Starting May '23, I'm thrilled to be helping drive growth initiatives in each the four categories of ZeroFox's award-winning unified external cybersecurity platform: Protection, Intelligence, Disruption, and Response. Hey, CYBER CARRIERS, CYBER/PRIVACY LAWYERS, and INSURETECHS!Welcome, please keep reading below!I'm leading the strategic expansion of ZeroFox's Incident Response services across the global cyber risk ecosystem. My focus is twofold: nurturing established… Show more Starting May '23, I'm thrilled to be helping drive growth initiatives in each the four categories of ZeroFox's award-winning unified external cybersecurity platform: Protection, Intelligence, Disruption, and Response. Hey, CYBER CARRIERS, CYBER/PRIVACY LAWYERS, and INSURETECHS!Welcome, please keep reading below!I'm leading the strategic expansion of ZeroFox's Incident Response services across the global cyber risk ecosystem. My focus is twofold: nurturing established relationships with law firms, insurance carriers, and brokers, while simultaneously embracing new collaborations with cyber MGAs, insurtechs, EPPs, MDRs, and various SecOps solutions. ZeroFox's Incident Response can activate either before or after a cyber claim, and it can operate independently or in response to crucial early warnings derived from ZeroFox's external threat intelligence.In addition, my focus lies in collaborating with cyber carriers and MGAs to proactively integrate ZeroFox's external cybersecurity monitoring into existing or future cyber policies. By utilizing an attack surface map that extends beyond the corporate perimeter—a traditional vulnerability in corporate cyber defense often overlooked by EDR/MDR and where businesses, customers, and attackers intersect—ZeroFox's customers and partners can capitalize on early warnings. This preemptive approach can disrupt an attacker's strategy, activate ZeroFox's Incident Response, and ultimately mitigate more substantial losses.If this sounds interesting and you'd like to walk through a model or just have a chat, please reach out! Show less

Launched in the summer of 2022, N.L. Cramer & Associates, LLC is a cybersecurity consulting firm specializing in the development of new, or optimizing existing, go-to-market initiatives for large or small enterprises focused on B2B and/or B2B2C routes to market.

Hired by the Senior Management Team (SMT) to influence revenue as the first business development leader tasked with plotting out and delivering on a Cyber Insurance strategy for the company, including identifying and planning for strategic investment opportunities with both cyber insurers and technology companies focused on cyber insurance, as well as finding areas of inefficiency or industry incompatibility and revamp existing strategies to drive better results. Selected… Show more Hired by the Senior Management Team (SMT) to influence revenue as the first business development leader tasked with plotting out and delivering on a Cyber Insurance strategy for the company, including identifying and planning for strategic investment opportunities with both cyber insurers and technology companies focused on cyber insurance, as well as finding areas of inefficiency or industry incompatibility and revamp existing strategies to drive better results. Selected Achievements:- Recruited, hired, and trained a team to give organizational support when cyber insurance was a “deal blocker”, leading to 12+ saved deals (net new and renewal) per quarter, roughly $1M, across MDR, Rapid Response and EDR opportunity types. - Worked closely with the leadership from Sophos’ IR (Rapid Response) team to optimize internal methodologies to make for a more cost effective approach in collaborating with Cyber Insurers for Cyber Claims, leading to an increase Closed Won response deals. - Played an early and significant role in the development of the Sophos MDR Warranty- Played an early and significant role in developing an underwriting tool which evaluates and scores real-time or historical cyber risk, on a device-by-device basis through the analysis of actual endpoint telemetry on devices running Sophos’ legacy, next-gen AV, EDR, or XDR agents (including MDR).- Maintained a rigorous thought leadership agenda, writing and delivering 3+ monthly webinars and 3+ quarterly in-person panel/speaking commitments to drive lead flow and product awareness. Show less

