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Street Address BRICKFIELD STREETHICKORY, NC Street Address
HTTPS://LINKEDIN LINK AVAILABLE EMAIL AVAILABLE Street Address -612-8979 cellMANAGEMENT PROFILEStrategic Account Executive Regional Enterprise Executive Global Account Director Self-motivated results driven professional with distinguished business development and achievements in Workspace One, Epic, Cloud solutions, Digital Transformation, SaaS, Digital Risk Management, SIEM, Cybersecurity-Threat detection, Ransomware, Compliance Risk Management, and Intelligent analytics, ITOM Automation, Dev Ops, Monitoring, Advance Security Management, providing innovative solutions for buildings, global corporate sites and critical infrastructure while minimizing onsite physical security risks. Event Collection Real Time Data collection, networking, SaaS, IaaS Decisive, resourceful leader with documented track record of consistently securing optimal market share and exceeding all assigned quotas. CORE COMPETENCIESRELATIONSHIP EXPERTSAASAICDPSTRATEGIC SECURITY SALES EXECUTIVECERTIFIED CLOUD EXPERTADVANCE SECURITY MANAGEMENTDIGITAL TRANSFORMATIONCYBER SECURITY SPECIALISTRANSOMWARE SPECIALISTTHREAT DETECTIONDDOS ATTACKS SPECIALISTCONSULTANT SELLING PROFESSIONALPROVEN CLOUD SOLUTIONS EXPERTSERVICE PROVIDERSCLOUD PROVIDERS, AWS, GOOGLE, MICROSOFTPROFESSIONAL SERVICESCUSTOMER SUCCESS MANAGERDEV OPPS,SIEM EXPERTCHANNEL PARTNER TEAMMATEMEDDIC SALES METHODOLOGY CERTIFIEDPROFESSIONAL EXPERIENCEFastly, LLCEnterprise Director of the Carolinas, & GeorgiaJanuary 2021-CurrentResponsibilities:Strategically manages Top E-Commerce, Financial, Healthcare, Retail, Customers throughout NC, SC & GA which includes a (200 million) dollar book of business focused on Cyber Security, DDOS Attacks, Digital Transformation, SaaS, Ransomware attacks, API protection, CDN and monitoring. HIPPA compliance, Strategic Cloud Solutions, AI Data, AI data to improve. my clients internal data on sales, end user support, location of end users, to improve their marketing and increase revenues for 2023. I work very closely with CISOs, CFOs, CIOs CEOs. Focusing on building this region to a $50million dollar territory, successfully accomplished $30million as of 2022. On target for 2023 to exceed the $50million dollar build for this region. Responsible for all lead generation, events, channel partner engagements, onboarding of channel partners and registering and approving all partner opportunities. Responsible for Marketing plans, budgets, and events in this region. Successfully coach and train inside BDRs to ensure they exceed appointment scheduling and qualification of all leads. Attends trade shows, cloud partner events monthly. Successfully have established outstanding relationships with all cloud partner teams to drive opportunities, while closing muti-million dollar opportunities together. Achievements:-Proven professional with an excellent track record of providing resolutions with complex sales involving C-level-Executives, Procurement teams, legal counsel, building strong channel partner relationships and driving opportunities with channel partners.-A track record of selling, delivering, and managing complex business technologies, consisting of E-commerce, CDN, Security, cloud, SaaS, Digital Transformation business related to solutions for client successful implantations.-Successful in uncovering and closing opportunities with Truist, TIAA, First Citizens Bank, Duke Energy, Chick-Fil- A, during my first 4 months with Fastly.-Net new revenue $9,700,895.00-Established Channel Partner professional with excellent relationships established throughout the Carolinas. Added 5 new channel partners to the Fastly team in my first 3 months. Increasing sales, and marketing education on who Fastly is, what we do and Why customer are turning to us for their CDN Delivery, Monitoring and Security needs and goals for the future.-Experienced and Knowledgeable of modern workplace technology platforms and services including Microsoft 365 (Office 365, Windows 11, and Enterprise Mobility + Security), Teams, Teams as a Platform, Azure and an appreciation of RPA, AI,-Established professional System Integrator relationships, driving business exceed quota 112%.-Over 10 years relevant business technology leadership experience,-Successful Sales leader achieving 8.5 million in 3-year contracts within my first 3 months.-Expert in building strong business relationships.