Summary
Overview
Work History
Education
Skills
Websites
Languages
Awards
Timeline
Generic

Robert A. McVicar

Toronto

Summary

Award-winning Sales Leader with extensive experience in Managed Services and Professional Services technology sector. Proven track record in building high-performing teams, achieving sales targets, and driving revenue growth. Skilled in CRM tools, including SalesForce and the MS office software products Highly proficient in the full sales cycle sales - from prospecting to closing and delivery. Strong background in technology and infrastructure leads to easy transition to industrial components and building materials. Excels in strategic planning, team leadership, and detailed execution, ready to bring a wealth of experience and a fresh perspective to a new team.

Qualified Sales Manager/Director with proven track record in leading teams and driving operational efficiency. Demonstrated ability to implement strategic initiatives that enhance productivity and foster growth. Known for utilizing strong leadership and communication skills to facilitate team collaboration, sales funnel management with Sales force and other CRM tools and achieve organizational goals.

Versatile Senior Manager specializing in network technology, security solution, software/SaaS, managed services and professional services and skilled at planning, implementing and overseeing key improvements to drive business growth and efficiency. History of cultivating an open culture with free exchange of information. Pursuing new professional challenges with a growth-oriented company.

Overview

27
27
years of professional experience

Work History

Senior Manager Network Solutions - Bell Business Markets

Bell Canada
01.2022 - Current
  • Led large multi-function team covering Ontario and Western Canada to delivery complex network solutions that generated outright hardware sales and critical higher margin Managed Services and Professional Services.
  • Managed a multi-role team including 7 Network Solutions Specialists, 3 Network Solutions Architects and 4 Contractors.
  • Led team interactions with critical Bell technology partners- Cisco and Meraki, HPE Aruba, Fortinet, Juniper and Arista.
  • Worked to secure and stabilize team that previously had performance and flight issues.
  • Implemented cadence structure that team could follow and dramatically improved funnel input and quality leveraging SalesForce CRM tool.
  • In 2024, team lead to drive new technical sales certification initiative for team.
  • As of November 2024, personally completed the most technical sales certifications on the combined teams. Completed 14 Technical Sales Certifications including - 7 Cisco, 2 Meraki, 1 Fortinet, 1 HPE/Aruba, 1 Arista, 2 Cradlepoint and 1 Techrategy courses.
  • 2024 team sales exceeding annual target - 109% of year-to-date target.
  • 2023 team sales exceeded annual target - achieved 105% of target.

Client Executive - Bell Business Markets

Bell Canada
01.2005 - 01.2022
  • OPS/BPS accounts covered include - City of Toronto, large Ontario school boards including: Toronto District School Board, Toronto Catholic District School Board, YRDSB, TVDSB, PDSB.
  • Mentor/Bell Buddy for new AE's joining sales team - worked with them on Bell product and Bell internal processes.
  • Led internal sales meetings for OPS Top 100 account team to cover funnel management for revenue base of +$130M.
  • Developed relationships with finance primes and experience dealing with sales funnels and sales calls.
  • Helped with some additional interim internal Director responsibilities for Education and Municipal team after Director let go - lead team sales meetings and generated monthly/quarterly team forecast calls. 2006 Education and Municipal team - $112M sales and eight account consultants.
  • Emerged as Team lead in CRM tools including SalesForce and Bell's GoSee CRM for Funnel opportunity management.
  • Played a key role in Zscaler initiative - currently stepping up to fill lead on Education side for 2022.
  • Long term VOR's - Acted as a liaison between partners, internal and external customers, to secure deal registrations, and position Bell to be successful in securing VOR's through RFPs resulting in $40M in new revenue - example multiple TDSB Cisco VOR's.
  • Sales results capped out on Bookings in 2021 and IS targets - over 200% - Achieved 119% in overall Revenue.
  • Sales Lead on contracts for 800 WAN circuits and sold upgrade migrations for an additional 200 WAN circuits.
  • Won Multiple Cisco VOR awards through RFP - combined value over $30M - Toronto District School Board, Peel District School Board, City of Toronto.
  • Won large UC deals at Toronto District School Board, and City of Toronto for over 25,000 handsets covering 750 locations.
  • 3rd in the Bell Sales Certification program in 2012, also placed 4th in achieving Advanced Level in 14 solution areas.
  • Played senior role in large RFP and contract win with City of Toronto and Agencies for a multi-bundle complex solution that included unified communication, voice services, WAN services and infrastructure cabling - combined value for over $100M.

