Matt D. Email & Phone Number

United Kingdom

London, United Kingdom

Drove business growth & sales revenue by focusing on service providers & GSI Alliances in the EMEA region. Led Security sales across EMEA into Service Provider segment initially, then into GSI Alliances and Enterprise customers.As a specialist security seller, I made it my goal to add value to all Sales Managers, by increasing revenue, wallet share and enhanced value to GSI’s and Service Providers.Promoting the value of integrated security, I educated and promoted how customers could include security into their Networking and SDWAN projects.Fostering relationships, I enabled internal sellers, business leaders, product teams and channel partners in AT&T, Ericsson, Atos, and BT.Collaborating with stakeholders, I ensured valued, lasting relationships and built fruitful partnerships.As an experienced security sales expert, I thrived on enabling sellers, coaching on opportunities and cadenced sellers on MEDDIC calls, enhancing effectiveness, providing knowledge and increasing win rates, shortening sales cycles and upselling.Major contributions were:• Catapulted revenue growth and wallet share through implementation of training campaigns with EMEA & APAC sales teams.• Surpassed KPI’s and MBO’s by surpassing quota by over 40%• Presented to 270 security professionals at a major GSI’s global security summit in Paris.• Created and delivered EMEA sales training and role-play sessions.•Presented to Atos, Deutsche Telecom and Lufthansa.PR Trained & Provided insight to journalists and analysts. Trained EMEA, APAC sellers with thought leadership focusing on the MEDDIC and value-driven sales.• Secured 'Outstanding Achievement & Contribution' accolades for training global sellers teams in 'Keep Security Simple' campaign and LinkedIn promotion.• Led security DDoS project with large Enterprise client in Europe, spearheading a network refresh and pivotal switch infrastructure upgrade.

Addlestone

- Partnered with the EMEA’s largest MSSP’s, GSI’s, & SP’s.- Security Sales Specialist with network niche security focused partners in EMEA.Recognised a need for in-depth knowledge and understanding on the adoption of a ZeroTrust architecture.Created and delivered a sales program and repository of materials to assist partners and sellers to understand a) the need and b) how they could add value to their customers.Aligned with their partner objectives and introduced the message of "Zero Trust" to clients and prospects.Built successful joint go-to-market strategies with AT&T, BT, Atos, Fujitsu and Rackspace, leading to increased revenue and wallet share.Executed the program resulting in joint awareness programs in partnership with Fujitsu, and being part of Cloud Native Emerging Technology event in Fujitsu’s London offices. Replicating this event has led to highlighting awareness in the market, Akamai’s Enterprise Security value proposition.Met with prospects, increased pipeline by 149% and acquired net new logo’s to Akamai Some of my key achievements are:• Exceeded 112% of predetermined benchmarks, encompassing sales and service key performance indicators and management by objectives.• Directed custom ZeroTrust solution campaigns that fortified strategic Alliances, catapulted revenue and delivered revolutionary offerings.• Become the trusted security expert with Alliance Partners by delivering and implementing innovative approaches.• Attained 'focus vendor' status with Fujitsu by enabling ZeroTrust Networking Architecture as part of the Partner alliance.• Established standardization of portfolio with RackSpace, Global Dots and Trustmark for DNS security and VPN replacement.• Engaged in negotiations with BT's Head of Security for product experimentation and dethronement of a VPN competitor.

London, United Kingdom

GSI organisations were gaining more government contracts and Trend wanted to be part of the growth and have easier access to government customers by being standardised portfolio with Atos, Fujitsu, Accenture and CGI.My focus was to work in unison with the Trend Government Client manager and grow existing revenue through alliance partnerships and provide them with value around enhanced endpoint security controls.My goal was to increase revenue through existing partners and create and enable new relationships to win new logo customers and grow the addressable market via trusted relationships. Working with Atos, CGI and Fujitsu, as key partners, as well as the client managers responsible for MOJ, MOD, Central Government and Blue Light organisations, I formed a plan to uncover and develop new ways to be relevant to their businesses. For one GSI, we jointly developed a consumption agreement, allowing the billing of licences only when they were deployed, for another we provided flexible transaction agreements, delayed payment and enhanced terms where the GSI could recognise revenue before they were billed.The flexibility allowed to build strong ties with the GSI took the conversation away from a licence cost to a value add proposition that formed greater relationships and enhanced partnerships.

London, England, United Kingdom

Focused on MSP and GSI Alliances with regard to DDoS mitigation solutions. I revisited relationships with Atos, BT and Fujitsu and made it my mission to ensure portfolio standard with these valued relationships and trusted partners. With the requirement from the partner to grow existing revenue with their customers or add enhanced security services to their current offerings.Created a program framework where the MSP provided enhanced mitigation to downstream customers that would benefit from having secure services with DDoS mitigation.

