Brian Whyte

Experience

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  Dell Inc.

  Jan 2004 - Oct 2008

  2x Circle of Excellence winner, 2006 and 2008 (top 1%). 2008 top sales rep, corporate business group. 9 X MVP of the quarter, corporate business group. Focused on acquisition and retention of B2B Fortune 500 accounts.

  • Global Acquisition, Account Manager

    Jan 2006 - Oct 2008

  • Global Business Group, Account Manager

    Jan 2004 - Jan 2006
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  Oracle USA

  Nov 2008 - Aug 2011

  Fusion Middleware, Database, Enterprise Account Manager

  Successfully positioned middleware and database software solutions to Fortune 500 clients spanning multiple verticals.

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  PreludeSys

  Sept 2011 - Jun 2012

  Business Solutions Manager

  Developed a new customer territory in Texas focused on enterprise mobility and custom software solutions.

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  Rockwater Energy Solutions, Inc

  Jun 2012 - Jan 2017

  As Sales Director for Rockwater Energy Solutions, I’ve driven revenue growth strategies and conducted in-depth market analysis to capture wider market share in the Oil & Gas, Water Management sector. I leveraged my expertise in sales operations to optimize team performance and exceed revenue targets.🔷To accelerate performance metrics among 4 sales executives, I implemented a new GTM strategy targeting relationships with corporate engineers, resulting in $10M revenue growth in 12 months, surpassing budget by $8M.🔷I generated $2M in upside revenue within 12 months of a new product launch by defining markets for above-ground storage tanks in the midstream pipeline market that significantly enhanced operational efficiency, cost savings and minimized community impact.🔷As the foundation for a new business unit for water management services, I developed a GTM model utilizing above ground fluids storage technology and the remote-controlled sonar depth mapping boat.🔷To protect market share, I led the development of Rockwater's water transfer strategy, prioritizing water source volume confirmation for the Oil & Gas segment, increasing win rate to 80% from less than 30% boosting annual revenue to $12M+.🔷Addressing the challenge of flat sales, I transitioned from the IT industry to lead the South Texas, Oil & Gas services division revenue growth initiative. Within three months, I was promoted to Sales Manager and expanded our team by adding a fourth account executive and became Sales Director in 3 years.🔷Facing the challenge of integrating a newly acquired water recycling business with untested technology, I led the first project success with a $1.1M water recycling pilot. I developed a GTM strategy demonstrating substantial customer savings through water treatment instead of disposal and reacquisition, organizing cross-functional teams including third parties to deliver a turnkey solution. Show less

  • Sales Director, Water Management, Southern Region

    Feb 2013 - Jan 2017

  • Regional Sales Manager, Flowback & Well Testing

    Jun 2012 - Feb 2013
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  Republic Services

  Feb 2017 - now

  VICE PRESIDENT | SALES MANAGER

  As VP and Sales Manager for Republic Services, Environmental Solutions division, I've driven strategic growth in the upstream Oil & Gas sector, navigating multiple acquisitions and market challenges while consistently delivering exceptional results across Texas.🔷Within 24 months, I led the sales team to increase revenue by $63M, from $12M to $75M, opening two E&P landfills and expanding services including the addition of 9 AE’s to form a 22 person sales team. I led the development of a GTM strategy for E&P landfills, rental services and created a $1.2M/month upside revenue trucking network.🔷To address an expanding market value proposition, I developed the sales training guide and playbook for Sprint Energy that became the template for all Oil & Gas services and GTM strategies through subsequent acquisitions, resulting in accelerated new hire onboarding success, improved customer retention and revenue generation.🔷In response to resource challenges in the upstream Oil & Gas market, I positioned US Ecology as a transportation services aggregator, increasing top-line revenue by $18M and operating income by $3.6M in 2022.🔷Focusing on revenue growth, I drove the expansion of Republic's wastewater treatment business into New Mexico, generating $300K MRR at 55% margins and exceeding expectations to become the highest-volume facility in just three months.🔷Leading our Oil & Gas sales team, I navigated through three company acquisitions in five years, maintaining 100% retention of our 22-person team through initial M&As and keeping five of six Account Executives in South Texas during the final Republic Services acquisition.🔷 To ensure customer retention, I led the negotiation of 100+ customer master service agreements through three company name changes, achieving a 95% success rate. I then leveraged this experience to train our sales team on expediting high volumes of contracts that significantly expanded our customer revenue base. Show less