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As a sales leader with 15+ years’ experience specializing in transformational SaaS products, data management, and cloud solutions, I help companies build sales teams and sales processes for bringing new and innovative software-defined solutions to the Global 2000 that drive long-term customer success, ensure consistent, predictable business growth, and provide a culture and commitment to people development. Throughout my career, I’ve been recruited to lead technology companies through GTM change or substantial company pivots, including Zscaler, Panzura, and Coraid/Intermodal Data, Inc. Together, we’ve generated millions in revenue through my ability to turnaround under-performing sales organizations, build high performing cross-functional teams, and quarterback large, complex deals.Some of my key career highlights include:● Built track record of success revamping underachieving regions and delivering actionable results; grew Zscaler’s South Central US business from $2.7M ACV in FY18 to $5.4M ACV in FY19 by rekindling strategic partnerships and rebuilding sales pipelines.● Developed subject matter expertise for transformational SaaS cloud-based security solutions to spark and maintain revenue increases; most recently added 21 new accounts for Zscaler worth $5.7M ACV and $16M+ in TCV over 15 months.● Facilitated Panzura’s shift to a SaaS data management model and jump started 2 years of stalled revenue growth; grew FYQ4 YoY bookings 100% for company’s 1st ever $10M QTR, captured additional 115% of new clients in FYQ4 YoY, and bolstered FYQ4 new Enterprise vertical bookings 236% YoY. Grew global revenue last four Fiscal QTRs YoY – Q2 27%, Q3 46%, Q4 100%, Q1 30%,
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Business Advisor And Acting CroScapienHouston, Tx, Us
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Head Of Sales - South Central Us EnterpriseCloudflare Jan 2021 - PresentSan Francisco, California, UsTrusted by ~30% of the Fortune 1,000. Cloudflare (NET) provides a scalable, easy-to-use, unified control plane to deliver security, performance, and reliability for on-premises, hybrid, cloud, and SaaS applications. We are also becoming one of the most comprehensive SASE solution providers using the same global platform and control plane.As Head of Sales for the South Central US Enterprise business, I am responsible for driving revenue and go-to-market execution of our extensive native cloud security platform for the largest 250+ companies headquartered in Texas and surrounding states. This involves recruiting, retaining, and coaching/mentoring individual contributors and cross functional leaders and teammates. I am also responsible for the Region's strategic relationships and distribution paths for customer acquisition and complex, transformational deals and contract negotiations. Key Contributions:* Operational Acumen: Redefined and executed high growth Revenue plan with new territory structure; increased territories from 4 to 9, and modified Channel strategy and account segmentation.* Revenue and Customer Acquisition: Grew Region’s ACV 313% from FY21 to FY22 while adding 24 new logos and strategic Fortune 500 customers. Increased Channel business 496%. Earned new global customer in FY22 who has since became a Cloudflare top 10 customer by annual spend while displacing market leading incumbent. * Negotiations: Secured MSA’s with 5 Fortune 100 Companies -
Director Sales - South Central UsZscaler Oct 2018 - Mar 2020San Jose, California, UsAs the Sales Director for the South Central US, I’m in charge of overhauling our sales practices and strengthening our overall GTM operations for providing a complex and transformational native-cloud SaaS security platform to c-suite leaders in the Global 5000. A significant part of my job involves mentoring and coaching cross-functional leaders and individual contributors to improve sales performance and consistency. I’m also responsible for fostering strategic partnerships and closing complex, multi-million-dollar deals and contract negotiations leveraging my interpersonal skills and business acumen. Key Contributions: ● Operational Acumen: Redefined and executed growth GTM plan with new territory structure; increased territories from six to 10 and created market segmentation and new channel strategy. ● Client Relations: Successfully added 21 new accounts worth $5.7M in ACV and over $16M+ TCV in 15 months. Grew Area’s ACV 100% from FY18 to FY19.● Negotiations: Sold area’s largest customer on $1M upsell into $9M, three-year contract renewal; additionally, developed AT&T into largest strategic partner by revenue.● Sales Achievement: Earned recognition as Top Area in North America during Q2 FY19 while concurrently recruiting and hiring four new Regional Sales Managers. Earned recognition for sales team/new customer wins during four of last six global quarterly all-hands meetings. -
