Anthony Tamborini
Swampscott
Summary
Dynamic Director of Inside Sales with proven track record in driving revenue growth and team development. Possess strong leadership skills, able to cultivate high-performing teams that consistently exceed sales targets. Skilled in leveraging data analytics to optimize sales strategies and improve customer engagement. Previous roles involve successful implementation of innovative sales techniques resulting in increased market share.
Overview
34
34
years of professional experience
Work History
Director of Sales and Business Development
EBI Consulting
Burlington
02.2020 - Current
- Directed Field Sales, Inside Sales, and BDR teams, coaching and managing 8 Account Executives (6 Senior, 2 Junior) and 6-8 BDRs:
- Exceeded $35M in Field Sales revenue annually.
- Exceeded $10M in Inside/BDR generated revenue.
- EBI Consulting provides environmental risk, sustainability, engineering and health and safety compliance management services to Commercial Real Estate Investors, Lenders, Operators and Developers
Director, Talent Acquisition & Inside Sales
EBI Consulting
Burlington
06.2018 - 02.2020
- Established the company’s first Inside Sales Team in its 30+ year history, achieving substantial revenue growth:
- Exceeded $1.2MM in revenue within the first four quarters of the program.
- Drove annual bookings to $2.7M in year two and over $5M in year three.
- Hired, trained, mentored and coached my successor for the Director of Talent Acquisition position.
- EBI Consulting provides environmental risk, sustainability, engineering and health and safety compliance management services to Commercial Real Estate Investors, Lenders, Operators and Developers
Manager, Talent Acquisition
EBI Consulting
Burlington
06.2015 - 05.2018
- Responsible for leading the strategic planning of comprehensive recruitment strategies for multiple Business Units and Service Groups on a national level
- Led the National Talent Acquisition team and all daily activities
- Developed, oversaw and redefined the recruiting process and function
- Partnered with Sr. Executive Teams on workforce planning and overall recruitment process improvement and recruitment function development
- Established and maintained strategic relationships with Practice Directors and Senior Management, partnering with Business leaders to align the Talent Acquisition process with the needs of the business by understanding Work in Progress, Backlog, Forecasted Revenue, Opportunity Pipeline and upside Sales opportunities
- EBI Consulting provides environmental risk, sustainability, engineering and health and safety compliance management services to Commercial Real Estate Investors, Lenders, Operators and Developers
- Created and implemented a Talent Acquisition Process Improvement Plan and Methodology
- Project Lead for Salesforce.com and FinancialForce ATS Implementation
- Reduced outside agency spend from $250,000+ in 2015 to zero in 2016
- Built, managed and maintained a successful College and University Relationship program
- Established a formalized the internship program in 2015
Director of Recruitment
EBI Consulting
Burlington
01.2014 - 01.2015
- Responsible for providing full life cycle recruitment services on a national basis working with EBI’s Real Estate, Telecommunications and Retail Business Units
- Worked closely with Senior Executive Teams as well as Program and Project Management to create, develop and implement a delivery strategy that is aligned with the sales pipeline and with the needs of both our internal and external clients
- Re-defined, mapped and implemented multiple recruitment processes from candidate identification through to on-boarding; from requisition approval through to posting and sourcing strategies both inbound and outbound
- Developed, authored and implemented a Recruitment Process Improvement strategy and plan
- Developed standardized Position Requisition approval templates and workflows
- Managed a revolving requisition pipeline of 40+ open positions with personal responsibility for 25+
- EBI Consulting provides environmental risk, sustainability, engineering and health and safety compliance management services to Commercial Real Estate Investors, Lenders, Operators and Developers
Recruiter
High Performance Sales
Wakefield
01.2008 - 01.2014
- Worked primarily with Tech Organizations and SaaS Start-Ups as an extension of their internal recruitment departments focusing primarily on Sr. Account Executive, Inside Sales and Sales Operations as well as some internal IT positions.
- Provided full life cycle recruitment services from sourcing, pre-screening, vetting, guidance through the interview process, offers, salary and compensation negotiations, through to on-boarding.
- High Performance Sales is a boutique staffing and placement organization focused on providing top performing Sales, Sales Leadership and Business Development resources primarily in the SaaS space
Senior Business Development Manager
Dextrys (formerly Darwin Partners)
Wakefield
01.2008 - 12.2008
- Lead the Network Infrastructure Practice acting as the delivery manager as well as primary Sales Manager for EMC.
- As a preferred member of their partner network, I provided supplemental SAN and NAS resources to EMC for various end clients across multiple industries.
- Dextrys is a global provider of Software Engineering and Application Services
Senior Business Development Manager
Dextrys (formerly Darwin Partners)
Wakefield
01.2007 - 12.2008
- Responsible for the sales and delivery of IT Consulting Services both onshore and offshore to clients in the Healthcare industry.
