Mark Aylor Email & Phone Number

Columbus, Oh, Us

New York, New York, Us

As VP of Global Sales and Channel, I drive the GTM strategy and vision for an AI/ML technology startup with 200+ employees and $200M+ in funding developing and selling an AI/ML-based data ingestion & automation platform specializing in intelligent document processing. I lead global enterprise sales and business development initiatives across North America, EMEA, and APAC regions. During this time, I've built a top-performing sales and GTM team fueling revenue growth across all product portfolios to surpass annual operating plan objectives. KEY HIGHLIGHTS: ➣ Restructured GTM team to optimize resources, hiring new sales directors that outperformed all sales goals and positioned the company for aggressive growth ➣ Expanded the customer portfolio to stimulate MM$ in ARR growth in <18 months➣ Steered two multi-million-dollar expansions with VA and SSA ($37M 5 Yr Award)➣ Delivered company record revenue in Q1 2024 and 38% growth in SaaS ARR in Q2 2024➣ Accomplished net-dollar retention of 94% in Q2 and 106% in Q3 of 2023 ➣ Leveraged deep experience in P&L management and SaaS sales to propel sales ➣ Continually built the customer pipeline by developing and sustaining relationships with C-suite executives, leaders, and decision-makers of corporations and large government organizations➣.Redefining the Channel and Partner Program and GTM from the ground up

San Mateo, California, Us

In my roles at Imperva, I created the business development and GTM sales strategy and built a new enterprise organization for a cybersecurity company offering multi-product technology solutions to safeguard data through cutting-edge security solutions and a market-leading data security application.KEY HIGHLIGHTS: ➣ Established a world-class GTM and sales organization promoting enterprise products to key clients➣ Drove SaaS revenue growth of 20%+ by executing innovative strategies including market analysis➣ Eliminated operational inefficiencies and tech stack across teams to maximize profitability in Q4 2022 ➣ Developed and deployed a new channel model and program targeted at each portfolio offering➣ Led pipeline and top-of-funnel sales efforts to outpace annual KPIs

San Mateo, California, Us

Burlington, Massachusetts, Us

Developing a new enterprise organization dedicated to multi-product solution sales for an industry-leading cybersecurity company, I oversaw a broad portfolio of global solutions targeting all business industries and segments. I enabled organizations to avert digital transformation cybersecurity challenges by delivering a comprehensive, robust security program. KEY HIGHLIGHTS: ➣ Marketed/sold security portfolio solutions, generating $30M in qualified pipeline growth in 6 months ➣ Shepherded teams through a divestiture while directionally changing the way digital selling transforms businesses ➣ Decreased churn of >$3M annually by addressing and implementing the adopted full customer lifecycle plan

Austin, Texas, Us

In this capacity, I delivered best-in-class cloud-enabled enterprise solutions for a multi-national technology company leading the industry in database software and technology. KEY HIGHLIGHTS: ➣ Directed, coached, and inspired a top-flight team of eight enterprise AEs➣ Held full accountability for sustaining and growing the company’s four largest global enterprise clients representing $45M in new revenue growth in 12 months ➣ Drove resource alignment with operations, engineering, and executive leadership, including the CEO➣ Achieved revenue growth in all areas of Hardware, Software, and SaaS portfolio through direct and channel partnerships

San Jose, California, Us

As senior director, I defined and executed the sales strategy for a global organization offering IoT solutions and connectivity to 11M globally connected devices and holding 50+ technology patents. I led emerging market development and presence in eastern and southeastern Asia through a joint venture established with Softbank. I was also selected for a dual-function leadership role in the newly established Global Solutions Group, owning cross-functional responsibility to align marketing, product management, operations, and engineering resources and shape the commercialization strategy for end-to-end solutions delivery. KEY HIGHLIGHTS: ➣ Implemented strategies across North America➣ Directed two regional managers overseeing all sales leaders ➣ Built the Aeris Japan GTM teams in cooperation with Softbank resources➣ Executed three enterprise solution awards, a Fortune Top 10 global OEM, and a Fortune Top 150 Global OEM➣ Launched a program equipping a global OEM machinery group with the Aeris technology platform, leveraging agile technology methods to evolve platform services and drive vertical market scalability➣ Assessed market feasibility, customer needs, and ROI by qualifying the value proposition/market fit RESULTS: ➤ Improved productivity of the fleet by driving 120% utilization ➤ Reduced set route two times in three days and lifted productivity to three trips in two days➤ Decreased management personnel by two-thirds to capture efficiency gains and cost savings ➤ Secured $2M+ contract for a 6-month pilot with one of the world’s largest power product OEMs➤ Designed a full-service program for an existing equipment type, projecting $500K in year one

Basking Ridge, Nj, Us

I implemented the sales strategy to realize rapid-fire growth of a subsidiary of Verizon Communications, an industry-leading technology company generating $16B across the globe and ranking #16 on the Fortune 500 list. KEY HIGHLIGHTS: ➤ Owned accountability for four direct reports w/teams and full P&L responsibility➤ Expanded the customer base from 275+ enterprise clients to 1.5K+ prospects➤ Played a role in introducing new mobile POS systems, content delivery solutions, and IoT solutions➤ Built the highest-performing enterprise sales team among six ➤ Achieved 194% of target goal with $250M in revenue ➤ Contributed to launching emerging technologies/processes, uncovering a new $1M revenue stream ➤ Secured multiple multi-year MM$ contracts including a multi-year $64M and $25M contract ➤ Generated 25% YOY increase of $164.1M during 2013-14 and 263% YOY growth in IoT ➤ Contributed to driving $100M+ in revenue for a client by proposing effective hardware solutions ➤ Led $36M deployment covering 100K+ machine-to-machine connections over a 3-year timeframe

Basking Ridge, Nj, Us

In this role, I served as a crucial member of a core vertical team accountable for producing $2M in annual revenue via consulting with Fortune 1000 and Global 500 companies and sub-segments of accounts in the manufacturing vertical. KEY HIGHLIGHTS: ➣ Managed key clients such as Caterpillar, Emerson, John Deere, Kone and NCR Corporation➣ Led development, training, and provision of knowledge base sessions to internal sales teams➣ Steered global contract negotiations in concert with sales of enterprise mobility solutions and IoT solutions to drive bottom-line metrics

Basking Ridge, Nj, Us

I marketed Verizon Wireless product line to small to medium-sized businesses across a territory spanning northeastern and central Columbus. I attended networking events throughout the city to heighten exposure and raise visibility within the industry. In addition, I prospected new clients, managed the existing customer base, and reported daily on results. KEY HIGHLIGHTS: ➣ Grew sales and revenues by 25% quarter-over-quarter for three years, renewing service agreements for existing clients and closed deals and negotiations to generate new revenue➣Attained top #1 position in the Columbus region for account growth➣ Finished 2nd out of 40+ sales representatives for the Ohio region for most new business activations➣ Obtained four Top Sales Representative awards for the Southern Ohio region ➣ Named to Winner’s Circle in 2002 and 2003 for sales achievements

Bachelor Of Science - Bs, Computer Information Systems

Education record