Sonrai Security is a leading public cloud identity and access management solutions provider. With a mission to empower enterprises of all sizes to innovate securely and confidently, we deliver identity, access, and permissions security for companies running on AWS, Azure, and Google Cloud platforms. We are renowned for pioneering the Cloud Permissions Firewall, enabling one-click least privilege while supporting developer access needs without disruption. Reporting directly to the CEO, I am responsible for all New Business Sales, Customer Retention, Partners/Channels, Sales Engineering & Business Development.

Neustar is the leader in real-time cloud-based information services, insights and analytics. Its powerful and predictive insights and intelligence derived from billions of DNS transactions and observations of real-time internet usage combined with a best-in-class identity resolution platform helps drive business decisions and stay ahead of threats. Neustar also features comprehensive DNS and DDOS protection that provide a secure and reliable online presence.Responsibile for Managing Two Enterprise Sales Teams with Revenue Under Management of $40m.

Presided over the revenue and operations of a team of 7 sales executives. Responsibilities included:- Extensive strategic development and deployment of the organizational sales strategy as well as best practices methodologies that demonstrate NICE’s extensive capabilities as an advanced solution provider.- Leverage sales and leadership experience to drive exceptional sales process and performance management within their department population.- Provide results driven and thoughtful direction to sales individual contributors that improves sales skill sand drives quota attainment- Drive and develop account plans with the sales executives that position NICE capabilities in anticipation of customer’s business strategies and goals.- Consult and plan with internal sales partners and develop methods to address and resolve account challenges outside the capacity of the sales executive- Engage account team, partners, and internal company resources in creating and executing account strategy- Provide critical insights to the sales executives and customers that generate best-in-class credibility and contribute to a market leadership position for the company.- Drive the analysis of customer’s business situations from multiple viewpoints to identify gaps and new opportunities.- Create and execute high revenue, multi-year business plans with the sales executives.- Coordinate and lead the sales, presales, engineering and support efforts for the account to achieve business goals

Vendavo is transforming how companies use big data and analytics to enable pricing and margin optimization on premise, in the cloud and on mobile devices. Over 150 Global 1000 customers are already using Vendavo throughout their Sales, Marketing and Finance organizations by adding Vendavo science to their decision making to improve their margins and grow their customer base and revenue. I am responsible for leading and managing Vendavo's Enterprise Business for the Western Region. This includes driving revenue across new customers, developing and mentoring high performing Account Execs and working cross-functionally with various stakeholders to drive success. Equally as critical is to work with our Global Partner SAP to provide value to their new and existing customers.• Meet quarterly quota targets and margin objectives • Define and develop territory strategies for new and existing customers and vertical markets• Work with Marketing on GTM Plans for SaaS business • Actively manage regional territory and deal flow for both current and next year quota and pipeline targets• Deliver accurate forecasts on a monthly, quarterly, half, and annual basis• Personally engage in deals as Executive Sponsor, as a difference maker for Account Executives and for prospects • Deeply engage with internal stakeholders - Global Services, Finance, Marketing, Sales Ops, and Executive Teams - on customer/sales proposals, campaigns, programs, customer events, etc.• Identify, hire, mentor, and coach high-performance Field Account Executives throughout North America

Responsible for leading a team of 8 Senior Account Executives, specific to General Business Sales. -Manage the Commercial Sales organization specific to the Central Region for all new business development activities. -Ongoing development of a sales team which includes: hiring, retaining, and training new managers and account executives on the salesforce sales process-Ensure the AE's are held accountable to their revenue goals and assist them in achieving these goals-Work cross functionally with Business Partners including: Finance, Deal Desk, Legal, Sales Operations, Global Support Services, Renewals and Human Resources-Regularly interact with customers, partners, and integrators-Operational excellence in the day-to-day management of the business including forecasting, pipeline development, training, certifications, hiring, performance management, collaboration, teamwork, and best practice sharing-Initiate, develop and maintain executive level relationships and drive sales activities with key customers -Understand target customer’s business needs, develop proposals and accurately articulate Salesforce’s value proposition at the executive level

Responsible for managing a group of Business Development Managers who have been tasked to create strategic opportunities for driving future revenue growth. -Lead team of 4 New Business Development Managers who successfully signed fourteen (14) new logo accounts with initial orders totalling $49.7m in 2010 & 2011.-Responsible for Selling Orange Global Network & Cloud Solutions (IaaS, SaaS, UCaaS)

Responsible for a team of 17 sales people and 83 Customers with annual revenues totaling $77M spanning over 12 states.-Exceeded 2008 Revenue Budget by 25%.-Over $50m in orders booked in 2008, exceeded quota by 11%-Over $77m in orders booked in 2009, exceeded quota by 32%-Created an “Account Associate” program which was implemented throughout West Region.

Head of Orange Business Services’ Sales and Marketing for Canada with offices in Toronto and Montreal. -Responsibilities include budget preparation, profit and loss evaluation, and aging/receivables collections.-Increased revenue 52% over 17 month period-Increased opportunity pipeline 136% in first 6 months

- Responsible for improving business effectiveness and sales efficiency. - Led business operations division which supported Equant’s North American Direct Sales which encompassed 120 sales professionals, 151 customers and $421M in revenue for FY2005.

- Responsible for a newly created global sales program- Project LYNX. - Main objective of LYNX is to build executive client relationships within 24 months and deliver significant new contracts of $20M+ for target Top Global 250 new strategic accounts.- Lead a team of 17 Global Strategic Account Directors throughout 9 countries.

- Responsible for Infonet’s Eastern Region with offices in New York, Boston, and New Jersey. - Direct reports include three branch managers and a team of 30 sales executives, engineers, and customer support specialists who were responsible for sales of Infonet’s premier integrated data and internet services to prospective customers and 62 base customers in 17 states. -- Regional Sales quota for FY04 was $38.6M.Additional responsibilities include budget preparation for regional operations, profit and loss evaluation, and aging/receivables collections.

- Managed a team of 8 sales executives, engineers, and customer support specialists who were responsible for sales of premier integrated data and internet services to prospective clients and 30 base customers in Northern California. - Branch Revenues for FY03 totaled $8.7M.

- Led a team of 15 sales executives who provided sales support for Infonet's products and services for SBC's 270 Global Customer Accounts.

- Responsible for selling international ATM, frame relay, IP, voice, internet, and remote access solutions to new business accounts in Texas.