Successful selling in a remote start-up environment as the first employee hired in North America. Built a book of business from scratch, which is 70% of global sales (exceed annual sales target by 20%). Responsible for business development activities in North America, LATAM regions by managing direct, enterprise, SMB, Channel, MSP/MSSP, technology partner and strategic alliance collaborative OT/IoT/IIoT network cybersecurity software sales. Provide solution sales of Honeywell Insight (SCADAfence Platform), Honeywell Watch (SCADAfence Multi-Site Portal, Governance Module), OT Remote Access Security software suite (Generative AI/ML signature and anomaly based search engines, data analytics/analysis), Managed Services for customers with ICS mission critical assets protection in Manufacturing (Oil & Gas, Chemical, Pharmaceutical, Food & Beverage), Infrastructure/Utilities (Electric, Water/Wastewater, Renewables), Transportation/Logistics and Building Management Systems verticals. Manage opportunities in a high-potential geographical region by engaging C-Suite level to grow accounts while mapping, prospecting, qualifying and closing deals. Build Product-Lead-Growth/Go-to-Market strategies that differentiate SCADAfence in the marketplace by leveraging an understanding of the cybersecurity market and competitive landscape. Establish partnerships and alliances to extend company reach and market opportunities. Develop a regional approach to build relationships throughout the SCADAfence footprint. Establish/understand all of SCADAfence solutions to enhance cross-sell strategy execution. Drive new Managed Services, risk assessment (network micro-segmentation) revenue streams. Focus on increasing SQL pipeline and lead generation. Work with leadership on continuous improvement of sales strategy including proposal creation, presentations, and pricing in a start-up environment. collaborative selling with strategic partners. Experience with HubSpot and Salesforce CRM.

Provided solution selling for 1U Unidirectional Gateway chassis (data diode), DIN Rail, FLIP, Secure Bypass hardware platforms with a variety industrial software protocols which protects against external cyber-attacks, threats and breaches of infrastructures (ICS, DCS, SCADA, PCN, SIS, PLC, IP, Digital Automation) that secures the safety and reliability of network perimeters to mitigate risk as well as the micro-segmentation of critical assets. SaaS includes historians, industrial, database files, IT, cloud platforms (Microsoft Azure, Amazon Web Service, VMware) and forensic protocols. Responsible for managing opportunities in a high-potential assigned geographical region, while working with existing and new clients, as well as partnerships and alliances to grow accounts while prospecting, qualifying and closing business. Developed plans including sales, business development, service; support and customer care for targeted organizations that utilize ICS/SIS as mission critical assets in Oil & Gas (E&P, Pipeline, Tank Storage & Refining), Chemical, Power Generation, Nuclear, Water & Rail. Manage end-to-end client experience with portfolio: Chevron, ExxonMobil, Shell, ConocoPhillips, Oasis Petroleum, Marathon Petroleum, NuStar, Noble Energy, National Oil Vargo, Rowan Companies, CVR Energy, Bechtel Chemical, Celanese Chemical, CenterPoint Energy, Vistra Energy, STP Nuclear, El Paso Electric, El Paso Water, Texas Biomedical, Capital Metro Rail & University of Houston. Collaborative selling with strategic partners: GE, Honeywell, FireEye, OSIsoft, Emerson, Siemens & Schneider Electric. Working knowledge of Salesforce CRM.

