Paul Royalty
Raleigh
Summary
Dynamic enterprise sales professional with a proven track record of driving revenue growth and cultivating enduring client relationships. Extensive experience managing high-profile accounts, particularly within the HPE Aruba segment, and adept at engaging with C-suite executives of Fortune 50 companies. Expertise in consultative selling, strategic account management, and negotiation, complemented by a strong technical background from an engineering degree at NCSU. Committed to leveraging skills in a field-based sales role to foster relationships and deliver exceptional results while adapting to evolving market demands.
Overview
9
9
years of professional experience
Work History
Enterprise Account Executive
HPE Aruba
07.2023 - Current
- Enterprise account executive managing top 50 Accounts in NC including several fortune 500. Success in account management driving growth of revenue and working 9 figure plus deals within top strategic accounts. Experience selling with and through C-Suite executives for fortune 50 and fortune 500 accounts. Leading teams chasing 100M+ Opportunities. Average quota attainment of 106 percent since July 2023.
Sales Manager (Americas)
Cohesity Commercial and SaaS
05.2021 - 07.2023
- Managing team of 9 Sellers covering both the Commercial business at Cohesity and also our Data Management as a Service Sales Overlay Group. Team is responsible for SMB closing for Commercial. As a Service group tasked selling to all segments for Cohesity’s newest offerings. Quota Attainment of 125 percent on average for this term.
Account Executive (Central)
Cohesity Software as a Service
02.2021 - 05.2021
- Data Management as a Service Account Executive. I have been responsible and first line of action for all SaaS based Sales motions around Cohesity’s newest product lines. Building out sales strategy, driving Channel alignment, managing Sales cycles for all accounts <$2B Revenue individually and along side field sales resources. Also, I have been responsible for enabling our Field and Engineering resources on how to sell new products.
Account Executive (Central)
Cohesity Commercial
10.2020 - 02.2021
- Closing Sub 100M Revenue Customers within the Central Region. Built out Sales motions, Pricing Strategies, Go To Market, and managing customer accounts. Quota attainment of 122 percent during this period.
Sales Representative (Chicago)
Cohesity Corporate
09.2018 - 10.2020
- Supporting Five Field Teams for Enterprise Chicago Accounts. Major accounts and Enterprise. I provided the whole sales cycle through this role. Including prospecting, First Call Support, Running Demo’s, Pricing, Managing POC’s, and ultimately closing deals. Both quarters 130 percent to goal. Stepped in during heavy attrition period to manage and provide 4.5M in Pipeline for AE teams. Managing deals less than 500K.
Hybrid Account Manager
Lenovo Corporate
10.2017 - 09.2018
- Managing Ohio and Michigan territory for Corporate Mid-Market Team. Cover 150 accounts while handling all inside and outside sales activities. Travel to customers once a month. Managed current customers and was responsible for driving new LOB. 3.7m-4.2m Numbers Quarterly. Grew patch from 60 percent to 140 percent in 3 quarters.
- Development of underperforming territory into consistently attaining Revenue, Profit, and Services targets.
Inside Sales Executive
Lenovo LASR Program
06.2016 - 10.2017
- Lenovo Accelerated Sales Rotational Program: Heavy sales training with rotations through acquisition roles targeting SMB accounts in Indiana and Chicago. Newest rotation covering Retention Large Enterprise customers in Minnesota.
- Manage technology sales for 750+ Small to Medium Business customers in IN, IL, MN. Contacting minimum 50 customers per day.
- Notable acquisition wins from competitors include Indianapolis Colts (Dell), Chicago Cubs (Dell), and American BAR Association (HP) through product roadmapping presentations
- Deliver Baselines of $1.3m and $800K with while hitting growth targets of 33 percent quarterly.
- Reached 143% assigned PC and DataCenter quota for Q4 2016 in Chicago.
Education
Biological and Agricultural Engineering
North Carolina State University
05.2016
Skills
- Full Understanding of Sales cycle both from Channel and Direct methodology Strong presentation skills in front of potential customers and willingness to have tough conversations Technically sound on IT Hardware, Networking, Production and Backups / Non Production workloads
- Strong leadership abilities
- Practical engineering training
- Experienced in executing complex sales strategies for SaaS offerings in the cloud
- Key account management
- New business opportunities
- Strong relationships
Timeline
Enterprise Account Executive
HPE Aruba
07.2023 - Current
Sales Manager (Americas)
Cohesity Commercial and SaaS
05.2021 - 07.2023
Account Executive (Central)
Cohesity Software as a Service
02.2021 - 05.2021
Account Executive (Central)
Cohesity Commercial
10.2020 - 02.2021
Sales Representative (Chicago)
Cohesity Corporate
09.2018 - 10.2020
Hybrid Account Manager
Lenovo Corporate
10.2017 - 09.2018
Inside Sales Executive
Lenovo LASR Program
06.2016 - 10.2017
Biological and Agricultural Engineering
North Carolina State University
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