United States
Channel sales leader experienced in scaling relationships, strategic directions, and joint go-to-markets of diverse ecosystems of cybersecurity-focused partners and MSSPs in North America. Channel leadership philosophy exemplifies dovetailing solutions creatively with her partners’ vision, strategic direction, desired business outcomes, core competencies, and market niche. Leverages joint value propositions (even across disparate software vendors and partner-led services offerings) to boldly define direction and execute in challenging market conditions requiring foresight, ingenuity, and resilience. Fails fast, pivots even faster. Is actively engaged in partner recruitment and evangelizes a novel framework for sales teams to build meaningful partnerships with the channel. Champions distribution’s role in partner recruitment and ecosystem diversification as a force multiplier: spearheaded multiple distribution-led marketplace plays at multiple software OEMs, including business opportunity identification, definition, and framework. Relentlessly data-driven with a flair for sharp wit; applies it to analyzing market forces, understanding the health of a business and / or partnership, and then embodies a strong consultant figure that advises our partners to seize on the opportunity to differentiate themselves from their competitors by powering their business outcomes with our technology. Skilled in interpersonal adaptability and "winning hearts and minds"; has indirectly "managed" cross-functional teams of up to 12 people to orchestrate smashing success across multiple lines of business and multiple partners. Strong technical acumen with experience across multiple solution areas and domains in the cybersecurity industry: Data Analytics, Identity and Access Management, Software Development, Application Security, SIEM/SOC, Edge Computing, Cloud Hyperscalers (as solutions and as routes to market), DDoS, Layer 7 Defense, MDR: EDR/XDR, UEBA, AI, IoT, Data Privacy and Protection, Infrastructure Security, Networking and Datacenter, Microsegmentation, Risk and Compliance
Akamai® is the leading provider of cloud services for helping enterprises provide secure, high-performing user experiences on any device, anywhere. The Akamai Intelligent Platform enables enterprises to capitalize on market opportunities presented by trends like mobile and cloud while overcoming the challenges presented by security threats and the need to reach users globally. • Pure hunter focused solely on generating net new business in mid-market, specialized in enterprise manufacturing, legal, energy / oil and gas, automotive industries across North America and Canada • Responsible for initial sale, customer on-boarding and integration support • Drew from previous experience in selling data center hardware at PCM to develop working knowledge of cloud security threat landscape, application performance acceleration market trends, enterprise networking infrastructure, and advanced technical understanding of the Akamai portfolio • Developed ability to clearly communicate value of complex products and prove it repeatedly due to aggressive competitive environment • Knack for getting to the heart of customer's objections and earning trust by driving toward value - not just traditionally "overcoming objections" for the sake of the deal • Demonstrated strong willingness to collaborate with team members and sales leadership on solutions to organizational challenges: led a 3-month pilot to prove the value of an underutilized channel partnership with a value-added software re-seller
PCM is a publicly-traded IT procurement outsourcing company and leading business-to-business solution provider. PCM offers complete hardware, software, and custom solutions around data center design and implementation, cloud migration, network security, hardware and software configuration, as well as imaging and asset management. • Primarily a hunter: generated net-new business in a given territory with focus on small to medium businesses regardless of vertical • Managed small existing customer base (approx <5% of overall territory initially) and grew revenue within those accounts • Relentlessly advocated for customer's needs with laser focus on customer service and satisfaction • Demonstrated an ability to rally internal technical and vendor resources, work with multiple teams across product lines, and act with a sense of urgency to deliver solutions to customers • Built a strategic "partner army" in distribution and channel partnerships to scale myself effectively and grow my book of business quickly • High-volume outbound prospecting via phone and email - 40-60 dials / day minimum • Developed a structured methodology for penetrating new accounts and winning business with a comprehensive "current state" assessment for new customers