Reading, United Kingdom

When Sourcefire was acquired by Cisco, I was transitioned to represent Cisco’s Service Provider business as a Security Sales Specialist. My EMEA focus was on BT, Liberty Global, Sky and Vodafone as the core Service Providers.Having formed relationships with BT in my previous role, I set about making Cisco the preferred and standardised solution for their Global Services division and internal security solutions.Cisco had a team of client managers looking after BT and so I set about networking with the them to better understand how security would be an enhanced offering to their networking opportunities.My previous relationships with BT had included providing a response to a large RFI for a government body that led to security being included in a major networking refresh for tens of millions of dollars.The opportunity consisted of services, software and hardware and specifically the network Advanced Malware solution that I had heavily promoted in my previous role at SF.With the addition of the SF portfolio into Cisco’s security offering and having Cisco as a company behind me, it was a pleasure working with these SP customers to offer them a brand that they actively wanted to hear about.

Bracknell, Berkshire

Sourcefire UK Ltd had profitable relations on an opportunity and project basis with the GSI, MSP and MSSP Alliances but had never had anyone in EMEA focus on them as a rout to market.When I started at SF, I addressed where we were successful with current pipeline opportunities and focused on these relationships in order to deliver a framework of repeatable and profitable business for them and for Sourcefire.After meeting with some of the GSI and MSP Alliance prospects, it soon became clear as to how I could benefit and enhance their business by building scalable, repeatable and integrated services that complimented their portfolios with enhanced visibility and control with an architecture that gave them a single pain of glass management of their customers.With key Alliances became BT, Atos, Fujitsu, CapGemini as well as MSP’s including Dell SecureWorks, Symantec, NSN and AT&T.I loved my role with regard to selling To, Through and With these Alliance partners and the enablement, education that formed lasting relationships.As the SF portfolio increased to include NGIPS, NGFW and Advanced Malware, I worked with these Alliances to add new services to their portfolios in order to differentiate them from their competitors and add value to their existing customer base to include market leading security solutions.My focus was to think of innovative ways to support and assistance them in EMEA enhancing their value propositions to include SF technology as part of their MSS offerings to clients. where Best of breed security solutions were used as part of a Managed Security Service to their clients.Dedicated to being their vendor of choice and portfolio standard, being pro-active, accountable and helpful, making me a trusted pair of hands in which to partner with.I am very proud of establishing Alliance partnerships and becoming portfolio standard with Atos, AT&T, BT, CSC, T-Systems, Symantec, Capgemini, Serco, CGI/Logica, Accenture, DSW and Fujitsu.

Bedfont, England, United Kingdom

Having started as a result of acquisition of ISS by IBM in the Global Technical Services division, the security product side of the business was moved into IBM’s Software Group (SWG) and became part of the Tivoli Security business. Security now became its own business group and along with other security acquisitions such as Guardium and BigFix, Security gained notable focus and was actively integrated into IBM’s customers and partners line of Vision.With my Security experience gained in previous roles, I became a sales specialist within IBM SWG and focused on delivering value on the IBM Security portfolio to major IBM partners and customers The IBM Security strategy was to sell product through partners who were focused on delivering asset based services to Fortune 500 customers and adding value by integrating security into network related projects.With my previous experience of channel management, I focused my time on empowering sellers to be able to understand and articulate how the I M security portfolio would enhance and differentiate their offerings to customers by delivering a ‘secure solution’ and not just a solution, for the customer to select security at a later date, or separate to their proposal. Thriving on seeing growth through these new partnerships and representing Security when IBM client managers needed someone that understood security to present and discuss security with their customers, was something I welcomed and loved to be part of.

Bedfont Lakes

My new remit at IBM (post ISS acquisition) was to identify and grow the ISS business in the UK and Ireland by engaging with the existing ISS channel (managing distribution and reseller channels) and developing the IBM resellers to include security into their existing IBM portfolio. The goal was to ensure that both sets of partners were enabled as ‘Gold' level and be the technology of choice within those partners.ISS already had an established partner program and part of this new remit was to help IBM channels understand what skills and development they needed in order to be credible around security integration. I helped develop the IBM security partner program and define the questions/answers in order to gain sales certification with security from IBM.

Windsor, Berkshire, United Kingdom

A pure hunting role initially, my remit at ISS was to review and investigate the security reseller market and onboard new to ISS partners, to increase and strengthen the channel strategy and number of focused partners, representing the ISS security solutions portfolio. The new specialist partners were Pentura, Assurix, Redstone, InfoSec Technologies and Computacenter. Each partner selected to and agreed to be a Gold Level partner with joint commitment and focus to drive strategic opportunities through and with these key partners.I thrived with being tasked with the enablement, training, support and led with pro-active campaigns in order to identify and close joint opportunities.

Hook, Hampshire

Leading the charge for Ikan Ltd, a subsiduary of Harrier Group Plc I was the sole business development manager responsible for growing Ikan’s Security Services division. Professional Security Services included Business Continuity, Business Risk, Disaster Recovery and technical training on RSA, Check Point and Symantec technologies and be the deployment services arm of Harrier Group PLC. in order to grow these services, I worked closely with mainstream training organisations such as Parity, Azlan and Global Knowledge so that they could enhance their portfolios to include security and I had a route to market via organisations known for delivering training and consultancy services. My largest customer was HSBC and I have made friends and formed lasting relationships that have lasted many years.My most notable achievement was actively leading a cold calling session on Business Continuity Planning, speaking with one of the UK’s largest banks and winning an opportunity to deliver security services and becoming their preferred consultancy partner.