Vice President World Wide Sales And OperationsPanzura Nov 2016 - Jan 2018San Francisco, California, UsDuring my time with Panzura, I was responsible for overseeing global sales and field operations. It was on me to develop and implement a strategic plan to enhance sales pipelines, generate new revenue streams, and improve overall sales operations. I took great pride in my staff’s ability to provide world-class account management, ensure customer satisfaction, and spark new business development. I also put together a solid strategic operating plan to double the sales team.Key Achievements:● Business Development: Increased 12-month rolling pipeline 108% YoY to $118M while pushing FYQ4 channel growth to 360% YoY. Grew bookings last 4 Fiscal QTRs YoY – Q2 27%, Q3 46%, Q4 100%, Q1 30% ● Product Expertise (Cloud Storage Software): Achieved 140% growth in petabytes under management for year, with 90% of data managed in AWS and Azure, increased FYQ4 new Enterprise vertical bookings 236% YoY. -
Vice President Ww SalesCoraid / Intermodal Data Oct 2013 - Jun 2016Owned direct responsibility for bolstering revenue for private start-up focused on enterprise class, software-defined storage solution. Facilitated transition with new CEO, CFO, and VP of Engineering along with a significant funding round. Sparked additional revenue increases by managing strategic projects and developing new sales processes. Fostered solid relationships with customer advisory board and strategic partners. Led negotiations and conducted detailed sales presentations for new and existing products and solutions. Shared subject matter expertise by authoring company-wide blog highlighting industry trends and progress.Key Achievements:● Change Management: Championed complete overhaul of operations and sales group; conducted reorganization of 56-person global sales team and refreshed 80% of staff and leadership over one year.● Strategic Planning: Led efforts to align cross-functional teams by developing market requirements documents (MRD), product roadmap and strategy, and dynamic go-to market plan.
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Vice President Sales - AmericasVirident (Acquired By Western Digital) Mar 2013 - Oct 2013Joined new CEO at Virident to leverage recent Funding Round to oversee all North American sales activities with full responsibility for building and coaching sales teams and developing the entire North American sales organization. Grew our territories from three to 12 in about 6 months. I also delivered sound counsel to C-suite leaders as a member of the executive leadership team and played a key role during quarterly Board of Director meetings. Key Achievements:● Sales Growth: Devised and executed cross-functional strategy to grow annual sales with LinkedIn from $4M to $20M; additionally, generated $75M from new pipeline within six months.
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Co-Founder, Vice President SalesCacheiq (Aquired By Netapp) May 2010 - Nov 2012Earlier in my career, I used my market knowledge, business development skills, operational expertise, and leadership talents to co-found a private startup offering a new innovative flash-based data performance solution. Jointly, the executive leadership team aggressively prospected and attracted capital investment including seed money and $15M in Series-A/B Funding from angels and private investors. As a young company, I created the revenue plan while contributing significantly in the areas of marketing, branding, product development, and human resources. I was also able to improve our workflows by implementing Salesforce.Key Achievements:● Sales Team Building: Recruited talented sales team in East and West regions that were able to generate $1.7M in qualified pipeline sales in just eight weeks.● Business Development: Achieved $537K in revenue during first full quarter against $400K bookings goal.
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Vice President SalesStorspeed (Cache Iq Aquired Ip) Oct 2008 - Jul 2010North and South America Sales
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Region DirectorNetapp Feb 2001 - Apr 2008San Jose, California, UsLead 33 Sales Teams and 5 District Managers -
District ManagerNetapp Jan 2002 - Mar 2004San Jose, California, UsCommercial and Federal business in Houston, Austin, and San Antonio.
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District ManagerAuspex Systems 1996 - 2000
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Account ExecutiveEmc Jun 1993 - May 1996Round Rock, Texas, UsSales Territory including Houston, Austin, San Antonio
Keith Carpenter Skills
Keith Carpenter Education Details
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The University Of Texas At AustinFinance & Marketing
Frequently Asked Questions about Keith Carpenter
What company does Keith Carpenter work for?
Keith Carpenter works for Scapien
What is Keith Carpenter's role at the current company?
Keith Carpenter's current role is Business Advisor and Acting CRO.
What is Keith Carpenter's email address?
Keith Carpenter's email address is kc****@****hoo.com
What is Keith Carpenter's direct phone number?
Keith Carpenter's direct phone number is +140845*****
What schools did Keith Carpenter attend?
Keith Carpenter attended The University Of Texas At Austin.
What skills is Keith Carpenter known for?
Keith Carpenter has skills like Start Ups, Sales Management, Storage, Solution Selling, Cloud Computing, Strategic Planning, Sales, Saas, Channel Partners, Go To Market Strategy, Negotiation, Professional Services.
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