After the Broadcom acquisition of Symantec's enterprise assets in late 2019, the remaining assets, including the Consumer Business unit, made up of Norton & LifeLock, became NortonLifeLock, Inc., the largest 'pure-play' consumer cyber safety company on the planet. Besides a slight title change, my role remained the same. Selected Achievements:- Established the first viable, combined SKU, representing ID Theft, AV, and Privacy point solutions specific to carriers in… Show more After the Broadcom acquisition of Symantec's enterprise assets in late 2019, the remaining assets, including the Consumer Business unit, made up of Norton & LifeLock, became NortonLifeLock, Inc., the largest 'pure-play' consumer cyber safety company on the planet. Besides a slight title change, my role remained the same. Selected Achievements:- Established the first viable, combined SKU, representing ID Theft, AV, and Privacy point solutions specific to carriers in commercial lines of cyber insurance.- Recruited, hired, and trained a team to focus on business development, enterprise support, and implementation activities for onboarding new customers (commercial & personal lines).- My team delivered 174% of plan over four years, including 188% of plan in FY21 (ending March 2021). Show less

I was hired by the GM of the newly created NortonLifeLock business unit (post LifeLock acquisition) to establish and build out the “Cyber Risk” channel, encompassing the go-to-market strategy leveraging all Norton and LifeLock point solutions.Over a period of four years, through two acquisitions and four CEO transitions, lead planning and execution for all activities relating to the “Cyber Insurance” vertical, including four new revenue streams. Selected Achievements:-… Show more I was hired by the GM of the newly created NortonLifeLock business unit (post LifeLock acquisition) to establish and build out the “Cyber Risk” channel, encompassing the go-to-market strategy leveraging all Norton and LifeLock point solutions.Over a period of four years, through two acquisitions and four CEO transitions, lead planning and execution for all activities relating to the “Cyber Insurance” vertical, including four new revenue streams. Selected Achievements:- Built and managed P&L for newly created “breach notification” and “breach faq” product offerings. - Sold the first “Personal Cyber” deal, where Norton and LifeLock were integrated alongside a standalone cyber insurance policy.- Restructured commercial pricing model, increasing profitability by more than 60%. Show less

I was hired by the founders to help establish a footprint in the United States market. In addition to leading North America as the first enterprise seller, I played a key role in building a sales process to support two sales methodologies (ABM & Winning By Design). Assisted the VP of North America in recruiting, hiring, training, and ramping six sales professionals ranging from out of college to five years of sales experience. Beekeeper’s vision is to connect the unconnected: Companies… Show more I was hired by the founders to help establish a footprint in the United States market. In addition to leading North America as the first enterprise seller, I played a key role in building a sales process to support two sales methodologies (ABM & Winning By Design). Assisted the VP of North America in recruiting, hiring, training, and ramping six sales professionals ranging from out of college to five years of sales experience. Beekeeper’s vision is to connect the unconnected: Companies with a large number of non-desktop workers face the challenge to integrate them with the rest of the organization. Beekeeper bridges this gap. You can customize it, set up automated messages and create internal communication streams – endless opportunities for making communication more simple, efficient and keeping your team more engaged and ultimately – happy.Selected Achievements:- Delivered 20k+ leads into a sophisticated funnel, tied into Hubspot and DiscoverOrg for real-time enrichment and scoring, and routed to 15 worldwide Account Executives.- Played key role in closing three of the most influential deals of 2017 (Hilton Worldwide, Dollar General and Lehigh Hanson)- Using a combination of SFDC, Outreach, Chorus, implemented the “Winning By Design” sales methodology and launched it as the primary tool for fifteen worldwide Account Executives to sell into three industry verticals: Retail, Hospitality, and Manufacturing. Show less