-Proven Strategic Manager experienced in solving security needs, goals, and delivery of Security solutions.-Proven Channel Manager with high visibility and excellent relationships with Channel Partners growing business through channel.-Strong account management skills to identify cross-selling and up-selling opportunities within Enterprise accounts.-Proven Strategic Manager experienced in solving security needs, goals, and delivery of Security solutions. RiverbedSeptember 2019- January 2022Carolinas Enterprise Sales ExecutiveResponsibilities:Managed SE Global Accounts with a 10-million-dollar book of business focused on leading edge technologies. Proven professional with success providing Demos, POC, resolutions with complex sales involving multiple decision makers and sales cycles of 3 to 18 months.*A track record of delivering, managing complex business technology related to solutions for clients goals and objectives.*Maintains operational command of the sales opportunities through forecast accuracy and demand generation*Supports the Global Sales Development team as an inspired leader for a large extended team of virtual resources.*Team training leader for new hires throughout the Americas.*Proven professional with excellent results providing resolutions with complex sales, working with multiple internal customer directors, c-level executives, legal counsel.*Responsible for working with clients in cloud/SaaS and Data Centers, and Security both physical on site and*Excellent communicator with great interpersonal skills combined with a positive attitude.*Ranked in the top 20 Enterprise account managers for closing the highest number of net new logos.*SE Team Leader Demonstrates broad knowledge of cybersecurity technologies, trends, and strategy.*Experienced professional with channel partners and directly with clients in cloud/SAAS and Data Centers, and Securityon site and the Cloud.*SE Team leader knowledgeable and experience providing Cyber security solutions, assessments, PCI testing, SOC monitoring remediations and ransom ware.*Successful at demonstrating account portfolio planning competency, ability to prioritize work and strong time managementskills keeping both internal and external customers updated daily.*Expert in CRM (Salesforce) Clari documenting activities, task, notes, and meetings daily documentation of all accounts.Achievements:- Closed over $225M in less than two years as individual contributor.- Grew Fortune 40 account from a $5M LTV to a $170M LTV in under two years- Awarded President's Club FY20 (315%), FY21 (233%),- Awarded #1 Sales Team Worldwide and Largest Deal of the Year in FY20- Awarded Worldwide Top Portfolio Seller in FY21- Awarded Platform Deal of the Year in FY21- Riverbed Ranked number 1 in the Southeast region for exceeding quota 2020,2021,- Riverbed Ranked in the top 10 Global Account Managers 2020, 2021,- Excellent relaonships with all Cloud provider teams, with proven success in winning new business in the SE.- Riverbed Diversity team council leader- Riverbed Ranked in the top 10 Global Account Managers Top Gun award for exceeding quota. 2020, 2021.- Presidents club award for outstanding performance 2020,2021.- Riverbed Presidents club aendee for outstanding performance, number 1 Southeast Enterprise Execuve 2020.2021.*Riverbed team coach for training and supporng new Enterprise Account Execuves- Executive relationships in Fortune 100 accounts- High success rate in platform architecture deals and consistently awarded largest product deals in company history- Known for building excellent customer relationships with both internal & external customers. A top performer, true team player.ZonesFebruary 2015- September 2019Enterprise Advance Technology ExecutiveResponsibilities:Successfully Managed Global Accounts with a 10-million-dollar book of business focused on leading edge technologies.*Team leader working with a team of 8 focused driving revenue from each of my accounts.*Focused on leading edge solutions -Cloud solutions, Security Fortification, Digital Workplace Modernization, Network Optimization, Data Center Transformation, visibility, acceleration.*Proven leader that successfully exceeded quota during my first 5 months over 200% each month.*Excellent communicator assisting clients with their goals, objectives, planning and training of new solutions.