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Click here or scroll down to respond to this candidateCandidate's Name EMAIL AVAILABLE PHONE NUMBER AVAILABLELINKEDIN LINK AVAILABLESenior Sales DirectorExperienced professional with proven success in startup and existing software and information security technology business environments. Strong ability to develop and implement integrated strategies that promote brand recognition and enhance revenues. Extensive background in building and leading teams that meet and exceed designated sales goals and objectives. Highly adept at managing assignments from initial planning to final delivery while meeting budgets and schedules.Areas of Expertise:Strategic Planning and AnalysisProgram and Project ManagementTeam Building and LeadershipStaff Training and DevelopmentContractNegotiations/AdministrationClient, Partner, StakeholderRelationsSoftware as a Service (SaaS)Cloud Security and Management SolutionBudget Development and OversightProfit and Loss ResponsibilityAccount-TerritoryManagement/GrowthNew Business and ProductDevelopmentProfessional ExperienceT. Wallace Cornell, Williamston, MI / New York, NYFounder/ President (2019 to Present)Currently providing consulting services to multiple private organizations offering cloud-based Network, Application and Cyber Security Solutions acquire net-new clients while constructing and implementing repeatable and effective sales processes the enable rapid, scalable and predictable revenue growth. We implement these procedures through execution of sales campaigns that result in proven process, customers and revenue.Selected Contributions:Capitalization: Assisted a well-recognized Venture Firm in making the decision to fund a cloud-based Cyber Security company with their A round of funding by providing analysis reflective of a significant market for Cyber fingerprinting within 3rd party suppliers in the Automotive and Heavy Manufacturing industry. This Cybersecurity companys product is now present throughout Manufacturing Firms and supply chain security gate as a cloud base rapid rating solution.Business Analytics: Assisted a major chemical company with multiple vendor review for cloud security management solutions of the top cloud-based application security solutions associated with development of secure IOT Applications by developing structured qualifications for various disciplines within the organization, and providing comparative metrics, analysis and viability for each vendors products.continuedPage 1.Negotiations: Worked with a major manufacturer in the Telemetric and Infotainment sector with a Sast vendor selection to meet the SLA requirements of a Fortune 1 client; thus, allowing this company to win a $2.8 million account at a major automotive clientAnvilogic Palo AltoContract Sales Consultant (11/2020 to Present)Anvilogic is a collaborative SOC Content Platform which provides out of the box content detection rule and algorithms for high priority Splunk use cases, a code-less UI driven content builder for SOC Threat Analysts providing secure cloud-based collaboration and content sharing to accelerate the time to detect and triage threats in an enterpriseBlack-Kite Cybersecurity formally NormSheild Detroit, MIContract (2018 to 2019)Oversaw regional sales program for new company providing cyber risk scorecard services to protect businesses against potential cyberattacks. Trained clients on benefit of cyber fingerprinting.Selected Contributions:Introduced strategies to form sales pipeline of companies needing cyber security protection.Formed and maintained relationships and strategic partnerships to promote sales.Noted potential marketing and outreach opportunities based on competitive analysis and market research.Utilized consultative sales approach to connect with potential customers.Checkmarx Detroit, MIRegional Business Development Director (2016 to 2018)Taught clients about bringing static code and dynamic code analysis solutions to Fortune 500 companies in Michigan. Supervised a 6-person sales team in techniques and methods to educate clients on advantage of building security into SDLC. Designed and initiated strategic programs to enhance sales results.Selected Contributions:Reached 120% of individual target on $1.2M quota.Launched new region achieving over 140% of quota.Secured major deals with clients including Steelcase, Dow Chemical, Spectrum Health, Trinity Health, Urban Sciences, Apex Supply Chain, North American Bank Holdings, and Indiana Farm Bureau.VMWare Detroit, MINamed Account Executive (2015 to 2016)Assisted VMware Sales Team in educating clients on secure cloud, mobility, networking, and application development projects to government, higher education,,automotive, chemical, healthcare, pharmaceutical, and manufacturing companies in Michigan and Ohio. Partnered with eight staff to design and promote NSX virtual networking and security software products.Selected Contributions:Achieved 104% of annual revenue target with $6.2M quota.Won major chemical company to exceed 155% of quota.Obtained commitment and closed $11.5M in business within first 100 days with very large automotive manufacturing client in industry through connected and autonomous vehicle teams.Sold service expansion to existing banking industry client in second quarter with company.Page 2Alcatel/Lucent Enterprise Detroit, MIVice President TXLE, Canada and Central US (2014 to 2015)Directed 8-person regional sales team to re-establish brand in Canada and Central US. Devised branding and messaging for Nukage Networks Cloud base Network Security and Secure Virtual Networking IP telephony services. Established and monitored budgets to meet P&L responsibilities.Selected Contributions:Revamped central region sales team to achieve 130% of quota vs 75% of quota.Promoted benefits of Nuage Secure Virtual Networking Products.Secured significant new fiber optic business with Rocket Fiber to deliver fiber optics to the city of Detroit in partnership with Rocket FiberPlayed key role in positioning organization towards acquisition by Nokia in October 2015.WhiteHat Security Detroit, MIRegional Director of Sales, Central United States and Canada (2013 to 2014)Recruited, hired, trained, and supervised six direct reports. Administered budgets with full P&L responsibility. Managed Saleforce.com activities to accurately monitor and predict team results.Selected Contributions:Maintained top sales team of all regions in USA.Spearheaded initiative to successfully launch companys initial static code SaaS offering.Rebuilt Central Region through effective sales strategies.Equaled and beat enterprise revenue goal at record levels achieving 32m in new salesWon 22 new accounts to achieve 175% of quota.Fortify /Hewlett-Packard Enterprise Products Detroit, MINational Major Account Sales Executive / Major Account Executive (2009 to 2013)Helmed SaaS accounts and on-site static and dynamic application software. Collaborated with chief technology officer to design fortify-on-demand concept addressing needs of General Motors. Taught assigned automotive, healthcare, pharmaceutical manufacturing, and financial clients in seven-state northeast region on importance of SDLC in early stages of application development to meet regulatory and security governance objectives.Selected Contributions:Secured $1.7M in new business in first 6 months helping Fortify more than double value when purchased by HP ESP.Program-managed major introduction fortifies on demand and on-location products at General Motors.Honored as top global software sales contributor in 2012 with 405% of quota.Closed $13.2M in static and dynamic software and SaaS Products in FY 2012 -2013Radware, Detroit, MIVice President of Sales Central and Western US (2005 to 2008)Hired and Built and Entire new Sales Team for the Central and Western Region of the United State consisting of 8 Team MemberSelected Contributions:Successfully Launched Defense Pro and intelligent Firewall Offering.Exceeded Revenue Expectation of in excess of 200% with a team where the average 10 yr. was 8 months in the 1st year of joining Radware.During 2007 increase previous year revenue by 40% to achieve 68 million in SalesReceived 2007 Chairmans AwardAdditional experience as a Regional Director for Pedestal Software, Detroit, MI; Regional Director forSymantec, Detroit, MI ; Senior Marketing Director, Electronic and Imagine Products for ADP/CDKGlobal, Chicago, IL; Major Account Executive Western US for Harris Group/Bell and Howell, Baltimore,MD; Vice President of Sales and Marketing COPE System for Cope Systems/Bell and Howell, TucsonAz.; Vice President of Marketing for Gunther International, New York, NY Region Sales Director forSharp Electronics LCD Component Products, New York, NYEducation and CredentialsBachelor of Science in Industrial Organizational Psychology and MarketingMichigan State UniversityEast Lansing -GPA 3.9Page 4 |
