P AUL COBB III
p co bb1900@ gm ail.c o m
Houston, TX
Cell: (832) 407-4414
SUMMAR Y
V ersatile
and
experienced
Marketing,
Sales
and
Business
Development
Executive
with
great
results
in
landing
new
business
and
expanding
existing
relationships
in
various
industries
to
exceed
company
goals.
Expert
abilities
in
working
with
stakeholders
to
produce
customized
marketing
for
disparate
divisions,
business
lines
and
tar get
markets.
Experienced
digital
marketer
equal
parts
analytical
and
creative
thinker
with
a
passion
for
disruptive
technologies,
data,
and
storytelling.
Great
expertise
in
direct
and
indirect
selling
activities,
and
in
optimizing
relationships
with
internal
and
external
partners.
Recognized
skills
in
building
high
p
erformance
sales
and
marketing
teams.
Demonstrated
expertise
in
solution/value
selling.
Expertise
in
driving
results
in
startups
as
well
as
Fortune
500
companies.
Domestic
and
International
experience,
with
a
deep
rolodex
including
C-suite.
Business
leader
with
twenty
years
of
diverse
experience
in
management,
marketing,
sales,
field
marketing,
strategy
and
operations.
Strong
consulting
skills
and
expertise
with
C-level
executives.
Reputation
as
bottom-line,
results-oriented
leader
skilled
in
building
startup
divisions,
market
penetration,
acquisition
integration.
Proven
keen
business
sense,
superb
negotiation
skills
and
commitment
to
developing
and
leading
high-performance teams.
PROFESSIONAL EXPERIENCE
VIST A BUSINESS STRA TEGIES
2008 to pr esent
Founder , CMO, COO, VP Sales
?
Lead
all
marketing
activities
and
development
and
delivery
of
a
fully
integrated
marketing
strategy
for
clients.
Oversee
the
implementation
of
the
marketing
strategy
and
budget
—
including
campaigns,
events,
digital
marketing,
social
media,
and
PR.
T rack,
manage
and
report
on ROAS/ROMS.
?
Negotiate, contract and handle ongoing creative for
TV , print ad and digital campaigns in media
outlets (national, regional and local).
?
Manage outside agencies to set goals and tar geting
correctly in paid search and paid social
?
Review market share sales data to appropriately focus
and optimize digital marketing spend.
?
Develop
and
execute
strategic
sales
plans
based
on
company
goals
to
promote
sales
growth
and
b
rand
recognition.
Business
and
market
development,
channel
partner
management,
management
of
market
research,
strategic
direction
for
promotion
and
advertising,
sales
growth
and customer satisfaction.
?
W ith client engagements, create and execute digital
and traditional marketing strategies to
create web content, improve SEO, optimize pay per
click (PPC), improve web traf fic, create
case studies, track and improve CPLs, CTRs, implement
end to end marketing and sales
processes and improve marketing ROI.
?
Lead
sales
and
marketing
ef forts
for
clients
wanting
to
break
into
new
verticals
(O&G,
etc.).
Currently
act
as
Chief
Sales
Of ficer
and
Chief
Operations
Of ficer
for
two
startups.
Responsible
for
sales
management,
customer
research,
cold
calling
and
discovery ,
to
uncover
and
convert
qualified
opportunities
into
new
business.
Landed
endorsements
of
national
associations
to
drive revenue.
P aul C obb
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p co bb1900@ gm ail. c o m
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?
Lead
strategic
consulting
company
focused
on
underserved
markets
in
services,
ener gy,
IT
and
renewables.
Improve
operations,
optimize
marketing
and
increase
sales
opportunities
for
clients. Lead sales and marketing ef forts.
?
Act
as
fractional
CMO
and
COO
for
small
companies,
implementing
sales
process,
marketing
leadership
and
operations
leadership.
Led
development
of
“Named”
accounts
structure,
service
levels
and
customer
satisfaction
measurement
systems.
Implemented
Salesforce
and
led
PPC,
SEO
and
digital
strategies.
Developed
digital
transformation
go
to
market
model,
sales
collateral, white papers, case studies and web content.
?
Lead
proposal
process,
RFP
responses,
account
implementations,
account
reviews
and
strategies
to
break
into
new
companies
or
expand
“share
of
wallet”.
Led
ef forts
to
create
“preference” for companies, to become trusted advisor
?
Developed
investor
materials
and
provided
strategic
guidance
for
IT
startups
in
the
cybersecurity
space,
and
the
light
freight
industry .
Played
a
key
role
in
discussions
with
potential
investors,
including
delivering
presentations
to
groups.
Developed
key
channel
partners (CP A firms, consulting firms, etc.), resulting
in 90%+ YoY growth.
?
Developed
and
implemented
the
business
plan
for
a
client
to
penetrate
the
industrial
sector ,
for
pipeline
renewal,
integrity
management
and
asset
reliability ,
resulting
in
60%
CAGR
for
3
years.
?
Developed and implemented sales processes and led
sales groups and marketing areas.
?
Developed investor presentations and materials for
clients looking for $200M+ in debt
financing. Developed investor presentations for acquisition
tar gets with revenues $100M+/yr .