*Proven experienced leader working with clients in cloud/SAAS and Data Centers, and Security both physical on site andcyber security solutions, end point security with products such as Palo Alto, VMware, Fortinet, Cisco and assessments, PCI testing,SIEM monitoring, Remediation and Ransomware.*A leader with excellent interpersonal skills combined with a positive attitude leading teams to success month over month.*Sales professional expert driving new business: Examples: Blue Cross & Blue Shield of NC, BMW, TIAA, Bank of America,Wells Fargo, First Citizens Bank, Lowes Home Improvement, Duke Energy.*A leader that is focused with experience and motivation to develop strategic plans, driving attention of all team members onStrategic Plans, keeping the team focused to drive revenue, win new logos and continuing to build pipeline to successfully.exceed quotas and goals month over month.Achievements:Managed 46 concurrent opportunities, closing $5.5 million in Gross Margin for Q4 '18 Organized an exclusive Data Durability and Security One-to-Many event with Microsoft and Veeam Coordinated a Sr. Leadership meeting and presentation with Zones leadership and Sr. IT and Procurement leadership of new logo Blue Cross Blue Shield of South Carolina Successfully worked with Microsoft and the CIO winning new logo, East Alabama Medical Center, to win a $10M Microsoft Enterprise Agreement and Azure CSP Consumption deal.- Received top Sales Award for the SE in 2018 for exceeding quota 310%- 2016 net new revenue contributor $25,876,000.80 net new customers.- Presidents Club Award for top performers exceeding quota by 300%.- Revenue contribution 2017 $45,568,500.00.- Revenue contribution 2018 $79,980,500.00.- Revenue contribution 2019 $89,980,600.00.-Top Southeast Enterprise Executive 2017,2018,2019.- Receive top team player award for assisting in training closing opportunities within the Southeast region.- Top Cloud revenue performer with AWS, Microsoft, Google solutions.- Excellent relationships with AWS, Microsoft & Google Sales teams. AT&TAugust 2013-February 2015SLED Senior Government Education ExecutiveResponsibilities:Managed Government & Educations accounts throughout North Carolina with local government agencies, K-12, & Universities throughout North Carolina.Focused on large K-12 school systems, and Higher education to assist remote learning, classroom presentations and teacher efficiencies in the classroom.*Worked with 911 centers, EMT, and Emergency response teams throughout the Carolinas providing back up & compliance for all 911 systems throughout North Carolina.*Collaborate weekly with the extended AT&T account team and internal resources, as well as strategic mobility applicationand network integration partners to demonstrate the value of working with One AT&T.*Successfully managed all stages of an AT&T solution sales, qualifying the opportunity, introducing the solution, negotiating.pricing and contracts with all legal departments, responsible for managing the deployment of devices & applications to the end users.Achievements:- Received Strategic Account Manager of the year for selling the largest Vulnerabilities Test in the Southeast Region.- Received Manager of the year award for receiving top ratings from (customer surveys) within my territory for outstanding- Response excellent product knowledge, training, and my ability to resolve billing issues and trouble tickets quickly.and efficiently. (Exceeded 300% of quota).- AT&T Top Dog award for exceeding quota 300% 2014- Ranked number 3 in top performers out of 310 AT&T Sled Enterprise Account Execuve 2014,- AT&T Presidents club Gold & Diamond award winner 2014,- AT&T Revenue contribuon 2013-2015 $89,980,500.00- Attended Presidents club for Top Achievers 2013-2015- Awarded Customer Success manager of the year for developing and improving processes between Account Managers and SEsfor deliverables to end users both internal and external customers. Director of Sales2014,Forysthe IT SolutionsSeptember 2011 - August 2013Responsibilities:Managed a Remote Sales team of 7, developed a Channel Partner program, responsible for on boarding of channel partners, managed the relationship with Microsoft working directly with Microsoft teams throughout the US assisting customer with migrations to Microsoft 0365, and Microsoft Azure, Microsoft active Directory, worked with global and enterprise customers with planning and migration to Microsoft solutions utilizing Microsoft spiffs and offers to assist customers with planning and budgeting of all migrations. Achievements:-Forsythe a Start Up Company providing Microsoft solutions and upgrades to clients throughout the US.