Sales Security

E ARLE S. H U M P H REYS

Technology Sales Management for software, inf rastructu re,

n etwork and security solutions with direct and channel

o rganizations

**** ****** ***** **, ****** Texas 77302

**********@*****-*******.*** 936-***-**** (office) 936-***-****(cell)

Unique expertise:

• Extensive technology sales management experience( 11+ years) AND deep marketing expertise to

know how to apply marketing “p”’s to close a sale

• Built 3 direct sales teams and 3 channel sales from “scratch” for 5 different firms

• Ran several international sales teams

• C level background results in client attention and respect for knowledge needed to solve problem(s)

Special skills:

• Cloud (SaaS/IaaS) computing knowledge

• Channel development with a direct sales organization to avoid conflict/issues

• Vendor or strategic partner solution design to ensure seamless “go to market” plan

• Managed services experience in network and security solutions

• IT outsourcing sales with experience to design with client retained functions

FISHNET SECURITY 2011 - Present

DIRECTOR STRATEGIC SERVICES

Sales of managed security services (MSSP) for largest Security reseller in North America.

• Grew region by 500% in first year. 125% of goal in second year. 155% quota in last quarter

• Closed largest Fishnet MSSP deal to date at $500k/year with Bank of America online mortgage sub

• Launched new internally delivered cloud monitoring offerings

ITEEX, INC 2006 - 2011

MANAGING PARTNER-BUSINESS DEVELOPMENT

Joined this vendor and VAR channel development firm to sell MSP and cloud models to technology vendor

channels. Services include: VAR business advisor, product management, sales and security business training

• Built and sold Comptia Security Trustmark Accreditation Program to VARs with 50+ first year

• Developed Special Interest groups for vendors achieving 20 with 500 members in verticals/functions

• Increased reseller membership for peer groups (Comptia, ASCII, etc.) and vendors (Zenith InfoTech, Oracle,

Microsoft) by webinars, seminars on Cloud and security

TRUCOMPLY, LLC (SOLD FIRM) 2006-2008

EVP, Marketing & Sales (co-founder)

Payment Card Industry (PCI) tools solution provider via SaaS model. Provided PCI consulting to enterprises and

PCI/QSA assessors.

• Signed 25% of PCI assessor market as active channel

• Increased sales in two years by 300%

SOLUTIONARY 2002 - 2006

CHIEF SALES & MARKETING OFFICER

Leading mid-market Managed Security Services Provider (MSSP). Promoted to build channel program, marketing

function and a sales force.

SECURITY SALES REP - Achieved 300% quota in first year. Sold to major firms: Weatherford, Big Lots, ACS,

etc.

• Grew sales from $2m to $30m in less than 3 years while directing 10 sales reps

• Closed Solutionary’s first $1M/year deal with $6B systems integrator-CSC based in Dallas

• Got Gartner to name us to its “visionary” quadrant for all MSSP’s in North America

• Grew channel sales from 0% to 50% of total revenue

VERISIGN, INC. 2001 - 2002

VP SERVICES- CONSULTING DIVSION

$300 M division delivering security solutions to ensure enterprises design build and manage communications and

data securely. Integrated 3 firms to enable firm’s rapid growth PKI and services.

DIRECTOR SECURITY SOLUTION SALES - Integrated 3 disparate subs into a unified sales team

• Built sales force for 200% growth year over year

• Build MSSP business from zero to become one of the top 3 market leaders in space

CABLETRON SYSTEMS (SOLD SUBSIDARY) 1997 - 2000

CEO - GLOBAL NETWORK TECHNOLOGY SERVICES (GNTS)

$60 M subsidiary delivering network infrastructure and services with 400 employees in 66 locations worldwide

DIRECTOR SOLUTION SALES - Built team from support to consulting sales/network management to sell

hardware/software

• Growth was 30% CAGR allowing sale of unit as part of board strategy

• Closed $8 M GM network performance monitoring deal at GNTS

• Closed $2M /year deal with AT&T for internal network management & support as Director sales

COMPAQ COMPUTERS (SOLD TO HP) 1996 - 1997

DIRECTOR GLOBAL SOLUTION SALES

• Closed Hungarian stock Exchange for $12M -trading software and systems

TANDEM COMPUTERS (SOLD TO COMPAQ) 1988 - 1996

VP INFRASTRUCTURE CONSULTING

DIRECTOR SERVICE SALES

• Built sales team from zero selling maintenance and consulting - grew from $50m to $200M in 3

years

• Executed market share retention maintenance program to retain 95% share vs. third party

competitors

• Closed $25M Navy systems deal with federal Integrator

EDUCATION:

• MBA, University of Richmond

• B.S., Industrial Engineering, University of Maryland

Sales Management CV

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