?
Developed a commercial process for a renewables client
to monetize of ferings and create new
ones to address new markets.
?
Created tools and plans, executed strategies for clients
to go after addressable markets of
>$1,000MM and create revenue run rates of >$250MM/yr .
?
Developed companies’ strategic plans, business plans,
marketing plans and budgets.
?
Directed marketing, project management, business development,
business leadership,
marketing management, vertical marketing and operations
management.
?
Enable
companies
to
gain
confidence
through
clarity ,
managing
high
impact
initiatives
around
business
strategy ,
sales
operations,
sales
performance,
marketing,
operations
and
supply
chain
management.
?
Created vertical (industry) solutions and capabilities
around ener gy, renewables, high tech and
other sectors.
?
Created whitepapers, independent research on geo-political,
economic, business trends and
strategic topics (some on LinkedIn and in various
publications). Publish forecasts and
outlooks. Drove research into plans and actions.
ICIS
2018 -2021
Energy Market Development
?
Lead
sales
and
marketing
ef forts
to
break
into
new
subsegments
(O&G,
Power ,
etc.)
and
land
new
business.
Piloted
social
advertising
segmentation
strategy
driving
positive
lift
at
>
300%
ROAS.
?
Designed and executed digital marketing strategies
to track and optimize web traf fic sources,
SEO, cost per lead (CPL), click thru rates (CTR),
returning visitors (for lead nurturing),
conversion rates and lead conversion rates. Improved
digital ROI (as measured campaign to
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deal close) by 19%. Monitor and manage ROAS > 2:1.
?
Manage
existing
portfolio
of
existing
clients
with
a
strong
focus
on
revenue
growth
and
expand
“share
of
wallet”
by
executing
a
strategic
approach
to
retain
existing
revenue
and
generate
new
business through the sale of additional products and
services.
?
Proven track record at managing, retaining and growing
revenue while being accountable and
responsible for sales results.
?
Play a crucial role in creating and executing valuable
webinars and forums, esp. during the
pandemic.
?
Established strong, long-term customer relationships
and cultivated new business opportunities.
?
Maintain relationships with key decision makers/C-suite.
?
Maintain high volume and high quality customer engagement
through phone, email, social
media and onsite visits (until the pandemic).
?
Collaborate with all business functions locally and
globally to drive initiatives and results.
WILLIAMS KHERKHER LA W FIRM
2013 – 2016
VP Business Development/Marketing Dir ector (CMO)
?
Led
all
business
development
(sales)
and
marketing
ef forts.
Developed
and
executed
channel
strategies
to
develop
joint
venture
partner
relationships.
Developed
direct
sales
which
significantly
lowered
acquisition
cost.
Staf f
development
and
creation
of
an
inside
sales
call
center . Agency management. A/B Testing on TV, print,
online ads, PPC, etc.
?
Led creation of customized marketing plans for dif fering
internal groups and practice areas.
?
Developed
an
ef fective
marketing
and
practice
development
function
that
includes
higher -end
market
intelligence,
strategic
planning,
client
service
initiatives,
sophisticated
proposal
support,
CRM,
and
internal
and
external
marketing
communications.
P&L
management
with
a
budget
of
$5MM. Leader of business development firm-wide with
a focus on commercial litigation.
?
SEO,
PPC
and
digital
strategy
development
and
management.
Optimized
spend
and
increased
new
business.
ROAS
of
>
4:1
for
many
marketing
campaigns.
Stopped
campaigns
when
<
2:1
ROAS.
?
Developed
advertising
(TV ,
radio,
print)
and
managed
campaigns.
Lowered
case
acquisition
costs
by
40%.
Managed
call
center .
Managed
sales
operations.
Reduced
turnover
and
improved
employee satisfaction. Reduced SG&A as a percentage
of revenue.
?
Advise
partners
on
a
broad
range
of
marketing
and
business
development
strategies
designed
to
ensure
that
the
firm’ s
business
base
grew ,
and
the
firm
maintained
a
solid
reputation
in
the
marketplace.
?
Developed
firm
wide
and
practice-specific
marketing
strategies
and
priorities
that
include
metrics
to
define
success
and
capitalize
on
the
firm’ s
value
propositions
to
build
client
relationships; built support throughout the Firm for
these initiatives.
?
Ensure
the
marketing
and
business
development
activities
of
practice
groups
are
integrated,
coordinated,
and
leveraged
to
take
advantage
of
the
breadth
of
expertise
across
the
firm.
Combined sales, marketing and operations for the Firm.
?
Led the redesign of the Firm’ s web site, including
rebranding initiatives.
?
Led the marketing ef forts to support the growth of
commercial litigation and unique value
proposition. Gained more than 500 clients.
?
Led Call Center and developed new selling capabilities,
increasing capture rates.
?
Enabled strong revenue growth in the commercial litigation
sector , year-over-year gains of
more than 45%.
P aul C obb
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?
Led development of forums and symposiums to show thought leadership.
DELOITTE 2010 – 2013 Gulf Coast Marketing Leader/VP
Sales (SMB)
?