I was selected by two former Executives from AllClear ID, Inc. to build the newly established North American West territory into a $7,200,000 yearly sales machine.Acquired by Mastercard in 2019, Ethoca is as a one-of-a-kind global collaboration-based services company within the CNP payments industry. Ethoca provides a single, secure platform for card issuing banks and online merchants to communicate and cooperate outside the payment authorization stream for their financial… Show more I was selected by two former Executives from AllClear ID, Inc. to build the newly established North American West territory into a $7,200,000 yearly sales machine.Acquired by Mastercard in 2019, Ethoca is as a one-of-a-kind global collaboration-based services company within the CNP payments industry. Ethoca provides a single, secure platform for card issuing banks and online merchants to communicate and cooperate outside the payment authorization stream for their financial benefit.Ethoca’s flagship service, Ethoca Alerts is a very simple, valuable service that immediately notifies merchants on a proactive basis of cardholder-confirmed fraud. Ethoca’s global network of card issuers connect directly to Ethoca’s platform to provide feeds of cardholder-confirmed fraud information as soon as they are aware of it, which Ethoca translates and transmits as an Ethoca Alert immediately to affected merchants. This near-real time notification enables merchants to quickly act by stopping the fulfillment of the goods/services, thereby avoiding the loss and issuing the refund before the card issuer issues a chargeback saving them costly fees and administration costs.Selected Achievements:- Most Influential Deal of the Year, 2014- Lone Wolf Award, 2014 (in response to my efforts selling into a new segment)- Largest Deal of the Year, 2015 Show less

By 2011, when I took over as the top sales leader at the organization, we had worked our way from a relatively unknown, boutique vendor, to being a trusted leader in providing innovative technology solutions that enabled privacy and legal professionals to take a new approach to data breach response, allowing for greater precision and better analytics than the tired, old competing technologies.From 2010 to 2012, I personally stepped in to build our cyber liability and legal practice… Show more By 2011, when I took over as the top sales leader at the organization, we had worked our way from a relatively unknown, boutique vendor, to being a trusted leader in providing innovative technology solutions that enabled privacy and legal professionals to take a new approach to data breach response, allowing for greater precision and better analytics than the tired, old competing technologies.From 2010 to 2012, I personally stepped in to build our cyber liability and legal practice referral channels. By the end of 2012, AllClear ID had a vendor relationship with an estimated 70% of the current cyber liability market.To indirectly influence the pipeline, in 2011, I began an aggressive public speaking campaign, with a goal of driving new business through thought leadership. I spoke in ten different cities to more than 50,000 conference goers throughout the year. I also signed on as a co-chair for the Data Protection & Breach Readiness Planning for the Online Trust Alliance, a non-profit organization with the mission to create an online trust community, promoting business practices and technologies. In 2010, I began providing subject matter expertise in the evolving trends of identity theft and data breach response. Through the course of the year, I provided testimony for several of the largest U.S. data breach class action lawsuits in history. Selected Achievements:- Sourced and closed the single largest data breach response in U.S. history- Grew company revenue from >$1M - <$20M in 4 years- Delivered 80%+ of total company revenue from 2008 - 2012- 105% of plan attainment in 2012- Took on P&L ownership of the company's largest product/service line and maintained strong margins despite downward price pressure- Trained, developed and built a sales team of 8 sales pros ranging from 0 - 20 years+ of experience- Automated the quote-to-close process, with real-time profitability analysis available at the rep level Show less

