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Enterprise Software - Professional Services - Cybersecurity - Top Secret Security ClearanceRevenue growth is the greatest problem CEOs face today. On the surface it often looks like a sales problem. More often than not, the systemic issues are grounded in misalignment between sales, marketing, product management, customer success, and sales operations, largely based upon questionable data coupled with legacy approaches to sales, marketing, customer success management, and product management. These are the true inhibitors to growth that I identify, re-align, and address to drive long-term sustaining revenue growth, and compress the stages of the sales cycle. Results-oriented Global Chief Revenue Officer / CRO with more than 15 years in cybersecurity, developing and driving rapid execution of SaaS enterprise software and professional services revenue utilizing consultative/value-based sales and go-to-market strategy. Consistently accelerates growth in revenue, profit, and contract bookings. More than 20 years of domestic and international operating experience building and leading teams at venture-funded startups, private equity-backed, and Fortune 500 companies. Adept at building and leading high performance teams, opening new markets, and launching new products, both domestic and international with extensive background negotiating and closing large, complex engagements in Fortune 500 enterprise accounts, global system integrators, and advisory firms.- Aligning Revenue-Generating Departments. - Accelerating Profitable ARR Growth - Establishing Global System Integrator Alliances - Developing International and Domestic Markets - Identifying Critical Constraints to Growth. - Building High Performance Go-To-Market Teams - Enterprise Software and Professional Services - P&L ManagementCybersecurity experience of more than 15 years.
Cipher | A Prosegur Company
View- Website:
- cipher.com
- Employees:
- 353
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Chief Executive OfficerCipher | A Prosegur CompanyDenver, Co, Us
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Chief Revenue OfficerSecureauth Corporation Sep 2024 - PresentIrvine, California, Us -
Chief Revenue Officer (Cro)Blueteam Ai 2023 - Sep 2024Bellevue, Wa, UsLack of AI visibility and AI Governance policy enforcement is creating huge risk when employees put company confidential data and PII into GenAI prompts, not realizing they're putting their company and themselves at risk. BlueTeamAI's AI Security Gateway provides visibility into who is using what GenAI tools, enforces AI Governance Policies, and prevents inclusion of sensitive data/PII/PHI into GenAI prompts. -
General Manager / Chief Revenue Officer - North AmericaIriusrisk 2021 - 2023Cuarte, Huesca, EsSecure by Design starts with Threatmodeling. Recruited to build and lead North America team. Built highly-diverse team from the ground up (3 to 30 employees in 18 months) comprised of all go-to-market roles including sales, alliances, pre-sales engineering, business development, customer success, marketing, product support, business operations, user community, and human resources at a cybersecurity SaaS threat modeling / application security company. Revamped all aspects of sales, sales operations, and customer success engagement. Implemented disciplined sales management operating rhythm, increasing forecasting accuracy, pipeline development, and opportunity progression, with best-in-class approach to sales operations and leverage of Salesforce with executive dashboards for leading and lagging growth metrics. Present to board of directors monthly.Diversity is critical to growth - especially in cybersecurity. Hired a team of 50% women, 20% veterans, and total overall diversity of more than 60%, tripling ARR in 18 months. -
Senior Vice President, Global SalesSwimlane 2019 - 2021Denver, Colorado, UsAutomation of Security Operations Centers (SOCs) is a prerequisite to dealing with the volume of security alerts, which far exceed human capacity to deal with. Swimlane solves this problem through its SOAR SaaS solution. Recruited to turnaround underperforming global sales team into best of breed. Reduced sales cycle, while increasing close rate and tripling ARR during tenure. Series B Cybersecurity company in the SOAR space. -
Advisor To Chief Executive OfficerPolyport 2018 - 2021Denver, Colorado, UsAdvised CEO on Go-To-Market, including sales approach, Challenger Sale process, value proposition, and deal structures from seed stage through exit. -
Vice President Global AlliancesSecuronix 2018 - 2019Addison, Texas, UsSeries A SIEM solution – Security Data Lake + UEBA + SOAR in one single platform -
Division Vice President, Major Accounts - AmericasOptiv Inc 2017 - 2018Denver, Colorado, UsPrivate Equity owned (Blackstone and KKR). Developed strategy for and launched the Major Accounts sales division (in excess of $1.2B revenue) in 2017 with the charter of becoming the driving force to solve cyber security challenges for the world’s largest and most complex enterprises. Strategy validated and extended by KKR to accelerate Optiv revenue growth.Built organization to create and execute strategies serving as the framework for how Optiv engaged with the most complex enterprises to maximize revenue, minimize client risk and elevate Optiv brand recognition. Engaged with and built highly productive and revenue generating relationships with an extensive set of technology partners resulting in substantial YoY growth in excess of industry growth rate. -
Division Vice President, Client Relations - WestOptiv Inc 2016 - 2017Denver, Colorado, UsLeading Optiv's cybersecurity sales team for the Western US and Canada.
