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I build sales teams that compete, execute and win. References describe me as a leader that sets the team's rigor, pace of engagement, and activity with customers; and whose teams compete and win in the eyes of the board. My teams:- Are motivated to succeed through a culture of accountability, energy and positivity.- Have confidence going to market with a world class sales process, customized to their unique solution. - Continuously up their game through skills building; increasing their close rates and velocity.- Execute expertly crafted value propositions and messages based on Challenger and Solution Selling.- Enjoy a full pipeline of well qualified opportunities, obtained from innovative GTM strategies.- Achieve peak performance, exceed quota, receive companywide recognition and get promoted.-> NetScout - Top Region. CEO Award. Multiple President's Clubs. Managed 2 different reps to #1 (of 400) in company. Revenue growth $150M to $1.2B. Secured deals with industry giants such as Apple, Google, Amazon, Microsoft, Cisco, and Kaiser Permanente. -> ServiceSoft - Scaled pioneering AI/Chatbot/NLP company from $5M to $35M in 2 years. #1 Sales Leader. Orchestrated company defining deals including the one that enabled the IPO process to start. -> Cynerio - 10X ARR growth in 2 years. Team growth from 2 to 16 in 2 years. -> Algosec - 3X revenue growth. Managed top sales team. Created MSSP business. -> Professionally trained leader, presenter, and sales process expert. Sales innovator.Expertise includes:Growth Execution | Go To Market Strategy and Leadership | Complex, Multi Stakeholder, Enterprise Solution Sales | Sales Process Management | New Customer Acquisition | Recruiting, Developing and Retaining Talent | Metrics and KPIs | Vertical Market Leadership | Alignment of Technology and Business Objectives | Complex Negotiations | Sales Operations | SaaS | Cloud | Cybersecurity | Observability | AI | IoT | AIOps | ITOps
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Vp Sales, AmericasBluecatCalifornia, United States -
Vice President Of SalesHound Labs, Inc. Jan 2024 - PresentFremont, Ca, UsMy initiatives resulted in quarter-to-quarter revenue growth of 58%, increased close rates by 73%, enhanced deal velocity by 47% and the close of the largest deal in the history of the company. ARR of $20M.I was hired by the CEO at Series E to revamp an underperforming revenue operation, I quickly identified a misalignment between a commodity/relationship-based selling approach and our position as a disrupter in an early adopter market. I then spearheaded a transformative shift in our sales strategy and execution including the design and implementation of a comprehensive sales process from MQL to close, incorporating Challenger, Solution Selling, detailed playbooks, qualification gates, and predictive analytics; all integrated into Salesforce. I rebuilt the entire sales GTM from the ground up including forecasting, deal inspection, opportunity planning, territory planning, pipeline management, compensation plans, territory structure, reseller organization, recruiting process and skill building/certification process. -
Vice President Of SalesApcon Jan 2023 - Dec 2023Wilsonville, Oregon, UsDeveloped and executed sales strategies resulting in 29% year-over-year growth in 2023, achieving $31M revenue. Launched a multi-channel demand generation program that increased the pipeline by 4X to $160M.Recruited by the new CEO, I was tasked with building a high-growth sales organization, overseeing global go-to-market activities and forming a Go-To-Market plan for Open Network Security and Open Observability Solutions.Actively engaged in a field executive role, directly driving sales in open territories and leading significant client opportunities with US Bank, Dish Network, Vanguard, Boeing, State Street, and Edward Jones.Apcon provides solutions in Open Network Security, Open Network Observability, Network Detection and Response, Incident Response. -
Vice President Of SalesCynerio Apr 2021 - Dec 2022New York, Ny, UsRecruited at Series B as Vice President of Sales, reporting to the CEO, I built and executed Go-To-Market and sales strategies, driving a remarkable 10X increase in ARR to $5M.Formulated opportunity strategies and actively participated in closing the largest deal in company history (over $1M), as well as 9 of the top 10 deals. Achieved a 92% close rate against competitors, successfully turning a series of competitive losses into wins. Secured contracts with major healthcare institutions such as Ballad Health, Hawaii Pacific Health, MarinHealth Medical Center, Health First, Inc., and Hawaii Health Systems Corporation.Grew the sales team from 2 to 16 within 9 months and signed 9 key resellers and Managed Security Service Providers (MSSPs). Introduced an Inside Sales Team and implemented a high-velocity process for the SMB market. Developed a comprehensive BDR team and process with detailed activity and performance metrics.Implemented, managed and integrated Salesforce, HubSpot, Outreach, Gong, and ZoomInfo, creating custom process steps and metrics. Revamped the messaging and value proposition to establish a unique competitive positioning, simplified the buyer's journey, created a new pricing structure, and designed sales compensation plans.Cynerio provides AI, ML, SaaS security solutions for Healthcare IoT including NDR, EDR, Vulnerability and Risk Management. -
