Rob Wald

Summary

CYBERSECURITY PRE-SALES LEADER ★ EVANGELIST ★ ORGANIZATIONAL TRANSFORMATION ★ Phone: 919.412.7371 ★ Email: rob.wald@virginia.edu ORGANIZATIONAL DEVELOPMENT & CHANGE MANAGEMENT: Lack of organizational expertise prevented implementation of strategy. Interviewed subject matter experts, reviewed product documentation, synthesized critical knowledge, discovered growth opportunities, revamped training and coached colleagues. Secured $5M in revenue over an 18-month period. PROCESS IMPROVEMENT & PERFORMANCE OPTIMIZATION: Rapid growth exposed limitations of customer onboarding process. Solicited client input, assessed and benchmarked existing processes against best practices, identified gaps, developed and championed solutions, secured executive approval, educated key stakeholders. Cut escalations by 50%, grew referral rate by 25%; saved $2M in 12 months. STRATEGIC PLANNING, MARKETING & SALES ENABLEMENT: Insufficient customer knowledge restricted adoption of innovative service. Performed market research, analyzed trends, segmented customers by needs, re-defined strategic targeting and positioning, authored white paper, bolstered communications, and mentored sales staff. Increased sales pipeline from $2M to $10M within 6 months. LEADERSHIP, PROJECT & PROGRAM MANAGEMENT: Weak program management placed critical contracts at risk. Surveyed key stakeholders, assessed existing work environment, pinpointed inefficiencies, improved communication, enhanced project governance, empowered team members and scaled project efforts. Delivered 100% requirements on time; retained $25M in at-risk contracts. CUSTOMER SERVICE & ACCOUNT MANAGEMENT: Passive and ineffective tactics led to frequent account attrition. Performed customer analysis, discovered threats to customer loss, researched solutions, implemented best practices, championed cross-functional collaboration and facilitated staff training. Improved retention rates by 20% in 9 months; saved $2M in at-risk clients.