Provided solution selling of the world’s leading innovative decision support software and implementation services for CPM of oil & gas pipelines, terminals, transportation and delivery markets with advanced applications for crude oil, condensate, NGL, LNG, petrochemicals, LPG, gasoline, diesel, jet fuel, and brine. Furnished executive level managers a broad range of customized solutions to drive greater operational & commercial efficiency, profitability and safety by selling complex software suite licenses featuring hydraulic simulation, analysis and optimization for liquids and gas pipelines; real time modeling for pipeline operations, management, leak/theft detection, batch/trans-mix/pig/scrapper tracking; enterprise data viewing/reporting for all ESI and third party products; logistics and commercial management system for liquids pipelines, terminals, vessels; scheduling application for batched liquids pipelines; planning and scheduling system for liquids storage terminals; planning and management for complex transportation networks and bulk transport; optimization application for batched liquids pipelines, including DRA, Power and Pumps. Responsible for the direction and management of generating sales opportunities, and closing them in order to support the OMS product line. Created presentations, and proposals for RFI, RFP and quotes. Secure contractual agreements (MLA, SOW, NDA, PSA). Managed major accounts (Magellan, SemGroup, Oneok, ExxonMobil, Chevron, DCP, CITGO). Commercially managed outsourced projects sold and implementation process. Negotiated/closed complex licensing, professional services, maintenance/support, and training deals using (demos, ROI, mapping techniques). Adept at building executive level relationships, revenue generation, forecasting, business development, account management, new logos hunting, cold calling, following-up on leads, effectively building a sales pipeline, proficient at using CRM, meeting sales quotas, and sales consulting.

Provided solution selling of bundled/unbundled automation and process control engineering services like SCADA system design, network design, system engineering, PLC/HMI/EFM integration, programming and communication network services from the oilfield wellhead to the pipeline including compression & pumping stations, gas production & treating facilities, terminal & storage tank farms, truck LACTs, and manifolds. Utilized Challenger Sales model for go-to-market strategy of emerging technologies that offer clients best fit solutions for SCADA software selection, programming, integration, configuration, customization; cloud-based data management system; FEED studies for asset evaluation/risk assessment (M&A, Greenfield, Brownfield, Cyber-Security Preparedness); I&E field services; wireless mesh network deployment. Hunted for new Oil & Gas clients/logos, qualifying leads, and developing proposals strategically targeting E&P, Pipeline and EPC companies by cultivating customer/third party supplier relationships using collaborations, contacts, connections, knowledge and experience, which led to video/camera surveillance monitoring using AISight software system, 4G LTE broadband wireless service, antenna/radio/VSAT installations, LED lighting and tower erections projects in the Eagle Ford, Permian & Bakken Shale Plays. Created presentations and closing complex deals (60%) in upstream, midstream & downstream space by identifying new business opportunities funded by CAPEX, OPEX, or AFE budgets. Secured contractual agreements (MSA, ESA, SOW, NDA, VAR). Managing major accounts (ConocoPhillips, ExxonMobil, Cabot Oil, Murphy Oil, Phillips66, Tesoro, DCP Midstream, Spectra Energy). Penetrated existing customer base with new detection/monitoring technologies (AISight software for SCADA, terminal tanks leakage, pipeline rupture, and compressor vibration). Exceeded sales quota (2X), growth and revenue projections by commercially managing outsourced projects sold.

Provided solution selling of engineering design and ITSM programming: software development, architecture, infrastructure, integration, collaboration, configuration, and maintenance. Delivered BPO/BPM, onsite/offshore /outsourcing solutions to discrete manufacturers in the Energy/Oil & Gas vertical (Upstream engineering, E&P, oilfield, subsea). VAR of EA software: data management/PLM (data storage server, cloud computing), CAD/CAM/CAE, CFD/FEA. Called on C/D-level managers in SMB space. Negotiated / closed complex six figure deals using (ROI, demos, mapping techniques). Adept at revenue generation, forecasting, business development, account management, new logos hunting, cold calling, following-up on hot leads, effectively building a sales pipeline, proficient at using CRM, meeting sales quotas, and pre-sales engineering, post-sales engineering, project management consulting.

Sold/marketed integrated consulting services to the Utility/Power Generation industry (GO/GOP): NERC/CIP regulatory compliance solutions, gap analysis, implementation, management, risk management, document control, training, cyber security for critical assets with interactive GRC management collaborative software. Provided help desk, network administration, server administration, software maintenance & development, disaster recover & business operations continuity. Furnished IT expertise to evaluate, build and manage a high level cyber protection / security program. Prospected for potential customers and business opportunities with C/D-level managers. Adept at hunting for new logos, cold calling, following-up on hot leads, effectively building a sales pipeline, acquiring RFP’s/bids, as well as meeting sales quota. Lead enterprise sales activities including search engine research of market, potential customers (customer intelligence) & competitors.