-300% + quota retirement 2010, August, September, November - Top Sales Rep Award,-Train/Develop account managers/support staff, built trusting vendor relationships-Closed 15 new logos in first 6 months generating 1.5 million in recurring revenue largest increase since the company started.-Responsible for developing Vendor/Distributor relationships generating new leads, marketing programs,-Develop new technology platforms to sell into white space accounts generating 100% of new revenue from new and existing Microsoft customers.- Forsythe a Start Up Company providing Microsoft solutions and upgrades to clients throughout the US. 300% + quota attainment-Train/Develop account managers/support staff, worked directly with Microsoft teams throughout the US with migration of Microsoft solutions to new and existing customers.- Closed 15 new logos in first 6 months generating 1.5 million in recurring revenue largest increase since the company started.SprintJune 2000 - July 2013Senior SLED Account Executive 2003-2013Responsibilities:Successfully generated and maintained over $12 million in revenue through existing Enterprise Account and winning new logos growing revenue year over year.*Responsible for sales presentations following up on product installation and providing after sale support.*Manages individual sales objectives to include sales orders and billing activities to support quarterly goals. increasing Total Billed Revenue YOY.*Responsible for Training and development of all account managers/support staff,*Responsible for building teams for success with techs and account managers improving customers satisfaction Achievements:-Attended Presidents club for Top Achievers,-Received Strategic Account Manager of the year award for winning the top-10 logos for the SE. Received Top Honors for exceeding quota year over year for 5 years consistently.-200% Quota Attainment for 2003-Obtain 150% of quota attainment yearly.-Awarded top Strategic Sales Manager of the year for exceeding quota by 300% out of 225 account managers.-300% + quota retirement 2005, April, May, June - Top Sales Rep Award,-2006 attained 600 % of quota in first 8 months.-Closed over 40 new opportunities in new logo accounts for Sprint $12 million in revenue MCITelecommunicationsSeptember 1987 June 2000Director Of Conferencing 1987-2000Responsibilities:Director of Conferencing managing 5 states, NC, SC, TN, GA, FL Managed 5 Regional managers that each managed their remote sales team of 12 conferencing account managers. Responsible for budgets within these 5 states, marketing, travel, revenue quote and KPIs. Received manager of the year for each of my regional managers exceeding quota. My entire Conferencing team within these 5-state attended Presidents club for top achievers yearly. Worked with Enterprise accounts throughout NC, SC, TN, VA, GA, and Florida. Received manager of the year for each of my account managers exceeding quota. All my branches within my market exceeded their conferencing quotas yearly exceeding my yearly quota of $400Million net new business and growth of $25Million yearly. Responsible for hiring, training, and coaching of all regional managers. Career growth goals for each of my regional manager and their individual contributors. for both new hires and new clients on the solutions that MCI offered. Attended President's club each year for top achievers. Achievements:-Exceeded KPIs and Quotas yearly-Grew the Southeast region year over year by 25% net new business-Grew the Southeast region grow the existing business by 60% with upselling solutions and equipment.-Received Director of the year for top accomplishments 1988,PHONE NUMBER AVAILABLE-Received Director of the year for no churn within my region of employees.-Received Diamond club Director of the year 2000 for top results. Educational BackgroundLenoir Rhyne University Business & Minor in Marketing Hickory, NCSales Training - Atlanta, GA AT&T University of Training Denver, CO Harvard School of Business- Boston, MA Technology streaming, load balancing certificationAdvance Cyber Security Awareness Training, NY Cyber Security Trainer Certification, NYAT&T Management Training Austin, Texas AT&T Sales Excellence, Denver, CO AT&T University of Sales Excellence - Denver, CO Polycom Sales Certified, Atlanta, GA NOVA Certified, Nurse Observation Virtual Assistant AT&T University of Training Denver, COReferences available upon request. |