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Vice President SalesOptiv Inc 2016 - 2016Denver, Colorado, UsManaged the turnaround of Optiv Canada, revitalizing channel partner relationships, rebuilding client trust, and recruiting new Country General Manager.
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Founding Board MemberColorado Cyber 2015 - 2016The mission of the Colorado Cyber consortium is to promote a vibrant, interconnected ecosystem of Colorado-based organizations passionate about Cybersecurity, and to elevate Colorado's reputation as a center of Cybersecurity innovation.Members of the consortium include cybersecurity companies as well as senior info security leadership such as Chief Information Security Officers based in Colorado.
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Advisor To Chief Executive OfficerDiginome Datadna 2014 - 2016San Francisco, UsAdvised CEO of Seed Stage startup targeting enterprise clients. Diginome’s DataDNA is a patented cybersecurity platform used for forensic analysis, monitoring and managing the integrity of granular data to identify unauthorized data changes, access, movement or copying whether through insider data manipulation or breach. DataDNA gives organizations unprecedented enterprise-wide digital transparency and context so they can trust and easily verify the integrity of their information assets. -
Advisor To Chief Executive OfficerOrcatec Llc 2012 - 2015Advised CEO of Seed Stage startup. OrcaTec helps enterprise, governmental entities and law firms investigate, analyze, monitor, reduce and manage unstructured data for cybersecurity breach detection, eDiscovery, information governance, litigation readiness, compliance and risk avoidance. This is patented technology with breakthrough capability in conceptual search and predictive coding of unstructured data, with application in the cybersecurity space to identify insider security breach and IP theft, aberrant behavior, and mitigate risks across multiple business disciplines.
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Vp Worldwide Sales & MarketingEphox Corporation 2010 - 2014Palo Alto, Ca, UsAngel funded startup. Recruited to revamp sales and business development team globally, resulting in a a fast growing enterprise software company, closing Fortune 500 calibre clients.- Built global network of channel partners, including OEMs, VARs, SIs and resellers- Negotiated complex deals at major global institutions (HSBC, Agence France-Presse, ANZ Bank, TD Bank, McGraw-Hill, University of Maryland, and SAP), competing primarily against open source software- Increased sales 31% YTY, sales productivity 108% in latest fiscal year - Identified market demand and built global pipeline of new, innovative product which positioned it to be licensed (OEM) by major technology company for 8-figure deal-Led client discussions on data security and the implications regarding ISO 27000 to manage information security risks and controls- Utilized value-based selling approach to close largest deal in company history at 27x average deal size- Presented at key conferences and forums globally, including United Nations, FCC, IBM, Braillenet -
Corporate StrategyGlobal Aperture Inc. 2008 - 2010Management consulting firm specializing in business alignment strategies for the aerospace and defense industry. Strategic consulting on business development, growth, and organizational change with Fortune 50 client list. Top Secret Security Clearance.