After two years of success as an individual contributor, I made the formal transition into a sales management role as the National Sales Manager. My first task: turning a team of three into a team of eight. By this time, breach response had established itself as common ground among tried and true privacy professionals. For the first time ever, privacy professionals were planning for data breaches, which, surprisingly, only made closing more challenging. Our first mover advantage had been… Show more After two years of success as an individual contributor, I made the formal transition into a sales management role as the National Sales Manager. My first task: turning a team of three into a team of eight. By this time, breach response had established itself as common ground among tried and true privacy professionals. For the first time ever, privacy professionals were planning for data breaches, which, surprisingly, only made closing more challenging. Our first mover advantage had been used up. Competition was stronger than ever. Selling faster, smarter and better was the key in 2010 and 2011.In the wake of unprecedented regulation sweeping the healthcare industry, I created and executed a market penetration plan to own healthcare data breaches. By the end of 2011, AllClear ID was the primary vendor for six of the top ten health insurance carriers and had an estimated 65% market share of the nationwide Blue Cross Blue Shield Licensees. Selected achievements:- Produced three geographic territories with three Regional Sales Managers and a supporting Client Account Manger and Business Program Manager, each with a yearly quota > $3,500,000.00- Closed the largest transaction in the industry in 2011- 181%+ of plan attainment in 2011- 154%+ of plan attainment in 2010- Maintained a win rate of > 80%- Overhauled our pricing strategy based on newly defined account "tiers" Show less

AllClear ID was like leaving my third year of college ball for the NFL! For the first time in my career, I found myself presenting mission-critical technology solutions to C-Suite executives in some of the most impressive and most intimidating board rooms up and down our U.S. East Coast. While the technology solutions I was selling were patent pending, and brought many advantages to an other wise traditional approach to consumer notification, data breach response is an emergency response… Show more AllClear ID was like leaving my third year of college ball for the NFL! For the first time in my career, I found myself presenting mission-critical technology solutions to C-Suite executives in some of the most impressive and most intimidating board rooms up and down our U.S. East Coast. While the technology solutions I was selling were patent pending, and brought many advantages to an other wise traditional approach to consumer notification, data breach response is an emergency response business. As a sales person, you can go from calling into a prospect for months with no response, to one day hopping a flight out, in a moment's notice, to present to the entire executive team of a multi-billion dollar, multi-national organization whose brand you've admired since you were a kid. You have one shot and one shot only to win the business...and it could be big. The decision will probably happen overnight. No pressure!I was hired on on the first outside sales professional at AllClear ID in 2008. Initially, I was tasked with canvassing my territory (the U.S. East Coast) by calling into Chief Privacy Officers, representing some of the largest brands in the the Fortune 500. The one qualifier: the company needs to collect and store lots of consumer's personally identifiable information (PII). If no breach was driving the meeting, sales cycles ranged anywhere from 6 to 12 months. If a breach was driving the meeting, a decision would be made in a matter of hours. After building the book of business up to a point where the company was seeing "repeat offenders", I had earned the trust of our leaders to begin to scale the operation.Selected Achievements:- Highest producing RSM in company history - 110% of plan attainment in 2008- 175% of plain attainment in 2009 - Maintained a 120%+ activity attainment quarter over quarter- Automated the sales forecasting process and pipeline management- Automated the SOW to Sales Order process complete with e-signature. Show less

deverus was my launching pad. While at deverus, I gained my first real "move the needle" experience and my first taste of Austin start-up culture. deverus was a pioneer of the SaaS movement into HRO, and, for the first time ever, allowed the "little guys" the same access as the "big guys" to powerful back-office technology and even sexier, front-end user interfaces that made the traditional stuff feel very "one point O". At deverus, not only did I learn the power of killer product demo, I… Show more deverus was my launching pad. While at deverus, I gained my first real "move the needle" experience and my first taste of Austin start-up culture. deverus was a pioneer of the SaaS movement into HRO, and, for the first time ever, allowed the "little guys" the same access as the "big guys" to powerful back-office technology and even sexier, front-end user interfaces that made the traditional stuff feel very "one point O". At deverus, not only did I learn the power of killer product demo, I also learned that very few actually took the time to truly understand the inner-workings of the technology. As a result, I developed a talent for maintaining technical credibility with CTOs and IT Executives while creating tremendous buzz and buy-in from the customer facing execs, including CEOs, who would be the ones all along pushing for better, more modern technology. SaaS was here to stay!deverus,  Inc.  is  the  leading  provider  of  Web‐based  background  screening  technology  and  HR  Recruiting  software systems. My duties included overseeing and managing  the  entire  sales  cycle  from  lead  generation  to  follow‐up  support  upon  implementation.  I managed  business  development functions including new client acquisition, strategic partnerships, competitive intelligence,  contract negotiations  and  R&D.  I became an expert in creating proposals for  new  business based on existing IT infrastructure and personnel, information networks, market niche and ROI.  I would travel nationwide to close business, cultivate the pipeline, manage customer/partner relationships and attend industry events. Engaged in feedback to product development staff regarding upcoming releases and emerging technologies.Selected Achievements: - Increased revenue by 175% - Increased client base by 120% - Successfully negotiated 10+ channel partnerships opening up three new revenue streams - Launched the very first "lite" platform in BGC Show less

