Robert Tobin is an executive software strategist and account executive with over 15 years of experience in enterprise software sales. He has a track record of successfully closing multi-million dollar deals, including SoftwareAG's two largest deals in North America totaling $17.5 million. His expertise includes developing sales strategies, negotiating complex contracts, and establishing relationships with C-level and senior executives.

1. Robert Tobin
Executive Software Strategist / Account Executive
176 Grovenor Dr. · Schaumburg, IL · 312 235 6819 · bob@tobinshome.com
Software Enterprise sales leader skilled in developing and expanding million-dollar opportunities by
understanding the Customer’s current and long term business needs, thereby allowing enterprises to successfully
expand their footprint while creating operational value.
CORE STRENGTHS
SALES BENCHMARKS
• Led negotiations to close two of SoftwareAG’s largest North American deals in 2014
o Verizon - $8.4M - net new Licenses and a 3 year Technical Support extension
($6.2M License / $2.2M Technical Support)
o American Family - $9.1M - net new Licenses and a 6 year Technical Support extension
($5.2M License / $3.9M Technical Support)
• Invigorated “maintenance only” account and gained access to Senior Level Supply Chain Personnel in AT&T by
converting a term license into a perpetual license ($1.2M). Originating opportunity led to an adjunct Mainframe
integration opportunity (pending).
• Brought Barclay Capital’s environment current with entitlements while “seeding” the account with new
technology ($3.15M - $3M Licenses / 150k Technical Support)
• Established relationships with incoming C-Level and Senior Management of newly divested entities to ensure
processing rights were in place during transitional period as well as solidified SoftwareAG’s footprint within the
new environments
o Dean Foods / Whitewave - ( $1.5M)
o Ashland / Solenis – ($680k)
o Motorola / General Instruments (ARRIS) - ($523k)
• Successfully retired Quota in spite of Recession period
• Presidents Club Attendee
· SoftwareAG · Micro Focus · Borland
SALES CAREER NARRATIVE
45 year old enterprise software company with over 10,000 enterprise customers in over 70 countries. Core Cloud
enabled products focus on Business Process Analytics / Management, Business/ Process Intelligence, Big Data,
Integration, Mainframe Database Management
Spearheaded strategic and/or complex enterprise sales opportunities for SoftwareAG across the Central Territory, with
a focus of growing qualified opportunities through incremental licenses or complimentary SoftwareAG products while
accelerating opportunities. Beginning in 2015, role was expanded to include all of North American Territory.
• Practiced Challenger Sales methodology, bringing new insight to the customer while mapping SoftwareAG’s
unique values back to customer’s needs.
• Led complex million dollar campaigns into notable accounts such as Foremost/Farmers, United Healthcare, John
Deere, Xerox, Best Buy, etc.
• Recognized as cross functional team leader and subject matter expert in the field of contracts and licensing.
• Created and managed forecast data and sales activities via SalesForce
• Led discussions and negotiations with C-Level and Senior Level personnel
0%
25%
50%
75%
100%
125%
150%
2011 2012 2013
($13.9M)
2014
($19.7M)
2015 YTD
($6.3M)
Quota Retirement
ENTERPRISE SALES · SOFTWARE SALES STRATEGIST · IT
Business Retention and Expansion Strategies, License Revenue Growth, Deal Qualification, Sales Account
Management, Complex Enterprise Contract & Commercial Term Negotiation, Product License Subject Matter
Expertise, Trusted Advisor, C-Level and Senior Level Communications
SoftwareAG 2010-2015

2. Robert Tobin
Executive Software Strategist / Account Executive
176 Grovenor Dr. · Schaumburg, IL · 312 235 6819 · bob@tobinshome.com
40 year old software and consultancy services company for clients updating legacy systems to modern platforms. Best
know for COBOL, Application Lifecycle Management, Mainframe Modernization, CORBA, & Application Server
Drove Borland’s newly formed License Management Service, which ensured customer’s environment was consistent
with the license deployment. Later took on incremental Account Management responsibility within Borland’s
Deployment Products Group.
• Prospected and developed opportunities within Fortune 500 companies such as CA, Fujitsu, GE Medical, Nortel
and BMC.
• Communicated value of Micro Focus / Borland solutions via White Papers, Presentations, White Boards, or
coordinating demos with the assistance of the Solution Engineer group.
• Practiced high degree of diplomacy while negotiating compliance settlement agreements with a strong emphasis
on “go-forward” solutions, fortifying the status of the relationship
0%
50%
100%
150%
200%
250%
2005
$1.97M
2006
$2.6M
2007
$2.1M
2008
$2.25M
2009
$4.12M
Quota Retirement
EARLY CAREER
Former AT&T Technologies. Telecommunications equipment manufacturer with roots in the old Bell System.
Acquired by Alcatel in 2006.
Global Relationship Manager for five Suppliers deemed by Lucent as Strategic.
• Negotiated Multi-Million dollars contracts with Partners which resulted in savings that allowed Lucent
to sell competitively during a difficult market.
• Overall Margin contributions from savings: $42M
• Restructured and extended $22.2M in contract commitments
Education
REFERENCES
Micro Focus 2005-2010
(fka Borland)
Lucent Technologies 1998-2005
Bachelor of Science, Law Enforcement Administration, Western Illinois University 1993
Anwar Parvez Senior Director & Chief Architect SoftwareAG
Michael Scarpato Senior Vice President, Global Asset Management Allen Systems Group
Butch Cavello Vice President Operations and Services Best Buy
Bill Conroy Board Member The CARA Program
Former President / CEO Initiate Systems