W orked
with
leaders
to
go
after
the
SMB
market,
with
tar geting,
marketing,
social
and
direct
sales.
Enabled
strong
year -over -year
revenue
growth
for
Region,
esp.
in
SMB
growth
and
Oil
&
Gas.
Led
all
lar ge
of fices
in
growth.
ROAS
>
3:1
for
regional
campaigns.
Internal
marketing
management and agency management.
?
W orked in partnership with regional leadership and
provided strategic marketing, tar geting and
leadership expertise for specific industries, geographies,
for all services lines and of ferings.
?
Led development and execution of CFO Forum, Houston
T echnology Forum and other events
geared toward C-suite and Board of Directors. Lead
business development ef forts across
functions and verticals.
?
Played a key role developing the Houston CFO Forum
into the lar gest in the country , and
maintain contacts with those executives, some of whom
are now CEOs.
?
Served
as
a
trusted
marketing
and
business
development
advisor
to
firm
leadership.
Led
proposal
development
and
RFP
responses.
W orked
with
partners
to
determine
national
accounts
as Platinum, Gold, Silver and Growth Enterprise Named.
?
Developed strategic marketing plan and initiatives
to support business plan and financial goal
attainment.
?
Played a vital role in development and execution of
strategies to address the SMB market, YoY
gains of more than 32% for segment.
FUELQUEST
2007 – 2008
VP Sales/Dir ector, Sales Operations and Strategic
Marketing
?
Lead
on
gaining
new
business,
with
direct
sales
and
sales
leadership.
Developed
go
to
market
(GTM)
plans
that
enabled
ef fective
execution
and
landing
high
profile
customers
and
experience
24%
Y oY
growth.
Played
a
key
role
in
a
startup
company
having
a
record
year
for
license
revenue
($21MM)
and
profitability ,
with
more
than
$30MM
in
bookings.
Led
development of SaaS model, transitioning from license
focus. Managed P&L of $3MM.
?
Developed sales operations enabling software company
in the ener gy sector. Hiring and
management of marketing, sales execs and pre-sales
personnel. Created sales model and
process. Exceeded quota by 45%. Led call center creation
and management.
?
Led the “Named Account” process. With CEO and EVP ,
led account strategy formation and
conducted account reviews. Led QBRs.
?
Manage sales process from pre-qualification through
proposal to contract finalization.
Responsible for client service and client satisfaction.
Improved forecast accuracy by 72%.
?
Developed innovative pricing models that broadened
the available market by $50MM.
?
Implemented marketing, bidding, pricing and sales
strategies resulting in win ratio percentages
increasing by 85%.
?
Implemented integrated demand generation (“demand
gen”) strategies that increased the sales
pipeline by more than 70% in six months. Implemented
Salesforce and Eloqua.
?
Responsible for CEO presentations and articles in
trade publications, directed company
presentation to Board and investors.
HEWLETT -PACKARD / COMP AQ
2000 – 2007
VP Sales/Manager/Dir ector, Business Planning and Strategy
?
Managed
P&L
and
budget
for
NA
Handheld
product
line.
Marketing
P&L
of
P aul C obb
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$5MM.Responsible
for
sales
and
marketing,
as
well
as
channel
sales
management.
Made
product
line
profitable,
while
managing
OEM
partner
(China),
driving
revenue
of
more
than
$100M/yr .
and
managing
advertising
and
marketing
budget
of
more
than
$4MM.
Set
quotas
and
exceeded by 25%. Channel sales increased by 34%. Agency
management.
?
Member
of
Integration
T eam
for
HP
and
Compaq.
Integrated
mer ged
companies
in
the
Americas,
increased
productivity ,
reduced
costs
and
improved
marketing
ef forts
to
enhance
competitive
edge
in
growing
markets,
business
segments
and
geographies.
Have
expertise
to
develop this into a consulting of fering.
?
Led
major
change
and
reor ganization
ef forts
with
emphasis
on
initiative/project
management,
which
resulted
in
operations
capable
of
supporting
$35B
in
revenue,
while
reducing
order
cycle
time
(OCT)
by
15%,
increasing
quote
rates
from
20%
to
85%,
improve
promotion
revenue
by
30% and cross selling in tar geted accounts by 35%.
?
Directed
ROI
and
deployment
model
for
inside
sales
for
corporate/enterprise
segments,
which
enabled
inside-sales
quota
to
increase
15%
and
inside
sales
to
increase
20%,
adding
more
than
6% to bottom line for product lines GM.
?
Developed
program
and
managed
outsource
partner
for
operations
segment
which
reduced
operational
costs
by
$10M/yr .,
unit
costs
and
depreciation
by
$35M/yr .
T otal
costs
reduced
20%.
EDUCA TION / PROFESSIONAL DEVELOPMENT
MBA, University of Houston, GP A: 3.6
Graduate (MA) Economics coursework.
B.S. Economics, University of Houston
B.S. Political Science, University of Houston
Completed 209 days of professional development (list
available)
P aul C obb
e m ail:
p co bb1900@ gm ail. c o m
c e ll: + 1 8 32-4 07-4 414