Bob Gluting
About Bob Gluting
Bob Gluting serves as the Senior Director for North America at Litera, where he emphasizes clear performance expectations for sales teams. With extensive experience in sales leadership and strategy development, he has held various roles at notable companies including IBM and DISCO.
Work at Litera
Bob Gluting serves as the Senior Director for North America at Litera, a position he has held since 2022. In this role, he focuses on developing and executing sales strategies that align with corporate objectives for sales and earnings growth. Gluting is known for setting clear and measurable expectations and standards of performance for the sales staff. His leadership emphasizes building and maintaining relationships with C-Suite executives, which is crucial for driving sales success.
Previous Experience at IBM
Bob Gluting has extensive experience at IBM, where he held multiple roles over several years. He worked as the Enterprise Software Client Leader for 10 months in 2014-2015 and later served as the Cloud & Cognitive Sales Leader for North America from 2016 to 2021. During his time at IBM, he developed expertise in consultative selling and cross-functional leadership, contributing to the company's sales initiatives.
Coaching and Mentoring Expertise
Gluting has a strong background in coaching and mentoring sales teams. His experience includes recruiting, interviewing, and hiring new prospective sales executives. He specializes in the Challenger methodology and MEDDIC sales processes, which are designed to enhance sales performance. His focus on developing sales talent has been a significant aspect of his career.
Educational Background
Bob Gluting studied at Knox College, where he earned a Bachelor of Science (BS) degree in Economics from 1994 to 1998. He also attended Universitat de Barcelona for one year from 1996 to 1997. His educational background provides a solid foundation for his career in sales and management.
Career Progression
Before joining Litera, Gluting held various positions in different organizations. He worked as a Regional Sales Director at DISCO from 2021 to 2022 and as a Financial Advisor at Edward Jones from 2009 to 2012. Additionally, he served as General Manager of Operations at Tribune Company for 11 years from 1998 to 2009. His diverse career path showcases his adaptability and expertise in sales and management.