locations within the Hotel and Lodging industry, Athletic facilities and Multi-Tenant commercial properties.

Founder

Windstream

• Tasked with recruiting, coaching and managing a field sales team of 8 external professional sales representatives across  21 months, tenaciously sold company’s robust product portfolio (including SMB Fiber based internet, voice/data/internet solutions, SDWAN, Office Suite (Mitel UC), Managed WiFi and Digital Signage) in the Incumbent Local Exchange Markets, increasing sales productivity by 225% in 2020 over 2019. 
• Promptly promoted from Manager to Field Sales Director within six months of tenure with expanded territory responsibility into New York state.

Director of Field Sales Kinetic Business

Zailab

• Maintained and forged genuine, sustainable relationships shortly after Zailab’s partnership with Intelisys, collaborated closely with 6 Intelisys Channel Managers.
• Charged with recruiting resellers with the Zailab Contact Center as a Service (CCaaS) platform in a thirteen-state territory footprint, proficiently demonstrated the platform via 50 web presentations and public speaking engagements daily, generating 20 new leads within 2 months.

Channel Director- Northeast US

Everstream Solutions

• Directed proactive responsibility over 11 associates to sell fiber optic lit and dark solutions to 450+ enterprise businesses and wholesale carrier clients. Concurrently, facilitated weekly meetings linking Outside/Inside plant operations and Service Delivery to ensure lockstep strategy with Sales/Marketing for 2 years. 
• Responsible for retaining and growing a 1.1M monthly recurring revenue base, adeptly administered big-ticket, multi-year deal negotiations valued at $1.2ML+, resulting in a positive contribution to the valuation and story of the company leading up to its sale to AMP Capital (earned share exit upon sale). 
• Successfully reduced waterfall of uncontracted accounts from 72% to 12% within first six months, rigorously converted circa X existing Cloud customers to IAAS models with local Managed Services Providers, finishing 2017 at full quota of $45K monthly recurring revenue. Additionally, established the Everstream Partner program in 2017.
• Tenaciously recruited and hired a full staff team of 7 members within 2 months of tenure (5 of 7 attended President’s Club in 2017 due to high performance), subsequently onboarding another 4 sales professionals to expedite performance efficiency.

Regional Sales Manager

• Responsible for retaining and growing an 11M base of monthly recurring revenue through optimizing the partner and customer experience. Personally led negotiations on 15 key enterprise contract upsells and renewals (including Oakland County Government fiber maintenance and colocation expansion) resulting in $1.2 M in new contract revenue across X months.
• Specifically selected by Senior Channel leadership to lead a multi-state team of 9 dynamic individuals, pinpointed key operational deficits within sales process and implemented projects that streamlined speed of sales-cycle, finishing 2016 with 101% Total Billed Revenue objectives.

Regional Director of Channel Account Management Platinum/Gold Partners

• Oversaw $6M+ monthly recurring base of customers sold by the Direct and Indirect sales channels. Persistently identified opportunities for further market expansion and developed three strategies for new revenue streams, finishing at 104% Total Billed Revenue objectives and contributing to 93% of all total new sales revenue in Michigan in 2015.
• Chiefly trained, coached and developed 11 highly competent Account Management Professionals, intentionally adopted a collaborative leadership style in tandem with spearheading sales operations, exponentially improving Employee Engagement survey scoring favorably in all controllable aspects from 2014 to 2015.

Regional Director of Account Management- Michigan Markets

• As a core agent in guiding all aspects of new business development and branch operations, supervised 3 regional directors in Detroit, Flint and Grand Rapids, MI (representing $28 million in annual contract value, for the 4th largest telecom provider in the US), finishing at 102% YTD in new revenue sales against a monthly goal of $39,000 and achieved 105% of goal against a yearly target of $480,000 in 2011.
• Held direct and indirect accountability for Sales, Engineering, Service Delivery, Windstream Hosted Solutions (Tierpoint), Account Development, Facilities and Project Management, conscientiously reopened and staffed initiatives to open four new markets in Grand Rapids, Lansing, Jackson and Traverse City, securing further revenue growth during tenure. 
• Pinpointed 50+ potential strategic relationships, alliances, and partnerships, in addition to handling big-ticket, multi-year deal negotiations amounting $1.4M and crafted compelling proposals, widening existing sales channels to pave the way for significant business expansion. 
• Recognised problems with employee attrition in a high-stress environment. Introduced a plan that improved retention by 35% and maintained less than 5% employee churn by setting up a series of comprehensive training sessions that were adopted by the six-state Great Lakes Region, since 2010.

