​Execution
&

Leadership

Sales, Client & Account Development, 
Project Management, Negotiation & Deal Structuring​

Robert C. Mallia                                                    
Box 1267, Bellmore, NY 11710  •  (516) 382-4261   •  rcmallia@gmail.com  •    www.linkedin.com/in/robertmallia

Professional Summary

Talented executive-level director of sales and business management with more than 20 years of experience in the fields of consultative, value-added sales, strategic planning and business development across myriad industries. Accomplished & highly motivated Senior Software Sales & Sales Management Professional with extensive, solution-based selling expertise in Enterprise Software (including SaaS) to C-Level executives from Fortune 500 through Global 2000 organizations.

Possess a unique and proven track record of success in relationship building, both in corporate and entrepreneurial environments. Able to build business by proper planning, effective networking and verified sales & marketing strategy. Highly effective manager and trusted advisor to clients and partners. Hybrid thinker that can provide logical out-of-the-box strategic thinking, creative brainstorming and innovative approaches to sales and business teams.

Employment History

Polecat – New York, NY, London, UK
Business Development Manager, 2016 to Present

• Consultative sales & business development for cutting-edge SaaS Risk Intelligence company.
• Highly intellectual, complex sale of risk intelligence solutions into Global 2000 organizations across Energy, Finance/Banking and Life Sciences/Healthcare industries.
• Extensive experience in enterprise data insights and analytics in risk and market intelligence and consumer behavior and insights - across Global 2000 organizations; experience conducting business with senior executives worldwide.
• Infiltrate the world’s largest organizations at the senior level, primarily in the areas of operations, finance, supply chain, corporate communications and investor relations.
• Hands-on strategic alliance management with all of the big 4 global advisory and audit firms; personally held responsibility as Global KPMG Account Director - open new international markets with joint go-to-market plans; develop & implement global commercial account strategy.
• Extensive experience in enterprise data insights and analytics in risk and market intelligence and consumer behavior and insights - across Global 2000 organizations.

ecogren – New York, NY
Principal, 2014 to 2016

• Consultative sales & business development for environmentally focused consulting services start-up
• Develop and maintain relationships at CXO & senior levels; infiltrate client and partner organizations
• Create & present complex, project based solutions to difficult, technical and logistical requirements; overcome obstacles to provide customized solutions

bzonn, LLC – Merrick, NY
Owner, 2000 to 2014

• Enterprise sales for a prestigious, boutique-like provider of front and back office enterprise software products and consulting services – specifically Microsoft Dynamics NAV, and related applications.
• Plan, direct and manage sales & marketing activities to reflect customer trends, market fluctuations, and changes in technology, products and business practices – consistently exceed quota each year
• Support global responsibilities pertaining to relationship management at the executive level
• Sell into verticals including wholesale distribution, manufacturing, fashion, jewelry, retail, nonprofit, government and other specific verticals.
• Manage customer & partner relationships; serve as trusted advisor to develop vision, innovation and industry expertise; establish relationships proactively and grow trust with internal and external influencers
• Manage extensive, detailed long term pipeline; work with presales to present world class solutions to named clients such as Steinway & Sons, Harry Winston Jewels & others who relied solely on bzonn for all support of critical systems (ERP, CRM, Manufacturing, BI & Reporting)
• Provide executive level advisory services to corporate partners (e.g.: 2010 to 2011 - VP of Strategic Partnerships for a $1B Vietnam based provider of software development & services)
• Focus on account expansion; establish and articulate innovations and growth opportunities for every client, collaborating with cross-functional groups and building strategic relationships with client team
• Plan and execute strategy for net new and add-on business to generate revenue – achieved 100% client retention rate
• Create, negotiate and manage professional services agreements
• Global responsibility for all project engagements including staffing and vendor management

FPT USA Corp. – New York, NY, San Mateo, CA
Vice President, Strategic Partnerships 2009 to 2011

• Provide executive level sales and advisory services for a $2B Vietnam based provider of software development & services to Global 2000 organizations.
• Define and implement the strategic direction for organizational business development and partnership initiatives.
• Lead a team, to develop and deliver innovative business development efforts and strategic alliances.
• Develop key B2B and account management performance metrics that consistently measure the effectiveness and efficiency of client and partner development campaigns.
• Implement consultative approach to develop full stack solutions that meet an organizations strategic requirements for critical system development and on-going support.
• Develop the business case and budgetary justification for new programs and initiatives.Build an innovative team with broad capabilities in sales, customer success and remote, global account management.
  

Zuma Technologies, LLC – Merrick, NY, Los Angeles, CA
Owner 1999 to 2002

• Enterprise Sales of front and back office software and implementation consulting services – specifically Sage MAS 90/200, and related applications
• Build profitable, long-term relationships with mid-market SMB clients
• Provide project management and post sale implementation planning & support
• Execute & manage creative and elaborate sales & marketing strategy to develop effective pipeline of new & up-sell opportunities to generate revenue
• Overcome complex business challenges, leverage human capital and motivate teams for performance & growth

DOAR Communications – Lynbrook, NY
Director, Strategic Projects, 2000 to 2002

• Manage and implement complex, relationship-focused, enterprise wide CRM application (ONYX) including evaluation, selection, specification, training, data parsing, go-live and support
• Respond to RFP’s for large scale, state-wide and national projects

Business Solution Partners – Great Neck, NY
Sales Executive, 1998 to 2000

• Enterprise Sales of front and back office software and implementation consulting services – specifically Microsoft Dynamics GP, and related applications
• Define client specifications and develop and present complex business cases
• Identify client objectives, define value drivers and quantify to close net new business

Societe Generale – New York, NY
Account Manager, 1996 to 1998

• Establish firm as indispensible business partner and trusted advisor
• Achieve account penetration, retention, growth and profitability goals

Skills

Sales – Strategy, Planning & Deployment · Business Development · Sales Force Automation · Forecasting Global Process Design & Implementation · Solution Proposal Development · Quoting, Deal Structuring, Contract Development & Negotiation · Lead Development & Management · Pipeline Creation · Relationship Development Account Management · Channel Partner Development & Management · Marketing · Sales Training · Business Networking

General – Leadership · Trouble Shooting & Problem Solving · Entrepreneurial Posture · Data Analytics Change Management · Human Capital Management · Talent Acquisition, Team Development & Mentoring Purchasing · Vendor Management · Executive Advisory & Decision Support · Financial & Legal Transactions Investor, Analyst & Board Relations · Business Operations · Software Evaluation, Project Specification & Documentation Business Process Definition & Re-engineering · Public Speaking · Event & Meeting Planning · Trade Show Planning & Operations · Seminar Development

Education

Bachelor of Business Administration
Hofstra University, Hempstead, NY 1994

Certifications

Microsoft Partner, Dynamics NAV
Sage Partner, MAS 90/200
SEC & NASD, Series 7 & 63 Licenses (expired)

U.S. citizen (native) and EU citizen (Malta) and hold a valid passport for both