- Primarily responsible for two major accounts, McKesson and GE Healthcare, focusing on product development as well as providing supplemental field services support exclusively for PACS (Picture Archiving and Communication System) implementations, upgrades, training and post implementation support to GE and McKesson’s end clients.
- Solely responsible for achieving “Approved Vendor” status with McKesson for offshore development projects on what was a closed vendor list.
- Dextrys is a global provider of Software Engineering and Application Services
Senior Business Development Manager – Oracle Technology Sales
Corporate Technologies
Burlington
01.2006 - 12.2007
- Directly responsible for all license sales and delivery of Oracle technology solutions as well as Oracle related professional services.
- Managed the relationship between the CTI sales team and Oracle Sales and Channel Partner teams while developing Oracle opportunities in both new and existing accounts.
- Responsible for working with the Oracle Channel Management team and their VAD, Agilysys, in order to achieve an Oracle sales quota of $4MM as well as overseeing joint marketing campaigns funded by Oracle and the VAD.
- Corporate Technologies provides consulting services, project staffing, and systems integration to clients seeking continual transformation and optimization of their IT and Data infrastructures.
Super Geo Account Executive
Oracle Corporation
Burlington
01.2005 - 12.2006
- The Super Geo role was one that was newly created for FY '05, focusing exclusively on the SMB market.
- Integrated with a Business Development Team, consisting of two indirect reports as well as an Internet Response Team I focused on driving revenue in various industry verticals targeting Oracle's install base as well as new customers.
- Worked closely with various channel sales partners to include VARs such as CDW and Dell, as well as VAD's such as Avnet, along with hardware vendors including Dell, HP and Sun.
- Also focused with Oracle partners and ISVs on Embedded Software Licensing growth.
- 100%+ quota achievement on a $5M quota.
- Oracle is an enterprise IT company with a specialty in database management systems
Regional Sales Manager - NY Metro
Oracle Corporation
Burlington
01.2004 - 12.2005
- Responsible for six direct reports, numerous indirect reports and an $8.5 MM direct sales quota.
- Focused on accounts such as Viacom, McGraw Hill, Thomson, Scholastic, MLB.com, Cendant, Avon, Revlon, NY Times, PWC, Standard and Poor’s and Barnes and Noble to name a few.
- Exceeded budget in three consecutive quarters in a territory that had not achieved budget in 10 consecutive quarters.
- Oracle is an enterprise IT company with a specialty in database management systems
Account Manager
Oracle Corporation
Burlington
01.2002 - 12.2004
- Responsible for account development and sales of Oracle Technology Solutions to a Named Account base comprised of corporations with annual revenues in excess of $500MM in the state of Florida.
- 200%+ of quota FY '03 and FY '04.
- Oracle Club Excellence FY'03 and FY’04.
- Southeast Region MVP, Q1 FY '04.
- Top revenue production, team Southeast Q4 FY '03 and Q1 FY '04.
- Oracle is an enterprise IT company with a specialty in database management systems
Senior Associate, Integration and Web Services Practice
Darwin Partners
Wakefield
01.2001 - 12.2002
- Provided solutions to Fortune 1000 clients in the areas of Enterprise, Portal, Integration and Web Services focused on technologies such as SeeBeyond, WebMethods, Tibco, Vitria, MQ Series, .NET, C#, XML, SOAP, etc.
- Additionally, the practice had a secondary focus around Content and Knowledge Management working with Filenet and Documentum.
- Responsible for establishing and maintaining relationships with Principal Consultants, Practice Resources and SME's as well as working with Practice Partners in pre-opportunities, developing and delivering solutions, closing business and post-sales support capacities.
- Consistently exceeded monthly, quarterly and annual revenue quotas/goals.
- $10M+ producer.
- President's Club Member FY '01.
- Mentor of the Year FY '01.
- Darwin Partners is a global provider of Product Engineering and Application Development Services
Associate, Integration and Web Services Practice
Darwin Partners
Wakefield
01.2000 - 12.2001
- Responsible for the sourcing, placement and maintenance of Senior Consultants and “Best in Class” resources such as Architects, Systems and Business Analysts, and Design Implementation consultants in the areas of Object Oriented and other related application development technologies including Java/J2EE.
- Project successes included SIEMENS, MSDW Online, GE Power Systems, Kaiser Permanente, Williams Energy, AEG, Millennium Pharmaceuticals, Wyeth Ayerst Pharmaceuticals and Bank of America.
- Exceeded FY ’00 quota by more than 480%.
- Rookie of the Year for 2000.
- 2000 President’s Club Member (represented $1MM+ GP).
- Charter Member of Darwin’s Mentor Program.
- Formal Sales Training in the Sandler Sales Methodology.
