Safe Security is a pioneer in the “Cybersecurity and Digital Business Risk Quantification” (CRQ) space. It helps organizations measure and mitigate enterprise-wide cyber risk in real-time using it’s ML Enabled API-First SAFE Platform by aggregating automated signals across people, process and technology, both for 1st & 3rd Party to dynamically predict the breach likelihood (SAFE Score) & $ Value at Risk of an organizationBacked by John Chambers and senior executives from Softbank, Sequoia, PayPal, SAP, and McKinsey & Co., it was also one of the Top Contributors to the National Vulnerability Database(NVD) of the U.S. Government in 2019 and the ATT&CK MITRE Contributor in 2020. The company, since 2018, has also been working with MIT in joint research for the development of their SAFE Scoring Algorithm. Safe Security has received several awards including the Morgan Stanley CTO Innovation Award.https://safe.security

ReliaQuest, a global leader in cybersecurity, delivers industry-leading visibility and automation on demand across complex environments with a platform purpose-built to protect organizations from security breaches. GreyMatter is the first cloud-native SaaS solution that integrates and improves an enterprise’s on premise and multi-cloud technologies, unlocking the power of next generation cybersecurity. By increasing visibility through the platform’s proprietary universal translator and use of automation and artificial intelligence, GreyMatter saves security teams valuable time and increases effectiveness by enabling automatic and continuous threat detection, threat hunting, and remediation. ReliaQuest is a private company headquartered in Tampa, Fla., with five global locations. For more information, visit www.reliaquest.com.

Leverage world class sales engineering strategies and planning techniques to facilitate “Land and Expand” model in enterprise direct, commercial channel partners, and global service integrators (GSI). Develop methodologies to quickly enable customers to create demand for more licenses, newer paid modules, and consistent renewals. Built out the entire onboarding strategy, personally onboarding the first 40 customers, resulting in 97% renewal rate, propelling from zero to $5M+ ARR. 50% of first upsells driven to happen before initial deployment completion, 35% before renewal, and 15% at renewal. Built international team from scratch focusing on quick value add in exploding markets, including Latin America, UK (EMEA), North America and South America. Created consistent feedback loop to Product Management, Marketing, Sales, and Sales Engineers based upon customer usage and input. Feedback to Sales Cycle, resulted in 25% quicker close time. Formed a Support process, enabling responsive and consistent experience for the customer when interacting with the company. Established a singular set of Key Performance Indicators (KPI) and metrics to measure onboarding progress, and customer satisfaction ensuring early visibility into potential issues with renewal. Introduced solution to other customer internal organizations, to quickly build opportunity to expand. Partnered with Channel Team who concentrates on the channel strategy training, recruitment, and enabling indirect sales force to ensure customer experience was consistent across different acquisition methods.

Led growth initiatives in three unique, key markets in North America. Developed sales engineering teams while growing the market share.  Successfully built initiatives to hire and train top talent, coached and mentored engineers and account managers, while building metrics to enable the workforce to be accountable and rewarded appropriately. Lead sales teams to innovative and creative techniques to ensure the technical win and close pivotal deals. Hired and onboarded 9 teams, 6 enterprise regional sales teams and 3 mid-market regional teams. Lead enablement program for channel partners, indirect sellers, and internal teams, enabling technology, sales techniques, and all aspects of the platform that enabled channel partners recruitment.

Demonstrated visionary leadership enabling, hiring, training, and driving team to deliver revenue growth and meet organizational goals. Results-oriented, growing business from zero to $65M; developed North America West Region from zero customers and zero partners to 1400 customers across Western & Central Regions Enterprise to SMB. Achievements: 2017: $50M sales YoY 41%; 2016: $36M in sales YoY 42%; 2015: $25M in sales YoY 45%; 2014: $17M in sales YoY 47%; 2013: $11.5M in sales YoY 31% Coached, enabled, hired, developed team of 57 Field Sales Engineers, 7 Direct Reports. Acquired key customers propelling company to public market in 2/2014. (IPO) Championed customer and key strategic initiatives, predominantly with key enterprise customers. Created and continually refined specific sales campaign metrics giving a clear path to success for each team member. Designed and continuously updated pitch, value prop, and demo to focus on value rather than features. Integrated with Product Management on future vision of product enhancements to ensure long term customer integration.

Pre-sales engineer responsible for strategic accounts and business growth in western North America.

Pre-sales engineer partnered with regional account manager responsible for building out entire Northwest, western Canada and NorCal.

Engineer