Praetorian

Praetorian is an offensive security engineering company whose mission is to make the digital world safer and more secure. Through expertise and engineering, Praetorian helps today's leading organizations solve complex cybersecurity problems across enterprise assets and product portfolios. 

Praetorian's capabilities include:

Chariot Managed Service (ASM + Continuous Offensive Security Concierge)
Advanced Red Team Operations
Full-stack Product Penetration Testing
IoT/Hardware Analysis
Secure CI/CD Review
Attack Path Mapping
Purple teaming
M&A Due Diligence Assessments
NIST CSF & SSDF

Vice President of Sales

ZeroNorth

[Acquired by Harness.io]

ZeroNorth is the only company to deliver risk-based vulnerability orchestration across applications and infrastructure. By orchestrating scanning tools throughout the entire software lifecycle, ZeroNorth provides a comprehensive and continuous view of risk and reduces costs associated with managing managing disparate technologies. 

The ZeroNorth platform enables organizations to rapidly scale application and infrastructure security scanning, while integrating seamlessly into development environments to accelerate and verify remediation.

Regional Vice President, East Sales

Veracode

[Veracode acquired SourceClear in April 2018]

As part of the transition into Veracode, I took over as an Account Executive for Strategic Accounts in the New York City Metro area. In my position I worked closely with a small set of existing/prospective large-enterprise customers.

FY 2018 Performance: 
 - 184% Quota Attainment
 - President's Club
 - Sold largest SourceClear SCA deal in the company

FY 17 Performance (SourceClear):
- Added 11 new-logo customers including: SAP, Red Hat, Telstra, VMware, GrubHub, eBay and Securian Financial.

Strategic Account Executive

Cigital, Inc (A Part of Synopsys)

As the Senior Director of West Coast sales, I lead a 5 person sales team responsible for managing existing accounts and achieving a multi-million dollar growth goal for the West Coast region. I personally manage Cigital's footprint within 20 named enterprise accounts within the region and report to the SVP of Global Sales. 

In addition, I am an active stakeholder in a new Customer Success function within the firm that is focused creating a customer community and identifying up/cross sell opportunities within our existing customer base. 

Performance:
FY 2016: Team Added 32 New customers (2 in Fortune 50)
FY 2016: #1 Performing Customer Success team in Company ($1,500,000+ CSR driven sales)
FY 2016: Added $2,900,000 in sales to West Coast Named Accounts
FY 2016: Sourced and Spearheaded Enterprise partnership with Google Cloud Platform

Cigital was acquired by Synopsys, Inc. in November 2016. 

Performance:
Q1 FY 2017: Created and Executed Security Services Training Program for 50+ Person team
Q2 FY 2017: Supported largest Penetration Testing deal in West Practice history as Services SME

Senior Director | West Coast Sales

As the Enterprise Sales Director for Northern California & Arizona, I am responsible for penetrating "new logo" enterprise accounts & growing Cigital's presence within existing accounts within my territory. Specifically, my responsibilities include:

• Discovering new opportunities via outbound calling
• Expanding services footprint within named Enterprise Accounts
• Designing and driving strategy for Inside Sales, SMB, Middle Market and Key Account   representatives to target specific markets
• Working with Channel & Strategic Partners to Identify & Close new business opportunities
• Maintaining accurate sales reports & forecasts for the Northern California Region
• Preparing & delivering major accounts sales presentations & RFP responses

Individual Performance:

Fiscal Year 2015:
254% New Business Quota Attainment
21 "New Logo" Customers (6 in Fortune 250 | 3 in Fortune 50)

Fiscal Year 2014: 
238% New Business Quota Attainment
29 "New Logo" Customers (9 in Fortune 100)

Sales Director | Northern California

As the Lead Manager for Inside Sales at Cigital, I oversee Inside Sales for a 12 person sales team. Specifically, my responsibilities include:
  
   •	Managing sales process for all inbound product sales
   •	Training & Coaching Inside Sales Account Executives
   •	Reporting Metrics & Activity to VP of Sales & VP of Products
   •	Developing & Executing multi-national email campaigns
   •	Developing industry-specific messaging for cold-calling campaigns

During my tenure as the Lead Manager of Inside Sales, we successfully implemented an Inside Sales Optimization tool with Salesforce.com & also the marketing automation tool, Pardot.

Individual Performance:
Q2 2013: 180% Quota Attainment
Q3 2013: 112% Quota Attainment
Q1-Q3 Pipeline Contribution: $3,059,000 

Team Performance:
Cold-call Meetings Arranged: 165+
Meetings with Fortune 500: 67+

Lead Manager | Inside Sales

As an Inside Sales Representative at Cigital, I am responsible for all lead generation responsibilities for our Bay Area and Pacific Northwest Sales Directors. Specifically, I make a minimum of 175 outbound cold calls a day to arrange 30 minute conference calls, or 1 hour face-to-face meetings with individuals at named target accounts.

I am also responsible for building lists of contacts within my territory, and maintaining an industry-specific email campaign for my target accounts. 

Individual Performance:
Q4 2012: 110% Quota Attainment
Q1 2013: 133% Quota Attainment

Inside Sales Representative

memoryBlue

• Received offers of employment from both of my clients within 5 months of employment (Fourth fastest in company history)
• Responsible for Lead Generation to consistently fill client's sales pipeline
• Strategic Sales Planning and Implementation of Inside Sales Campaigns 
• Work directly with Vice Presidents of Information Technology & Directors of Infrastructure to develop SOW's
• Experience pursuing Director, VP and C-level prospects by phone, face to face contact and email to create business opportunities
• Responsible for maintaining, building and qualifying prospect list to  produce results in a fast-paced, competitive environment

Account Executive

Clinical Ink

• Member of 6 person Quality Assurance team   
• Revised, edited and executed QA test scripts 
• Reported outcome of User Acceptance Testing

Quality Assurance Analyst

I am a growth-minded GTM leader that has spent my career in the application security space selling products, professional services, and managed service solutions. I believe that selling in 2021 is fundamentally different from just 10 years ago and that sales teams today have to be technically fluent in their domain, exceptionally knowledgeable about their solution(s), and strategically driven by measurable KPI. 

Specialties:
- Deep Application Security, DevOps, and Cloud Security domain expertise
- Using MEDDPICC to increase win rate & forecast accuracy
- Design & Analysis of sales performance KPI (SFDC, Excel, Tableau & PowerBI)
- Salesforce.com administration (page layout modifications, creating reports/dashboards & user mgmt.)
- Contract negotiation & pricing strategies
- Ground-up design of sales messaging, sales process, team structure, and GTM operationalization

Exits:
- Cigital (acquired by Synopsys 2016)
- SourceClear (acquired by Veracode 2018)
- ZeroNorth (acquired by Harness.io 2021)

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