Account Manager Executive
Resume:
ALISON NORMAN
***** ***** ******, *** **** Capistrano, CA 92675
ad5u9l@r.postjobfree.com
www.LinkedIn.com/in/alisonnorman
Successful sales professional with broad industry experience. Ability to close all deal sizes including complex enterprise deals in all facets of technology. Consistent track record for building long-term executive relationships. Known for ability to hunt, farm and close with customer obsession, bias for action and successful negotiations. Collaborative team player who can work independently. Empathetic, curious, life long learner, great listener, effective presenter, detail oriented with big picture focus.
PROFESSIONAL EXPERIENCE
Girl Security
Mentor November 2023 - Present
Mentor leading aspiring mentee looking to join the cybersecurity field. Meet regularly to discuss career goals, business environment and cybersecurity field.
OffSec
Strategic Account Executive May 2023 - February 2024 Originally hired as Enterprise AE and promoted to Strategic AE. Identified business engagement strategy for strategic accounts spanning engagement, development and closing new logo account sales. Trained BDRs based in the Philippines and worked with Marketing on events and leads. Embraced newly formed channel motion and worked with various partners to broaden reach, engagement and close deals. Designed outreach motion and engagement models to successfully penetrate new logos. Focus on cyber talent development, risk reduction, cyber training and certification SONATYPE
Regional Account Manager, West February 2022 - April 2023 Strategic focus selling Sonatype’s Lifecycle Management platform to Enterprise customers. Closed new logo sales by uncovering and qualifying solution opportunities with Enterprise accounts spanning all verticals. Effectively communicate value propositions to increase sales. Collaborate with field marketing to drive new prospects, advance existing opportunities. Managed POCs to support sales efforts, delivered demos and complex selling models. Focused on open source security, software development security, software bill of material (SBOM) INSIGHT
Solutions Executive, Connected Workforce January 2021 - January 2022 2021 Ally of the Year
Strategic focus selling Insight’s Connected Workforce solutions: Professional and Managed Services that maximize returns on IT investments and free up internal resources for Enterprise customers. Responsible for driving revenue by uncovering, qualifying, and closing solution opportunities with Enterprise accounts spanning all verticals. Prioritize identified opportunities by decision making time frame & buying stage. Work with presales to develop technical solutions ensuring they meet the clients’ requirements. Collaborative engagement with extended client teams and marketing, presale and delivery teams. Geographic territory (socal) spanning all verticals in the Enterprise space. Partner with Microsoft, Apple,as well as hardware and software vendors. FIREEYE
Enterprise Account Manager, CA, HI August 2018 - Nov 2020 2019 Southwest Region Sales Rep of the Year
Attained 125% of quota. Responsible for selling into established and white space enterprise accounts, spanning verticals but not limited to Financial, Insurance, Transportation, Manufacturing, Banking, Healthcare, Entertainment/Media companies. Established trust base, value added relationships within C level and their direct reporting structure amongst many divisions within a company. Collaborated internally to create solutions spanning software, hardware, implementation services, security services, intelligence offerings and SaaS solutions. Established new partner networks and expanded technology partnerships to drive revenue and increase market shares.
IBM
Strategic Security Account Executive, FSIs January 2016 – July 2018 100%+ quota achievement. Consistently met and exceeded quota through navigating through complex environments. Establishing C level relationships, understanding mission critical priorities and challenges and delivering solutions to achieve business and mission outcomes. Minimize risk for organization and programs by driving solutions to increase security maturity. Develop, progress and close opportunities within all domains of Cyber Security: Security Intelligence and Analytics solutions, SOC Automation, Cognitive Cyber Solutions, Insider threat, Infrastructure security, application security, data protection and endpoint management. Strategic seller with ability to coordinate complex, lengthy deal cycles and processes. Worked with a large network of business partners to support and expand business opportunities. Security Account Executive, DOD/Intel January 2012 – January 2016 200% + Q3 2015
Q3 Don Hall Top Seller Award 2012 – Q3 Charles Ransom Top Seller Award 2013 Sold Identity and Access Management, Network, Server, and Virtual IDS, IPS devices, Web and Application Security tools, Database security to DOD/Intel Federal Customers and Federal System Integrators. Accurate forecasting, marketed events and Security seminars, managed customer evaluations and led various initiatives to resolve customer satisfaction issues to keep install base from migrating to competitors. Worked with Product Development to ensure products met Federal mandates. ISS Specialist, Federal October 2009 – December 2011 Hand selected to integrate a new company acquisition into the IBM portfolio and successfully drive new product sales within Federal and Federal System Integrators. Met and exceeded sales achievement and received Sales Recognition Rational Software Specialist June 2006 – October 2009 100%+ Quota attainment with special recognition FY08 Q1, Q2, FY07; Multiple IBM Thank you Awards received Sold Development tools to enhance Software Development Life cycle. Engaged with developers, project managers and IT operations management to ensure software programs were successful selling software development tools for Intel programs supporting the US Federal Government. Worked with agencies directly and FSIs. The sales team incorporated SCRUM methodology as part of sales cycle to track new opportunities, wins.