Vice President Of Sales, West + LatamAlgosec Apr 2018 - Apr 2021Ridgefield Park, New Jersey, UsI immediately turned around an underperforming team, resulting in 113% Year over Year Growth in 2019, reaching $16M in revenue. Exceeded quota, P&L, and MBO goals again in 2020, surpassing $18M in revenue. Managed AlgoSec’s top sales team worldwide in 2019 and the top rookie representative in 2020.As Vice President of Sales, reporting to the CEO, I led all revenue generation activities and P&L for the Western US, Central US, and LATAM regions. Led sales efforts resulting in seven-figure net new deals with prominent companies including AT&T, IBM, TSYS, Exxon, Baker Hughes, Equinix, Progressive Insurance, United Health Group, Time Warner, Express Scripts, ConocoPhillips, T-Mobile, and Santander. Grew staff from 8 to 20.Identified, quantified and evangelized a prevalent opportunity in the Managed Security Service Provider (MSSP) Vertical. Established AlgoSec as a foundational MSSP partner to IBM, AT&T, and NTT. Cloud-based Network Security Policy Management Solutions that secure critical workloads across public and private clouds, containers, and on-premises networks. Solutions include Firewall Change Management, Auditing & Compliance, Risk Management, App Connectivity Mapping, Network Visibility, Network Security, Network Segmentation, and Cloud Security. -
Director Of Sales, Global AccountsNetscout 2011 - Mar 2018Westford, Ma, UsBuilt and led a team dedicated to acquiring new strategic customers and growing NetScout’s largest enterprise customers. During my tenure, NetScout's revenue grew from $150M to $1.2B. Team grew 4X.Revenue Growth: implemented strategy, programs and processes that led to year to year revenue growth of 329%, consistent over quota performance, and a total of $120M in revenue over the 6-year period from 2012 to 2017: -2012: $16.3M (138%) -2014: $19.6M (101%) -2016: $20.4M (96%) -2013: $17.0M (129%) -2015: $22.2M (113%) -2017: $25.0M (113%)Strategic Acquisitions: Actively engaged with customers and sales representatives in a field executive role to drive the acquisition of new logo accounts, securing clients including Apple, Google, Amazon, Microsoft, Cisco, Visa, Agilent, Intel, Workday, Expedia, Nike, Costco, UC Davis, and the State of California.Enterprise Account Growth: Developed a program to grow and support NetScout’s largest enterprise account, including a dedicated account team, six on-site support engineers, and a customer executive review process, resulting in over 600% revenue growth in this account.MSP Partnership: Established and managed the MSP partnership with Cisco on the Cloud Connect Audio managed services offering, successfully co-selling numerous opportunities. -
Regional Director, SouthwestNetscout 2008 - 2011Westford, Ma, UsManaged the merged NetScout/Network General sales organization in the Southwest US.NetScout provides AI and Machine Learning powered solutions for Network Detection and Response (NDR), Network Performance Management, Cloud Performance Management, DDoS, and Threat Hunting solutions to multi-billion-dollar global accounts.
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Regional Director, Southwest @ Network General (Acquired By Netscout)Netscout 2006 - 2008Westford, Ma, UsLed the Network General sales organization in the Southwest U.S. Network General, the leader in application and network performance management, was carved out of Network Associates/McAfee by Private Equity (Silverlake and TPG) and acquired by NetScout in 2008.
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Regional Director, WestServicesoft Technologies 1999 - 2005As one of the original four sales leaders, I played a pivotal role in scaling ServiceSoft from a 60-person, $2M company to a 350-person, $34M company, leading to a $640M exit in just 18 months. Closed over $10M in sales within 18 months. Transformed the Western Region from the lowest-performing to the highest, achieving 121% of quota in 1999. In 2000, booked $9M, leading the company.Secured industry-defining chatbot deals with major clients including Cisco (Cisco Troubleshooting Engine), Intel (Intel Answer Express), and Eddie Bauer (Ask Eddie). These Rule-Based Chatbots utilized Natural Language Processing and Machine Learning for E-Commerce(product selection) and Customer Support (issue resolution) use cases.ServiceSoft’s disruptive AI/Knowledge Base Platform and Rules-Based Chatbot, known as Web Advisor, helped define Internet Customer Service/eCRM solutions. Exit strategy realized with acquisition by BroadBase Software.
Stuart Lee Skills
Stuart Lee Education Details
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UclaEconomics -
Saint Mary'S College Of CaliforniaGeneral
Frequently Asked Questions about Stuart Lee
What company does Stuart Lee work for?
Stuart Lee works for Bluecat
What is Stuart Lee's role at the current company?
Stuart Lee's current role is VP Sales, Americas.
What is Stuart Lee's email address?
Stuart Lee's email address is st****@****ail.com
What is Stuart Lee's direct phone number?
Stuart Lee's direct phone number is +197861*****
What schools did Stuart Lee attend?
Stuart Lee attended Ucla, Saint Mary's College Of California.
What are some of Stuart Lee's interests?
Stuart Lee has interest in Social Services, Children, Education.
What skills is Stuart Lee known for?
Stuart Lee has skills like Solution Selling, Go To Market Strategy, Enterprise Software, Channel Partners, Cloud Computing, Business Alliances, Sales Enablement, Strategic Partnerships, Direct Sales, Strategy, Sales Process, Sales.
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