Following the acquisition of CipherCloud, I joined the Lookout global sales leadership team, with a specific role to drive revenue for the new SASE portfolio and enable the global sales and management teams (120+) in transitioning from a ‘mobile security only’ proposition to SSE as part of a new SASE strategy.• Carry the global revenue quota for the Lookout SASE portfolio, including forecasting and reporting on key pipeline development and progression metrics.• Created initial messaging, new sales ‘pitch deck’, plus pricing and packaging strategy to support the SASE portfolio.• Delivered SASE sales enablement and onboarding for global GTM teams (Fields Sales, Channel, ISRs and BDRs).• Engaged in key (six figure) opportunities and partner activity through customer and partner presentations.• Support regional activity including account / opportunity strategy, pricing, Proof of Value, competitive positioning, and RF(x) responses.

• Promoted to Global VP Sales• Hired / replaced & onboarded new sales team members during the Covid pandemic.• Managed regional field sales, BDR and Pre-Sales resources.• Restructured and re-focused the sales team, in terms of Target Markets, Accounts, Personas & Value Proposition combined with attention to outbound activity, pipeline building, and pipeline progression.• Increased velocity and quality of global pipeline, along with average deal value.• Overhauled the ‘sales stack’ of tools including adoption of new a CRM plus tools such as ZoomInfo, Salesloft and Sealess.ai.• Developed / trained on a new ‘discovery call’ pitch deck for consistent sales presentations.• Major deals closed with organisations in industries such as pharma / healthcare, financial services, telco, professional services and media.• Member of the ‘due diligence’ team involved in discussions with potential acquirers and ultimately Lookout Inc.

Ranked 'Visionary' by Gartner in the CASB MQ, CipherCloud is a leading provider of cloud data protection solutions, including CASB, CSPM, SSPM, plus Encryption and DLP for enterprise SaaS (SAP, ServiceNow, Salesforce) and SaaS based collaboration platforms such as Office 365 / Teams, Slack, Google Workspace, Box and more - focusing on visibility, device posture, user activity monitoring (UEBA), data security (DLP and Encryption) and compliance use cases.• Starting from ‘ground zero’ in the EMEA region, generated pipeline of over $3m.• Top RSD for 2019.• Closed several major six and seven figure deals with regional technology and energy providers.• Direction of regional team including BDR and sales engineering resources, including weekly team, activity, and account reviews.• Ownership of the regional commercial plan, including target account plan (finance, pharma/health, telco, energy / oil & Gas, technology).• Development of local lead generation campaigns, content sequences and BDR team scripts for driving ‘top of funnel’ leads.

NextPlane is the provider of a unique, cloud based federation service (PaaS platform) for Unified Communications (UC) federation, allowing users in organisations with disparate UC platforms to collaborate in real time - supporting platforms such as Microsoft Skype for Business / O365, Cisco Jabber, IBM Sametime, Broadsoft UC One, Thomson Reuters Eikon, CME Pivot, Unify Circuit and more.• Achieving $0 to $25m total revenue over tenure.• Built and enabled sales team to support revenue plan, including field and inside sales plus working with external lead development services.• Defined all aspects of the commercial process including pricing strategy, customer presentations, licence agreements and customer security / privacy reviews.• Account acquisition of major enterprise accounts in USA and EMEA across all commercial verticals - over 20 accounts closed that delivered in excess of $100k per year revenue.• Identified and closed business development opportunities with key technology partners including Cisco, IBM, AOL, IHS Markit, Thomson Reuters and CME Group.• Developed partnerships with major regional service providers such as Verizon, Bell Cananda and BT - positioning NextPlane as the go to solution for Unified Communication federation requirements.• Signed global reseller agreements with Verizon and West / Intercall.

Formerly FaceTime Communications, Actiance is the leading software and service provider for communications compliance, archiving and analytics for email, real time messaging, unified communications and social media applications.Key achievements in this new regional post included:• Built the EMEA team including enterprise and channel sales, technical pre-sales and regional marketing.• Execution of regional strategy for enterprise account acquisition, channel partner development and strategic partner leverage.• Achieved 10x revenue growth in Year 1, with over 100% growth in Year 2, and by Year 4, the EMEA region had delivered a quarterly revenue on par with North America.• Successfully closed enterprise projects ($100K+) with major enterprise accounts across vertical markets such as financial services, energy, pharmaceutical, and media.• Developed sales pipeline of over $15m plus visibility of over 5 million potential user licence opportunities.• Channel strategy included the recruitment of top regional security channel partners, plus key systems integrators.• Developed and leveraged local relationships with major technology alliance partners such as Microsoft, IBM, Cisco, EMC, Mimosa, Clearswift, AXSOne, OpenText, Zantaz (now HP) and Bluecoat (now Symantec).• Representing Actiance at key partner events and acting as local PR spokesperson.• Membership of the executive leadership team.

In August 2004, I relocated to the USA, San Jose office to focus on restructuring Finjan US sales and operations following several false starts in the region.• Assessed existing operation and resources and stabilsed / rebuilt / trained sales team - developing a new solid platform for predictable growth.• Refocus of sales strategy, positioning and sales process management.• Hired regional sales teams (enterprise sales) and opened east coast office in NY.• Developed a channel sales team and strategy - signing of key distributors and resellers.• Delivered several major customer projects including Federal Reserve, State Farm Insurance, Disney, Michelin, Delta Airlines, Cigna Insurance and more.

Finjan Software was the leading provider of ‘proactive’, behavioural based Internet content security services for enterprise organisations (Anti-Spyware, Anti-virus, Malware, Vulnerability protection, URL filtering). Later acquired by Marshall Software, then M86, then Trustwave.Reporting to the CEO, based in Israel, this appointment reflected a plan to accelerate revenue growth and build an increased infrastructure / presence in the European market. • Developed and delivered on a European strategy including recruitment and management of sales & pre-sales teams in UK, Germany, France and Netherlands.• Personally influenced over $25m of revenue during tenure.• Built the commercial strategy that led to the largest sale in company history ($2.5m).• Delivered revenue that consistently represented over 60% of worldwide revenues.• Led the sales team in the identification and acquisition of targeted enterprise and channel partner accounts and maintained relationships with key accounts.• Performed as a key influencer as part of leadership team, contributing to company and product strategy - resulting in increased revenues.• Identified and closed technology agreements with strategic partners such as SurfControl, Secure Computing, Sophos, and Radware.• Successfully represented Finjan in local PR relationships, resulting in increased press coverage.

Azlan was the leading IT distributor and training services provider for networking and security vendors.During 7 a year tenure, I held several roles, including (in reverse order):Final year involved relocation to Norway as part of a turnaround project for the region.Managed entire operation of sales, technical and training teams and led region from loss making to profit within 9 months, and hired local management team for succession.* Business Manager of the UK Cisco business unit (20 staff) - generating $500k per day to Cisco networking channel partners.* Business Development Manager for the Emerging Products division (10 staff) - building channels for new vendors such as Check Point Software, NetScape and more.* Demand creation for Lotus Notes - assisting channel partners in identifying and closing end user opportunities (groupware sales expert).