United States
Some leaders build and lay the train tracks but many ride on the tracks that others built. As Chief Revenue Officer (CRO) at Corsa Security, I am responsible for developing and motivating our sales team and channel partners to build, lay AND ride the tracks to grow revenue. “Positive thoughts yield positive results” I am an accomplished and highly qualified sales executive that has been instrumental in the start-up, growth, and success of organizations from Gigamon to Fluke Networks and LightCyber, which was acquired by Palo Alto Networks, to most recently Aryaka. Even more important than building the right team is to build strong and lasting relationships with organizations by helping them solve difficult problems with innovative solutions.
• Recruited Global sales and support team for direct and channel initiatives resulting in 126% CAGR. • Established new partner programs globally increasing Sales and Channel lead generation activity resulting in 92% partner-initiated deals. • Transitioned sales from a hardware sale to a SaaS offering, 'Automating Virtual Firewalls as a Service'. • Increased average deal size 2.8X Annual Contract Value (ACV) & Total Contract Value (TCV) by 2.3X. • Increased prospecting and revenue generating activities with Technology partners Palo Alto Networks and Fortinet. • Evangelized scaling Virtualized NGFW space by partnering with technology partners. • Increased Customer support activities to ensure Land and Expand opportunities resulting in reduced churn, increased customer retention and ACV. • Collaborated with CEO and Executive teams to ensure Executive Directives were exceeded. • Built and led U.S. enterprise sales presence as a player-coach, directly closing strategic accounts while recruiting and mentoring a high-performing enterprise sales team. • Introduced structured sales processes and methodologies (MEDDIC/MEDDPICC, customer-outcome selling) that scaled pipeline discipline and forecast accuracy from early-stage to growth. • Drove double-digit ARR expansion by repositioning Corsa from hardware sales into an AI-driven, SaaS-based cybersecurity platform, establishing thought leadership in a new technology category. • Partnered with investors, executive leadership, and early customers to validate market positioning and accelerate traction in North America. • Designed compensation structures and MBOs aligned to ARR and customer adoption, ensuring rapid scaling with accountability
SD-Wan as a Service. ANY APPLICATION, ANYWHERE IN THE WORLD, WITHIN HOURS. • Transitioned through 3 new CEO’s in 10 months • Acting CRO Q2. • Rebuilt damaged Channel organization • Recruited & Engaged new VAR’s to Aryaka SD Wan as a Service • Reengaged Master Agent community by building trust in Aryaka • Initiated ‘Deal Registration” to build trust in the partner community • Recruited Global team to support channel initiatives and support sales initiatives • Partnered with CMO to ensure we delivered cohesive messaging & programs that were supported by both sales and marketing • Collaborated with CRO on Global Sales and Channel strategy • Established new partner programs and contracts to support Master Agent, Resellers, SI/MSP
Acquired by Palo Alto Networks 2/28/2017 at 19X revenue Increased bookings 7X over 2015 Increased ASP(average sales price) 2.7X over 2015 New Customer Acquisitions increased 2X (YOY) Top Graded Global Sales Team with Regional Sales Directors and System Engineers capable of evangelizing the "Behavioral Analytic Detection" space to customers through our VAR channels. Increased Channel activity World Wide. (100% channel delivered) Built European Sales & Engineering team which added considerably to 2016 sales. Maintained and expanded (land & expand)existing customers resulting in 40% of 2016 revenue.
• Increased billings from 15M to 200M, exceeding each YoY assigned goal (min growth 52%) • Built team from 6 directs to a multi-tier leadership structure of 100 with 98% retention rate • Direct key account development & leadership, 9 accounts over 5M in billings each • 15/16 quarters, recovered miss resulted in “One of the Best Company Turnaround in 2015” WSJ • Foundation through complete sales restructure returning stock from $9.90 to $32.00+ • Delivered more than 80% of total company revenue each quarter • Drove rapid revenue growth exceeding corporate growth yearly. • Pre and Post IPO experience. Working directly for SVP of WW Sales and CEO • Attracted, retained, mentored and motivated top talent to execute the plan • Consistently exceeded quota yearly and P&L budget. • Highest Producing Region per Sales Person Consistently for 4 years. • Developed cross-organizational teaming with marketing, product development, finance and sales to deliver unified messaging and value proposition. • Tripled average deal size compared to 2011 • Regarded as highly ethical by peers, partners and direct reports.
founding member of Fluke Networks and original team tasked with building the brand "Fluke Networks" from conception to now a $500 M dollar division of Danaher. Developed the distribution, manufacturers rep and direct selling channel using DBS (Danaher Business Systems) Tools & Metrics • Drove rapid revenue growth in the Eastern Region during the toughest economic climate in years • Recruited and managed FNET direct, distribution, channel partners and manufacturers reps • Developed overall strategy for ramping sales through direct partners, distribution and VAR channels, from training to ongoing management and motivation • Managed three sales representative firms, including 20 outside sales personnel, 4 systems engineers and 4 inside sales personnel • Evangelized new product test segment called portable network test created by FNET • Top 1 or 2 area internationally for 15 years. • Highest Producing Region per Sales Person Consistently for 15 years. Exceeding Corporate growth.