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Managing Director, Private Equity GroupSvb Capital 2006 - 2008Santa Clara, Ca, UsRecruited to lead strategic initiative to establish and grow the financial services client base targeting private equity firms on the West Coast, with primary focus on the Southern California market. -
Managing Director/Global Sales Executive - Emerging ChannelsIbm Venture Capital Group Apr 2000 - Feb 2006Armonk, New York, Ny, UsRecruited to lead a global sales and business development team in the financial services industry to develop emerging channels, systems integrator, reseller, ISV and OEM relationships with innovative technology companies to grow IBM revenues globally with emerging technology companies. Enterprise software solutions included cybersecurity, SaaS applications, digital media, online games, wireless and mobility. • Grew revenue 16x from $30M to over $500M• Engaged cybersecurity firms (e.g. SourceFire) for build-out on IBM platforms and go-to-market • Developed and executed IBM’s first business development strategy, compensation system, metrics, and management system for building go-to-market partnerships with VCs and their portfolio companies• Launched IBM’s China VC Coalition for building collaborative relationships with the Chinese VC community, as well as established India focused VC relationships• Identified under-the-radar acquisitions through a unique acquisition sourcing process, gaining early visibility to more than 1,000 new innovations and technologies, and hundreds of new clients and business partners – resulting in acquisition cost savings of more than $100M• Represented IBM on the World Economic Forum’s Nurturing Early Stage Investment in China work group, provided recommendations to the Chinese government on building “Silicon Valley-like” centers of innovation• Presented globally on how to build effective channel partnerships between early-stage technology companies and multi-national corporations -
Managing Director / Sales & Marketing ExecutiveIbm Global Services 1989 - 2000Armonk, New York, Ny, UsLed turnaround of $140M, 250 person Professional Services Practice, responsible for P&L, sales and general management. Services included cybersecurity assessments and solutions, secure network design and implementation, IT infrastructure, application management, quality and testing, project management and staffing, call center design and build-out, enterprise IT consulting, and customer support services sold predominately to large enterprises. • Repositioned services focus from commodity-level break/fix to higher profit and complex “stickier” Managed Services including desktop deployment, software updates, and cybersecurity.• Halted declining services revenue of 11% year over year. • In less than one year, grew revenue more than 60% the first year, and 25% the second year - • • Grew new contract bookings 171% in year one to $46M and 102% in year two to $93M• Designed methodology to identify new opportunities using field engineering personnel• Turned around hardware services profit decline within first year – resulting in more than 20% profit growth• Managed through complexity of sales and services delivery teams – to work seamlessly and collaboratively• Launched managed desktop services offering including cybersecurity software and services
Tom Smith Skills
Tom Smith Education Details
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Mit Sloan School Of ManagementCsail Artificial Intelligence: Implications For Business Strategy -
Depaul UniversityGlobal Leadership
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North Warren Regional High School
Frequently Asked Questions about Tom Smith
What company does Tom Smith work for?
Tom Smith works for Cipher | A Prosegur Company
What is Tom Smith's role at the current company?
Tom Smith's current role is Chief Executive Officer.
What is Tom Smith's email address?
Tom Smith's email address is ts****@****nix.com
What is Tom Smith's direct phone number?
Tom Smith's direct phone number is +167859*****
What schools did Tom Smith attend?
Tom Smith attended Mit Sloan School Of Management, Depaul University, North Warren Regional High School.
What skills is Tom Smith known for?
Tom Smith has skills like Leadership, Solution Selling, Team Building, Multicultural Sensitivity/awareness, Sales Process, Strategic Partnerships, Public Speaking, Executive Management, Cybersecurity, International Sales, Corporate Venture Capital, Sales.
Who are Tom Smith's colleagues?
Tom Smith's colleagues are Priscila Faria, Shanky Wick, Tiago Costa, Jonathan Guedes, Augusto Peter Fonseca, Rafael Oliveira, Weberton Carvalho.
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