Business Development / Academic Territory Management

Maplesoft
01.2004 - 01.2005
  • Senior sales role responsible for sales, marketing and business development for testing and assessment solution. New market development - North American higher education marketplace - testing and assessment and distance learning solutions.
  • Initiated business development discussions with IBM, Apple and The College Board for testing and assessment and bundled student edition sales.

Director of Sales

Sigma Software Solutions/E-wares Inc.
01.2002 - 01.2003
  • Senior leader of 7 direct reports - developers and project managers while with E-wares. LDS Affinity and Telco Billing and CIM solution - major carriers and large customer base organizations.
  • Sales lead for winning response to Content Management Software RFP from the Ontario Ministry of Transportation.
  • Explored and identified strategic software partners in the Telco/Cableco Carrier OSS sector.
  • Executed strategic alliance agreement with TeleGea Inc.

Director of Sales and Business Development

Bioscrypt Inc.
01.2000 - 01.2001
  • Sales and business development for North America and Europe, with the prime focus on opening new market opportunities for Biometric Fingerprint Authentication technology. Initial penetration into the OEM Wireless device marketplace, cell phones PDA's, two-way pagers and handheld computers.
  • Opened up over 15 NDA discussions with major technology companies in the following sectors: processor manufacturers, PDA and 2-way paging manufacturers, peripheral device - including - Nokia, Motorola, Research in Motion (RIM) and Texas Instrument.
  • Initiated strategic development discussions with two major wireless peripheral device manufacturers.
  • Contracted by major Canadian Financial Services company to develop prototype for initial market testing of Biometrics in consumer financial services market.
  • Speaker on wireless security at various conferences on behalf of Bioscrypt.

Regional Director/ National Director Business Development

Ericsson Canada
01.1998 - 01.2000
  • Company Overview: Ericsson Professional Services
  • Accountable for establishing go-to-market strategy for wireless solutions that were derived from global Ericsson products/applications and partner products/applications for the Canadian market. Regional Director role focused on P&L responsibility for Toronto branch and management responsibilities for the Sales, Professional Service and Delivery teams. Ericsson's Toronto Branch was largest in terms of revenue and employees.
  • Direct Management of 22 staff - 6 Sales Reps and 16 Technical consultants and Project Managers.
  • Strategic technology evaluation for Ericsson wireless hardware and software products for Canadian market - Ericsson Mobile EPay platform for Carrier and Financial customers and Wireless Data modules for Wireless meter reading for Utility companies.
  • Sales lead on a phase two E-commerce project for Canada's largest (daily orders and daily dollar value) E-Commerce site - Project included major Integration into other back-office systems.
  • Ericsson Professional Services

Education

Bachelor of Arts -

University of Toronto - Victoria College

Skills

  • Business Development Leadership
  • Team Performance
  • Go To Market Strategy
  • Forecasting & Planning
  • Cross-functional collaboration
  • Cross-functional team leadership
  • Employee development
  • Customer relationship management
  • Onboarding and orientation

Languages

English
Full Professional

Awards

  • Bell President's Club
  • Bell VP Sales Award
  • Bell Unity Award
  • Bell Presidents Club
  • Bell High Achiever

Timeline

Senior Manager Network Solutions - Bell Business Markets

Bell Canada
01.2022 - Current

Client Executive - Bell Business Markets

Bell Canada
01.2005 - 01.2022

Business Development / Academic Territory Management

Maplesoft
01.2004 - 01.2005

Director of Sales

Sigma Software Solutions/E-wares Inc.
01.2002 - 01.2003

Director of Sales and Business Development

Bioscrypt Inc.
01.2000 - 01.2001

Regional Director/ National Director Business Development

Ericsson Canada
01.1998 - 01.2000

Bachelor of Arts -

University of Toronto - Victoria College

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Robert A. McVicar