Focused on global sales efforts across North America, South America, EMEA, and Asia-Pacific, driving new logo acquisition, expansion strategies, and overall revenue growth. My focus is on strategic sales planning, forecast management, and sales frameworks - ensuring exceptional deal execution through effective sales methodologies and processes. Key objectives include increasing close rates, accelerating revenue growth, improving total contract value and improving overall sales performance.Experienced in navigating diverse cultures and sales practices across multiple regions, I lead with a player-coach style in selling MDR/XDR, SIEM/SOAR, Managed Security Services, Threat Hunting, Risk Assessments, OT/IT Security, vCISO, Email, and Database security products.I bring deep expertise in sales methodologies such as MEDDICC, Value-Based Selling, Solution Selling, and Sandler Sales, alongside advanced proficiency in Salesforce CRM.As a Sales Leader, I work cross-functionally with teams in Sales Operations, Marketing and Lead Generation, Solution Engineering, and Sales Enablement, ensuring alignment and collaboration for optimized sales execution.

As a Fractional VP of Sales and GTM Advisor, I held P&L responsibilities and led pipeline management, and the development of sales and marketing strategies for both direct and channel sales in the IT Services and cybersecurity software space. I focused on crafting and executing GTM (go-to-market) strategies, improving close rates, driving company profitability, and overseeing accurate forecasting.KEY AREAS OF EXPERTISE:Sales Leadership & Strategy: Led sales teams and channel initiatives, including recruitment, enablement, and alliance management for leading technology companies such as Ingram Micro, Tech Data, Avnet, Kaspersky, Trend Micro, Symantec, WatchGuard, and Check Point Software.Cybersecurity & IT Solutions: Specialized in Cybersecurity, MSSP, Risk Analysis, Disaster Recovery, and Managed IT Services across enterprise, mid-market, and SMB clients.Global Business Development: Worked with clients in 19 countries, managing cross-cultural and regional sales strategies across Americas, EMEA, APAC, and the Middle East/Africa regions.Sales Enablement: Designed and delivered large-scale sales enablement programs for global organizations, including Cisco Systems, Ingram Micro, and WatchGuard, driving their success in global markets.Public Speaking & Thought Leadership: Frequent keynote speaker at executive presentations, channel events, and sales kick-offs, offering expertise in board-level selling and public speaking.Published Author: Authored 5 books including The House & The Cloud, From Vendor to Advisor, Data@Risk, and Digital Money.Pipeline & Demand Generation: Directed pipeline growth, annual contract expansion, and demand generation programs, while managing marketing budgets and development funds.

Developed and Led Dimension Data’s North American Security Sales and Consulting Practices, driving rapid growth from a startup operation to $33M in annual revenue over a three-year period. Managed pipeline and quota, built a high-performing cybersecurity sales team, and implemented strategic talent acquisition and onboarding programs. Exceeded sales targets by 50% in 2003 through accurate forecasting, effective team leadership, and a focus on client solutions.KEY ACHIEVEMENTS INCLUDE:Developed and implemented risk assessment methodologies, security managed services, and policy development strategies that contributed to large-scale client success.Recruited and onboarded a Security Sales and Consulting Team, establishing sales enablement programs, and driving vendor partner strategies and the development of product offerings.Pioneered event marketing and new logo demand generation strategies, leading to higher contract values and substantial increases in annual recurring revenue.Led efforts to acquire a leader in MSSP services, expanding the company’s capabilities in managed security services.Sold and delivered multimillion-dollar security solutions, including risk assessments, network security, PCI and HIPAA compliance, and advanced cybersecurity products.Played a key role in early contributions to VISA’s CISP (PCI Precursor Program) and supported the development of security management and monitoring services.Specialized in firewalls risk analysis, penetration testing, PCI/HIPAA compliance, and Cisco Defense in Depth Technologies.

Reporting to the Board of Directors, P&L Responsibility, Quota Management - Managing Professional Services Sales, Technical Presales, Delivery, and Support Services....Specializing in Cisco Networking, Sun, HP and IBM Midrange / Data Center Services, SAP and Oracle applications, EMC and IBM storage, Check Point Security, Recurring Revenue Support Contracts. - Mid market and enterprise account selling including Financial, Manufacturing, State and Local Government, Education,...

SME on Banking Automation Projects as a subcontract to Price Waterhouse (Through Control Data)Including design and implementation of lending systems - IBM Mainframe, emulation, LAN and WAN network design, and application role out.