Tel Aviv District, Israel
An experienced sales and business development manager with strong background in IT security, deep technical knowledge and proven success record. In the last decade I focused in sales of high-end solutions, combining both hardware and software in the service provider, large enterprise and government agencies markets. My work entails providing information security managers with guidance, advice, and a better understanding of their situation. The information security highlights the weaknesses of the business. Because I have a deep understanding of the different aspects of the company, such as how it operates and process constraints, I look at the organisation's body and propose the most appropriate cyber security solutions. My rapid diagnostic and excellent interpersonal skills enable me to provide comprehensive input on professional issues and ultimately allow the customer to choose the optimum solution. I am aware that there is always room for improvement and thus invest in constant learning to ensure that my know-how remains updated and relevant. I tend to become involved quickly in all fields, and as a tech oriented cyber security business manager, I am constantly challenging myself. My experience includes business development management and conference marketing and management. I was privileged to direct and interview and to be entrusted with putting these events together in a way that conveyed the required message. I never hesitate to bring myself to the table, prepared to reveal and share. I found this particularly useful with pre-sales, but it also helps to facilitate the other party's unconditional trust. They know what I know and that I will always be there for them. A colleague once told me that I am the person he would choose to define his cyber security related business challenges in the same way that he would choose the best nutritionist to create his perfect menu. Despite the appeal of the products that provide solutions and my excellent mentoring skills in the sales world, I constantly strive to find the most suitable remedy, especially when I see and sense that my presence is needed to provide assistance.
Providing knowledge and advice for CIOs, CISO's and IT managers in Defense and Government organisations. Helping CIO's, CISO's and IT managers to unlock value in their company, through identifying observed trends, choosing tools to handle threat actors and protecting vulnerable assets. All my activities reflect a broad business perspective. Combine my vast experience in managing complex sales processes with technological know-how and awareness of changes in the threat landscape. Leading a staff of extremely talented salespeople and engineers who provide professional services and support.
I demonstrated my mentoring, self-expression, and training skills with channel partners in Cyprus and Israel in a way that provided the full suite of the latest technology products and services. I challenged myself to be fully present and to constantly contribute to the company. My goal was to enable the clients to preserve their assets, which provided a sense of security for their organisations, and then safely generate an increase from those assets. I increased the customer base of the company substantially, occasionally offering out of the box solutions that emerged from innovative ways of thinking.
As a manager, I needed to identify with the product that I represented, and operate with maximum cooperation. I exceeded sales goals. I built tie-ups with significant added value for business partners and customers, and contributed to strengthening Blue Coat’s brand name in Israel. I excelled as a vendor who understood the customer's business drivers superbly.
Coping with organisational changes stimulated me to develop full commitment to the customer, and accept full accountability with regard to all aspects of my involvement. Another insight that I gained was that when a person engages with the business factors in the right way, the potential for growth is much greater. Indeed, all those involved in the project grew tremendously, including myself.
I developed pre-sale, hunting and farming skills over the four years that I spent in this position. I also developed and nurtured personal connections with customers, that led me to jointly define the customer's security investment strategy. Clearly, this was where I began developing my ability to manage disruption, which was manifested at a later stage in Palo Alto Networks. Likewise, significant long-term relationships were established with customers and business partners, based on trust.
When I was invited to establish Crossbeam's activity in Israel, the operative element was to handle the business at all levels, providing within that, rapid and accurate support pro services. Personally, I saw an opportunity to advance my skills, from presale to product presentation. Responsibility for product configuration followed, to ensure that decision makers' requirements were met, including solutions for RFP/RFI. I served as an SME for ISVs such as ISS and Imperva, providing engineering guidance. My high-quality presentations to technical and executive audiences enabled training and updating of channel partners.