Held full P&L and fiduciary responsibility for 501C3 non-profit organization. Oversaw budgets, fundraising, charitable contributions, reporting, strategic planning and project management of overseas alternative energy projects. Established beneficial partnerships negotiated LOI, MOI, JV and other contractual agreements. Coordinated capital campaign to raise funds for the disadvantaged. Managed cultural exchange program. Created and executed North Acklins Island Resort Project work plans to meet project requirements. Managed project scope and budget. Minimized risk and exposure on project. Tracked expenses on a weekly basis. Forecasted revenue, profitability, and margins.

Sold/marketed a variety of higher priced manufactured cold forgings, offshore/outsourced engineering design service solutions than competition in a highly competitive industry. Managed $20 Million key accounts with Fortune 500 customers. Generated $4 Million in sales revenue. Developed enterprise sales and marketing strategy for North American. Comprehended product development lifecycle. Negotiated long term contracts. Entered product pricing, sales data, and customer information (customer intelligence) using Citrix & SAP network applications. Resolved multiple problems by working closely with C/D-level managers in multiple functional areas. Dealt with DHS (CBP) for imported products. Provided vision to company relating to emerging industrial technologies. Taught & coached other sales professionals to improve their performance.

Sold/marketed a variety of simple manufactured sheet metal brackets & technical design services. Managed $32 Million accounts with Fortune 500 customers. Increased sales revenue by $2.5 Million in the first year. Collected $14 Million in overdue funds from difficult customers. Resolved multiple problems by working closely with C/D-level managers in multiple functional areas. Cultivated customer relationships to uncover new opportunities (customer intelligence). Entered customer data into the CRM.

Purchased fasteners and machined parts for large complex industrial transmission assemblies. Issued RFP’s, long term contracts and purchase orders using Purchasing ERP system. Developed long term supplier relationships. Structured World Class ERP data base to rate potential suppliers. Created target cost model by inputting data into MS Excel spreadsheets. Audited potential supplier’s manufacturing processes with the results inputted into the ERP system. Developed, wrote, and implemented departmental policies and procedures many from white papers. Managed six Quality Engineers responsible for Advanced Quality processes. Developed and implemented a formal Supplier Communication Program (workshops, seminars, newsletters, and software). Helped team develop ERP module for advanced quality checklist. Negotiated long term productivity, efficiency, and value analysis agreements with annual savings. Implemented corporate APQP quality program software for complex industrial assemblies in the manufacturing operations.

Designed GD&T datum schemes on engineering drawings using UG (AutoCAD) software. Ensured checking fixtures harmonized with datum schemes. Developed tolerance solutions for design and manufacturing issues. Estimated costs for complex industrial products that fed into the corporate ERP system, which was used by the Finance, Purchasing and Engineering departments. Performed internal quality audits, consultations and non-conformance reports to DOT (FMVSS) standards for senior management. Wrote inspection manuals, many from white papers. Managed vendors with Supply Chain Management (SCM) software to insure on time material deliveries using JIT delivery through MRP and MRP II systems to meet schedules at multiple manufacturing facilities. Ordered simple industrial products from suppliers using Master Product Schedule (MPS) within the MRP systems. Developed, wrote, and implemented truck assembly process, paint, and bar code procedures. Managed chassis cost model for the full size pick-up trucks and vans using ERP system.

Used Warehouse Management System (WMS) hardware & software to order complex electronic products to be shipped, received, stored, picked and kitted at the warehouse facility for field technicians. Ordered electronic products from suppliers using Distribution Resource Planning (DRP) when the safety stock level was broached, this fed into the corporate MRP system.