At Mira Security our mission is to provide visibility into network traffic as our customers transition to higher speeds & newer architectures. Mira Encrypted Traffic Orchestration (ETO) automatically detects SSL, TLS and SSH traffic and feeds it to one or more security tools that detect and mitigate any threats that may be present. No special interfaces or software changes are required to the security tools.As Sr. Director of Sales my responsibilities include... - Work with internal stakeholders (Support, Marketing, Legal, etc.) to ensure partners have everything they need to successfully resell our products- Ensure partner Sales support/resources are provided proactively to help partners hit their sales goals/milestones.- Give demos, virtual presentations, or in-person presentations to potential partners.Create demand using tools like marketing collateral, campaigns, webinars, and events.

As Head of Sales, I am responsible for growing/scaling INKY's Sales and Business Development teams. The INKY Sales org consists of 3 teams; Partner & Direct Recruitment, SDR, and Partner Growth. This includes developing and executing channel programs to increase revenue across INKY's MSP partner base. Other duties include, working x-functionally with other Dept Heads (Marketing, Finance, Product), adoption of the MEDDIC Sales Methadology, as well as overseeing INKY's sales policies and ROE. - Increased ARR bookings 42% year 1, and maintained 30% growth Y2 and Y3.- Reached (or exceeded) quota 9 consecutive QTR's in a row.- Built INKY's first SDR team, which is generating 180+ meetings per QTR.

As Commercial Sales Manager, I was tasked with building out the 2 Sales teams, focusing on theFinancial Services vertical. This included hiring 14 open req’s, training/onboarding new team members,and ensuring all 14 new AE’s understand how to use Proofpoint’s resources to exceed their goals.Salesforce hygiene, forecasting accuracy and prospecting strategies (Sales Plays) are also part ofmy ongoing responsibilities.▪ Increased team ASP over 200% in the first 6 months.▪ Achieved over 20% revenue/bookings growth 6 QTRs in a row.▪ I was able to promote 4 sales reps within the first calendar year to Strategic AE roles.▪ Increased deal registrations by 80% YoY

Encentiv Energy is transforming the way people make purchasing decisions for energy efficient products. By providing tools that seamlessly integrate into the workflow of energy efficiency providers, we make accessing rebates and financing a more straightforward and painless process.As BU Director of Digital Engagement I am responsible for overseeing the GTM teams within Encentiv Energy's Digital Engagement business unit. This includes all sales strategy, sales functions, and general management for both new customer acquisition as well as customer success.

As VP of NA Sales, I am responsible for all sales strategy, sales functions, and general management of Continuum’s North American Partner Sales and Partner Recruitment teams. The NA Sales org consists of 28 employees made up of five separate departments; Strategic Partners, Partner Sales, Account Executives, Channel Development, and Verticals. Responsibilities include...- Develop and drive channel programs to increase revenue across Continuum’s existing NA partner base.- Work with strategic alliance partners including IBM, Intel, Webroot, and Auvik to increase revenues and product adoption.- Ongoing expansion of our new Partner recruitment strategies to ensure Continuum exceeds our new partner bookings goal. - Set short and long-term sales strategies and evaluate effectiveness of current sales programs.- Build and oversee Continuum’s sales policies, objectives, and initiatives.- Day to day integration of the MEDDIC Sales methodology.- Adoption of the LSCPA objection handling methodology.- Recommends product or service enhancements to improve customer satisfaction and sales potential.- Maintain contact with key markets and customers, while maximizing potential volume.- Continual interaction with other company departments to ensure that we are working cross functionally on key items and actions.- Work with Marketing on full partner lifecycle from lead to CLV; campaigns, product launches, etc.- Working with Finance on quotas, comp plans, forecasting, budgeting, incentives, contests, etc

As Sr. Director of NA Sales, I oversee Continuum’s Partner Development Organization. The PDM org consists of 21 employees made up of four Account Mgmt teams, Strategic, Regional, CORE and Office Equipment. Responsibilities include...- Develop and drive programs to increase revenue across Continuum’s existing NA partner base- Set short and long-term sales strategies and evaluate effectiveness of current sales programs.- Directs and oversees Continuum’s sales policies, objectives, and initiatives.- Recommends product or service enhancements to improve customer satisfaction and sales potential.- Maintain contact with key markets and customers, while maximizing potential volume.- Continual interaction with other company departments to ensure that we are working cross functionally on key items and actions.- Work with Marketing on full partner lifecycle from lead to CLV; campaigns, product launches, etc.- Working with Finance on quotas, comp plans, forecasting, budgeting, incentives, contests, etc.

As Director of NA Sales I oversaw Continuum’s Partner Development and Channel Development teams as well as managed the corporate relationship with CMIT, Technology Assurance Group and Computer Troubleshooters, three strategic Continuum partnerships. Successfully rolled out Continuum’s Strategic Partner Growth Program as well as dozens of marketing campaigns with our MSP partner base and alliance partners including Intel, Growth Achievement Partners, Technology Assurance Group and HTG Peer Groups. Responsible for day to day sales operations and strategies including sales policies, product/service enhancements, compensation packages and sales training and development.

As Dir of Sales - East, I oversaw the day to day sales operations / activity of Continuum's Northeast and Southeast Sales and Account Management Teams. Other responsibilities include developing and improving the Continuum sales approach into our existing partner base and build and solidify partner relationships with key accounts across the East Coast.

As a Sr. Account Manager, I was responsible for the success of all Continuum partners using our Managed Services/RMM platform and Vault BDR solution in the Northeast United States. Responsibilities included the following: - Increase the use of Continuum solutions in the region.- Grow partner revenue in the region.- Act as the main sales and business contact from Continuum to the partners.- Introduce / upsell new products and services to existing partners.- Assist partners in the full marketing and sales process to their end clients.- Act as the partners’ advocate to communicate feedback/issues to Continuum.- Travel to client sites in the region.

I managed channel partner recruitment for Zenith's SmartStyle and MirrorCloud product lines. Responsible for strategic sales planning, out-bound lead generation, farming and conducting live presentations at group events. I was also the ASCII representative for Zenith, I traveled to all ASCII Success Summits and gave presentations on Zenith Managed Services and Cloud product lines.

I was responsible for keeping an organized sales funnel and proper forecasting on closing dates as well as generating new sales through existing and self-generated leads. I also conducted effective sales presentations via telephone and on-line with customers and prospects. Other responsibilities included designing EDI solutions for clients with custom ERP systems as well as working with VAR's in the Sage, SAP, Microsoft and Intuit channels.