Senior Regional Director- Michigan

• Built and self-established a cohesive and dynamic sales team of up to 10 top-performing sales reps, punctiliously designed, structured, and instituted a wide array of training resources, consistently meeting, and exceeding assigned monthly sales quotas, eventually yielding an approximate $1.8M+ turnover as of FY2011.
• Entrusted with indirect oversight over Account Management, Service Delivery and Engineering functions for the Detroit Branch. Offered hands-on leadership in influencing the budgeting process, along with P&L execution and incentive programs, successfully driving ideas that facilitated X project initiatives.
• Recognized possibility for further sales growth and innovation, efficiently spearheaded the launch of IP Simple Bundling, generating $2 million in Allworx hardware sold as Top Sales Branch between 2008-2010.
• Mentored and coached 5 direct reports to higher internal positions, including 3 to Director-level, continuously ensured dedication to company culture and positive workplace morale, attaining lowest employee churn rate out of 87 branches across tenure.
• Having established an extensive history of major sales accolades and business acumen, chosen as 1 of 3 Regional Directors companywide, to participate as the Sales Voice on the Compensation Committee in 2008.

Regional Director

• Initially hired as an Account Executive with McLeod USA, swiftly promoted to Market Director in 2001 due to outstanding leadership qualities and sales performance, achieving 178% of new revenue goal within first nine months.
• Amidst 2 corporate bankruptcy restructurings, consistently ranked among Top Three Branches in YTD results between 2001-2009 and earning six-time “Chairman’s Club” trip winner for maximum sales volume. 
• Selected in 2004 to assist in developing the “Star Quality Certification” program that standardized X skill sets metrics for sales performance, providing data-backed insights to redirect company resources to most optimized and relevant skill sets, enabling overall business strategy to thrive. 
• Identified X potential pitfalls for fundamental brand misalignment within company culture. Researched, developed, and engrained a brand identity that transformed the sales culture from transactional to enterprise focus. Accordingly, adapted relationship building strategy and overall company policies, expanding average monthly customer deal by over 600% throughout 2003-2009.

Market Director

We Build Character

• As a valued Advisory Board Member of a NFP organization focused on growing and strengthening the Michigan workforce through powerful executive mentoring programs, skillfully recommended solution-oriented, innovative proposals, resulting in approval and implementation of four key suggestions company-wide across 2 years.

 www.webuildcharacter.org

Advisory Board Member

Serv-Tech Business Systems

• As Co-founder of start-up Point-of-Sale/Cash Register business, hired 10 new staff for the company team, successfully generating $1.6M in gross revenue for 1999 and $2M+ in 2000 with up to 37% profit margins.
• Supervised all processes of the business, gaining hands-on skills in logo sales, target marketing, vendor relations, general accounting, service delivery, HR, and customer service. Keenly noted opportunities for improvement, drafted and finalized all sales department functions from scratch, realizing an increase in customers by X% across X months.
• Shrewdly guided the acquisition and integration of Pontiac Cash Register through debt for equity swap, increasing production level and minimizing costs by X% in 2000.

Director Of Sales And Business Development

Verizon Business

• Primarily built, trained, motivated, and directed a team of 9 sales reps in all aspects of cold calling, lead qualification, client presentations, account acquisition, contract negotiations and portfolio growth, winning numerous trip awards for outstanding sales performance of up to 200% above quota goals. Moreover, ranked among top 3 sales executives nationally within first 5 months of employment. 
• Promoted through increasing levels of impact and influence, proudly mentored and advanced 3 top performers to District Sales Manager and Assistant District Sales Manager positions. Concurrently assisted branch in achieving a ranking of 4th place out of 37 markets – behind New York, Chicago and Newport Beach.

District Sales Manager

Dramatically improving brand growth and customer experience via the mobile device📱| Scaling North America 🚀 | Chatbot 🤖| Business messaging channels | SaaS| Father of 8 | Entrepreneur | Pizza snob extraordinaire 🍕

My team helps educate brand leaders on all stages of growth and realize the revenue-impacting benefits of reaching their ideal customers in the messaging channels of their choice and on their terms.  
We call it conversational commerce and if your brand doesn't have a strategy, you need one.  And I know a guy 👆🏻.

💥Marketing: 
Email marketing open rates hover around 5% (If you're 🍀.)  Imagine having the Customer Data Profile which allows you to know your consumer, what they might buy next based on their prior behavior, and sending them product suggestions based via an Instagram messenger chat because you know that is where they prefer.  

💥Transact/Convert:
Imagine your marketing engine now re-targeting your ideal customer.  Having them select a product/service and double-click on Apple Pay.  

💥Customer Experience:
Data shows that brands will need to provide an incredible customer experience on the mobile device or lose those brands that do.  Chatbots and live chat can dramatically improve your CX while repurposing agent costs.  Happy budget.  

Whether your business is ready now or just curious, consulting with a conversational commerce expert at CM.com can help!  Our team is ready to serve.

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Edward Gorbis

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