Bob Sacco

About Bob Sacco

My passion is working in the trenches with sellers and customers. I am a field-level, player coach on quota my entire career. I\'ve seen thousands of deals and know what makes them work and more importantly why they fail. As a result, I can quickly spot failure points and help coach teams on strategies and action plans that work.Decades of learning from ‘Master Sellers’, a career of training and a passion to learn have blessed me with the innate ability to intuitively help sellers and leaders see the gaps and opportunities more clearly.I believe sales leadership and winning come down to 3 things: creating trusted relationships, strategy & planning, and, how you co-create client focused, high-impact, transformative deals.but in the end, disciplined execution separates winners from losers…and is the ultimate competitive edge.As a rainmaker, player-coach, and trusted advisor, I have co-created multifaceted win-win agreements ranging from $Ms -$Bs that drive high client value by deeply understanding client business needs and pain points, leveraging a portfolio of offerings, and aligning with client strategic priorities to deliver committed outcomes.I have a proven track record of sales leadership success:• Lead the growth of IBM’s largest global strategic accounts up to 2X and 3X, including four over $125M and the largest to over $400M.• Led the sales strategy and execution on mega winning deals from $100M to over $1B.• Grew a sales territory by double digit 3 years in succession to over $425M. • As a founding partner of an IBM startup, I helped launch and grow the unit from zero to $220M world-wide.I learned that selling mega-deals is a team sport, coaching and elevating a team’s performance is the ultimate thrill. Learning you can accomplish more by ‘spreading the playing field’ and leveraging your team through trust and communications is liberating and powerful.My expertise is in the finance, and distribution sectors, within that Strategic Account Management, account strategy, planning and governance, c-suite relationships, sales process & methodology, and deal coaching.I leverage a personal library of templates I’ve developed working with top sales professionals that helped me achieve success such as an operating model for large strategic account relationships.My work has focused on helping clients win by creating high-performing go-to-market operating models, improving sales execution capability and seller performance.

Experience

1. Member of the Board of Advisors

   Secro

   Jan 2023 — Present

   Board Advisor, lead on Strategic Partnerships and coach. I redesigned the Sales Process to be discovery led and helped shape a revised go to market model which has resulted in a significant growth in pipeline and helped Secro begin to cross the chasm and close their first contracts both transactional and strategic in nature. My focus is on building strategic partnership with industry leaders.

Education

• Northeastern University

  Bachelor of Science (B.S.)

• Harvard Business School

  Certificate of Client Executive Profession, Client Relationship Management

• University of Virginia School of Law

  Contract Law, Extension Program