Michael A Guerra Email & Phone Number

Texas, United States

Check Point has the industry’s most comprehensive cloud native security platform, with the industry’s broadest security and compliance coverage for applications, data, and the entire cloud native technology stack throughout the development lifecycle and across hybrid and multi-cloud environments.Responsible for managing a territory and driving the sales for our CloudGuard security solutions, into new and existing customers. We develop, define and align strategies and tactics with our Cloud Provider partnerships including, but not limited to, Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP), Accenture and IBM to provide the best cloud security platform available.

San Antonio, Texas Area

San Antonio, Texas

Telcobuy is a leading technology integrator that provides technology and supply chain services to customers around the world. We serve the telecommunications industry through Telcobuy, an operating company of World Wide Technology Holding Co., Inc.Telcobuy specializes in helping customers, such as AT&T, AT&T Mobility, Verizon, Sprint, CenturyLink and Alcatel-Lucent manage their technology and supply chain planning, procurement and deployment processes.Based in St. Louis, WWT/ Telcobuy works closely with industry leaders such as Cisco, HPE, Dell EMC, NetApp, VMware and F5, focusing on three market segments: Fortune 500 companies, service providers and the public sector. WWT/ Telcobuy employs more than 4,000 people and operates in more than 2 million square feet of state-of-the-art warehousing, distribution and integration space strategically located throughout the world. WWT/ Telcobuy is proud to announce that it has been named on the FORTUNE "100 Best Places to Work For®" list for the sixth consecutive year and was awarded #5 on Glassdoor’s 2017 Employees' Choice Awards, honoring the Best Places to Work.

San Antonio, Texas Area

Primary sales manager for MSSP & Service Provider Accounts. Liaison between Service Providers and Endace ensuring timely, high quality responses to technical and business related needs and concerns. I lead the development and execution of sales strategies within Service Provider accounts to increase sales/profits, provide accurate sales forecasts to management, and submit timely progress reports against objectives. I work closely with Sales Management, Sales Engineering and Product Management and have the ability to analyze customer technical environments and requirements.Finished Fiscal year at 134% to quota.

San Antonio, Texas Area

Ranked as the #2 Sales Person Globally by revenue during my tenure in this position. Primary sales person on the AT&T account and function as the liaison between AT&T and Emulex/ Endace ensuring timely, high quality responses to technical and business related needs and concerns. I lead the development and execution of sales strategies within the AT&T account to increase sales/profits, provide accurate sales forecasts to management, and submit timely progress reports against objectives. I work closely with Sales Management, Sales Engineering and Product Management and have the ability to analyze customer technical environments and requirements.

San Antonio, Texas Area

Responsible for the entire portftolio of AT&T Security Solutions nationwide in the Signature Client Group (SCG) Vertical. The Portfolio includes Managed Firewall, Content Filtering, Intrusion Detection, Secure Email, Secure Access, End Point Security, Network and Application Security, Security Consulting, and custom Security Solutions through Application Services. Accurately manage forecast, funnel, and top opportunities within the assigned segment area. Proficient in Microsoft Word, Excel, and PowerPoint and presenting the AT&T Security Services Portfolio to all levels of internal management and client personnel. Highly specialized overlay sales executive with strong relationship building skills. Position and sell AT&T security solutions as a stand alone offer or part of a larger AT&T transaction with other products and services

San Antonio, Texas Area

Responsible for managing and driving direct and indirect sales with AT&T. Creating and implementing plans focused on attaining enterprise-wide deployments of Fortinet products and services selling to and selling through AT&T and it’s different channel organizations including but not limited to Wholesale, Federal, Signature, Enterprise, Government, Education, and Medical verticals. Develop executive relationships with key buyers and influencers and leverage these during the sales process. Coordinate with appropriate internal AT&T groups such as the Chief Security Office (CSO), Operations, Product, Direct Sales and Overlay Sales organizations to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with different AT&T internal and external clients to achieve win/win results that provide the basis for strong ongoing relationships.Responsibilities:• Maximize Fortinet opportunity while providing value added solutions to the Major Accounts.• Ability to team up with current Fortinet Account Managers in North America to up-sell into existing accounts. • Generating enterprise business opportunities and managing the sales process through to closure of the sale. • Manage effective working relationships with Technical Sales Engineers, Consulting Professionals• Consistently build and deliver on an accurate pipeline • Achievement of agreed quarterly sales goals.Specialties - Network Security, Enterprise Firewall, Unified Threat Management (UTM), Firewall, Intrusion Prevention System (IPS), VPN, Antivirus, Email security, Web filtering and Web Security Gateway, Antispam, Application Control and Visibility, Next Generation Firewall (NGFW)

Responsible for the entire portftolio of AT&T Security Solutions nationwide in the Federal Vertical. The Portfolio includes Managed Firewall, Content Filtering, Intrusion Detection, Secure Email, Secure Access, End Point Security, Network and Application Security, Security Consulting, and custom Security Solutions through Application Services. Accurately manage forecast, funnel, and top opportunities within the assigned segment area. Proficient in Microsoft Word, Excel, and PowerPoint and presenting the AT&T Security Services Portfolio to all levels of internal management and client personnel. Highly specialized overlay sales executive with strong relationship building skills. Position and sell AT&T security solutions as a stand alone offer or part of a larger AT&T transaction with other products and services.

