Optiv is the Cyber consultancy and solutions leader. We help our customers plan, build and run their cyber programs so they can secure their potential. I lead a team of 8 cyber security sales professionals who help our customers stay ahead of the threat with the best technology partners and consultants in the industry.

Position with Neutrino8 transitioned into a consulting engagement presenting the opportunity to set up my own business to provide sales and marketing consulting services to unlock sales potential for businesses of all sizes. Services Include: * Digital marketing optimization (web, social, email, SEO)* Sales "Best Practices" audit* Sales management as a service* Startup Go-To-Market Analysis and Planning

Neutrino8 (formerly Cloudmondo) is a disruptive AI driven WLAN cloud services provider based in Santa Clara, CA. CEO (and former CEO of Meru Networks) recruited me to take over sales responsibilities for the Americas and create the Go-To-Market plan. Created all of the sales presentation and partner training content and and prospected the first partners and prospects. I also set up the CRM, established a forecasting framework and created solution briefs to use in selling campaigns.

Leader in network and cyber visibility solutions. Hired to rebuild an underperforming territory and return it to growth while building cyber security sales and engineering expertise. Provide leadership for the regional sales team to achieve business and revenue objectives. Forecast sales opportunity, segment territories, and develop quotas to achieve target revenue growth. Coach / mentor team to effectively build pipelines and execute at each phase of the sales process. Develop team to excel in a consultative, solution selling capability. Collaborate with product and support teams to create a seamless customer experience.

The leader in cloud centric security platforms protecting mobile users, and branch offices with a variety of integrated SaaS applications. Hired to scale the Northeast region. Added 5 reps and 3 engineers to accelerate market penetration for key technologies: Secure Web Gateway, Cloud Firewall, Zero Day Threat Detection, SSL Inspection, VPN Access, and Data Loss Prevention. As part of the field leadership team, I helped define, implement, and manage processes for pipeline management, forecasting, strategic account development, and performance management. Established metrics for sales and management score cards including sales activity targets for face to face call frequency, demo activity, proposal activity, prospect calling, pipeline size, and deal closure. Coached / supported sales teams to develop key accounts and exceed our ACV targets.

Manufacturer and developer of WLAN and access control systems. Acquired by Fortinet May 2015. Recruited by former boss and VP of North America to accelerate growth; expand and improve sales coverage and build a repeatable sales process. Region revenues grew from $12M to $38M over a 7 year period, exceeding quota 5 of 7 years and winning top region performing region honors 2 of 7 years. My reps consistently delivered the largest deals in the company. As part of the field leadership team I helped lead the Force Management project and sales process overhaul resulting in an improved sales and sales management operating rhythm and Territory plan. Invited by the Executive team to attend the company’s opening day on the NASDAQ, March of 2010.

Manufacturer and developer of security software, appliances, and services. Acquired by IBM in late 2006. Recruited by former 3Com colleague and VP of North America to manage and grow a $50M NY to Canada region. Made selective upgrades to the 30-member sales and sales engineering team to improve market penetration and sales performance. Grew revenues to $62M prior to IBM acquisition. I stayed a year as I promised the ISS management team, but ultimately selling in IBM was so different that I wanted to return to the focus of a smaller technology company.

Manufacturer of ethernet switches, WLAN, routers and load balancers. Recruited by former boss and VP of WW Sales to turnaround declining sales in the Northeast after the dotcom crash. Added 4 new reps and engineers and diversified the prospect base into financials, education, healthcare, technology, utilities and municipalities which reversed the pattern of negative growth. Grew revenues from $20M to $25M by the end of my 2.5 yrs (toughest 25% growth in my career). I left because I wanted to return to the cyber security industry and was offered a great position.

Startup Manufacturer of high-performance security platform. Acquired by BlueCoat Systems 2012. Recruited by former 3Com Divisional VP and partner at Matrix Partners (VC) to build a go-to-market sales and support strategy to bring our high performance security platform to service providers and enterprises with large datacenters. Recruited early adopters to participate in product development and advocacy including executives from Bell Canada, Fidelity Investments, and US Datacenters. Completed the first application development relationship with Checkpoint Software. Hired and onboarded all 12 sales, systems engineers, and support staff. Created the territories and compensation plan and established quotas. Established a repeatable sales process and set up a forecasting cadence. Delivered first beta and revenue customers. Ultimately the events of 9/11 dramatically effected our go to market plans and I left when a previous boss approached me with a compelling offer.

Startup Manufacturer of DWDM optical transport and switching solutions for metropolitan service providers and enterprise customers. Acquired by Sorrento Networks Corporation in 2003. Recruited by former 3Com boss and VP of WW sales to build a sales team on the East Coast to sell LuxN’s solution to Universities, Hospitals, Utilities, Municipalities and service providers. Hired and trained a team of 14, including reps, engineers and inside sales professionals. Established territories and a forecasting process and pipeline review cadence. Delivered the first revenue and was the top producing region at over 100% of a $5M plan. I left when I was offered a VP of Sales position for a Boston based cyber startup.

Recruited by the VP of Large Enterprise Sales to turn around a group that supported 3Com’s largest and most strategic channel relationships. Changed 3Com’s channel program to provide unique benefits for national and global systems integrators.Qualified for Chairman’s club in recognition for growing the business to $200M and achieving 110% of quota following two years of declining sales.

Promoted to bring a portfolio of acquired ISDN remote access products to market in North America. Managed full P&L for a team of 12 sales specialists, systems engineers, and marketers. Took sales from $25M to $100M in a three-year span and established 3Com as the #1 supplier of ISDN routers. Developed a co-branding agreement with Bell Atlantic and Pacific Bell (now Verizon) to sell our products as part of their service to consumers and businesses Set up the company’s first ecommerce site for selling our consumer ISDN modems and created a relationship with our distributors to fulfill the orders to the end users. Established reporting processes for tracking sell through levels at distributors to determine required stocking levels.

Sales rep responsible for downtown sales territory. Presidents Club award winner in 1993 and 1994.

3Com acquired BICC Data Networks, the global leader in Ethernet networking and testing equipment. I was promoted to a regional overlay sales specialist role with responsibility for training the entire region on selling BICC products and to assist with high level sales opportunities.

I started off with territory sales responsibility in New York City and moved into sales management for the Eastern United States. We brought our products to market through a network of trained and certified VARs. We were acquired by 3Com Corporation in 1991.