Pat Walsh

510-710-6300 pattwalsh@gmail.com Oakland, CA

https://www.linkedin.com/in/pattwalsh

CONSULTATIVE SALES | ENTERPRISE SALES | SaaS

Customer-focused Sales leader with more than 10 years delivering 401k and other SaaS-based benefit
solutions to small business owners and their centers of influence. A builder of trusted client relationships in
the SMB, outsourcing, and enterprise SaaS channels, I have exceeded sales goals and contributed to
winning teams for both Fortune 500 companies and small start-ups. My diverse skill set as a producer,
mentor and product leader makes me a versatile addition to growing organizations.

AREAS OF EXPERTISE

Sales | Business Development SaaS Strategic Relationships
B2B | SMB Team Leadership Salesforce
Financial Services Complex Sales Cycles Integration | Outsourcing
Key Accounts Product Marketing | Strategy Sales Operations

EXPERIENCE

Vice President Business Development, U.S. Bank 2013-2014

Drove distribution efforts and developed growth strategy for a newly acquired product line. Forged new
strategic alliances with providers from across the retirement industry while increasing revenue from
existing partners.
Increased year-over-year product revenue by 1500%.
Closed 2 new distribution partnerships with National service providers.
Collaborated across Bank channels to create new asset gathering solution and gain wallet
share. Successful rollout in 5 regional offices.
Leveraged market intelligence and extensive network to guide product direction, pricing
and marketing efforts. Simplified messaging resulted in increased product adoption.

Vice President of Sales, Charles Schwab & Co., Inc. 2008-2013

Promoted Schwabs enterprise record-keeping solution (SaaS) and suite of institutional services to
prospects and existing clients. B2B sales focused on capturing SMB accounts through collaboration with
intermediaries and other centers of influence.
Sold Schwabs suite of tools and investments through small business owners, independent
service providers and wealth managers across the Western US.
Exceeded quota of $400 million in 2008, 2009, 2010, 2011 and was awarded Schwab
Chairmans Club in 2010.
Revitalized Schwabs enterprise record-keeping platform (SaaS). Refined value proposition
and sales targets resulting in 7 new platform licenses 2009-2012, a 600% increase.
Responsible for pricing, proposal generation, and RFP process management in direct sales to
large employers, money managers and other investment consultants.
Provided consulting and market insight to benefit providers on best practices and marketing
strategy while reinforcing Schwabs value ad.
Collaborated with the product and marketing teams on pricing strategy and platform
enhancements.

Vice President National Sales, BenefitStreet, Inc. 2002-2008

Managed team of 5 salespeople for a rapidly growing, web-based employee benefits provider (SaaS).
Led firms Investment Advisory Vertical and helped grow customer asset base from $30 million to $2.5
billion. Contributed to distribution strategy, marketing initiatives, and product development.
One of two original salespeople. Top individual producer with over $500 million in asset sales
with an additional $100k of licensing revenue. Awarded an early promotion to Vice President
after 2 years.
Recruited, hired and mentored sales team. As a player/coach managed team to quarterly
goals of 80 proposals and $40 million in closed business.
Led integration efforts with key alliances including Charles Schwab, Fidelity, and TD
Ameritrade. Partnerships resulted in increased lead flow, pricing leverage and expanded
product offering.
Developed and managed the business development strategy for numerous partnerships with
top-tier advisor networks, and investment companies.
Oversaw SalesLogix CRM implementation to better leverage customer and prospect
information. Coordinated with consultants, sales force and executive team to customize
tracking and reporting needs.
Served as the technical liaison and product manager for the National Sales Team.

MIS Team Manager, Banc of America Securities 2001-2002
Managed a team of 4 analysts that supported groups operational reporting. Teams data mining and
analysis enabled management to monitor and ensure efficient clearance and settlement of day-to-day
operations.

Business Consultant, Access Data Corporation 2000-2001
Teamed with financial services clients to deliver business process analysis, design and system integration
support during the installation of complex systems.

Manager - Capital Markets Finance, Barclays Global Investors 1994-2000
Managed a three-person team responsible for business-unit revenue, expense accruals, financial
analysis, management and client reporting, and settlements. Also functioned as primary liaison and
project manager between business users and technical resources on group process analysis and re-
engineering efforts.

EDUCATION & LICENSING

University of Notre Dame, Bachelor of Business Administration, 1993
Accounting Major
Computer Applications 2
nd
Major

Center for Fiduciary Studies, University of Pittsburgh, Joseph Katz School of Business Accredited
Investment Fiduciary , 2008
Financial Industry Regulatory Authority (FINRA), Series 7 and 63 licensed