Nelson Gallash Email & Phone Number

Columbia, Md, Us

Responsible for driving and optimizing the performance of Tenable’s global sales and channel organizations. Developing and overseeing key strategic and operational initiatives to improve sales effectiveness and efficiency across multiple sales channels as well as analyzing and reporting on both sales and channel productivity. Management of the Strategic Deal Desk, Channel Operations, Proposals, Data Governance, and the Sales Projects Office global teams.

Columbia, Md, Us

Managing support functions essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimisation, sales job design, sales training, sales program implementation, sales compensation design and administration, forecasting and pipeline management, and recruiting and selection of sales force talent.

Tokyo, Japan, Jp

Responsible for all aspects of sales, marketing and channel operations, sales productivity as well as distribution management. Overseeing and reporting on the health of the business, quantity and quality of activity, pipeline and forecasts. Involved at all levels and segments in planning, forecasting and review. Manage a team of operations, training and distribution staff.Achievements: • Developed a set of integrated performance and productivity metrics that allowed sales managers and representatives to focus on areas that lead to pipeline development and sales. • Introduced a forecasting regime which allowed us to meet a global accuracy requirement of ±2%. • Implemented a customer interaction program that increased customer retention and boosted the number of expansion opportunities. • Three years of growth of strategic product sales: 36%, 59%, and 91% respectively. • Oversaw an in-house training and mentoring program to increase sales effectiveness.

Tokyo, Japan, Jp

Responsible for sales to companies from 100 to 1000 employees. Managed and supervised the activities of a team of sales and channel staff. Collaborated with sales engineering and specialty product groups to advise prospective customers on ideal security recommendations. Worked with marketing to develop successful pipeline generation campaigns for the sales team.Achievements: • Successfully converted an underperforming Field Sales team into an over performing Internal Sales team within a year. • Instigated a comprehensive pipeline generation regime including sales call targets, opportunity identification training, standardised call scripts and individual performance incentives. • Spearheaded a successful sales strategy that focused and reorganised around specific targeted industries. • Achieved over 100% of plan for 3 years. • Achieved double figure year on year revenue growth for 3 years.

Responsible for both the vendor relationship and the overall development of business for my portfolio. Accountable for both the established security portfolio (Trend Micro, Checkpoint, Websense, Secure Computing) and a specialist at developing newly introduced vendors into the business (Apple, Juniper Networks, AppSense, Red Hat). Managed channel programs and worked with BDMs/AMs to recruit and develop resellers. With marketing, developed plans and programs for both reseller recruitment and end-user sales generation. Managed itX’s contractual relationship with the vendors. Trained internal staff and ensured they had the resources available to help them sell.Achievements: • Awarded as a member of the “100% Club”: 2004 – 05, 2005 – 06, 2006 – 07. • Year on year portfolio margin dollar growth for four years running. • Maintained over 10% profit margin across all product lines. • Successful launching of three products from start to finish.

Recruited, trained and developed resellers to sell security products. Leveraged existing partner relationships in order to develop new business opportunities. Worked directly with channel partners on large deals to ensure successful closure.Achievements: • Worked and helped close $1m of new sales in 10 months. • Successfully introduced three core product sets to five new national partners.