Tony Silva

Questioner
DISC Type : c

Head of Revenue Operations & Salesforce Practice at R Systems

San Jose, California, United States

Overview

Tony Silva is a data-driven Revenue Operations leader with 15 years of experience helping companies scale their go-to-market strategy. He currently heads Revenue Operations and the Salesforce Practice at R Systems. Colleagues describe him as a relentless problem-solver with a positive, can-do attitude.

Based in the San Francisco Bay Area, Tony is an alumnus of San Francisco State University, where he earned his MBA. He is actively engaged in the local technology community, with a keen interest in the Salesforce ecosystem and events like Dreamforce.

He holds dual certifications as a Salesforce. com Administrator and in Apttus CPQ, showcasing deep expertise in sales technology.

Personality Overview

Price-Sensitive

Value Seeker

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  It is quite likely of them to ask for pricing or other concessions. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Revenue Operations
With 15 years of experience, he specializes in building RevOps functions from the ground up and optimizing systems for measurable growth.
GTM Strategy
He focuses on creating repeatable frameworks that align go-to-market teams, improve forecast accuracy, and drive sales productivity.
Salesforce Ecosystem
As a certified Salesforce Administrator who leads a Salesforce practice and attends Dreamforce, he is deeply invested in the platform.

Media Appearances

Tony Silva - Sr. Director, Head Of Revenue Operations at R Systems. Featured in TheOrg.com

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Work History

5-2020
Head of Revenue Operations & Salesforce Practice at R Systems
11-2017 - 3-2020
Director Global Sales Operations at GlobalLogic
12-2016 - 11-2017
Sr. Sales Operations Manager at CenturyLink
7-2015 - 10-2015
Sales Operation Manager (Consultant/ Contract role) at McKesson
6-2015 - 4-2016
Sr. Sales Operations Manager (Consultant/ Contract role) at PayPal

Education

2011 - 2013
MBA from San Francisco State University
2004 - 2007
Marketing from San Francisco State University

More Information

Social Presence :

Prographics :

Exp : 9 Location : San Jose, California, United States Job Level : Mid-senior Designation : Head of Revenue Operations & Salesforce Practice at R Systems
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Insights For Selling To Tony

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tony is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Tony

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Tony move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Tony take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Tony

Personality Compatibility


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