Geoff Kreiling

Radware

Director, Carrier & MSSP Sales

Semperis

Director, Global SI & MSSP Routes to Market

Deep Instinct

I drive financial results and consumer demand for the brand by cultivating strategic channel partnerships for VAR and MSSP that align with the mission and objectives of the organization.

In this role, I propelled revenue generation efforts by supporting the sales team, onboarding 44 partners during tenure, and consistently boosting revenue: Q2- $8MM, Q3-$13MM, Q4 (projected) - $19MM.  

I designed and executed the VAR and MSSP channel sales strategy, right-sizing partnerships to create optimal results for all stakeholders.

As a relationship expert, I supported sales and partnership development efforts by facilitating effective partner engagements, cultivating strategic alliances, and building relationships to enhance network reach and potential sales opportunities.

Vice President, MSSP and Channel

Fortinet

Throughout my tenure with the organization, I achieved promotions upwards throughout the organization, starting as a manager, earning a promotion in 2016 to the Sr. Manager Managed Security Service Providers and Service Enablement, and eventually being appointed to the Senior Director role in 2019. Additionally, I successfully led a team of Partner Service Managers and MSSP Account Managers, facilitating strategic business development, product development, and go-to-market projects. 

I successfully achieved over 125% of sales goal, on a budget of $150M, by creating and implementing sell-through programs for Fortinet MSSP Partners, building strategic partnerships globally, negotiating and renegotiating optimal contracts, and solving challenging, complex business problems.

Director, MSSP and Service Enablement

I help run a Managed Security Service Provider Partner Program that has been globally recognized by a leading analyst firm. The Fortinet MSSP Partner Program works with our MSSP Partners to determine how best to leverage Fortinet and best of breed 3rd Party security technology to deliver innovative, compelling and profitable Managed Security product offerings. 

I lead a team of experts with backgrounds in Sales, Business and Product Development, Engineering, Operations, Automation and Orchestration. My team and I insert ourselves into our Partners to help drive Service Creation, Sales and Operational efficiencies and increased profitability.

In my 3+ years in this role I have helped grow the MSSP Channel by 30% YoY growth while managing a team that consistently exceeds 100% of Quarterly quota

I have also trained thousands of Telecom and Managed Security salespeople on how to deliver a compelling Managed Security value proposition that allows them to close more deals and close them faster.

I have spoken at Partner and Industry events, conducted webinars, co-authored whitepapers around service creations and written blog posts outlining the need for MSSPs in today's ever changing and increasingly complex security landscape  

In addition I help run the Fortinet Veterans Program, where I work with my team to interview transitioning military veterans to identify exceptional individuals for admittance in to the Veterans Program The goal of this program is to leverage Cyber skills our Veteran's have learned while in the military and use those skills to successfully transition into the civilian world which also helps fill the ever increasing employment gap we are seeing in the cyber security industry.

Sr. Manager- Managed Security Service Providers

Sr. Manager, MSSP and Service Enablement

PEG Bandwidth, LLC

In this position, I led and oversaw the development and full product management of the organization’s service and product offerings, including completing analysis on PEG Bandwidth assets to develop a strategic business plan to effectively launch ethernet and DWDM services to carrier and enterprise customers.

Director of Product Management

Masergy Communications

I created state-of-the-art products to complement network portfolio and build strategic alliances with partners.  Identified opportunities by analyzing feedback from key stakeholders, building brand loyalty, and improved market penetration by updating the product to meet consumer demands. 

In this role, I designed, built, and rolled out a global, network-based SaaS model managed security product, adding $1MM to bottom-line financial results in less than 11-months post-launch. 

By developing a global turnkey-managed customer premise equipment solution, which included firewalls, routers, and switches, I boosted monthly revenue by $250k MoM.

I identified and selected a vendor to introduce the sale of OCx circuits, enabling $374K in monthly recurring revenue.

Manager - Product Development

Analyzed market data and activity to obtain insight into market development and trends and supply senior management with fact-based market research. 

Benchmarked ESI’s products against the competition through Internet research and interviews with sales teams, reseller channels, and end-users.

Collaborated in developing and writing company’s National Accounts Program to attract and retain resellers by standardizing pricing, discount levels, training, marketing funds, and technical support.

Competitive Analyst

Verizon Business

Oversaw the VerizonBusiness (VzB) / Cisco partnership

Assisted with VzB funnel management by forecasting Cisco sales and working with VzB Account Teams to close business

Developed programs to enable sales of Cisco core routing equipment and customer premise equipment

Brokered deals between the 2 companies to reduce channel conflict and increase revenue and served as point of escalation for both companies. 

Monitored competitor activity and created targeted strategic campaigns to increase Cisco sales in key areas  

Interfaced with Cisco and Verizon Engineering, Sales, and Product Management teams to share technology roadmaps and to develop or enhance products. 

Monitored, identified, and benchmarked firms for potential acquisition.

Alliance Manager

Oversaw market research, monitored competitive activity and identified customer needs

Interfaced with engineering, manufacturing and sales to develop new products or enhance existing products or product lines

Benchmarked Verizon product attributes against competitive products, other products within the product line and other product lines within the portfolio.

Applied information derived from the above activities to defining, segmenting and proactively addressing the markets we deemed profitable.

Target Marketing

Oversaw market research, monitored competitive activity and identified customer needs

Interfaced with engineering, manufacturing and sales to develop new products or enhance existing products or product lines

Benchmarked Verizon product attributes against competitive products, other products within the product line and other product lines within the portfolio.

Sr. Staff Consultant - Portfolio Integration

Supported 8 Account Executives in the Enterprise Sales and Solutions Center, handling Enterprise Accounts as well as vertical markets.

Identified training needs and provided relevant materials and instruction for all new and existing team members, including continuing education in analog and digital services. 

Consulted with new and existing customers to assess needs, design solutions, and coordinate installations. 

Participated in sales cycles from proposal through installation to ensure that products and services were installed to customer satisfaction. 

Served as Subject Matter Expert in Verizon network services and closed business that helped the center achieve over 150% of quota in 2002 and over 125% of quota in 2003 and 2004.

Developed program to promote teaming between Sales Engineering and Account Executives to increase sales funnel activity and drive revenue.

Sales Engineer II

Verizon

Provided support for 40 Account Executives and served as subject matter expert for network services.

Designed high capacity data networks for multilocation customers throughout the United States.

Consulted with new and existing customers to assess needs, design solutions, and coordinate installations. 

Participated in sales cycles from proposal through installation to ensure that products and services were installed to customer satisfaction. 

Assisted as technical expert to close deals.

Recognized for Revenue performance in 2001

Closed business that helped the Center achieve over 125% of quota in 2000 and 2001.

Sales Engineer - Business Partnership Channel

Managed a fixed group of named accounts with the goal of increasing retention and increasing wallet share

Sold services including ISDN PRI, Voice equipment, Data equipment, IP telephony products, Dedicated Internet, Long Distance Voice and Data Services

Exceeded sales goals with 125% of sales quota

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