- Darwin Partners is a global provider of Product Engineering and Application Development Services
Sales Executive
Marriott Vacation Club International
Boston
01.1997 - 12.1999
- Responsible for the sale and ongoing customer service of Marriot Vacation ownership via equity interests/fractional ownership in Marriott’s Custom House in Boston as well as a variety of other properties worldwide.
- $5M+ Producer.
- Sales Executive of the Period, Period 2 FY ‘99.
- Marriott Vacation Club is the premier timeshare brand of Marriott Vacations Worldwide Corporation, the world's leading pure-play public timeshare company
Package Sales Team Leader
Marriott Vacation Club International
Woburn
01.1996 - 12.1997
- Built, trained and led a team of BDRs from the ground up for Marriott’s newly opened call center in Woburn, MA.
- Accountable for 50+ direct reports and managed the day-to-day operations of the Northeast Region call center for MVCI.
- Marriott Vacation Club is the premier timeshare brand of Marriott Vacations Worldwide Corporation, the world's leading pure-play public timeshare company
Team Leader
EBSCO Information Services (formerly EBSCO Publishing)
Ipswich
01.1995 - 12.1996
- Directly responsible for 15 Inside Sales reps as well as ongoing and new-hire training.
- EBSCO Publishing's core business is providing online access to various databases via EBSCOhost to libraries
Account Executive
EBSCO Information Services (formerly EBSCO Publishing)
Ipswich
01.1992 - 12.1996
- Responsible for sales and account management of CD-ROM, tape and online databases to public, university, school and corporate libraries for reference, medical and educational applications.
- Set company’s all-time sales record in FY ‘95.
- Top Sales Executive for two consecutive years.
- Exceeded 200% of quota in FY ’93, 300% in FY ’94 and 400% in FY ‘95.
- EBSCO Publishing's core business is providing online access to various databases via EBSCOhost to libraries
Skills
- Sales Process Strategy
- Strategic planning
- Revenue generation
- Team leadership
- Sales forecasting
- Customer relationship management
- Market research
- Lead generation
- Project management
- Negotiation skills
- Effective communication
- Adaptability to change
- Critical thinking
- Sales coaching
- Territory management
- Pipeline management
- Sales staff training
- Sales process optimization
- Market Knowledge
- Account acquisition
- Market share growth
- Product branding
- Exceptional negotiation skills
- Competitor research
- Customer relationship building
- Recruitment
- Motivational skills
- Business planning
- Business forecasting
- Sales team leadership
- Partnership development
- Account Planning
- Mentorship
- Thought Leadership
- Quota Management
- Territory Development
- Forecasting
- Pipeline Management
- Sales Leadership
- Strategic Planning
- Ongoing Learning
- Compensation Plan Optimization
- Sales Campaign Development
- Sales Campaign Managment
- Creative GTM Strategies
- Salesforce
- Power BI
- Sales development
- Cross-functional collaboration
- Cross-selling strategies
- Sales tracking
- Competitive intelligence gathering
- Sales strategy development
- Revenue forecasting
- Budget development
- Client support
- Profit management
- Market trend analysis
- Analytical problem solver
- Product knowledge
- Communication skills
- Systems and software expertise
- Consultative selling techniques
- New product launch
- Brand-building strategies
- Review of contracts
- Attention to detail
- Relationship building
- Problem-solving
References
Available upon request
Timeline
Director of Sales and Business Development
EBI Consulting
02.2020 - Current
Director, Talent Acquisition & Inside Sales
EBI Consulting
06.2018 - 02.2020
Manager, Talent Acquisition
EBI Consulting
06.2015 - 05.2018
Director of Recruitment
EBI Consulting
01.2014 - 01.2015
Recruiter
High Performance Sales
01.2008 - 01.2014
Senior Business Development Manager
Dextrys (formerly Darwin Partners)
01.2008 - 12.2008
Senior Business Development Manager
Dextrys (formerly Darwin Partners)
01.2007 - 12.2008
Senior Business Development Manager – Oracle Technology Sales
Corporate Technologies
01.2006 - 12.2007
Super Geo Account Executive
Oracle Corporation
01.2005 - 12.2006
Regional Sales Manager - NY Metro
Oracle Corporation
01.2004 - 12.2005
Account Manager
Oracle Corporation
01.2002 - 12.2004
Senior Associate, Integration and Web Services Practice
Darwin Partners
01.2001 - 12.2002
Associate, Integration and Web Services Practice
Darwin Partners
01.2000 - 12.2001
Sales Executive
Marriott Vacation Club International
01.1997 - 12.1999
Package Sales Team Leader
Marriott Vacation Club International
01.1996 - 12.1997
Team Leader
EBSCO Information Services (formerly EBSCO Publishing)
01.1995 - 12.1996
Account Executive
EBSCO Information Services (formerly EBSCO Publishing)
01.1992 - 12.1996