Oracle Corp
Education Sales Executive July 27, 2004 – June 2006 Over attained Quota, 110% FY06, Outstanding Sales Achievement March Q3 FY05 Developed and closed education services sales within geographic territory to cover enterprises of all sizes within PA & DE Built education solutions for customers based on Oracle product purchases. Collaborated with License sales both inbound, outbound, Consulting and Customer Services departments within Oracle to expand deal size. Engaged with Education Services to ensure client solutions were sound and leverage to expand deal size. Actively maintain forecast, lead generation, business reviews, project manage engagements and other campaigns to exploit all avenues to grow business. Establish partner and reseller opportunities. Computer Associates (CA) December 1996 — March 2003 Education Sales Executive
Promoted several times in recognition of sales excellence, customer satisfaction, new revenue, market capture
#1 Sales Rep FY2002, Achieved 1.8 million in Sales FY2001, 120%+ of quota Developed and closed education services sales opportunities for the US Federal Government (DOD & Civilian) and Commercial sectors within the Mid Atlantic Region. Developed full training plans to coincide with product implementation, coordinated plans with CA Services and clients to ensure successful product implementations. Demonstrated the value of CA education solutions to ensure maximum client satisfaction of CA software. Consistently drove revenue opportunities to obtain sales quota by understanding client’s business goals and objectives. Teamed with Product Sales, Business Technologists and Services Sales Specialists within the organization to expand revenue opportunities. Extensive knowledge of Federal Government Procurement procedures. Largest deals with DLA, US Centcom and DIgex
PROFESSIONAL DEVELOPMENT
● AWS Business Professional (in progress)
● Meddic Sales Methodology
● IBM Strategic Selling
● TCO Value and ROI Sales
● Franklin Covey Move off the Solution
● ISAC Training
● Continuous Security Training
● Think Client Value (Huthwaite)
● Sales Strategies (Infomentis)
● Ingredients of a Good Call (Penoyer Communications)
● WinWin Negotiations (Sandler)
● Target Account Selling (OnTarget)
● Customer Focused Selling (D’lnnocenzo Cullen & Associates)
● Powerful Presentations (Balducci)
EDUCATION University of Phoenix, BSB, ebusiness January 2003 AWARDS
Insight: 2021 Ally of the Year
FireEye: 2019 Southwest Region Sales Rep of the Year IBM: Don Hall Top Seller, Sales Eminence, 212 degree award, FY08 Q1, Q2 Recognition, FY07 Recognition, Multiple Thanks Awards Oracle: Outstanding Sales Achievement FY2006
Computer Associates: 1st Qtr Education Sales MVP 2001, 4th Qtr Most Improved in Sales 2000, 4 th Qtr AA, 1998 TECHNOLOGY SKILLS Sales Forecasting tools, Linkedin, Office: Word, Excel, PowerPoint, Access, HTML, Visual Basic, Siebel, CA applications, Oracle applications, IBM applications, Bluemix, Social and selling tools proficient, Virtual Communication Technology Proficient, Discover, Carrolls, Zoom, First Life, Teams, Slack, Outreach, Sendoso, SalesForce Organizations & Community: Toastmaster, Toastmaster Officer, International Association of Women, Women in Technology International, CapoValley High School Pep Squad Vice President, Fundraising, Girl Security Mentor
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