TeleNetwork was a college job that did two great things for me: allowed to the embrace my inner-geek and allowed me to directly connect with and help customers through problem solving. Ultimately, through this experience, I decided that I wanted to connect my two passions: helping people solve problems and using technology as a platform.TeleNetwork, Inc. is a leading provider of outsourced helpdesk solutions catering to nationwide Internet Service Providers. I worked at teleNetwork… Show more TeleNetwork was a college job that did two great things for me: allowed to the embrace my inner-geek and allowed me to directly connect with and help customers through problem solving. Ultimately, through this experience, I decided that I wanted to connect my two passions: helping people solve problems and using technology as a platform.TeleNetwork, Inc. is a leading provider of outsourced helpdesk solutions catering to nationwide Internet Service Providers. I worked at teleNetwork approximately 30 hours per week during my senior year in college. Attended  bi‐weekly  training  sessions  to  learn  the  latest  in  TCP/IP,  HTTP,  and  DNS  networking  technologies.  Received  additional  training  for  MS  Exchange  Server.  Responsible  for  end‐user  network  configuration  training including  WAN,  LAN,  and  WLAN  configurations.  Responsible  for  troubleshooting  network  connectivity,  hardware, and desktop applications. Show less

Vector was my first dabble into the world of direct sales, and I'm quite certain it doesn't get much more "direct sales" than selling knives direct.Vector Marketing Corporation is the premier direct sales outlet for Cutco, a line of kitchen cutlery, accessories, and sporting knives of the highest quality. Built pipeline from scratch, leveraging nothing more than personal contacts. Successfully generated, cultivated, and closed business for over 3 years based on referrals… Show more Vector was my first dabble into the world of direct sales, and I'm quite certain it doesn't get much more "direct sales" than selling knives direct.Vector Marketing Corporation is the premier direct sales outlet for Cutco, a line of kitchen cutlery, accessories, and sporting knives of the highest quality. Built pipeline from scratch, leveraging nothing more than personal contacts. Successfully generated, cultivated, and closed business for over 3 years based on referrals, cold calling and networking. Responsible for account management and up‐selling existing business. Attended monthly sales training sessions. Facilitated field sales training for new recruits.Selected Achievements: - Achieved distinguished “President’s Club” status in 14 months. Show less

Time Warner was my first "corporate" experience. This was also my first taste in what is now known as "big data". I was one of only eight interns selected into the Time Warner "S.T.A.R.S." summer internship program. I spent a summer as a paid intern in the Management Information Systems (MIS) department. In this role, I experienced the point in which a customer became a series of 1's and 0's, and the raw power of Business Intelligence (BI) and just how detrimental the… Show more Time Warner was my first "corporate" experience. This was also my first taste in what is now known as "big data". I was one of only eight interns selected into the Time Warner "S.T.A.R.S." summer internship program. I spent a summer as a paid intern in the Management Information Systems (MIS) department. In this role, I experienced the point in which a customer became a series of 1's and 0's, and the raw power of Business Intelligence (BI) and just how detrimental the "garbage-in-garbage-out" effect can truly be.Selected Achievements:- Landed a follow up role as a part-time campus rep, selling Time Warner Cable & Internet to students Show less