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Summary

I’m a focused and articulate sales professional with 10+ years of successful B2B sales experience in InfoSec.

Most recently I have been entrenched in the InfoSec industry with the unique opportunity to work closely with a broad range of InfoSec solution providers and start-ups on achieving their marketing and sales objectives globally via engagement with the Black Hat community which includes over 400,000 InfoSec professionals and 300 of the industry’s top solution providers.

In addition, prior to my current role I was responsible for sales, partnerships and marketing for a leading security consulting and service provider thus my interest in further developing my career in the InfoSec Industry via the opportunity to help manage and grow AWS’s security partners.

Lastly, as you will see from my resume I am accustom to overachieving my goals, developing business opportunities and establishing long lasting relationships with clients built on trust. I strive to serve as a true partner and professional problem solver while also helping to enable teams both internally and externally drive genuine business results.

Work experience

2016Present

Senior Sales Manager 

Black Hat

Black Hat is the most technical and relevant information security event series in the world with a community of over 400,000 InfoSec Professionals and 300 of the industry’s top solutions providers. As Senior Sales Manager I am responsible for helping a broad range of InfoSec vendors and channel partners to bring their insight, expertise and value proposition to life in order to engage the Black Hat community and ensure maximum ROI.

Skills:

  • In-depth knowledge of the current cyber security market, technologies & partner landscape
  • CRM Management & Forecasting (Lead, Contact, Pipeline, Activity Management etc...)
  • Public Speaking & Presentations
  • Building territories and relationships with clients to execute on strategic goals from beginning to end.

Achievements:

  • 2019: Achieved 100% of territory goal by close of Q1, equal to $5.8 million in total revenue.  On track to close well over $6 million in total revenue
  • 2018: $5.4 million in total revenue and 200% growth rate for European territory.
  • 2017: $5.2 million in total revenue and $990,350 in new client revenue
  • 2016: $4.5 million in total revenue and $868,500 in new client revenue

Key Accounts:

  • Accenture, DHS, FBI, HP, Palo Alto Networks, AT&T Cybersecurity, Symantec, Tenable Networks etc...

20102015

National Sales Manager

Advance Vision Technology

Advance Vision Technology (AVTech) is a specialist IT solutions and services provider that helps multinational clients plan, build, support, and manage their IT infrastructures across Asia Pacific.

  • Responsible for the management of sales, business development and marketing;
  • Manage and develop appropriate partnerships with distributors, technology vendors, Iaas/PaaS providers (e.g. Microsoft AZURE, Rackspace, Cisco, HPE, VMware, Symantec, etc...);
  • Develop, train, motivate and manage a direct report team of 3 Sales Consultants and 2 Business Development Managers;
  • Achievements:
    • Progressed position from Account manager to National Sales Manger via new account penetration & development of existing accounts across a range of solutions (Endpoint Security, Data Loss Prevention, Access Management, Cloud & Network Security etc...)
    • Increased 2014 Customer Base by 80% and established several new logo Fortune 500 accounts (BMW, Johnson & Johnson, AstraZeneca, Nike etc...)
    • Routinely closed 6 figure+ multiyear deals with CISOs, CIOs and CFOs
    • Helped to substantially impact sales and growth:
      • 2014: 19% Revenue Increase, 6% Gross Profit Increase
      • 2013: 39% Revenue Increase, 21% Gross Profit Increase
      • 2012: 43% Revenue Increase, 32% Gross Profit Increase
      • 2011: 52% Revenue Increase, 15% Gross Profit Increase
  • Certifications: VMware Sales Professional, Citrix Certified Sales Professional (CCSP), Cisco Sales Expert, Microsoft SSA: Private Cloud/Virtualization & Management etc...
20082009

Project Manager

Jordan Lawrence

Jordan Lawrence is hired by senior executives to identify and resolve serious cyber security, information privacy, records compliance and control risk.  

  • Assisted Fortune 500 corporations via consulting services in assessing, developing, and enforcing information management programs. Specific responsibilities included conducting enterprise risk assessments, assisting in the development of information policies, software implementation and onsite corporate training.
20062008

Advertising Consultant

Dex Media

Dex Media provides a customizable mix of marketing solutions that include websites, print, mobile, social media and searchengine marketing to more than 600, 000 local business clients.

  • Managed integrated marketing plans for existing clients while also obtaining new clients. Typical day involved editing ad copy, analyzing web analytics, and presenting campaign proposals, while also contacting prospective clients.
  • Achievements
    • Ranked #1 in the St. Louis Division for online product sales
    • Ranked #5 in the St. Louis Division for account growth

Education

2009

Masters Degree in Advertising and Marketing

Webster University

Developed the skill set to:

  • Analyze a client's specific marketing situation and use critical thinking skills to determine appropriate marketing communications objectives, strategies, and tactics to accomplish the client's goals;
  • Understand the essential role of traditional and non-traditional media to achieve advertising objectives;
  • Evaluate the effectiveness of a marketing communications plan and give productive direction to a team. 
2005

Bachelor Of Science in Business Administration, Marketing

University of Missouri

Focused on the strategies, tactics and business processes involved in researching markets, deciding which markets and segments to pursue, identifying what unique value to provide and then assembling the products, services and people needed to communicate and deliver that value.