BRANCH MANAGERLead Texas territory team with oversight of branch profit/loss, team performance, vendor relationships, and marketing events. Also carry accounts/sales quota as an individual performer. Produced 80% year-over-year growth in Cisco account and 20% year-over-year growth in HP account by bringing a network of strategic relationships into the job and forging deeper account alliances with each one. Steered branch shift from fulfillment to consultative sales approach with 50% of deals currently consultative in nature by architecting deals to deliver solutions converging client vendors/services/products. Generated $2.2 million in commercial target market sales, attaining #1 ranking in sales in the Texas region. Created a steady stream of sales revenue by driving implementation of a corporate web store with TIG’s largest San Antonio account. This B2B website pulls 900,000 product options from 3 vendors and moves over 30,000 products monthly for TIG.

Recruited to enhance quality products and process flows for 15 supplier accounts including IBM, EMC, NEC, and Motorola, with accountability for metrics, report cards, and action items. Achieved most efficient products/metrics possible by working with suppliers and assigning/ following up on action items with internal clients, contract managers, and suppliers. Ensured suppliers met SLAs, TL9000, and ISO standards compliance by teaming with internal clients, contract managers, and the IT department. Boosted compliance with performance objectives for all 15 suppliers by monitoring their performance, completing report cards, holding mediation meetings, requesting root cause analyses, and documenting chargebacks for SLAs.

Selected to develop, coach, and manage six-member executive sales team engaged in selling network integration services, Cisco/HP/IBM/Sun/Fujitsu products, and advanced technology sales/strategies.  Contributed to company’s Cisco Silver Partner status by achieving personal sales certifications, including Cisco Security Boot Camp; Sales Expert Version 2; Lifecycle Services Express; Advanced Wireless LAN for Account Managers; IP Communications Express Account Manager; and Sales Expert Small to Medium Business Solution. Recruited and hired top engineering resources. Qualified company for free marketing, collateral, and training valued in excess of $10,000 through acceptance as a Cisco Select Small to Medium Business partner. Landed vendor/sub-contractor agreement with AT&T, at a time of vendor consolidation. Enabled AT&T via Genesis Networks to compete with smaller, more aggressively priced companies in the Texas region by working with senior level AT&T officials to propose, conceive, and distribute 2006 Erate strategy and sub-contracting process flow. Propelled company from no relationship with Cisco to Premier Partner status in one year and Silver Partner in two years by developing and initiating reseller plan with VP – Engineering.

Managed, developed and coached 10-member executive team engaged in selling Network Integration services. Analyzed market segments and designed/orchestrated penetration strategies. Assured clients maintained a competitive advantage within their respective markets by acting as key strategist and solutions analyst to clients, and developing budgeting and sound network strategies. Exceeded revenue and gross profit targets by completing 2004 sales year at 105.15% to plan for firm order services revenue component and 121.17% to plan in billed equipment revenue.  Smoothed communication by delivering highly effective oral and written presentations to internal executive professionals and customer organizations. Achieved broad-based and long-term customer commitments by developing, cultivating, and maintaining key relationships with outside vendors in accordance with company partnering goals.

Hired to proactively position, sell, and market all company products/services to end users.  Retired quota through effective selling of data CPE and integration/professional/internet/managed network services and building team sales relationship with Core Channel team/primary vendors. Doubled sales quota in first 6 months of employment, finishing the year at 197%. Received the Sales Excellence Award for Texas major accounts for 1st/4th quarters in 2001. Produced highest revenue account nationwide at $25.8 million, and generated highest gross profit margin nationwide at 34.4%. Sold $25 million in services in a year with sales emphasis was on services rather than equipment. Booked a $14.1 million logistics management contract, a $6.1 million project management contract, and a $5.6 million staging contract.

• Led an aggressive sales campaign from ground floor to actualization of sales goals. • Co-teamed with the Senior Marketing Director, creating sales projections, business plans, promotional and advertising materials to impact quick-turn sales results. • Within 2 weeks, recruited, hired and trained the executive sales force, tasked with promoting and selling unfinished e-commerce products. • Within 2 months, led the sales force to close 17 subscription contracts with Texas municipalities, and secured 29 letters of intent to sign subscription agreements. • Successfully directed the opening of sales territories in Florida, Oklahoma and Louisiana, securing a strong customer base in all states. • Sourced and secured key investors which later became new Board Members. • Successfully organized and implemented a private stock offering by sourcing 30 investors. Exceeded fundraising goal of $500,000.00 dollars to provide operation monies for the corporation. This resulted in a successful first round offering.